Million Dollar Agent

Send us Fan Mail 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 m...

Send us Fan Mail 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...

Send us Fan Mail 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 k...

Send us Fan Mail 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 sp...

Send us Fan Mail 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 inve...

Send us Fan Mail 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 b...

Send us Fan Mail 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.

Send us Fan Mail 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 knowl...

Send us Fan Mail 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 th...

Send us Fan Mail The market hasn’t “stopped” it’s just stopped carrying lazy habits. We’re three weeks out from AREC, and the timing couldn’t be better because this is exactly when real estate agents find out whether they’re doing the work or just taking orders. We unpack the practical fundamentals that still sell property in a softer Australian real estate market: doing serious buyer work (more d...

Send us Fan Mail A single headline can freeze a buyer, spook an agent, and quietly sabotage a sale. So we strip the noise away and get practical about what actually works when the market shifts from easy momentum to cautious decision-making across East Coast Australia and beyond. We unpack what a transition market demands from a real estate agent: resetting vendor expectations early, giving direct...

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Send us Fan Mail The world is in chaos. You don't have to be. Focusing on the controllables. And let him go of what you can't control. How top performers choose to block the noise.  Also touch on that there's a little bit of negativity but good real estate agents are winning in all markets whether it's facing headwinds or having winds behind you good Real Estate agents adjust. ...

Send us Fan Mail “Tell the truth and make everyone feel important” isn’t soft. It’s a system. It wins listings, steadies campaigns and future-proofs your brand as regulators tighten the screws. Quote with evidence. Show comparables at opens. Keep clean CRM notes so your agency agreement, online range and buyer chats all line up. No grey areas. Just data you can defend. AML is landing mid-year. Sim...

Send us Fan Mail Want to grow without grinding yourself into dust? We’re kicking off 2026 by focusing on the few standards that compound results: ambition that stretches you, a pit-crew-level team, real integrity, and the speed that wins listings before the weekend. The market is already humming. Opens across Manly, Forestville and St Ives are pulling 30–40 groups. High demand rewards agents who m...

Send us Fan Mail A suburb record falls in Bankstown at six-and-a-half million, but the real headline is what it proves: momentum is still there for agents who price right, run a pro diary, and keep calling when everyone else clocks off. We swap excuses for evidence and map a practical path to 2x growth next year with simple, high-leverage shifts you can implement this week. We break down a ruthles...

Send us Fan Mail What actually stops most agents from hitting seven figures? In this episode, we strip away the fluff and go straight to the real levers — belief, identity, environment and daily execution. You’ll learn why goals must force growth: aiming from 32 to 42 sales changes nothing, but aiming for 75 requires a full upgrade in tonality, questions, energy and systems. We also break down why...

Send us Fan Mail In this episode, we unpack some of the most crucial themes shaping the real estate landscape right now. We talk about the importance of professionalism on social media and why the way you show up online directly influences how the market sees you. Reputation matters — and in this game, perception is reality. We also cut through the noise around misinformation in real estate, parti...

Send us Fan Mail In this episode, we dive into the flow of today’s real estate world — unpacking seasonal market trends, buyer misconceptions, and the strategic planning needed to win in a hot property climate. We explore everything from international real estate standards to practical ways of engaging buyers more effectively. Together, we share real-world insights and proven strategies to help ag...

Send us Fan Mail This episode explores the evolving dynamics of the real estate industry, highlighting the impact of technology and shifting regulations. The discussion begins with a reflection on community and longevity, before moving into how agents can adapt their practices to meet modern challenges. With cold calling increasingly restricted by privacy laws and digital screening tools on iOS an...

Send us Fan Mail Underquoting in real estate remains a persistent challenge despite years of legislative attempts to address it, with the REINSW CEO, Tim McKibbin, joining John McGrath and Tom Panos to unpack the legal and ethical dimensions of property price guides. The discussion explores whether underquoting actually benefits vendors or merely creates disappointed buyers who waste time and mone...

Send us Fan Mail Underquoting is under increasing scrutiny in Australia, with regulators cracking down on misleading pricing tactics. In this episode, Tom Panos, John McGrath, and Troy Malcolm dive into what underquoting really is, why it happens, and how ethical agents can avoid it. They explore three common pricing pitfalls: lack of product knowledge, deliberate deception, and good agents being...

Send us Fan Mail As the financial year rolls over, it’s the perfect time to review what’s working in your real estate business—and what’s not. In this no-fluff conversation, we dig into the strategies that set top performers apart. High achievers know the value of honest self-assessment. How strong is your listing presentation? Many agents rate themselves a 5 or 6 out of 10—risky business when oth...

Send us Fan Mail The forgotten goldmine of real estate success isn't found in another listing presentation or door-knocking session—it's hidden in plain sight within your buyer database. Tom Panos and John McGrath unpack one of the most overlooked opportunities in real estate: buyer servicing. While most agents are fixated on listings and door-knocking, the real leverage lies in your buy...