Buyers Agent Mastery Podcast

Regional property markets can look very different when you’re actually on the ground. For buyers agents, understanding the data is important—but knowing how to interpret it, inspect properties properly and recognise what is really happening in a market can make all the difference.

In this episode, Veronica and Bryce chat with Matthew Ward, founding director of WPG Advisory, licensed buyers agent and registered valuer with more than 25 years of property experience. Matthew shares how his valuation background has shaped his approach to buyers agency and why rigorous analysis, local knowledge and proper due diligence matter when clients are making major financial decisions.

Matthew also takes us inside the realities of running a regional buyers agency, including the rise of borderless buying, the risks of relying too heavily on algorithms and the market distortions he has witnessed in regional locations. He also discusses building a buyers agency around your own goals, finding clients through referrals, adapting when the market changes and learning when to walk away from a property.

For buyers agents considering regional markets—or anyone looking to build a buyers agency around genuine expertise rather than simply transaction volume—Matthew’s experience offers plenty of practical lessons.

00:00 - Building a Buyers Agency with a Valuer’s Mindset

01:08 - Matthew Ward’s Journey into Buyers Agency

02:18 - How a Valuer Mindset Creates an Edge

06:47 - The Reality of Covering Regional Markets

09:32 - Working with Out-of-Area Investors

11:28 - The Risks of Borderless Buying

15:19 - When Market Data Can’t Keep Up

18:41 - Why Agent Relationships Matter

21:38 - The Rise of WhatsApp Property Groups

26:27 - Creating Transparent Fee Structures

28:41 - Navigating the Post-Budget Reset

31:34 - Expanding into Commercial Property

33:31 - How Many Clients Can You Really Handle?

35:42 - When Investor Emotion Takes Over

38:23 - Getting Auction Strategy Right

Matthew Ward is the founding director of WPG Advisory, a licensed buyers agent and registered valuer with more than 25 years of experience in the property industry.

With a background in property valuation and consulting, Matthew brings a strong analytical foundation to his buyers agency work. His experience has given him a detailed understanding of property markets, comparable analysis, due diligence and the factors that influence property values across different locations and sectors.

Matthew is also one of the more established regional buyers agents, operating across regional NSW including markets throughout the Central West and beyond. His work involves helping clients navigate regional residential markets, as well as selected commercial, rural and development opportunities.

In this episode, Matthew shares what he has learned from building a buyers agency around his specialist expertise, the realities of working across large geographic areas, and why genuine local knowledge and on-the-ground property inspection remain important in an increasingly data-driven industry.

• LinkedIn | Matthew
• LinkedIn | WPG Advisory
• Website | WPG Advisory

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What does a successful buyers agency actually need to look like? For Cate Bakos, it doesn’t necessarily mean building a bigger team or chasing growth. After more than two decades in property and finance, Cate has deliberately built a boutique business that allows her to stay close to the client work she loves while creating the right support around her.

In this episode of Buyers Agent Mastery, Cate shares how she has structured her business around her strengths, including her approach to team building, hiring, client service and her hybrid service model. She also explains how consistency across blogging, podcasting, media and referrals has helped build credibility and attract the right clients.

Cate also gets candid about the realities of the role, from the challenges of hiring and retaining great people to the long-term responsibility that comes with advising clients on property decisions. For buyers agents thinking about growth, this is a practical conversation about building a business that works for you — not simply making it bigger.

00:00 — Consistency and Finding Your Voice

01:10 — Meet Cate Bakos

02:06 — Why Bigger Isn’t Always Better

05:17 — Finding Her Path into Buyers Agency

09:51 — Starting Small and Growing Fast

12:54 — Why Cate Stays on the Tools

15:10 — Dealing With One-Star Reviews

18:34 — Managing Client Expectations Long Term

22:31 — Knowing Your Market and Ideal Client

24:13 — The Co-Involved Service Model

30:53 — Building Support Without Burning Out

33:31 — Hiring the Right Buyers Agent

34:35 — Salary, Bonuses and Retaining Great People

35:56 — The True Cost of a Bad Hire

38:49 — Negative Gearing and the Policy Outlook

43:20 — Advising Clients Through Uncertainty

47:55 — Consistency as a Lead Generation Strategy

50:47 — Qualifying Leads and Protecting Your Time

55:22 — AI, Motivation and Why Cate Keeps Going

59:37 — Key Takeaways: Build Your Business Your Way

Cate Bakos is one of Melbourne’s most respected buyers agents, with more than 16 years of experience helping clients secure the right properties across the city’s Inner North and West. Starting her career in chemistry before moving into real estate sales and mortgage broking, Cate brings a unique mix of analytical skills and on-the-ground knowledge to every deal.

