Million Dollar Agent

Send us a textIn 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.

Send us a textThe 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.

Send us a textThe 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. 

Send us a text"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/

Send us a textUncover 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.4o

Send us a textThe 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.

Send us a textLet's kick off the 12th year of the Million Dollar Agent podcast!Real Estate Gym's 10th Anniversary: Discover how this training program has transformed countless careers and learn how you can become part of the monthly accountability program to supercharge your success.Effective Marketing Strategies: The impact of being humble and client-focused should not be underestimated. Learn how to make your listings stand out without the fluff.Mastering Client Relationships: Learn the importance of maintaining strong connections post-sale, leveraging the peak-end effect, and turning every transaction into a lifelong client relationship.High-Impact Activities: Get actionable tips on prioritising your daily tasks, making crucial "now phone calls," and managing your time effectively.AREC 2025: Mark your diaries for AREC 2025 on the Gold Coast on May 25th and 26th.

Send us a textTony O'Doherty's results speak for themselves: he has sold over 120 properties in the past 12 months, with an average house price of $1.85 million.Having established market dominance in a relatively short period, Tony is best known for his “best people, best performance” philosophy.In this Masterclass, you'll learn:Super Teams: Strategies to foster collaboration and accountability within your team.Effective Business Units: The art of aligning goals and metrics to drive team performance.Swim Lanes: How role clarity reduces inefficiencies and boosts productivity.Mindset Model: The psychology of top-performing agents and how to replicate their habits.Marketing Mastery: The secrets to attracting, engaging, and converting leads through effective campaigns.

Send us a textJohn McGrath shares his firsthand experience as a buyer, providing insight into what customers appreciate and expect. Learn how concise advertising can capture attention more effectively than a 'hard sell'. With the end of the year providing a prime opportunity for transactions, now is the time to stay active in the market and make the most of the holiday rush.

Send us a textLet's uncover the hidden potential of a high-volume real estate market, and reveal the strategies that separate successful agents from the rest.We dissect the importance of focusing on controllable elements like client relationships and product knowledge. Discover how effective pricing conversations and clear expectations can transform challenges into opportunities, even when selling times stretch longer than usual.We discuss the necessity of using market data and buyer feedback to inform vendors, highlighting how regular updates can keep all parties aligned and ready to act. Whether you're navigating seller expectations or managing buyer relationships, we offer insights to help you master this shifting market. 

Send us a textDelve into the art and science of negotiation—a fundamental skill for real estate success. Drawing on decades of combined experience, the discussion unpacks strategies transforming negotiation from a mundane task to an expert-level skill crucial for real estate agents.Enhanced negotiation skills aid in fetching the best property prices and fortifying an agent's reputation for delivering client satisfaction.From dissecting real estate negotiation tactics to elaborating on the importance of emotional intelligence, this episode provides practical insights that every agent can implement. Whether discussing the balance between caring and remaining professionally detached or the pivotal role of face-to-face interactions, the conversations align around creating value and achieving win-win outcomes. 

Send us a textCelebrate the spring selling season—a critical period in real estate stretching across September, October, and November. With spring signifying an extremely busy time in the real estate market, our hosts delve into the key elements of crafting an impeccable listing presentation. They explore essential strategies and insights that can lead agents to success during these lucrative months.The discussion revolves around the three critical phases of a listing presentation: the pre-presentation, the actual presentation, and post-presentation strategies. 

Send us a Text Message.The discussion focuses on four primary topics: Overpricing listingsUnderquotingAbsence of price guides, and Detrimental social media practices by real estate agents. (plus, a dash of AFL fun) 

Send us a Text Message.Tom Panos, John McGrath, and Troy Malcolm dive deep into insights from Ryan Holiday, a modern-day philosopher renowned for his works on stoic philosophy.We discuss the importance of humility, continuous learning, and the concept of "two sacred hours" for productivity. Key takeaways include:setting firm goalsembracing the process over ego, and preparing for unexpected challenges with "panic rules." This episode blends philosophy with actionable steps for agents to invoke their inner-Stoic.

Send us a Text Message.Early Stages Focus: Becoming successful in real estate requires a keen understanding of product knowledge, foundational skills, and effective time management.Evolving to a Black Belt: Achieving high GCI levels involves strategic chasing of listings, developing brand positioning, and leveraging a supportive team structure.Pathway to Mastery: Real estate mastery is a process that involves continuous learning, client-focused service, and intelligent marketing.Navigating the real estate landscape requires a mix of determination, strategy, and ongoing education. Drawing insights from the experiences and wisdom shared by industry leaders Tom Panos, John McGrath, and Troy Malcolm, we explore the pathways to achieving 'real estate black belt' status - a metaphor for reaching exceptional GCI (Gross Commission Income) levels. Let's delve into the core themes and step-by-step strategies to ascend the real estate ladder.

