Julie Crockett hosts the Buyer Agent Networks podcast for new buyer's agents and discusses negotiation tactics, especially in a buyer's market, where skilled sales agents can still create urgency and drive deals.

She explains the shift from a seller's market (few listings, many buyers) to a buyer's market (more listings, fewer buyers), influenced by tax rule changes, higher interest rates, and low sentiment, and predicts it may intensify over the next three to six months.

Key tips include treating every interaction with a sales agent as the start of negotiation, deeply uncovering vendor motivation and settlement needs, documenting and dating agent insights, using silence to elicit more information, establishing a client's walkaway ceiling without disclosing budget, negotiating on terms beyond price, and applying pressure by signaling near-top offers and the cost of further open homes while keeping clients informed throughout.

• 01:21 Negotiation In Buyers Market

• 02:45 Market Shift Explained

• 05:21 Negotiation Starts Early

• 06:06 Vendor Motivation Questions

• 09:47 Set Walkaway Budget

• 11:29 Never Reveal Budget

• 13:48 Use Silence And Pressure

• 18:08 Client Communication Value

• 19:15 Negotiation Mindset

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett hosts the Buyer Agent Networks podcast and discusses why many buyer's agents are leaving as conditions shift from a seller's market to a buyer's market, especially after changes affecting property investors. She argues that transactional "churn-and-burn" agents are exiting, while authentic, trusted advisors will stand out by leading with strategy, rigorous research and due diligence, and strong values and branding.

She advises agents to stay in their lane, build deep local expertise if location-specific, and refer clients to specialists when outside their scope. She highlights skill gaps created by sales-focused licensing, the importance of preparing clients for building/pest issues and low valuations, and recommends further training and supportive networks.

For investors, She shares an Adelaide case where walking away from a flawed deal protected the client's strategy and built long-term trust and referrals.

• 01:24 Where Did Skilled Agents Go

• 04:07 Opportunities And Commercial Shift

• 08:20 Skill Gaps In A New Market

• 10:27 Due Diligence Beyond Basics

• 15:01 Valuations And Finance Risks

• 17:13 Systems Help Not Replace Skill

• 19:17 Case Study Walking Away

• 21:51 Referrals and Client-First Mindset

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett hosts the Buyer Agent Networks podcast for buyer's agents focused on professional, best-practice service and strategy-led, "borderless" operations.

She discusses how recent tax changes affect the buyer's agent role and outlines differing best practices for owner-occupiers versus investors. For owner-occupiers, she emphasizes managing emotion, providing crystal-clear processes, detailed client checklists, strong communication, and comprehensive due diligence (e.g., fire, flood, heritage, noise) while helping families future-proof needs like schools, work access, lifestyle, and community.

For investors, she stresses detailed goals and strategy sessions, a robust buyer brief, number-crunching, area research, CMAs, high-level due diligence, and clear communication, while noting outcomes cannot be promised. She predicts fewer transactional "property finder" models and more collaboration with accountants and financial planners to structure purchases and reduce tax risk.

• 02:43 Owner Occupier Mindset

• 04:46 Process and Checklists

• 05:34 Lifestyle Criteria Deep Dive

• 11:08 Investor Skill Set Shift

• 12:39 No Guarantees Disclaimer

• 16:25 Beyond Transactional Finders

• 17:30 Working With Accountants

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett hosts the Buyer Agent Networks podcast with guest Simon Giles, founder of Instant Compliance, to explain incoming AML/CTF obligations for buyer's agents and the wider property transaction chain, noting that AUSTRAC guidance is confusing and that Australia is late to adopt real-estate AML.

Simon outlines that while there are many requirements, they reduce to core tasks: annual business risk assessment, an AML policy and procedures, ongoing role-based training, customer risk assessment plus due diligence checks (ID, address, sanctions, politically exposed persons, adverse media), enhanced due diligence for high-risk clients (e.g., source of funds/wealth), transaction monitoring if handling client funds, seven-year audit trails, AUSTRAC registration and annual reporting.