She has secured over 2,000 properties for clients and is known for her deep understanding of zoning laws, heritage overlays, and the local factors that make or break a property’s performance. Beyond transactions, Cate is a trusted advisor who guides buyers through the emotional and financial challenges of purchasing, always with honesty and a focus on long-term success.

• Business webpage Link - https://www.catebakos.com.au/
• Phone - 03 7000 6026
• Mobile - 0422 638 362
• Email - [email protected]
• Socials:
• LinkedIn - https://www.linkedin.com/in/catherinebakos/
• Instagram - https://www.instagram.com/cate_bakos_property/
• Facebook - https://www.facebook.com/catebakosproperty/

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For years, Mark Errichiello was saying yes to everything — networking events, committees, property management, buyers advocacy and the demands of running a business. Eventually, spreading himself too thin caught up with him and forced him to rethink how he wanted his buyers agency, and his life, to operate.

In this episode, Mark shares what he learned from that period of burnout and how it shaped a more focused approach to business. He explains why buyers agents need to be deliberate about where they put their time and energy, why delivery should come before relentless lead generation, and the risks of expanding into new services or markets before you have the experience and capacity to do them well.

Mark also discusses building business through referrals, using systems and tech to strengthen client delivery, and why being willing to admit what you don’t know is an important part of mastering the craft.

01:16 - Meet Mark Errichiello

03:50 - From Sales Agent to Buyers Agent

06:23 - Growing vs Scaling a Buyers Agency

07:51 - Why Mark Made the Move to Byron

10:08 - Why Delivery Comes First

11:34 - Lessons From Networking Burnout

15:53 - Fixed Fees vs Percentage Fees

21:41 - Building Better Client Delivery Systems

28:53 - Turning Great Delivery Into Marketing

29:48 - Lessons From Mark’s Early Real Estate Career

31:13 - Learning to Handle Client Conflict

33:41 - The Risks of Straddling Different Services

38:21 - How Adversity Changed Mark’s Perspective

42:20 - Why Buyers Agents Must Master Their Craft

45:43 - Building a Sustainable Buyers Agency

46:49 - Where Referrals Really Happen

50:34 - Key Takeaways From Mark’s Journey

Mark Errichiello is a second-generation real estate professional with more than 25 years of experience across sales, auctions, property management, agency leadership, buyers advocacy, vendor advocacy and property investment.

In 2014, Mark co-founded Master Advocates with Michelle Errichiello, where he is Director and Principal Buyers and Vendor Advocate. After more than a decade building the business in Melbourne, Mark now operates between Melbourne, Byron Bay and the Northern Rivers, collaborating with Michael Murray and the Byron Property Search team.

Mark is a Licensed Estate Agent, Certified Estate Agent with the REIV and a Member of the Australian Institute of Company Directors. His extensive experience across different sides of the property industry has shaped a strong focus on due diligence, independent advice, risk management and long-term client outcomes.

• Mark’s LinkedIn
• Master Advocate Facebook
• Master Advocate Instagram
• Master Advocate YouTube

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After 25 years as a buyers advocate, Lisa Parker has seen the industry through multiple property cycles, built a highly successful boutique agency and tested what happens when you try to scale.

In this episode, she shares the lessons she has learned about building a sustainable buyers agency, the importance of mastering the craft, and why experience, strong systems and a business model that suits your strengths can matter more than simply pursuing growth.

Lisa shares the realities of training buyers advocates, why true mastery takes far longer than 12 months, how she built a referral-led business without traditional marketing, and why authenticity and personal alignment have been central to her longevity.

For buyers agents thinking about hiring, scaling or simply building a more sustainable business, this is a candid look at what growth really costs—and what it takes to build a business that lasts.