Send us a Text Message.Happiness is a choice. Success often starts with the right habits and rituals. Learn how early morning routines and effective communication can give you a competitive edge. We'll explore how getting up early, exercising, and making vendor calls before your competitors can turn vendors into passionate advocates for your business. Consistency and patience are key to long-term success. We'll delve into the power of incremental progress, sharing inspiring stories like a colleague's 100-kilometer run and personal experiences of overcoming illness. By focusing on the immediate next step and maintaining discipline in your processes, you can achieve significant accomplishments over time. Drawing inspiration from sports,  we'll emphasize the importance of playing the long game. Join us for a deep, engaging discussion on building positive habits and rituals that lead to lasting success.

Send us a Text Message.Last chance to get tickets to AREC 2024  and empower your personal and professional journey with over 20 of the world's top speakers!

Send us a Text Message.Drawing from listener questions, we delve into the ethics of influencing clients' decisions, focusing on the importance of putting their interests first.  We share our experience from a Strathfield sale that achieved a remarkable price with minimal market exposure and the approach to discreetly navigating these unique deals. We then outline the art of transitioning these quiet listings to public campaigns, leveraging qualified buyers and the influential reach of social media. 

Drawing from Amy Morin's influential "13 Things Mentally Strong People Don't Do," this episode helps those striving to achieve emotional balance while navigating the high-stakes world of real estate. We dissect:people-pleasingradical transparency, act of releasing the pastgrowth, discipline, and other mindset strategies that mould top-performing agents.

Our guest Seth Watts, the Real Estate AI Guy reveals 3 revolutionary tools that can immediately help you:Get price reductions from the most stubborn vendorsConnect with buyers in their native languageScale your business and your farm area, and moreWho will be the first $20m GCI agent using AI? Start using these tools today - and it could be you!

Scaling your real estate business from $250K - $1m requires a machine mindset and strategic focus.Here is the proof that building a robust business is easier than you think...

What would you give to 5X your real estate business in 2024?What if it could be easy and meant that you could have more time and more income? In our year-end episode, John McGrath, Tom Panos & Troy Malcolm revel practical strategies on resetting for the new year. We delve into the power of a positive mindset, the law of attraction, and the impact of consistent calling. We also share actionable tips to help you wrap-up 2023 sucessfully, secure listings for the new year, and why launching listings early can be a game-changer.As we bid farewell to this year, we express our deepest gratitude to you, our listeners, for your unwavering support. We anticipate an exciting new year, bursting with enlightening content and a brand-new podcast studio! See you soon and let's make 2024 your best year ever! 

We want to honour our dear friend Mat Steinwede today. Mat recently experienced the unbearable loss of his son and his story is a powerful reminder of the resilience and strength that's often needed in life and in business.Inspired by Mat's tenacity, we discuss strategies for coping with 'Black Swans' and discuss the role of a supportive team in times of tragedy, and the lessons we can learn from the book 'Option B' - finding strength in adversity. We will also focus on the importance of being fully present in our work, right up until our break starts. We owe that to the people we service. Remember, Christmas starts on 25 Dec, not mid-Nov.Let's dive in, as we hold space for grief, resilience, and the unwavering spirit of the human condition.

Gain tools to channel your inner Van Gogh and understand why an artist's mindset can help you in real estate sales.You'll learn about Alex Jordan's prospecting approach and the innovative use of WhatsApp stories. We'll also delve into why mindset, energy, and narrative play such a pivotal role in successful prospecting. Plus, we'll touch on the necessity of being well-prepared, the art of communicating in transparent language and the balance of providing just enough information without overwhelming your clients. Implement game-changing insights and strategies.

Are you brave enough to 'choose yourself' and take responsibility for your decisions in this ever-changing industry? There is an art to 'listing what sells'. John McGrath , Tom Panos & Troy Malcolm reveal the process...Plus, we take a deep look at the crucial role of timing and patience in real estate. We weigh in on the pros and cons of listing a property now against waiting for the New Year. Remember, in real estate, it's often about playing the long game.

