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Underquoting in real estate remains a persistent challenge despite years of legislative attempts to address it, with the REINSW CEO, Tim McKibbin, joining John McGrath and Tom Panos to unpack the legal and ethical dimensions of property price guides. The discussion explores whether underquoting actually benefits vendors or merely creates disappointed buyers who waste time and money.

• The offence of underquoting is representing a price that's less than the agent's estimated selling price
• Agents must work within a maximum 10% price range when quoting to buyers
• If a vendor rejects an offer, the quoted price cannot be lower than the rejected offer
• Agents can adjust price guides during campaigns as market feedback comes in
• The obligation to represent accurate pricing rests with the agent, not the vendor
• Poor industry education contributes to pricing issues with 80% churn rate in NSW real estate
• Serial underquoters damage the industry's reputation and create emotional distress for buyers
• Technology may play a role in monitoring compliance in future regulatory approaches
• Transparency and integrity are essential for rebuilding trust with the public

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Underquoting is under increasing scrutiny in Australia, with regulators cracking down on misleading pricing tactics. In this episode, Tom Panos, John McGrath, and Troy Malcolm dive into what underquoting really is, why it happens, and how ethical agents can avoid it.

They explore three common pricing pitfalls: lack of product knowledge, deliberate deception, and good agents being pressured by dodgy competitors. More importantly, they offer real-world strategies—like early buyer feedback, honest price conversations, and aligning vendor expectations transparently across a campaign.

Troy discusses how buyers now use AI to do their own market research, making deception harder than ever. John McGrath reinforces the need for radical transparency, stating, "We don’t condition, we don’t make up buyers, we don’t make up comments."

With Tom reporting a strong market and a recent 100% clearance rate, this timely episode provides essential insights for agents who want to stay ethical—and competitive.

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As the financial year rolls over, it’s the perfect time to review what’s working in your real estate business—and what’s not. In this no-fluff conversation, we dig into the strategies that set top performers apart.

High achievers know the value of honest self-assessment. How strong is your listing presentation? Many agents rate themselves a 5 or 6 out of 10—risky business when others are presenting sharp, persuasive pitches that win listings. We show you how to spot weaknesses and sharpen your delivery through practice and polish.

Tech is another game-changer, especially AI tools and dictation that boost efficiency. Instead of getting lost in too many options, pick one or two tools that save time and help you stay connected with more clients, without losing the personal touch.

Knowing your numbers is key. By breaking down last year’s presentations, conversion rates and lead sources, you’ll spot what to double down on. “Volume negates luck”—a solid pipeline protects you from the ups and downs.

Finally, what’s your “one thing”? The single skill or habit that, if improved, would level up your business more than anything else. Whether it’s managing vendor expectations, pushing through call reluctance, or nailing your pitch—committing to that focus for the next 12 months will be a game-changer.

These next 30 days will shape your spring. Ready to make this your breakthrough year?

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The forgotten goldmine of real estate success isn't found in another listing presentation or door-knocking session—it's hidden in plain sight within your buyer database. Tom Panos and John McGrath unpack one of the most overlooked opportunities in real estate: buyer servicing. While most agents are fixated on listings and door-knocking, the real leverage lies in your buyer database—and chances are, you're barely scratching the surface.

You’ll hear why top agents aren’t just working with 5–15 buyers—they’re nurturing 40–50 qualified ones at any given time. John McGrath explains how strategic buyer work leads to listings, referrals, and stronger sales outcomes: “Buyers become sellers and influence whether a property actually sells.”

Tom and John break down the practical tactics elite agents use to dominate with buyers:

How to conduct meaningful buyer interviews

Why recommending a competitor’s listing can actually boost your brand

How to use team huddles and calendar planning to maximise buyer conversions

They also dive into the mindset shift that makes all the difference: approaching buyers with authenticity and an abundance mentality. It's not just about transactions—it’s about trust, loyalty, and long-term wins.

As Tom puts it: “Without a buyer, nothing gets sold or settled.” If you’re ready to future-proof your business, this episode will give you the blueprint.

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In this episode, the trio unpack the highlights of AREC 2025, noting the electric atmosphere and standout sessions, particularly Will Guidara’s keynote on meaningful engagement. 

They then shift focus to social media, examining the fine line between genuine personal branding and ego-driven content. The trio critique common trends on platforms like Instagram and TikTok and offers practical tips for agents to create authentic, value-driven content. 

The episode wraps up with a discussion on defending real estate fees and sustaining a value-based approach in a competitive market.

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The discussion covers key strategies in lead generation, relationship building, and listing presentations, all designed to help agents boost their sales and client engagement.

Tom Panos introduces the Million Dollar Roadmap, a strategic plan that agents attending the upcoming AREC conference will receive to strengthen their business game. John McGrath shares powerful insights on turning clients into raving fans and mastering prospecting, while Troy Malcolm highlights the value of tapping into personal networks and staying in regular contact with clients. The trio breaks down actionable tactics across four key areas: generating leads, nurturing relationships, excelling in listing presentations, and closing deals—providing agents with a clear advantage in a competitive market.

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The significance of structured time management through the implementation of an "Ideal Week," the hosts aim to equip agents with tools to enhance their daily operations.

As Easter weekend coincides with auction schedules, they explore the complexities of timing and public holidays and their impact on real estate activity.

 They highlight the importance of routine, planning, and balancing work with well-being. Tips include managing energy levels throughout the day and integrating personal time to stay productive. With nods to Dr. Fred Grosse and AREC insights, it’s a practical chat on staying organised and thriving in the industry. 

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"Real Estate Black Belt" framework — a comprehensive guide showing agents what to focus on at each career stage from earning $150k to $2M+ in commission.

You will gain invaluable insights, including:

• The critical role of product knowledge mastery in building a strong foundation.
• How strategic team building can free agents from non-dollar productive tasks and amplify efficiency.
• Tips for managing time and energy in the early phases of a real estate career.
• The evolution of sales techniques and client relationships that drive long-term success.
• The importance of leadership and mindset shifts for those aiming to reach the top.

Join us at AREC 2025 on May 25-26 at Gold Coast Convention Centre. Tickets available now at arecconference.com.au 

Be a Real Estate Gym member and save $100 on your AREC ticket! https://www.realestategym.com.au/

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Uncover the top 10 mistakes real estate agents make—and how to avoid them. From overquoting and pricing transparency to staying connected with past clients, we dive into the key strategies that drive long-term success. 

This episode blends storytelling with practical insights, covering smart delegation, authentic customer service, and the right way to use social media. Whether you're a seasoned agent or just starting out, this conversation is packed with actionable advice to help you thrive in the industry.

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The focus is on the recent reduction in interest rates and how it influences the real estate market. They discuss how to leverage this change to add value to client interactions, enhancing the role of communication in fostering relationships with buyers and sellers.

This episode delves into the art of communication within the real estate market, emphasising that even amidst fluctuating interest rates, consistent and clear dialogue with clients is vital. 

John McGrath shares insights from coaching sessions, highlighting the importance of guiding clients to make informed decisions. The episode also underscores the role of curiosity and continuous learning in personal and professional development, crucial for real estate professionals eager to scale their business.