01:14 – Meet Lisa Parker: 25 Years In Buyers Advocacy

03:57 – Why Lisa Never Planned To Become A Business Owner

07:21 – When Commissions Clash With Client Trust

11:26 – Why Lisa Chose To Keep Her Agency Small

16:52 – Scaling Through Boom Markets Can Backfire

20:40 – How Pay Structures Shape Team Culture

26:51 – Why Buyers Agents Need Two Years To Master The Job

29:23 – Why Peer Checks Improve Valuation Decisions

33:05 – The Difference Between Knowing And Mastery

39:52 – Why 50% Retainers Changed Lisa’s Business

41:19 – How Lisa Built A Business Without Marketing

46:31 – Why Authenticity Can Strengthen Your Business

48:25 – How Lisa Turns Relationships Into Referrals

51:51 – What Separates Sustainable Buyers Agencies

55:04 – Why Leads Matter When You Scale A Team

Lisa Parker is the founder of Parker Buyers Advocates in Melbourne and has 25 years of experience as a buyers advocate. She is also a qualified mortgage broker and financial planner, has twice been named REIV Buyers Advocate of the Year, and is the author of Open the Door, a book aimed at helping first-home buyers avoid costly mistakes.

Lisa began her career after discovering buyers advocacy at a time when there were only a small number of advocates operating in Melbourne. She sought out an experienced advocate to learn the structure of the business, offering 60% of her fees in exchange for training. She subsequently established Parker Buyers Advocates and initially focused heavily on property investors.

Over her career, Lisa has experimented with scaling through additional buyers advocates and territories, but ultimately decided that a smaller, more controlled business better suited her goals and risk tolerance. She now runs a referral-led business focused on Melbourne home buyers and investors.

• LinkedIn | Lisa Parker
• Website | Parker Buyer Advocates

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For many buyer’s agents, scaling sounds like the next logical step. But taking on more clients, hiring staff and increasing revenue can expose weaknesses that were easy to ignore when the business was smaller.

In this episode, Bryce and Veronica speak with Andrew Hancock of My Property Pro about building a buyer’s agency around systems, structure and local expertise. Andrew shares how his experience as an airline pilot shaped the way he uses checklists and SOPs, how he built a market in the Sutherland Shire through 200 broker conversations, and why sales agents and past clients can become powerful referral sources.

They also unpack pricing, lead qualification, SEO and AEO, local specialisation and a painful operational mistake that exposed a gap in Andrew’s systems.

If you're looking to grow a buyer’s agency without creating a business that depends entirely on you, this episode is packed with practical lessons on building the foundation for scale.

01:11 – Meet Andrew: From Pilot to Buyer’s Agent

03:05 – The Pilot Mindset: Checklists That Prevent Mistakes

07:32 – Why Mentors Can Fast-Track Your Growth

09:41 – Instagram Agents vs Real-World Experience

12:06 – How Andrew Created Demand in the Sutherland Shire

15:58 – Building Trust Across Different Client Types

17:54 – Why Andrew Uses Fixed-Fee Pricing

20:24 – How 200 Broker Conversations Built His Network

27:05 – Trust Is the Product: Why Reputation Wins

31:08 – SEO, Referrals and the Lead Sources That Work

35:45 – How Sales Agents Became a Referral Engine

41:04 – A Costly Mistake and the Lessons It Taught

46:14 – Turning Happy Clients Into Brand Ambassadors

Andrew Hancock is the founder of My Property Pro, a Sydney-based buyer’s agency specialising in the Sutherland Shire and surrounding southern suburbs. The business began in property management in 2013 before evolving into buyer’s agency in 2019.

Before moving into property, Andrew trained as an airline pilot and became an airline pilot in 2007, working across both a major and regional airline. He had also been investing in property since the early 2000s, eventually transitioning his professional experience and property knowledge into business.

His aviation background has had a significant influence on how he operates his buyer’s agency. Andrew applies the checklist and procedural discipline used in aviation to client onboarding, due diligence and other stages of the buyer journey, with the aim of reducing errors and maintaining consistent service delivery.

Today, My Property Pro has evolved into a team structure involving three buyer’s agents and operational support, with the business transitioning into its scale phase.

