On this episode of Secrets of the Top 100 Agents, host Juliet Helmke is joined by Norman So, principal of Belle Property Strathfield, to discuss the communication approach he recommends in a changing market.

Norman, who recently took out ninth place on REB's Top 100 Agents rankings for 2022, talks about the process of making steady gains up the industry ladder over the course of 17 years, and the information he realised buyers were missing when he started out in real estate.

He also shares what he learned about following your gut when a career in real estate calls.

In this episode, you will hear:

• How the agent-vendor relationship changes in a softening market
• Why it's important to set realistic expectations early on in your career
• Crafting a plan to differentiate yourself from your competition

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