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“So, you've got a great buyer that wants you to find them something. They've said to you, Suzanne, this is what we're looking for. Have you got anything coming up? Don't worry if you've got anything coming up, go and find it. Don't wait. Agents that are starting out, I don't have many listings, how can I get listings, what can I do? You've got buyers. Work through my open for inspection list, work through my buyer list, find what a buyer wants, then go and find the listing. It doesn't have to be the other way around. Match the buyer to the property. Just find the property for them. Go and doorknock. Go and phone Canvas. Do what you can. Ask the other agents in the office, have they looked at anything like that, that might suit? But you know what they want, go and find it. There's no excuse to say I don't have a listing to sell them. In markets like this where buyers are few and you can't sell them what you've got, find them something. That's it.”

Suzanne Hibberd is the director and licensee of Abode Property specialising in both standard residential and off-the-plan project sales across the St.George and Sutherland Shire regions. With a personal best year of over $400m in settled sales volume, Suzanne is widely regarded as one of the top agents in Australia and has been recognised by REB in 2024 as Australia’s #1 female agent and the #5 overall agent in the entire country.

Suzanne has been awarded:

- REB No.1 Women In Real Estate Australia 2024 - REB No. 5 - Top 100 Agents Australia 2024 - REB No. 6 - Top 50 Agents NSW 2024 - REB Top 50 Women In Real Estate Australia 2023 - REB Top 50 Agents Australia 2023 - REB Top 50 Agents NSW 2023 - Finalist 2022 Top Residential Agents NSW, realestate.com.au - REB Top 10 Women In Real Estate Australia 2022 - REB Top 10 Agents Australia 2022 - REB Top 10 Agents NSW 2022 - REB Top 50 Agents NSW 2021 - REB Top 15 Women In Real Estate 2021 - REB Top 10 Women In Real Estate 2020 - REB Top 20 Women In Real Estate 2019 - REB Women In Real Estate Awards 2019 Sales Campaign Of The Year Finalist - REB Real Estate Awards 2019 Sales Campaign Of The Year Finalist - REB Top 50 Women In Real Estate 2018

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“I don’t sell on brief, I sell on experience. You’ve been looking for three months? You hate taking your kids to open homes? Meet Sally and Dave. They were in a very similar position to you. Before they engaged us, this was their experience. Following engaging us, this was their experience. And that’s really important, it makes it relatable. It doesn’t just say I’m gonna show you 40 off-markets. It’s I showed Sally and Dave 40 off-market properties. This is the one we ended up buying. This is the price Sally and Dave told me to negotiate to, and this is what I actually got it for. Sales agents can be doing the exact same thing, because some prospective clients will relate to stats, but all prospective clients will relate to case studies.”

Jordan Navybox – Qld’s highest grossing buyer’s agent and the second highest grossing nationally – is the co-owner and managing director of Cohen Handler Qld. Cohen Handler as a brand is Australia’s largest buyer’s agency. Last financial year, Cohen Handler Qld eclipsed half a billion in purchased property with 68% of those transactions being sourced off-market. We sit down with Jordan to unpack the intricacies of buyer work and getting more deals done by being proactive and creative in sourcing suitable options, the art and science of maintaining a premium fee rate for a premium service and the call volume + technology stack that has enabled him to perform at such a high level.

A special thanks to our partners @ Real Agent:

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Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Follow us on Instagram @realagent.co for clips and reel content.

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“So that comes down to the conversation when you talk about the off-market up front. I’m not the agent who’s going to bring through six buyers every second day to prove that I’m working so you give me the listing. I am genuinely taking a shot at handpicking the right buyer to get you a sale. If I can’t do that, I still want the opportunity to pitch on your business because I do believe I’m the best agent to achieve you the result. So you’ve got to have that conversation up front.”

Drew Davies is the joint Principal of Place Ascot + Place Nundah and has rapidly ascended to within the top 0.5% of the industry from a standing start and incredibly humble beginnings. In just 6 short years, Drew has skyrocketed both his sales volume and GCI by nearly 10x between 2017 – 2023, growing from circa $15m in transactions to over $142m in done deals; creating an attraction agent brand and profile in the process. Today, he ranks as the number #8 REB agent in Queensland and the number #88 REB agent in all of Australia. We sit down with Drew to unpack the key ingredients responsible for his meteoric growth, including details on hot buyer work, off-market deals, dialogue for cold calling owners and more.

A special thanks to our partners @ Real Agent:

23rdst | Dominate digital with Australia’s most trusted digital marketing growth partner

Book a call: https://www.23rdst.com.au/#book

Shotflow | Property videos made easy, cheap & fast through technology

Book a video: https://shotflow.io/

Real Agent brings you the very best operators and icons of the residential real estate industry to deliver the highest value conversations possible and practical takeaways for agents to improve and grow their business.

To be notified the next time an episode is released, subscribe on YouTube, Apple Podcasts or Spotify. Follow us on Instagram @realagent.co for clips and reel content.