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“So, you've got a great buyer that wants you to find them something. They've said to you, Suzanne, this is what we're looking for. Have you got anything coming up? Don't worry if you've got anything coming up, go and find it. Don't wait. Agents that are starting out, I don't have many listings, how can I get listings, what can I do? You've got buyers. Work through my open for inspection list, work through my buyer list, find what a buyer wants, then go and find the listing. It doesn't have to be the other way around. Match the buyer to the property. Just find the property for them. Go and doorknock. Go and phone Canvas. Do what you can. Ask the other agents in the office, have they looked at anything like that, that might suit? But you know what they want, go and find it. There's no excuse to say I don't have a listing to sell them. In markets like this where buyers are few and you can't sell them what you've got, find them something. That's it.”

Suzanne Hibberd is the director and licensee of Abode Property specialising in both standard residential and off-the-plan project sales across the St.George and Sutherland Shire regions. With a personal best year of over $400m in settled sales volume, Suzanne is widely regarded as one of the top agents in Australia and has been recognised by REB in 2024 as Australia’s #1 female agent and the #5 overall agent in the entire country.

Suzanne has been awarded:

- REB No.1 Women In Real Estate Australia 2024 - REB No. 5 - Top 100 Agents Australia 2024 - REB No. 6 - Top 50 Agents NSW 2024 - REB Top 50 Women In Real Estate Australia 2023 - REB Top 50 Agents Australia 2023 - REB Top 50 Agents NSW 2023 - Finalist 2022 Top Residential Agents NSW, realestate.com.au - REB Top 10 Women In Real Estate Australia 2022 - REB Top 10 Agents Australia 2022 - REB Top 10 Agents NSW 2022 - REB Top 50 Agents NSW 2021 - REB Top 15 Women In Real Estate 2021 - REB Top 10 Women In Real Estate 2020 - REB Top 20 Women In Real Estate 2019 - REB Women In Real Estate Awards 2019 Sales Campaign Of The Year Finalist - REB Real Estate Awards 2019 Sales Campaign Of The Year Finalist - REB Top 50 Women In Real Estate 2018

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“I don’t sell on brief, I sell on experience. You’ve been looking for three months? You hate taking your kids to open homes? Meet Sally and Dave. They were in a very similar position to you. Before they engaged us, this was their experience. Following engaging us, this was their experience. And that’s really important, it makes it relatable. It doesn’t just say I’m gonna show you 40 off-markets. It’s I showed Sally and Dave 40 off-market properties. This is the one we ended up buying. This is the price Sally and Dave told me to negotiate to, and this is what I actually got it for. Sales agents can be doing the exact same thing, because some prospective clients will relate to stats, but all prospective clients will relate to case studies.”

Jordan Navybox – Qld’s highest grossing buyer’s agent and the second highest grossing nationally – is the co-owner and managing director of Cohen Handler Qld. Cohen Handler as a brand is Australia’s largest buyer’s agency. Last financial year, Cohen Handler Qld eclipsed half a billion in purchased property with 68% of those transactions being sourced off-market. We sit down with Jordan to unpack the intricacies of buyer work and getting more deals done by being proactive and creative in sourcing suitable options, the art and science of maintaining a premium fee rate for a premium service and the call volume + technology stack that has enabled him to perform at such a high level.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Follow us on Instagram @realagent.co for clips and reel content.

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“So that comes down to the conversation when you talk about the off-market up front. I’m not the agent who’s going to bring through six buyers every second day to prove that I’m working so you give me the listing. I am genuinely taking a shot at handpicking the right buyer to get you a sale. If I can’t do that, I still want the opportunity to pitch on your business because I do believe I’m the best agent to achieve you the result. So you’ve got to have that conversation up front.”

Drew Davies is the joint Principal of Place Ascot + Place Nundah and has rapidly ascended to within the top 0.5% of the industry from a standing start and incredibly humble beginnings. In just 6 short years, Drew has skyrocketed both his sales volume and GCI by nearly 10x between 2017 – 2023, growing from circa $15m in transactions to over $142m in done deals; creating an attraction agent brand and profile in the process. Today, he ranks as the number #8 REB agent in Queensland and the number #88 REB agent in all of Australia. We sit down with Drew to unpack the key ingredients responsible for his meteoric growth, including details on hot buyer work, off-market deals, dialogue for cold calling owners and more.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Follow us on Instagram @realagent.co for clips and reel content.

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“That is my ultimate weapon, to get deals done, and get deals done for record prices. Is get these people really highly educated on values….I sold one yesterday for $6m on Quay Street, it’s not gone to market…And she didn’t say anything but the owner might think well that’s a bit of a fee for two days’ work. I’ve worked with that buyer for two years. And I’m talking nearly bought so many homes, so many private inspections…That’s my commitment to my seller, that so much work has gone into this database of buyers before they even go through your home to make it easier, to make them move quicker.”

Sarah Hackett is one of the founding partners & managing directors of Place Estate Agents; a Brisbane only specialist agency spanning 18 various offices & divisions. Sarah is also the principal of Place New Farm, which as of last quarter ranked again as the #1 office in the entire Place network. On the selling side, Sarah has been recognised as QLD’s #1 performing female agent & more broadly as Australia’s most influential woman in property by REA Group, with a widespread reputation that proceeds her as one of Brisbane’s powerhouse forces in the prestige market. Real Agent sits down with Sarah to discuss how her team is structured for maximum efficiency & results, the process by which buyers are managed & nurtured in Team Hackett & the prospecting strategies she’s implemented to double her already industry leading fees.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Follow us on Instagram @realagent.co for clips and reel content.

