Your 10-Point Plan in a Transition Market

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 feedback after every inspection, and pricing based on what has sold in the last 60 days not what sold six months ago. We also dig into the skill gap that shows up fast when enquiry levels drop: buyer management. If your buyer plan starts and ends with calling people after Saturday opens, you’re leaving deals on the table. Strong agents build a database, stay in touch, learn buyer motivation, and create private appointment urgency without relying on the portals to do the heavy lifting. Then we get into deal-making: when to take a clean pre-auction offer, why “being a hero” can backfire, and how to negotiate with calm certainty instead of nervous pressure. We finish with one of the most useful owner-occupier frames in a changing property market: the changeover gap. If you’re buying and selling in the same market, the gap often matters more than the headline price, especially for upgraders chasing long-term value. If this helped you think clearer about selling, buying, or leading clients through uncertainty,

You can listen to Your 10-Point Plan in a Transition Market online on Radio and Podcast. Open the player on this page to stream the available audio.

Your 10-Point Plan in a Transition Market is an episode from Million Dollar Agent by John McGrath, Tom Panos & Troy Malcolm .

This episode is 18:59 long.

This episode was published on Apr 14, 2026.

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