Send us a text

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 and Android devices, agents are encouraged to pivot towards building more meaningful client relationships. The implications of the Do Not Call register are examined, alongside practical strategies for moving away from transactional approaches and focusing on long-term value creation.

Key themes include leveraging technology such as AI for smarter lead generation, enhancing efficiency, and positioning agents as trusted advisors rather than direct marketers. The conversation underscores a future where relationships, trust, and genuine value stand at the heart of real estate success.

Send us a text

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 money.

• The offence of underquoting is representing a price that's less than the agent's estimated selling price
• Agents must work within a maximum 10% price range when quoting to buyers
• If a vendor rejects an offer, the quoted price cannot be lower than the rejected offer
• Agents can adjust price guides during campaigns as market feedback comes in
• The obligation to represent accurate pricing rests with the agent, not the vendor
• Poor industry education contributes to pricing issues with 80% churn rate in NSW real estate
• Serial underquoters damage the industry's reputation and create emotional distress for buyers
• Technology may play a role in monitoring compliance in future regulatory approaches
• Transparency and integrity are essential for rebuilding trust with the public

Send us a text

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 pressured by dodgy competitors. More importantly, they offer real-world strategies—like early buyer feedback, honest price conversations, and aligning vendor expectations transparently across a campaign.

Troy discusses how buyers now use AI to do their own market research, making deception harder than ever. John McGrath reinforces the need for radical transparency, stating, "We don’t condition, we don’t make up buyers, we don’t make up comments."

With Tom reporting a strong market and a recent 100% clearance rate, this timely episode provides essential insights for agents who want to stay ethical—and competitive.