• LinkedIn | My Property Pro
• Website| My Property Pro
• Facebook | My Property Pro
• Instagram | My Property Pro

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What does sustainable growth actually look like for a buyer's agency?

Claire Corby, founder of a deliberately small and highly targeted buyer's agency in Canberra, shares how she found her niche, built a powerful referral engine and learned that bigger isn't necessarily better.

Claire takes us through the evolution of her business, from initially targeting investors and development opportunities to becoming known for helping interstate, overseas, military and diplomatic families find the right home and neighbourhood in Canberra. She also shares what she learned from hiring too soon, growing a team, managing conflict of interest and stepping back into client work.

For buyer's agents thinking about their next stage of growth, this episode is a reminder to define what success actually means to you — then build the business around it.

01:21 – Claire Corby: Growth Without Chasing Scale

11:00 – Why Claire Doesn’t Pay Referral Fees

16:51 – Why Canberra Uses 99-Year Leasehold

19:52 – How Claire Found Her Real Niche

22:08 – Why Claire Stopped Hiding That She Was A Mum

26:32 – How Claire Finds The Right Suburb Fit

30:27 – Why Claire Chose A Deliberately Small Team

35:13 – When Bigger Growth Stopped Feeling Right

41:21 – How Claire Built A Referral Machine

47:28 – Why Canberra Isn’t Recession-Proof

49:17 – Canberra’s Boom-Bust Business Cycles

51:06 – What Makes A Buyer’s Agency Sustainable?

55:52 – Find Your Tribe And Lean On Others

59:31 – Final Wrap: Building A Business That Fits

Claire Corby is a third-generation Canberran and the founder of a highly targeted buyer’s agency built on deep local knowledge and a clearly defined niche.

Before becoming a buyer’s agent, Claire worked in tax advisory and built extensive experience as a property investor, exploring strategies including buy-and-hold, vendor finance, rent-to-own, renovations, relocations and small developments.

Her move into buyer’s agency began through a Canberra property meetup she founded, where investors and professionals gathered to discuss projects and feasibility. As attendees started seeking her help, her advisory work naturally evolved.

Over time, Claire discovered her strongest niche wasn’t investors and developers, but interstate, overseas, military and diplomatic families relocating to Canberra and needing guidance on neighbourhoods, schools and communities.

Claire has also served as the Canberra representative for the Real Estate Buyer's Agents Association and values the support of her professional network and “tribe.”

• Claire’s LinkedIn
• Capital Buyers Agency Website
• Capital Buyers Agency Instagram
• Capital Buyers Agency Facebook

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What happens when a buyers agent stops thinking about how many properties they can buy and starts thinking about how to build a business that can operate without them?

In this episode, Bryce Holdaway and Veronica Morgan speak with Matthew Hughes, founder and managing director of Capital Property Advisory Group, about the systems, people and business decisions behind building a scalable buyers agency.

Matthew shares why he deliberately moved away from founder-led production, how he built recurring revenue through property management and finance, and why he automated his lead onboarding and recorded his standard client presentation. He also explains how he separates client engagement from fulfillment, uses AI to streamline due diligence and compliance, and approaches interstate expansion through local expertise.

The conversation also covers a costly rent roll acquisition, the risks of giving implied financial advice, why buyers agents need stronger industry training, and what Matthew believes separates sustainable buyers agencies from those built around short-term opportunity.

If you’re a buyers agent looking to move beyond personal production and build a business with systems, people, recurring revenue and a potential exit, this episode is packed with practical lessons.

01:15 — Meet Matthew Hughes: Building Beyond Buyers Agency

04:35 — Building a Buyers Agency With an Exit in Mind

09:14 — Mentors, Ethics and Building the Right Business

13:11 — How Automation Transformed Matthew’s Lead Conversion

17:06 — Discovery Calls: When Should the Founder Step Away?

21:13 — Sales Without the Hard Sell: Follow-Up That Works

24:43 — From Poor Leads to a Luxury Buyers Agency Brand

27:02 — How AI Is Reshaping Buyers Agency After the Budget

31:09 — Established vs New: Rethinking Investment Property

36:32 — The Next Phase: AI-Powered Platforms for Buyers

38:29 — What Makes a Buyers Agency Sustainable?

