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Building a profitable buyers agency doesn't always mean hiring more people, taking on more clients or investing in more systems. Sometimes, keeping things simple is what makes a business sustainable. In this episode of Buyers Agent Mastery, Bryce Holdaway and Veronica Morgan sit down with Catherine (Cathy) McGowan, Principal and Property Buyers Agent at McGowan Property Buyers, to explore how she's built a lean, profitable buyers agency by focusing on strong client relationships, healthy fees and low overheads. After more than 30 years in real estate and 11 years working with an established boutique buyers agency, Cathy decided to go out on her own. She shares how she's built her business through repeat clients and referrals rather than paid marketing, why she deliberately limits her client load, and what difficult clients, lost deals and ignored red flags have taught her about protecting her time and reputation. Cathy also shares practical lessons on structuring fees and retainers, managing costs through slower markets, and protecting relationships with selling agents when deals don't go to plan. Her experience also raises important questions about business partnerships, shared values and the risks of relying on commission-only contractors when building a team. It's a practical conversation about building a buyers agency that's financially sustainable, delivers a great client experience and works on your own terms. Episode Highlights00:00 - The Business Model Behind Healthy Profits 00:21 - Meet Catherine McGowan 01:23 - From Fair Trading to Buyers Agency 05:39 - Going Solo After 11 Years 09:39 - Keeping Overheads Low and Profits Healthy 13:55 - When Clients and Deals Go Wrong 21:11 - Protecting Selling Agent Relationships 25:13 - Setting Fees That Reflect Your Work 29:44 - Client Red Flags and Costly Lessons 37:44 - What Makes Business Partnerships Work? 42:28 - Human Connection and Financial Resilience 45:18 - The Hidden Risk of Hiring Contractors About the GuestCatherine (Cathy) McGowan is the Principal and Property Buyers Agent at McGowan Property Buyers, a boutique buyers agency specialising in Sydney's North Shore, Northwest and Hills District. With more than 30 years of experience in real estate, Cathy holds a Business degree from the University of Technology Sydney and began her career in accounting and finance before pursuing her passion for property. Her diverse career includes working in real estate sales, serving as a Real Estate Investigator with the NSW Office of Fair Trading, and holding roles in membership liaison, agent compliance and professional standards at the Real Estate Institute of New South Wales. These experiences gave her valuable insight into the industry, along with a strong network of selling agents. Driven by a desire to help property buyers, Cathy transitioned into buyers agency in 2011, spending 11 years with an established boutique firm before launching McGowan Property Buyers in late 2022. Today, she runs an independent, deliberately lean buyers agency, focusing on personalised service, strong industry relationships and helping clients navigate the property buying process with confidence. Connect with CathyMcGowan Property Buyers WebsiteInstagram — McGowan Property BuyersFacebook — McGowan Property BuyersLinkedIn — McGowan Property BuyersCathy’s LinkedIn Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyers agency.

Insurance is one of those parts of running a buyers agency that can be easy to overlook — until something goes wrong. But as Polina Kesov explains, the exposure starts as soon as you begin giving clients advice, long before the first transaction settles. In this episode, Polina breaks down the insurance essentials buyers agents need to understand, including professional indemnity, public liability and cyber insurance. She explains what these policies actually protect you from, why seemingly small pieces of advice can lead to significant claims, and why having the right business description on your policy matters. Polina also shares practical lessons around claims-made cover, maintaining continuous cover, cyber risks, offshore staff, invoice fraud and the processes buyers agencies can put in place to reduce their exposure. As a buyers agency grows, she explains how insurance needs to evolve too — from management liability and tools of trade through to tax audit and corporate travel cover. If you're building or growing a buyers agency, this conversation is a practical guide to understanding where your risks sit, what you need to have in place, and why getting the right advice early can save significant problems later. Episode Highlights00:00 – Meet Polina Kesov: Insurance for Buyers Agents 06:47 – The Insurance Mistakes Buyers Agents Make 09:12 – What Does Professional Indemnity Actually Cover? 11:30 – How Small Mistakes Can Become PI Claims 16:31 – Does Your Policy Cover What You Actually Do? 19:12 – Claims-Made Cover and Why Retroactive Dates Matter 28:11 – What Does Public Liability Actually Cover? 