They discuss how to explain checks professionally to clients, tools and co-branded documents to reduce friction, Reliance certificates to share customer due diligence across a network, pricing for Instant Compliance, and reputational and regulatory risks of non-compliance.

• 01:14 Meet Simon Giles

• 03:50 What AML Means Now

• 05:58 Six Core Compliance Steps

• 12:52 Explaining Checks to Clients

• 16:00 Reliance One Check Only

• 22:50 Solo Agents Staying Simple

• 25:17 Pricing and Why It's Affordable

• 27:37 Getting AML Wrong Risks

• 27:37 30:45 Simon's Film School Story

Connect with Simon Giles

• LinkedIn | www.linkedin.com/in/simon-giles

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett hosts the Buyer Agent Networks podcast for buyer's agents focused on best-practice, strategy-led service and discusses recent government property investing rule changes creating uncertainty for investors and buyer's agents, with fewer buyers active and many waiting for clarity once laws pass Parliament.

She reassures agents this pause is normal and suggests pivoting toward owner-occupiers, who will continue buying for life reasons (upsizing, downsizing, relocating, separation, death) but require a different, more emotionally attuned skill set, strong local market expertise, and revised messaging across websites and social channels.

She outlines value-add due diligence for owner-occupiers (risk overlays, easements, strata) and flexible service offerings like auction bidding, negotiation support, second opinions, relocation and downsizer kits, and first-home buyer guidance, alongside building referral relationships, strengthening systems, improving client education, and articulating value while remaining positioned for investors' eventual return.

• 01:15 Rules Change Fallout

• 04:11 Pivot To Owner Occupiers

• 07:24 Emotions And Dynamics

• 10:25 Reposition And Trust

• 12:44 Due Diligence Value Add

• 16:40 Flexible Service Offers

• 19:16 Referrals And Systems

• 22:09 Best Practice Checklist

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett hosts the Buyer Agent Networks podcast for new buyer's agents focused on professional best-practice service, strategy-led decision making, and protecting investors from mistakes.

With the property market slowing and leads harder to generate, she argues buyer's agents should differentiate themselves by building a personal brand rather than looking like everyone else with generic promises such as saving time, negotiating price, or offering off-market access, which she calls a furphy because property selection must match client goals and strategy.

She outlines practical steps: feature yourself on your website with a clear backstory, choose a niche (e.g., legal or health professionals), create consistent value via articles, social posts, podcasts, and videos, build a database through valuable free resources and reports, use testimonials, run workshops/events, and collaborate with mortgage brokers and others.

• 01:16 Why Branding Matters Now

• 04:02 Sea Of Sameness

• 05:10 Off Market Myth

• 08:42 What Branding Is Not

• 09:47 Website And Niche

• 14:54 Content And Consistency

• 18:48 Branding In The AI Era

• 20:35 Database And Proof

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett revisits recent investor anxiety about proposed capital gains tax and negative gearing changes, advising buyer's agents to stay visible, keep marketing, and expect clients to return once there's more certainty.

She unpacks buying property via self-managed super funds (SMSFs) as a potential alternative, stressing it is highly compliant and buyer's agents must "stay in their lane" by directing clients to licensed SMSF advisers.

She notes SMSFs suit more cashflow-positive properties and limit renovations or major improvements. Tax benefits include an effective 10% CGT rate after 12 months and potentially tax-free income and gains in pension phase, provided the right strategy, finance, and fund documentation are in place.

• 01:20 Market Jitters

• 03:07 SMSF Property Intro

• 05:50 Setting Up SMSF

• 09:00 Costs And Penalties

• 11:55 Property Suitability

• 13:12 Renovation Restrictions

• 14:21 Tax Benefits Explained

• 15:26 Pension Phase Perks

• 20:27 Do It Yourself

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett returns to the Buyer Agent Networks podcast after a holiday to discuss how proposed negative gearing and capital gains tax changes may affect property investors and the way buyer's agents work. She stresses these are proposals not yet passed, but notes widespread investor anxiety, market uncertainty, and the likelihood some investors may sell.

