Million Dollar Agent

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25% of agents are gone. Sales volumes are down. Buyers are cautious. So why are some agents still growing?
In this episode of Million Dollar Agent, Tom Panos, John McGrath and Troy Malcolm unpack what it takes to win in a market that is exposing the difference between skill and luck.
John explains why this is a mental toughness competition, why agents need to stop blaming the market, and what he learned building a business through some of the toughest property markets Australia has seen.
The conversation covers getting back to the fundamentals, working buyers harder, managing vendors, growing market share while competitors retreat, and why fewer transactions could actually represent one of the biggest opportunities for ambitious agents.
The market isn’t dead. It’s selective.
And the agents who sharpen their skills now could be perfectly positioned when volume eventually returns.

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What can a real estate agent learn from one of the world’s best restaurants? A lot more than you might think.
In this episode of Million Dollar Agent, Tom Panos, John McGrath and Troy Malcolm unpack the extraordinary standards behind a Michelin-star dining experience and translate them into practical lessons for real estate.
Know exactly who you are: The best businesses don’t try to be everything to everyone. They know what they stand for and deliver it relentlessly.
Location is no excuse: If your service is extraordinary enough, people will seek you out. This restaurant proves it, with guests travelling hours for the experience.
Own every touchpoint: From the moment a customer arrives to the moment they leave, every detail is deliberately designed. What would that look like at your open homes, auctions, listing presentations and settlements?
Systemise the magic: Great customer experiences shouldn’t happen by accident. Build memorable moments into your process so they happen every single time.
Make the small things matter: Sometimes it’s not an expensive gift that gets remembered. It’s noticing something about a client that proves you were actually listening.
Stop giving clients too many choices: Great professionals make clear recommendations. Instead of overwhelming vendors with marketing options, confidently recommend the campaign you believe will deliver the best result.
Create an experience people talk about: The transaction might finish at settlement, but the way you make people feel can keep generating referrals for years.
Build a culture of extraordinary standards: Premium service isn’t the work of one superstar. The entire team has to buy into the standard.
Plus, the team discusses signs of changing buyer activity, whether we could be getting closer to the property market bottom, and why agents need to finish 2026 strongly if they want to hit 2027 with momentum.
The big question for every agent: Are you simply providing a real estate service, or are you creating an experience people remember?

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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 belief
04:20 — Competitive drive and losing a listing with grace
06:34 — The return of real estate skill
10:22 — Proactive buyer work and private appointments
19:23 — Following up buyers who miss out at auction
21:20 — Better pricing conversations with sellers
23:48 — Rates, borrowing capacity and controlling what you can
28:33 — The daily contact that creates future listings

The market may be harder. That’s exactly when a good agent becomes more valuable.

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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

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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