31:57 – How Big Can a Public Liability Claim Get? 34:53 – Why Cyber Insurance Matters for Buyers Agents 37:06 – When Does Cyber Negligence Affect Your Cover? 41:18 – Ransomware: What You Should Never Do 44:01 – Offshore Staff: What You Need to Tell Your Insurer 48:35 – The Other Insurance Policies Your Agency May Need 53:31 – How Much Should Buyers Agents Budget for Insurance? 56:33 – Getting Your Insurance Right From the Start About the GuestPolina Kesov is an insurance advisor with over 20 years of experience working alongside Australian businesses on risk, claims, and insurance coverage. Specialising in professional indemnity, she has a deep understanding of how advisors are assessed, insured, and held accountable when things go wrong. Throughout her career, Polina has worked closely with professionals across the property, finance, and advisory sectors, giving her a unique, behind-the-scenes perspective on how claims are evaluated and where systems succeed—or fail. Her expertise extends beyond policy setup into real-world outcomes, including how insurers interpret liability, manage disputes, and determine whether a claim is paid. Known for her practical, no-nonsense approach, Polina is passionate about improving awareness around risk and helping both professionals and consumers understand the fine print that often gets overlooked. Her insights offer a rare look into the mechanics of protection in the property industry—where assumptions don’t always match reality. Connect with PolinaLinkedIn - Polina KesovLinkedIn - Insurance Insights AustraliaWebsite - Insurance Insights AustraliaInstagram - Polina Kesov Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyers agency.

Building a successful buyers agency isn’t just about getting more clients or growing as fast as possible. For Linda Johnson and Michelle Tucker of Spring Buyers Agency, the real challenge has been building a business that is profitable, sustainable and aligned with the way they want to work and live. In this episode, Linda and Michelle share the lessons they’ve learned since starting Spring Buyers Agency in 2020, including why they chose to focus on growth rather than scale, the importance of knowing your numbers, and why not every client or team member is the right fit for your business. They also unpack the practical realities of building a buyers agency: generating leads without a geographic patch, using targeted Google Ads, creating trust across every client touchpoint, hiring the right people, and learning from the mistakes they made when they tried to grow too quickly. They share why they believe reputation should always come before the transaction and why the best outcome isn’t necessarily the property you end up buying. For buyers agents looking to build a business that can grow without losing its values, client experience or identity, this conversation offers plenty of practical lessons on knowing your tribe, protecting your reputation, building the right support structure and creating a business that works for you. Episode Highlights00:00 – Episode Intro 01:27 – How Spring Buyers Agency Came Together 02:20 – Why They Chose Growth Over Scale 05:01 – Starting a Buyers Agency in 2020 07:10 – Starting Before Everything Was Ready 10:39 – Finding the Right Advice for Your Business 13:56 – Why Your Values Should Guide Lead Generation 17:03 – How to Structure Buyers Agency Fees 21:10 – Building Trust Before the Client Signs 25:31 – Why Scaling a Buyers Agency Isn’t Easy 32:14 – The Communication Behind a Strong Partnership 37:43 – Building a Team That Fits Your Culture 42:59 – The Client Red Flags They Learned to Spot 46:15 – Why Targeted Leads Beat Broad Marketing 51:27 – What Makes a Sustainable Buyers Agent 56:47 – How to Guide Indecisive Buyers About the GuestLinda Johnson and Michelle Tucker are the co-founders of Spring Buyers Agency, based on the NSW Central Coast. Linda brings an MBA and extensive experience across real estate sales, agency leadership and national corporate roles, where she also coached and supported award-winning agents. Michelle brings almost two decades of experience across high-end real estate sales and large-scale project marketing, with a particular focus on understanding buyers and matching them with the right property. The pair launched Spring Buyers Agency in 2020 after seeing an opportunity to help buyers navigate an increasingly challenging property market. Since then, they have built the business around their combined experience, strong client relationships and a clear focus on professionalism, integrity and client experience. They also launched Spring Property Management in 2021, creating an additional business asset alongside their buyers agency. In this episode, Linda and Michelle share the lessons they’ve learned about building a profitable and sustainable buyers agency, from lead generation and fees to hiring, team culture, client red flags, partnerships and knowing when growth is enough. Connect with Linda & MichelleLinkedIn | Linda JohnsonE-mail | Michelle TuckerWebsite | Spring Buyers AgencyInstagram | Linda Johnson Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyers agency.