46:12 — Investment Grade Property From Market to Street Level

50:21 — Key Lessons From Matthew’s Scaling Journey

Matthew Hughes is the founder and managing director of Capital Property Advisory Group, a national fee-for-service buyers agency and property advisory business that he established in 2016. He has around 12 years of experience representing property buyers, following an earlier career in real estate sales and experience working within another buyers agency.

Matthew is a Qualified Property Investment Advisor, licensed finance broker and the 2025 PIPA National Property Investment Advisor of the Year. He is also a PIPA board member and a member of ARIBA.

His business has expanded beyond buyers agency into property management and finance, with Matthew deliberately building the group as a business that can operate beyond its founder. He explains that this was partly driven by previous experience owning businesses that generated income but stopped generating value when he stepped away.

• LinkedIn | Matthew Hughes
• Website | Capital Property Advisory
• Instagram | Capital Property Advisory
• Facebook | Capital Property Advisory

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AML/CTF has introduced a whole new compliance responsibility for buyers agents — and the biggest risk may be assuming you’ve got it covered when you haven’t.

In this episode of Buyers Agent Mastery, Bryce Holdaway and Veronica Morgan sit down with AML specialist John Nguyen to unpack what the new rules actually mean for buyers agents.

John breaks down when clients need to be screened, who needs AML training, how to handle high-risk clients and suspicious matter reports, and why trusts, companies and SMSFs can make the process far more complicated than simply checking an ID.

You’ll also hear where buyers agencies are most likely to get caught out: relying on generic screening software, missing people who need to be screened, navigating vendor due diligence, and assuming another professional’s checks remove your liability.

John also walks through the time and complexity involved in managing AML yourself — and why getting the process right matters when the penalties for non-compliance can be significant.

01:04 - What Tranche 2 Means for Buyers Agents

03:19 - Why AML Compliance Is So Difficult

07:58 - Navigating AML’s Grey Areas

10:56 - The Problem With AUSTRAC’s Starter Kit

12:23 - The Deadlines Have Passed. What Now?

14:35 - KYC, High-Risk Clients and SMRs

18:43 - How Money Laundering Shows Up in Property

21:10 - Why the Penalties Feel Disproportionate

23:53 - Reporting Suspicious Activity Without Fear

24:42 - The Biggest AML Compliance Gaps

25:09 - Who in Your Team Needs AML Training?

26:21 - Screening Trusts, Companies and SMSFs

29:47 - When Do You Need to Screen a Client?

30:28 - AML Rules for Auction-Only Services

31:01 - The Challenge of Screening Vendors

34:48 - The DIY AML Process, Step by Step

39:22 - How Done-for-You Compliance Scales

41:12 - The Buyers Agent Mastery AML Partnership

43:16 - Final Takeaways: Compliance Isn’t Going Away

John Nguyen is the founder of AML Partners, an Australian AML/CTF compliance provider working with real estate agencies, buyers agents and conveyancers.

John brings more than 10 years of financial crime experience across major banks including CBA, Westpac and ANZ, along with audit experience at Ernst & Young.

After seeing the challenges even major financial institutions faced in implementing AML compliance correctly, John and his team developed a technology and service-based approach designed to make compliance more practical for smaller businesses, including buyers agencies.

In this episode, John brings that experience directly into the buyers agent workflow, explaining the practical obligations agencies now face and some of the common gaps that can leave businesses exposed.

• John Nguyen (LinkedIn)
• John Nguyen (Website)

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“The most empowering point in your business is when you can say no to someone and say, ‘You’re just not the right fit for us.’”

In this episode of Buyers Agent Mastery, Bryce Holdaway and Veronica Morgan sit down with one of Queensland's true buyer's agency pioneers, Meighan Wells.

As the founder of Property Pursuit and a three-time REIQ Buyer's Agent of the Year, Meighan shares what she's learned from more than two decades in business, including why she intentionally scaled back after discovering that growth can sometimes come at the expense of quality.

They unpack referrals, hiring mistakes, fee structures, client management, buyer education, and the systems that have helped her build a business where more than 80% of clients come from referrals and repeat business.

If you're looking to build a buyer's agency that lasts decades—not just years—this episode is packed with hard-earned lessons.