What happens when we shift our social media perspective from ego posting to community posting? We explore how a focus on educating rather than self-promoting can drastically change your relationship with your audience and engagement. Let's dive straight into the world of content creation, demystifying how to craft content that resonates with your local community. From promoting your local favourites to leveraging council newsletters for video blogs.We underline the significance of blending storytelling and facts in your content, showcasing your expertise without losing the human touch. Plus, we introduce you to the concept of a 'day in the life' video, an excellent avenue to remind your audience that beyond the professional persona, you're human, just like them!

Let's delve into invaluable strategies for managing the increased volume without compromising your service. We discuss the importance of staying on top of market trends, and having a proactive approach to reappraising properties.We also examine an inspiring quote from  Australian professional rugby league coach, Trent Robinson and discuss how it's relevant to your everyday hustle as a real estate agent. Whether you're a seasoned agent or a rookie, this episode is packed with insights that can help you turn challenges into opportunities this Spring selling season!P.S. - As an added bonus, we'll bring you our thoughts on who will come out on top in the upcoming AFL Grand Final. 

We dissect what a 10 out of 10 auction process looks like.We'll also unpack the differences between private treaties and auctions, and why a top agent needs both in their toolbox. This training will help you understand and believe in the auction process.We also share effective auction strategies and the critical role that vendor servicing plays. We emphasize weekly buyer's meetings and presenting comprehensive weekly reports to vendors. Hear a heartwarming story about an agent who went the extra mile with a first-time auction attendee, resulting in a listing. 

We kick off by drawing inspiration from the Matilda's World Cup triumph and examine how their strategies can be applied to the real estate world. We then delve into the winning game plan of Australia's top 1% of real estate agents, who have brilliantly combined the process of McDonald's and the simplicity of Apple with high energy and authentic personality to achieve remarkable results. Building on that foundation, we then guide you through the process of becoming the "McDonald's" of real estate, extracting the best practices from major corporations and implementing them in your own business. A richly metaphorical and deeply insightful episode you won't want to miss!

Let's address the elephant in the room - why so many real estate agents struggle with prospecting. We'll discuss the importance of maintaining integrity, being present in conversations, and how investing time in building relationships is beneficial in the long run.Additionally, we'll emphasize how leveraging social media can skyrocket your prospecting results. Learn how strategic use of platforms such as TikTok, and creating content that is more educational than sales-oriented, can help you reach a wider audience and get more listings.

Let's dive into the critical subject of personal branding in real estate and how it can wield influence over property prices.Gain practical tips on how agents can amplify their empathy when serving vendors in stressful times. Discover effective strategies for keeping buyers captivated by a property, even amid uncertain times. Finally, we investigate how agents can optimize their relationships with buyers through candidness, trust, and delivering crucial information. 

Join us as we analyse the implications of the Reserve Bank of Australia's announcement on the real estate market. This episode can help agents list properties effectively and supercharge their sales. And if you're considering selling your property or bringing a listing to market, we have some essential advice for you.Also, let's take a trip down memory lane with John McGrath as we reminisce about selling real estate when technology was minimal. John shares the creative strategies he used to stand out in a competitive industry. This conversation underscores the vital role of efficiency in time management, communication, negotiation, and listing presentations. Finally, let's explore how to carve your own success in the real estate industry. We discuss our personal journey and the importance of product knowledge, remarkable service, and the unique art of buyer-servicing. We also delve into the benefits of attending auctions and joining historical societies to bolster your industry knowledge. We underscore the indispensable role of passion, enthusiasm, and continuous personal growth and learning. The episode is packed with actionable tips to help you stand out and thrive in the real estate industry. So tune in and let's elevate your game in real estate!

What would it be like if realty offices functioned using the principles of a rugby team? Imagine the heightened sense of camaraderie, the collective morale driving towards success! Join us as we draw parallels between the dynamics of the Queensland rugby team and the real estate world - a fascinating viewpoint that could potentially shift your perspective on how your office operates.The real estate market is akin to a battlefield, where strategy, adaptability and accurate decisions can determine victory or defeat. In today's discussion, we are venturing into Sydney's Blue Ribbon suburbs, dissecting the factors driving price growth, and why accurate property listings are crucial in this arena. We'll also address the importance of establishing trust with potential buyers - a factor that can make or break a deal. For those with surplus funds riding on market trends, and the agents catering to them, we have some insightful revelations.Beyond dissecting the market, we're also sharing golden nuggets on how to maximize opportunities in real estate. From the underestimated power of reaching out to past clients to strategies that help you connect more effectively with potential clients - every nugget we share today could be a game-changer. Tune in for an insightful journey through the world of real estate, where we see things through a unique lens!

