Overcoming Underquoting – How Agents REALLY Price Properties| Ep 31

Why does underquoting keep catching buyers off guard — especially in Melbourne? 

In this episode, Tristan and James dive deep into the pricing game that’s frustrating homebuyers across the city. From vendor conditioning to CMA manipulation, we unpack what’s really going on behind the scenes.

You’ll learn:

• Why underquoting happens (and where it’s worst)
• How agents manipulate price guides, comps & vendor expectations
• What buyers can actually ask agents to get ahead
• Why rules like “10% over the top of the range” are misleading
• The tools smart buyers use to beat the system
• And what needs to change to make pricing more transparent

If you’ve ever fallen in love with a property… only to watch it sell way over quote — this one’s for you.

👋 About the Show

How’s The Market is the go-to property podcast for Melbourne buyers who want to make smarter decisions. Hosted by Tristan Larkin and James Rankin from Tomii Property, we share expert insights, on-the-ground stories, and interviews with key players in real estate, finance, and construction. From auctions to interest rates and everything in between — we’ve got you covered.

🔗 Resources & Links

Join our mailing list & read the blog → www.tomii.com.au

Subscribe for weekly auction results → www.tomii.com.au/auction-results

Follow Tristan on TikTok & Instagram → @tristanlarkin

Follow James on TikTok & Instagram → @james__rankin