<a target="_blank" href="https://www.buzzsprout.com/18458/fan_mail/new">Send us Fan Mail</a>We unpack why some homes are still attracting fierce competition while other listings stall, and why borrowing capacity is shaping buyer urgency more than the headlines. We lay out a practical plan for turning stale listings into sold listings by telling the truth on price, resetting the method of sale, and using campaign data to guide decisions.  • daylight saving chat and why spring changes buyer energy  • strong auction competition when the guide matches today’s market  • the acceptance economy and why affordability beats headline price drops  • why 60 to 90 days on market creates a stigma and a digital fingerprint  • vendor management that starts with an updated CMA and specific buyer feedback  • why price is the main lever and small reductions often don’t shift demand  • when a deadline campaign or re-auction can re-energise a stale listing  • presentation upgrades that help once price is aligned, including styling and new photography  • tracking online views, enquiries, inspections and downloads in the first 7 to 10 days

Send us Fan Mail We unpack why some homes are still attracting fierce competition while other listings stall, and why borrowing capacity is shaping buyer urgency more than the headlines. We lay out a practical plan for turning stale listings into sold listings by telling the truth on price, resetting the method of sale, and using campaign data to guide decisions. • daylight saving chat and why spring changes buyer energy • strong auction competition when the guide matches today’s market • the acceptance economy and why affordability beats headline price drops • why 60 to 90 days on market creates a stigma and a digital fingerprint • vendor management that starts with an updated CMA and specific buyer feedback • why price is the main lever and small reductions often don’t shift demand • when a deadline campaign or re-auction can re-energise a stale listing • presentation upgrades that help once price is aligned, including styling and new photography • tracking online views, enquiries, inspections and downloads in the first 7 to 10 days

<a href="https://www.buzzsprout.com/18458/fan_mail/new" rel="noopener noreferrer">Send us Fan Mail</a>We unpack why some homes are still attracting fierce competition while other listings stall, and why borrowing capacity is shaping buyer urgency more than the headlines. We lay out a practical plan for turning stale listings into sold listings by telling the truth on price, resetting the method of sale, and using campaign data to guide decisions.&nbsp; • daylight saving chat and why spring changes buyer energy&nbsp; • strong auction competition when the guide matches today’s market&nbsp; • the acceptance economy and why affordability beats headline price drops&nbsp; • why 60 to 90 days on market creates a stigma and a digital fingerprint&nbsp; • vendor management that starts with an updated CMA and specific buyer feedback&nbsp; • why price is the main lever and small reductions often don’t shift demand&nbsp; • when a deadline campaign or re-auction can re-energise a stale listing&nbsp; • presentation upgrades that help once price is aligned, including styling and new photography&nbsp; • tracking online views, enquiries, inspections and downloads in the first 7 to 10 days&nbsp;

Your Listing Isn’t Stale. Your Price Is Wrong.

<a target="_blank" href="https://www.buzzsprout.com/18458/fan_mail/new">Send us Fan Mail</a>For years, a decent market could cover up ordinary agent work. Buyers turned up, competition pushed prices along, and deals still got done.That’s changing. In this week’s Million Dollar Agent, John McGrath, Troy Malcolm and I talk about the skills agents need when the market stops doing the heavy lifting: honest pricing conversations, proactive buyer work and the discipline to keep creating opportunities.One question I ask in the episode: Are you waiting for the market to get better, or are you getting better?<ul><li>00:00 — Grand finals, underdogs and the power of belief</li><li>04:20 — Competitive drive and losing a listing with grace</li><li>06:34 — The return of real estate skill</li><li>10:22 — Proactive buyer work and private appointments</li><li>19:23 — Following up buyers who miss out at auction</li><li>21:20 — Better pricing conversations with sellers</li><li>23:48 — Rates, borrowing capacity and controlling what you can</li><li>28:33 — The daily contact that creates future listings</li></ul> The market may be harder. That’s exactly when a good agent becomes more valuable.

Send us Fan Mail For years, a decent market could cover up ordinary agent work. Buyers turned up, competition pushed prices along, and deals still got done. That’s changing. In this week’s Million Dollar Agent, John McGrath, Troy Malcolm and I talk about the skills agents need when the market stops doing the heavy lifting: honest pricing conversations, proactive buyer work and the discipline to keep creating opportunities. One question I ask in the episode: Are you waiting for the market to get better, or are you getting better?00:00 — Grand finals, underdogs and the power of belief04:20 — Competitive drive and losing a listing with grace06:34 — The return of real estate skill10:22 — Proactive buyer work and private appointments19:23 — Following up buyers who miss out at auction21:20 — Better pricing conversations with sellers23:48 — Rates, borrowing capacity and controlling what you can28:33 — The daily contact that creates future listings The market may be harder. That’s exactly when a good agent becomes more valuable.