(00:00:00) - Recap of AREC Speakers(00:08:54) - Authenticity and Content Success Formula(00:16:38) - Maximizing Real Estate Success(00:20:33) - Real Estate Industry Conference Recap(00:24:16) - Maximizing Potential With Four-Year Focus

(00:00:00) - Leadership Lessons from NRL Coach Trent Robinson(00:03:12) - What Kills Deals and What Makes Deals(00:05:06) - The Qualities of Great Deal Makers(00:07:05) - Managing the Sale Process to Ensure a Successful Outcome(00:09:22) - Being Creative in Dealmaking(00:11:35) - Negotiation Strategies for Real Estate Deals(00:16:10) - Maximise Price Through Competitive Tension(00:18:55) - Resetting Expectations(00:20:29) - Social Proof(00:24:08) -  AREC 2023: Real Estate Gym members get the best deal

(00:05:10) - Lead Generation Strategies for in a Low Volume Market(00:06:31) - The Keys to Attracting Listings(00:11:06) - Superior Buyer Servicing (00:12:56) - Building Awareness and Momentum in Your Market(00:14:20) - Strategies for Open Homes and Qualifying Potential Clients(00:21:36) -  How to Increase Your Real Estate Sales Through Networking(00:23:07) -  Creative Strategies for Real Estate Agents(00:30:08) - Overcoming Rejection & AREC 2023

(00:00:00) - Building Self-Confidence Through Sustainable Long-Term Growth(00:06:51) - Stoicism(00:09:17) - Creating Psychological Safety to Foster Innovation in the Workplace(00:16:59) - Great Thinking and Life Design

(00:00:00) -  Introduction to Jeremy Khoh: Leadership, Coaching, and Excellence in the Work Environment(00:02:30) - Ego and Its Impact on Business Performance(00:04:27) - Exploring the Peak Performance Pendulum: How to Reduce Ego and Enhance Performance(00:05:43) - Overcoming Fear of Failure and Call Reluctance(00:11:28) - Shifting Identity to Achieve Success(00:13:50) - Exploring Identity Values: A Conversation on Elevating Performance and Well-Being(00:16:16) - Exploring Identity: A Conversation on Finding Your True Self(00:18:51) - Setting Realistic Goals for Success(00:20:36) - Exploring the Impact of Ego on Motivation and SuccessConnect with Jeremy Khoh: https://jeremykhoh.com/

(00:00:00) - Results from the Roy Morgan survey(00:02:45) - Exploring the low trust of real estate agents and how to change it(00:04:32) -  The Power of Professionalism(00:06:23 ) - Building a professional reputation(00:12:49) - Creating raving fans through exceptional service(00:14:27) - Giving back to the community and reducing ego(00:17:54) - Raising the standards of the real estate industry(00:22:11) - AREC 2023 tickets are selling out fast

(00:00:00) - Exploring Vertical Video and Social Media Strategies for Real Estate Agents with Tom Panos and John McGrath(00:01:30) - Discussion on Social Media Platforms for Real Estate Agents(00:03:37) - Leveraging Vertical Video for Maximum Impact(00:12:29) - Real Estate Strategies for Social Media Success(00:14:08) - Social Media Influencers in Australasia(00:16:03) - Real Estate Marketing Tips: Be Authentic and Tell the Truth!

We discuss underquoting, secret commissions and referral fees, the phrase "Quote it low and watch them go!" and ethics in the real estate industry.(00:02:31) - Summary of speakers for AREC: 25th Anniversary(00:07:56) - The Four Corners Episode: Price Guides and "The Impact of Underquoting in the Real Estate Industry"(00:16:48) - The importance of honesty in real estate(00:19:49) - Strategies for accurately setting price guides in a low-absorption market(00:21:43) - Misleading conduct(00:26:00) - Product knowledge(00:29:03) - Transparency with rebates(00:32:18) - US congress rips into the CEO of TikTok

"Only when the tide goes out do you discover who's been swimming naked." - Warren Buffett.The tide certainly went out this year. Agents who were overpricing, unable to manage vendor expectations, not great marketers, and weren't expert negotiators - were exposed.In this episode of Million Dollar Agent podcast, John McGrath & Troy Malcolm provide a Summary of The Best from 2022:02:00 – How to join us for weekly Prospecting Blitz08:38 – Mat Steinwede 31 Mins11:51 – Summary of The Best from 202226:18 – The core skill you need to thrive in 2023The Real Estate Gym doors close on 16 Dec for the 2022 intake.