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“The seller’s price is like the Loch Ness monster. It may or may not exist. But if you start trying to hunt it you’re going to waste a lot of time and a lot of energy. Whether sellers say we will accept X or Y it bears little resemblance to where it eventually sells…So let’s not worry about it. Our job’s not to hunt seller’s price our job’s to hunt best prices. And sometimes they’ll overlap, sometimes they don’t overlap.”

Justin Nickerson is one of Australasia’s leading industry authorities on auctioneering & the auction process. Managing director of Apollo Auctions -- a group which spans 30+ team members across Australia & New Zealand having called over 7,000 auctions in the 2023 calendar year -- Justin is a multiple time winner of Australasia’s auctioneering championships, an AREC speaker and holder of Queensland’s auction record sale price. Real Agent sits down with Justin to discuss how to tackle the topics of price & commission at the listing table, the 3 most important ingredients to running a successful auction campaign & the art of working with buyers throughout an auction campaign from the point of handling enquiry, making call-backs right through to the set up required during auction week to generate enthusiastic registered bidders.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Follow us on Instagram @realagent.co for clips and reel content.

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“Someone might have a goal & if they’ve had a particularly good quarter…Sometimes that quarter is above their expectations…And I say ‘hey, if you’ve done a million this quarter, you’re now a $4m agent’. That wasn’t an outlier quarter. You know you can do it. So why can’t you do it again & again? You can. The only reason you won’t, is you’ll default back to where you think you are.”

Dane Atherton is one of Australasia’s sharpest operators & most successful business owners. Managing director of Harcourts Coastal, a group which spans 5 offices on the Gold Coast with approximately 200 employees & 100 salespeople, Dane has accrued a laundry list of industry accolades over the course of his illustrious career in real estate including taking out the #1 international franchise for all of Harcourts globally. Real Agent sits down with Dane to discuss re-calibrating what you’re truly capable of when you remove limiting beliefs, separating yourself from your competition by doing what they won’t & taking full accountability with an extreme ownership mindset as a tool for business & personal growth.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Visit our site www.realagent.co and follow us on Instagram @realagent.co.

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“That’s what real estate can do…There is always something to do...There’s always another phone call…There’s always another vendor meeting…There’s always a reason to not go home…Don’t fall into the trap where you become so addicted to work and you go down the path of what I call ‘the gap’. And ‘the gap’ is where you’re always looking forward because there’s a ‘gap’ from where you want to be to where you are now. You’re always striving, striving, striving and never quite arriving.”

Tom Panos is arguably Australasia’s #1 real estate coach, mentor and auctioneer. One of the most widely recognisable figures in the Australian & New Zealand real estate community and considered by many one of the greatest of all time in his vertical, Tom has had an immeasurable impact on the industry over his 30-year involvement in residential real estate. Real Agent sits down with Tom to discuss achieving success both within & outside of real estate without watering down your ambitions, his formula for life fulfillment and happiness and the key lessons he’s learned from the best in the country when it comes to establishing yourself as an attraction agent with momentum.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Visit our site www.realagent.co and follow us on Instagram @realagent.co.

www.agentclass.com.au

“The answer is not hours it’s output…If you went to the office & worked 7 productive hours a day, 5 days a week, that’s 35 hours, which in the eyes of a farmer is a part time job…You’d pass out 80% of your competition.”

Tony O’Doherty is one of Australia’s top performing agents and regarded as the fastest in QLD, and potentially the whole country, to $1bn in total career transactions. Currently ranked #2 in QLD by REB, Tony is Belle’s #1 agent nationally & principal of Belle Bulimba which is consistently ranked the network’s #1 office. Real Agent sits down with Tony to uncover how he’s cracked $6m GCI in record time through his dialogue at the listing table, process on a daily/weekly basis and mindset that has accelerated his success to the pinnacle of our industry.

Timecodes:

3:00 | Making the right prospecting & nurture calls

8:36 | The truth about how Tony uses his CRM & tech

10:48 | If you’re not missing out on opportunity, you’re not creating enough

13:13 | Tony’s daily, weekly & yearly structure

15:44 | The importance of holidays & when to take them

22:04 | Tony’s mindset on the level of work required for success

28:58 | Recruiting & retaining the right talent on your team

34:50 | What it means to have a winner’s mindset

37:15 | Should you get a coach in real estate?

38:05 | Listing agent versus sales agent explained

40:15 | Don’t learn at the listing table

44:01 | Listing presentation structure & length

48:34 | Qualifying inbound opportunity & process

51:23 | Handling price & commission at a listing presentation

56:30 | To close or not to close at the listing presentation

58:19 | Tony’s service over sales philosophy explained

59:29 | Negotiation & buyer work 101

1:06:25 | The important thing to remember with your vendors

1:10:11 | Tony only just downloaded Instagram, how important is it

1:12:04 | Tony’s best advice to the year 2 version of himself & new agents

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Visit our site www.realagent.co and follow us on Instagram @realagent.co.

www.agentclass.com.au

“You don’t need to go through 10 years of failure before you have any success. You could fast-track your career to 1 or 2 years as long as you’re willing to put in the hard work at the beginning.”

Alex Jordan is one of the most accomplished and high-performing agents in the country. Currently McGrath’s #1 agent nationally, Alex is consistently recognised by the REB and Realestate.com.au as QLD’s #1 agent underpinned by having produced over $10m in GCI last financial year. Real Agent sits down with Alex to discuss the mindset and tactics that have taken him from a struggling agent to one of the greatest in our industry.

To learn more about Alex, you can find him on Instagram ⁠@alexjordan.mcgrath⁠ or visit his agent profile - ⁠Alex Jordan McGrath⁠

A special thanks to our partners:

Shotflow Property videos made easy, affordable & fast through technology. Book a video: ⁠www.shotflow.io

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Visit our website ⁠www.realagent.co⁠, and follow us on Instagram ⁠@realagent.co