Regional property markets can look very different when you’re actually on the ground. For buyers agents, understanding the data is important—but knowing how to interpret it, inspect properties properly and recognise what is really happening in a market can make all the difference. In this episode, Veronica and Bryce chat with Matthew Ward, founding director of WPG Advisory, licensed buyers agent and registered valuer with more than 25 years of property experience. Matthew shares how his valuation background has shaped his approach to buyers agency and why rigorous analysis, local knowledge and proper due diligence matter when clients are making major financial decisions. Matthew also takes us inside the realities of running a regional buyers agency, including the rise of borderless buying, the risks of relying too heavily on algorithms and the market distortions he has witnessed in regional locations. He also discusses building a buyers agency around your own goals, finding clients through referrals, adapting when the market changes and learning when to walk away from a property. For buyers agents considering regional markets—or anyone looking to build a buyers agency around genuine expertise rather than simply transaction volume—Matthew’s experience offers plenty of practical lessons. Episode Highlights00:00 - Building a Buyers Agency with a Valuer’s Mindset 01:08 - Matthew Ward’s Journey into Buyers Agency 02:18 - How a Valuer Mindset Creates an Edge 06:47 - The Reality of Covering Regional Markets 09:32 - Working with Out-of-Area Investors 11:28 - The Risks of Borderless Buying 15:19 - When Market Data Can’t Keep Up 18:41 - Why Agent Relationships Matter 21:38 - The Rise of WhatsApp Property Groups 26:27 - Creating Transparent Fee Structures 28:41 - Navigating the Post-Budget Reset 31:34 - Expanding into Commercial Property 33:31 - How Many Clients Can You Really Handle? 35:42 - When Investor Emotion Takes Over 38:23 - Getting Auction Strategy Right About the GuestMatthew Ward is the founding director of WPG Advisory, a licensed buyers agent and registered valuer with more than 25 years of experience in the property industry. With a background in property valuation and consulting, Matthew brings a strong analytical foundation to his buyers agency work. His experience has given him a detailed understanding of property markets, comparable analysis, due diligence and the factors that influence property values across different locations and sectors. Matthew is also one of the more established regional buyers agents, operating across regional NSW including markets throughout the Central West and beyond. His work involves helping clients navigate regional residential markets, as well as selected commercial, rural and development opportunities. In this episode, Matthew shares what he has learned from building a buyers agency around his specialist expertise, the realities of working across large geographic areas, and why genuine local knowledge and on-the-ground property inspection remain important in an increasingly data-driven industry. Connect with MatthewLinkedIn | MatthewLinkedIn | WPG Advisory Website | WPG Advisory Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

What does a successful buyers agency actually need to look like? For Cate Bakos, it doesn’t necessarily mean building a bigger team or chasing growth. After more than two decades in property and finance, Cate has deliberately built a boutique business that allows her to stay close to the client work she loves while creating the right support around her. In this episode of Buyers Agent Mastery, Cate shares how she has structured her business around her strengths, including her approach to team building, hiring, client service and her hybrid service model. She also explains how consistency across blogging, podcasting, media and referrals has helped build credibility and attract the right clients. Cate also gets candid about the realities of the role, from the challenges of hiring and retaining great people to the long-term responsibility that comes with advising clients on property decisions. For buyers agents thinking about growth, this is a practical conversation about building a business that works for you — not simply making it bigger. Episode Highlights00:00 — Consistency and Finding Your Voice 01:10 — Meet Cate Bakos 02:06 — Why Bigger Isn’t Always Better 05:17 — Finding Her Path into Buyers Agency 09:51 — Starting Small and Growing Fast 12:54 — Why Cate Stays on the Tools 15:10 — Dealing With One-Star Reviews 18:34 — Managing Client Expectations Long Term 22:31 — Knowing Your Market and Ideal Client 24:13 — The Co-Involved Service Model 30:53 — Building Support Without Burning Out 33:31 — Hiring the Right Buyers Agent 34:35 — Salary, Bonuses and Retaining Great People 35:56 — The True Cost of a Bad Hire 38:49 — Negative Gearing and the Policy Outlook 43:20 — Advising Clients Through Uncertainty 47:55 — Consistency as a Lead Generation Strategy 50:47 — Qualifying Leads and Protecting Your Time 55:22 — AI, Motivation and Why Cate Keeps Going 59:37 — Key Takeaways: Build Your Business Your Way About the GuestCate Bakos is one of Melbourne’s most respected buyers agents, with more than 16 years of experience helping clients secure the right properties across the city’s Inner North and West. Starting her career in chemistry before moving into real estate sales and mortgage broking, Cate brings a unique mix of analytical skills and on-the-ground knowledge to every deal. She has secured over 2,000 properties for clients and is known for her deep understanding of zoning laws, heritage overlays, and the local factors that make or break a property’s performance. Beyond transactions, Cate is a trusted advisor who guides buyers through the emotional and financial challenges of purchasing, always with honesty and a focus on long-term success. Connect with CateBusiness webpage Link - https://www.catebakos.com.au/Phone - 03 7000 6026Mobile - 0422 638 362Email - [email protected]:LinkedIn - https://www.linkedin.com/in/catherinebakos/Instagram - https://www.instagram.com/cate_bakos_property/Facebook - https://www.facebook.com/catebakosproperty/ Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyers agency.

For years, Mark Errichiello was saying yes to everything — networking events, committees, property management, buyers advocacy and the demands of running a business. Eventually, spreading himself too thin caught up with him and forced him to rethink how he wanted his buyers agency, and his life, to operate. In this episode, Mark shares what he learned from that period of burnout and how it shaped a more focused approach to business. He explains why buyers agents need to be deliberate about where they put their time and energy, why delivery should come before relentless lead generation, and the risks of expanding into new services or markets before you have the experience and capacity to do them well. Mark also discusses building business through referrals, using systems and tech to strengthen client delivery, and why being willing to admit what you don’t know is an important part of mastering the craft. Episode Highlights01:16 - Meet Mark Errichiello 03:50 - From Sales Agent to Buyers Agent 06:23 - Growing vs Scaling a Buyers Agency 07:51 - Why Mark Made the Move to Byron 10:08 - Why Delivery Comes First 11:34 - Lessons From Networking Burnout 15:53 - Fixed Fees vs Percentage Fees 21:41 - Building Better Client Delivery Systems 28:53 - Turning Great Delivery Into Marketing 29:48 - Lessons From Mark’s Early Real Estate Career 31:13 - Learning to Handle Client Conflict 33:41 - The Risks of Straddling Different Services 38:21 - How Adversity Changed Mark’s Perspective 42:20 - Why Buyers Agents Must Master Their Craft 45:43 - Building a Sustainable Buyers Agency 46:49 - Where Referrals Really Happen 50:34 - Key Takeaways From Mark’s Journey About the GuestMark Errichiello is a second-generation real estate professional with more than 25 years of experience across sales, auctions, property management, agency leadership, buyers advocacy, vendor advocacy and property investment. In 2014, Mark co-founded Master Advocates with Michelle Errichiello, where he is Director and Principal Buyers and Vendor Advocate. After more than a decade building the business in Melbourne, Mark now operates between Melbourne, Byron Bay and the Northern Rivers, collaborating with Michael Murray and the Byron Property Search team. Mark is a Licensed Estate Agent, Certified Estate Agent with the REIV and a Member of the Australian Institute of Company Directors. His extensive experience across different sides of the property industry has shaped a strong focus on due diligence, independent advice, risk management and long-term client outcomes. Connect with MarkMark’s LinkedInMaster Advocate FacebookMaster Advocate InstagramMaster Advocate YouTube Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