<a href="https://www.buzzsprout.com/18458/fan_mail/new" rel="noopener noreferrer">Send us Fan Mail</a>For years, a decent market could cover up ordinary agent work. Buyers turned up, competition pushed prices along, and deals still got done.That’s changing. In this week’s Million Dollar Agent, John McGrath, Troy Malcolm and I talk about the skills agents need when the market stops doing the heavy lifting: honest pricing conversations, proactive buyer work and the discipline to keep creating opportunities.One question I ask in the episode: Are you waiting for the market to get better, or are you getting better?<ul><li>00:00 — Grand finals, underdogs and the power of belief</li><li>04:20 — Competitive drive and losing a listing with grace</li><li>06:34 — The return of real estate skill</li><li>10:22 — Proactive buyer work and private appointments</li><li>19:23 — Following up buyers who miss out at auction</li><li>21:20 — Better pricing conversations with sellers</li><li>23:48 — Rates, borrowing capacity and controlling what you can</li><li>28:33 — The daily contact that creates future listings</li></ul> The market may be harder. That’s exactly when a good agent becomes more valuable.

How Competitive Agents Can Be Gracious When Losing a Listing

<a target="_blank" href="https://www.buzzsprout.com/18458/fan_mail/new">Send us Fan Mail</a>We break down how top agents grow market share even when the market contracts and headlines turn gloomy. We focus on controllables, sharper buyer work, firmer pricing advice, and better deal-making so you can build momentum heading into spring.  • cutting out negative media and adopting useful beliefs  • doubling down on buyer calls, follow-up, and buyer creation  • targeting investors focused on yield and long-term holds  • pushing early price alignment instead of chasing reductions  • over-communicating with buyers and vendors like a newsroom  • leveraging results and proof of activity to build confidence  • nurturing past clients because recency beats loyalty  • using creative terms like bridging, settlement flexibility, and structures  • tightening negotiation language so buyers stop spectating

Send us Fan Mail We break down how top agents grow market share even when the market contracts and headlines turn gloomy. We focus on controllables, sharper buyer work, firmer pricing advice, and better deal-making so you can build momentum heading into spring. • cutting out negative media and adopting useful beliefs • doubling down on buyer calls, follow-up, and buyer creation • targeting investors focused on yield and long-term holds • pushing early price alignment instead of chasing reductions • over-communicating with buyers and vendors like a newsroom • leveraging results and proof of activity to build confidence • nurturing past clients because recency beats loyalty • using creative terms like bridging, settlement flexibility, and structures • tightening negotiation language so buyers stop spectating

<a href="https://www.buzzsprout.com/18458/fan_mail/new" rel="noopener noreferrer">Send us Fan Mail</a>We break down how top agents grow market share even when the market contracts and headlines turn gloomy. We focus on controllables, sharper buyer work, firmer pricing advice, and better deal-making so you can build momentum heading into spring.&nbsp; • cutting out negative media and adopting useful beliefs&nbsp; • doubling down on buyer calls, follow-up, and buyer creation&nbsp; • targeting investors focused on yield and long-term holds&nbsp; • pushing early price alignment instead of chasing reductions&nbsp; • over-communicating with buyers and vendors like a newsroom&nbsp; • leveraging results and proof of activity to build confidence&nbsp; • nurturing past clients because recency beats loyalty&nbsp; • using creative terms like bridging, settlement flexibility, and structures&nbsp; • tightening negotiation language so buyers stop spectating&nbsp;

The Agents Who Win When the Market Gets Hard

<a target="_blank" href="https://www.buzzsprout.com/18458/fan_mail/new">Send us Fan Mail</a>We pay tribute to Dr Fred Gross and unpack the coaching principles that shaped how we think about purpose, performance, and real estate success. We share the practical rules we still use to build a bigger business without losing the life we are working for. <ul><li>Dr Fred’s impact on Australian and New Zealand real estate coaching and training</li><li>Designing a magnificent life and treating business as the vehicle</li><li>Building daily “tens” that keep energy and purpose alive</li><li>Doubling results by getting better rather than just doing more hours</li><li>Finding mooring lines that hold us back and changing the story we tell ourselves</li><li>Focusing on the inner market we control rather than the external market we cannot</li><li>Using better dialogue with vendors and buyers because words change lives</li><li>Prioritising dollar-productive activities and tracking time to cut wasted effort</li><li>Mastermind groups, vulnerability, and being the person you are proud to be</li><li>Accountability partners plus rewards and non-rewards to lock in commitment</li></ul> Dr Fred taught people how to make more money. His greatest lesson was what to do with the life that money gave you.Our deepest condolences go to his beautiful wife Victoria, his family, and to everyone who loved him.Rest in peace, Dr Fred Grosse.Thank you for helping so many of us design a magnificent life!

