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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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