After 25 years as a buyers advocate, Lisa Parker has seen the industry through multiple property cycles, built a highly successful boutique agency and tested what happens when you try to scale. In this episode, she shares the lessons she has learned about building a sustainable buyers agency, the importance of mastering the craft, and why experience, strong systems and a business model that suits your strengths can matter more than simply pursuing growth. Lisa shares the realities of training buyers advocates, why true mastery takes far longer than 12 months, how she built a referral-led business without traditional marketing, and why authenticity and personal alignment have been central to her longevity. For buyers agents thinking about hiring, scaling or simply building a more sustainable business, this is a candid look at what growth really costs—and what it takes to build a business that lasts. Episode Highlights01:14 – Meet Lisa Parker: 25 Years In Buyers Advocacy 03:57 – Why Lisa Never Planned To Become A Business Owner 07:21 – When Commissions Clash With Client Trust 11:26 – Why Lisa Chose To Keep Her Agency Small 16:52 – Scaling Through Boom Markets Can Backfire 20:40 – How Pay Structures Shape Team Culture 26:51 – Why Buyers Agents Need Two Years To Master The Job 29:23 – Why Peer Checks Improve Valuation Decisions 33:05 – The Difference Between Knowing And Mastery 39:52 – Why 50% Retainers Changed Lisa’s Business 41:19 – How Lisa Built A Business Without Marketing 46:31 – Why Authenticity Can Strengthen Your Business 48:25 – How Lisa Turns Relationships Into Referrals 51:51 – What Separates Sustainable Buyers Agencies 55:04 – Why Leads Matter When You Scale A Team About the GuestLisa Parker is the founder of Parker Buyers Advocates in Melbourne and has 25 years of experience as a buyers advocate. She is also a qualified mortgage broker and financial planner, has twice been named REIV Buyers Advocate of the Year, and is the author of Open the Door, a book aimed at helping first-home buyers avoid costly mistakes. Lisa began her career after discovering buyers advocacy at a time when there were only a small number of advocates operating in Melbourne. She sought out an experienced advocate to learn the structure of the business, offering 60% of her fees in exchange for training. She subsequently established Parker Buyers Advocates and initially focused heavily on property investors. Over her career, Lisa has experimented with scaling through additional buyers advocates and territories, but ultimately decided that a smaller, more controlled business better suited her goals and risk tolerance. She now runs a referral-led business focused on Melbourne home buyers and investors. Connect with LisaLinkedIn | Lisa ParkerWebsite | Parker Buyer Advocates Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyer's Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

For many buyer’s agents, scaling sounds like the next logical step. But taking on more clients, hiring staff and increasing revenue can expose weaknesses that were easy to ignore when the business was smaller. In this episode, Bryce and Veronica speak with Andrew Hancock of My Property Pro about building a buyer’s agency around systems, structure and local expertise. Andrew shares how his experience as an airline pilot shaped the way he uses checklists and SOPs, how he built a market in the Sutherland Shire through 200 broker conversations, and why sales agents and past clients can become powerful referral sources. They also unpack pricing, lead qualification, SEO and AEO, local specialisation and a painful operational mistake that exposed a gap in Andrew’s systems. If you're looking to grow a buyer’s agency without creating a business that depends entirely on you, this episode is packed with practical lessons on building the foundation for scale. Episode Highlights01:11 – Meet Andrew: From Pilot to Buyer’s Agent 03:05 – The Pilot Mindset: Checklists That Prevent Mistakes 07:32 – Why Mentors Can Fast-Track Your Growth 09:41 – Instagram Agents vs Real-World Experience 12:06 – How Andrew Created Demand in the Sutherland Shire 15:58 – Building Trust Across Different Client Types 17:54 – Why Andrew Uses Fixed-Fee Pricing 20:24 – How 200 Broker Conversations Built His Network 27:05 – Trust Is the Product: Why Reputation Wins 31:08 – SEO, Referrals and the Lead Sources That Work 35:45 – How Sales Agents Became a Referral Engine 41:04 – A Costly Mistake and the Lessons It Taught 46:14 – Turning Happy Clients Into Brand Ambassadors About the GuestAndrew Hancock is the founder of My Property Pro, a Sydney-based buyer’s agency specialising in the Sutherland Shire and surrounding southern suburbs. The business began in property management in 2013 before evolving into buyer’s agency in 2019. Before moving into property, Andrew trained as an airline pilot and became an airline pilot in 2007, working across both a major and regional airline. He had also been investing in property since the early 2000s, eventually transitioning his professional experience and property knowledge into business. His aviation background has had a significant influence on how he operates his buyer’s agency. Andrew applies the checklist and procedural discipline used in aviation to client onboarding, due diligence and other stages of the buyer journey, with the aim of reducing errors and maintaining consistent service delivery. Today, My Property Pro has evolved into a team structure involving three buyer’s agents and operational support, with the business transitioning into its scale phase. Connect with AndrewLinkedIn | My Property ProWebsite| My Property ProFacebook | My Property ProInstagram | My Property Pro Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyer's Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