She urges buyer's agents to keep client communication open, focus on facts, and partner with accountants to clarify tax impacts. She argues the "game is changing" toward more strategic investing, prioritising stronger cash-flow properties, buffers for rising interest rates, and structured decision filters rather than relying on capital growth.

She suggests opportunities may include SMSF and new-property purchases, warns of increased spruiker activity, recommends expanding networks with many mortgage brokers and other stakeholders, continuing education, and maintaining consistent marketing despite uncertainty.

• 02:02 Budget Changes Ahead

• 03:18 Facts Not Noise

• 05:44 Investor Anxiety

• 08:15 Cash Flow Strategy

• 10:59 Build Your Expertise

• 12:26 Where Investors Shift

• 14:01 Network With Brokers

• 15:20 Market Through Uncertainty

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Host Julie Crockett introduces the Buyers Agent Networks podcast and interviews Perth buyer's agent Dave Nylander, Managing Director of Altitude Buyers Agents, about building a professional, strategy-led buyer's agency. Dave explains he transitioned from building after repeatedly helping others buy through an offer strategy, chose not to compete with his twin brother's real estate agency, and emphasizes hiring for attitude over experience.

He outlines his structured team training model (associates "ride shotgun" for six months), the importance of hiring slow and firing fast to protect culture, and what new buyer's agents must do in Perth: be present, communicate consistently, give feedback, and make agents and other stakeholders look good by managing the process through to settlement.

He shares that after 18 months, all clients are repeat or referral, credits education-focused marketing and credibility-building podcasts, discusses scaling after heavy early hours, and warns new agents against being passive, underinvesting in learning, and not telling their network what they do.

• 03:16 How Dave Became A Buyer Agent

• 06:00 Hiring And Training The Team

• 09:53 Winning In The Perth Market

• 13:38 Trust Through Service And Referrals

• 16:02 Marketing With Education

• 17:51 Scaling The Business

• 20:40 Common Mistakes And Proactivity

Connect with David

• LinkedIn | https://www.linkedin.com/in/david-nylander-ab26b936/

• Website | https://altitudebuyersagents.com.au/

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/

Julie Crockett explains that a best practice buyer's agent protects clients by putting goals and strategy before property selection, unlike "property finders" who focus on sourcing deals quickly. She outlines a structured process: define the client's goals, choose the appropriate investment strategy, create a client brief, and assess every property decision against that strategy to reduce risk and prevent costly mistakes.

She emphasizes communicating value throughout the purchase, especially when issues arise such as incorrect contract details or building inspection problems, and weighing whether to renegotiate, rectify, persevere, or walk away.

She notes that property suitability varies by purpose, timeframe, budget, borrowing position, and risk profile across different investor types (first-time, experienced, SMSF, time-poor, nearing retirement).

• 01:45 Best Practice Vs Property Finders

• 03:17 Goals And Strategy First

• 05:26 Proving Value And Protecting Clients

• 10:20 When Deals Get Messy

• 13:32 Briefs, Risk Profiles, and Investor Types

• 12:07 Walk Away When Risky

• 17:50 Timeframes, Budgets, and Communication

Connect with Julie

• LinkedIn | www.linkedin.com/in/juliecrockett

Visit the website here for the Buyer's Agent Course and join the Waitlist: https://buyersagentcourses.com.au

Subscribe to the Buyer's Agent Networks Podcast here: https://bit.ly/follow-buyers-agent-podcast

Forward this episode to a friend: https://drive.google.com/file/d/1wPYOCU31nV0CBSfzu1q05V00m3WtVDmK/view?usp=sharing

Get the '23 FAQS Property Investors Ask A Buyer's Agent' free download here: https://buyersagentcourses.com.au/join-the-buyers-agent-network/