01:11 – Meet the Buyers Agent Who Wrote the Rulebook

03:46 – From Startup to Industry Pioneer

07:10 – The Payment Model Clients Respect More

12:27 – The Danger of Being a Generalist

18:52 – Eight Buyers Agents Missed This Red Flag

23:38 – The Referral System Behind an 80% Repeat Business

28:50 – Stop Chasing Leads. Start Improving Conversions

31:03 – How AI Is Sending New Clients to Buyers Agents

34:59 – The Hiring Mistake That Cost Me Dearly

38:59 – How to Spot Future Flight Risks in Interviews

41:43 – Why Some Buyers Agents Last and Others Don't

47:01 – "We Advise, You Decide": Managing Client Risk

50:05 – The Biggest Lessons From Two Decades in Business

Meighan Wells is the founder and principal of Property Pursuit and one of Queensland's most experienced buyer's agents.

With more than 20 years in the industry, she has helped shape the profession, including authoring the original REIQ education module on acting as a buyer's agent. A three-time REIQ Buyer's Agent of the Year, Meighan combines a background in psychology, risk management, and business with deep expertise in negotiation and client advocacy.

Known for her systems-driven approach and commitment to long-term outcomes, she has built a highly respected referral-based business focused on helping clients make smarter property decisions.

• Website | Property Pursuit
• LinkedIn | Property Pursuit Advisors
• LinkedIn | Meighan Wells
• Facebook | Meighan Wells

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Building a successful buyer's agency is one thing. Building one that thrives for 30 years is something else entirely.

In this episode of Buyers Agent Mastery, Veronica and Bryce sit down with Jarrod McCabe, Director of Wakelin Property Advisory, one of Australia's most respected and longest-running buyer's agencies.

Jarrod shares his journey from property valuer to business owner, the lessons he learned working under industry pioneers Richard and Monique Wakelin, and the mindset shifts required to move from technical property expertise into trusted advisory work.

The conversation explores scaling through systems, building referral networks, adapting to changing investor markets, winning trust with owner-occupier clients, vendor advocacy as a growth channel, and why experience remains the ultimate competitive advantage.

Whether you're starting your buyer's agency or looking to scale beyond your own production, this episode offers a blueprint for building a business that stands the test of time.

00:21 – Meet Jarrod McCabe & The Wakelin Story

03:30 – From Property Valuer To Buyer's Agent

05:57 – The Method Behind Winning More Auctions

08:57 – How To Price Melbourne's Best Properties

12:10 – Why Asset Selection Beats Negotiation

14:49 – Scaling Fees Without Losing Trust

16:53 – The Shift From Investors To Home Buyers

22:14 – Negative Gearing, New Builds & Investor Risk

26:02 – How Established Firms Navigate Policy Changes

28:21 – Building A Sales Process That Scales

33:06 – The Auction Mistake That Nearly Cost A Deal

35:36 – Understanding Agent Behaviour At Auction

40:14 – Why Mentorship Accelerates Success

46:14 – Finding And Attracting Ideal Clients

48:10 – Credibility: The Ultimate Growth Strategy

51:11 – Why Sharing Knowledge Builds Authority

54:42 – Understanding The Owner Occupier Mindset

58:15 – The Power Of Mentorship And Experience

Jarrod McCabe is a Director of Wakelin Property Advisory, one of Melbourne's longest-running and most respected buyer's agencies.

Originally trained as a property valuer, Jarrod spent years working across residential, commercial, rural and compulsory acquisition valuations before joining Wakelin Property Advisory in 2010. Under the mentorship of Richard and Monique Wakelin, he developed deep expertise in buyer advocacy, asset selection and strategic property advice.

Today, Jarrod helps lead a business that has been operating since 1995 and has successfully evolved through multiple property cycles. His work spans buyer advocacy, vendor advocacy, investment strategy and owner-occupier acquisitions, with a strong focus on long-term asset selection and client outcomes.

Known for his practical approach, Jarrod believes the greatest value a buyer's agent provides is not negotiating a lower price, but helping clients avoid buying the wrong property in the first place.

• Website | Wakelin Property Advisory
• LinkedIn | Wakelin Property Advisory
• Facebook Page | Wakelin Property Advisory
• LinkedIn | Jarrod McCabe - Wakelin Property Advisory

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