Million Dollar Agent

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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

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Calling it a “bad market” is the fastest way to talk yourself out of doing great work. We unpack why the current Australian real estate cycle is better understood as a new market, and how that single mindset shift changes your confidence, your conversations, and your ability to win listings and grow market share even when prices have softened.

We get practical on what separates thriving agents from everyone else: energetic yet calm presence, leadership with vendors, and the courage to talk price early and clearly. We dig into the 30 day comparables rule, why outdated sales evidence quietly kills campaigns, and how the best operators realign guides fast based on buyer feedback before a property slips into the stale zone. If you’ve got an owner clinging to last year’s expectations, you’ll hear a clean approach to resetting the conversation with facts and context, without drama.

We also zoom out to the realities driving buyer behaviour, from interest rates and cost of living pressure to seasonal shifts like spring stock. The through-line is simple: deals still happen when you do the job properly, tighten the gap between buyer and seller, and communicate like a pro.