Send us Fan Mail We pay tribute to Dr Fred Gross and unpack the coaching principles that shaped how we think about purpose, performance, and real estate success. We share the practical rules we still use to build a bigger business without losing the life we are working for. Dr Fred’s impact on Australian and New Zealand real estate coaching and trainingDesigning a magnificent life and treating business as the vehicleBuilding daily “tens” that keep energy and purpose aliveDoubling results by getting better rather than just doing more hoursFinding mooring lines that hold us back and changing the story we tell ourselvesFocusing on the inner market we control rather than the external market we cannotUsing better dialogue with vendors and buyers because words change livesPrioritising dollar-productive activities and tracking time to cut wasted effortMastermind groups, vulnerability, and being the person you are proud to beAccountability partners plus rewards and non-rewards to lock in commitment Dr Fred taught people how to make more money. His greatest lesson was what to do with the life that money gave you. Our deepest condolences go to his beautiful wife Victoria, his family, and to everyone who loved him. Rest in peace, Dr Fred Grosse. Thank you for helping so many of us design a magnificent life!

<a href="https://www.buzzsprout.com/18458/fan_mail/new" rel="noopener noreferrer">Send us Fan Mail</a>We pay tribute to Dr Fred Gross and unpack the coaching principles that shaped how we think about purpose, performance, and real estate success.&nbsp;We share the practical rules we still use to build a bigger business without losing the life we are working for. <ul><li>Dr Fred’s impact on Australian and New Zealand real estate coaching and training</li><li>Designing a magnificent life and treating business as the vehicle</li><li>Building daily “tens” that keep energy and purpose alive</li><li>Doubling results by getting better rather than just doing more hours</li><li>Finding mooring lines that hold us back and changing the story we tell ourselves</li><li>Focusing on the inner market we control rather than the external market we cannot</li><li>Using better dialogue with vendors and buyers because words change lives</li><li>Prioritising dollar-productive activities and tracking time to cut wasted effort</li><li>Mastermind groups, vulnerability, and being the person you are proud to be</li><li>Accountability partners plus rewards and non-rewards to lock in commitment</li></ul> Dr Fred taught people how to make more money. His greatest lesson was what to do with the life that money gave you.Our deepest condolences go to his beautiful wife Victoria, his family, and to everyone who loved him.Rest in peace, Dr Fred Grosse.Thank you for helping so many of us design a magnificent life!

A tribute to Dr. Fred Grose

<a target="_blank" href="https://www.buzzsprout.com/18458/fan_mail/new">Send us Fan Mail</a>Recorded live at the Black Belt Retreat on 4–5 August, this Q&A session features Tom Panos, John McGrath, and Troy Malcolm answering real questions from attendees. Covering market conditions, pricing conversations, leadership, recruitment and high-performance strategies, this episode delivers practical insights and actionable advice for real estate professionals.

Send us Fan Mail Recorded live at the Black Belt Retreat on 4–5 August, this Q&A session features Tom Panos, John McGrath, and Troy Malcolm answering real questions from attendees. Covering market conditions, pricing conversations, leadership, recruitment and high-performance strategies, this episode delivers practical insights and actionable advice for real estate professionals.

<a href="https://www.buzzsprout.com/18458/fan_mail/new" rel="noopener noreferrer">Send us Fan Mail</a>Recorded live at the Black Belt Retreat on 4–5 August, this Q&amp;A session features Tom Panos, John McGrath, and Troy Malcolm answering real questions from attendees. Covering market conditions, pricing conversations, leadership, recruitment and high-performance strategies, this episode delivers practical insights and actionable advice for real estate professionals.

Live Q&A from the Black Belt Retreat 4-5 Aug

Analysis of the REB Top 100 Agents of 2021

When nothing is going your way...

You're only as good as your last listing

The ONE Thing: Gary Keller

Ep. 266 - Amateurs vs Pros

Ep. 265 - What to do if closing is your problem

Ep. 264 - Are you the easiest agent in town to do business with?

Ep. 263 - How to move to the higher end of the market

Ep. 262 - Quick hacks to get more listings SOLD!

Ep. 261 - The best bits of John McGrath's talk at Real Estate Gym Kick Start 2021

Practical tips and strategies from Australia’s leading real estate minds on how to massively grow your sales business.

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