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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 buyer database—and chances are, you're barely scratching the surface.

You’ll hear why top agents aren’t just working with 5–15 buyers—they’re nurturing 40–50 qualified ones at any given time. John McGrath explains how strategic buyer work leads to listings, referrals, and stronger sales outcomes: “Buyers become sellers and influence whether a property actually sells.”

Tom and John break down the practical tactics elite agents use to dominate with buyers:

How to conduct meaningful buyer interviews

Why recommending a competitor’s listing can actually boost your brand

How to use team huddles and calendar planning to maximise buyer conversions

They also dive into the mindset shift that makes all the difference: approaching buyers with authenticity and an abundance mentality. It's not just about transactions—it’s about trust, loyalty, and long-term wins.

As Tom puts it: “Without a buyer, nothing gets sold or settled.” If you’re ready to future-proof your business, this episode will give you the blueprint.

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In this episode, the trio unpack the highlights of AREC 2025, noting the electric atmosphere and standout sessions, particularly Will Guidara’s keynote on meaningful engagement.

They then shift focus to social media, examining the fine line between genuine personal branding and ego-driven content. The trio critique common trends on platforms like Instagram and TikTok and offers practical tips for agents to create authentic, value-driven content.

The episode wraps up with a discussion on defending real estate fees and sustaining a value-based approach in a competitive market.

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The discussion covers key strategies in lead generation, relationship building, and listing presentations, all designed to help agents boost their sales and client engagement.

Tom Panos introduces the Million Dollar Roadmap, a strategic plan that agents attending the upcoming AREC conference will receive to strengthen their business game. John McGrath shares powerful insights on turning clients into raving fans and mastering prospecting, while Troy Malcolm highlights the value of tapping into personal networks and staying in regular contact with clients. The trio breaks down actionable tactics across four key areas: generating leads, nurturing relationships, excelling in listing presentations, and closing deals—providing agents with a clear advantage in a competitive market.