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In this new episode, Dan sits down with Tom Panos to break down what actually changes when the market tightens and the easy wins disappear. They unpack the habits agents built during the boom, the skills needed now, and the conversations that keep campaigns moving when inspections drop and sellers hold on to yesterday’s prices.

In this episode, you’ll learn:

◼️ Why tight, correct pricing matters

◼️ How to use buyer intel to guide sellers

◼️ What double vendor management looks like

◼️ How to run a proper set to sell meeting

◼️ Why newer agents are struggling in a normalising market

Timestamps:

00:00:00 - Introduction

00:02:11 - Personal Experiences in a Downward Market

00:03:16 - Adapting to Changing Market Conditions

00:04:03 - The Importance of Buyer Management

00:05:03 - Market Variations Across Australia

00:05:38 - Strategies of Experienced Agents

00:06:31 - The Need for Frequent Communication

00:08:26 - Educating Sellers on Market Realities

00:09:59 - Understanding the Upgrade Advantage

00:10:30 - The Role of Effective Communication

00:11:47 - Vendor Management and Listing Presentation

00:12:51 - Addressing Genuine Pricing Errors

00:19:09 - Role Play: Pricing Conversations with Vendors

00:27:07 - Setting Expectations with the Set to Sell Meeting

00:30:58 - Knowing When to Let Go of a Vendor

00:34:13 - Final Thoughts on Vendor Relationships

Follow Daniel Lee:

https://www.instagram.com/dan_lee_plum

https://www.linkedin.com/in/daniel-lee-plum/

Follow Tom Panos:

https://www.instagram.com/tom_panos/

https://www.facebook.com/tompanos.training