Million Dollar Agent

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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

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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 training
Designing a magnificent life and treating business as the vehicle
Building daily “tens” that keep energy and purpose alive
Doubling results by getting better rather than just doing more hours
Finding mooring lines that hold us back and changing the story we tell ourselves
Focusing on the inner market we control rather than the external market we cannot
Using better dialogue with vendors and buyers because words change lives
Prioritising dollar-productive activities and tracking time to cut wasted effort
Mastermind groups, vulnerability, and being the person you are proud to be
Accountability 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!

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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.

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We reveal what Australia’s top real estate agents have in common and why their results stay strong even when the market turns. 
McGrath awards night reflections and why a tighter format works 
The market splitting into confident operators and agents who are struggling 
Common traits across top agents: confidence, integrity, humility and zero spruik 
Listening skills, product knowledge and preparation as competitive advantages 
Work ethic, team standards and a constant drive to improve 
Consistency over decades and what it really takes to stay on top 
Why disciplined process beats relying on flair or charisma 
Rugby league as a metaphor for business resilience 
What top auction agents do differently: buyer work and over-communication 
How to deliver tough price feedback without losing the vendor