What does sustainable growth actually look like for a buyer's agency? Claire Corby, founder of a deliberately small and highly targeted buyer's agency in Canberra, shares how she found her niche, built a powerful referral engine and learned that bigger isn't necessarily better. Claire takes us through the evolution of her business, from initially targeting investors and development opportunities to becoming known for helping interstate, overseas, military and diplomatic families find the right home and neighbourhood in Canberra. She also shares what she learned from hiring too soon, growing a team, managing conflict of interest and stepping back into client work. For buyer's agents thinking about their next stage of growth, this episode is a reminder to define what success actually means to you — then build the business around it. Episode Highlights01:21 – Claire Corby: Growth Without Chasing Scale 11:00 – Why Claire Doesn’t Pay Referral Fees 16:51 – Why Canberra Uses 99-Year Leasehold 19:52 – How Claire Found Her Real Niche 22:08 – Why Claire Stopped Hiding That She Was A Mum 26:32 – How Claire Finds The Right Suburb Fit 30:27 – Why Claire Chose A Deliberately Small Team 35:13 – When Bigger Growth Stopped Feeling Right 41:21 – How Claire Built A Referral Machine 47:28 – Why Canberra Isn’t Recession-Proof 49:17 – Canberra’s Boom-Bust Business Cycles 51:06 – What Makes A Buyer’s Agency Sustainable? 55:52 – Find Your Tribe And Lean On Others 59:31 – Final Wrap: Building A Business That Fits About the GuestClaire Corby is a third-generation Canberran and the founder of a highly targeted buyer’s agency built on deep local knowledge and a clearly defined niche. Before becoming a buyer’s agent, Claire worked in tax advisory and built extensive experience as a property investor, exploring strategies including buy-and-hold, vendor finance, rent-to-own, renovations, relocations and small developments. Her move into buyer’s agency began through a Canberra property meetup she founded, where investors and professionals gathered to discuss projects and feasibility. As attendees started seeking her help, her advisory work naturally evolved. Over time, Claire discovered her strongest niche wasn’t investors and developers, but interstate, overseas, military and diplomatic families relocating to Canberra and needing guidance on neighbourhoods, schools and communities. Claire has also served as the Canberra representative for the Real Estate Buyer's Agents Association and values the support of her professional network and “tribe.” Connect with ClaireClaire’s LinkedInCapital Buyers Agency WebsiteCapital Buyers Agency InstagramCapital Buyers Agency Facebook Build a profitable buyers agency - at every stage of the journey➡️Visit our website 🎧 Find us on Apple Podcasts & Spotify. AppleSpotify Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

What happens when a buyers agent stops thinking about how many properties they can buy and starts thinking about how to build a business that can operate without them? In this episode, Bryce Holdaway and Veronica Morgan speak with Matthew Hughes, founder and managing director of Capital Property Advisory Group, about the systems, people and business decisions behind building a scalable buyers agency. Matthew shares why he deliberately moved away from founder-led production, how he built recurring revenue through property management and finance, and why he automated his lead onboarding and recorded his standard client presentation. He also explains how he separates client engagement from fulfillment, uses AI to streamline due diligence and compliance, and approaches interstate expansion through local expertise. The conversation also covers a costly rent roll acquisition, the risks of giving implied financial advice, why buyers agents need stronger industry training, and what Matthew believes separates sustainable buyers agencies from those built around short-term opportunity. If you’re a buyers agent looking to move beyond personal production and build a business with systems, people, recurring revenue and a potential exit, this episode is packed with practical lessons. Episode Highlights01:15 — Meet Matthew Hughes: Building Beyond Buyers Agency 04:35 — Building a Buyers Agency With an Exit in Mind 09:14 — Mentors, Ethics and Building the Right Business 13:11 — How Automation Transformed Matthew’s Lead Conversion 17:06 — Discovery Calls: When Should the Founder Step Away? 21:13 — Sales Without the Hard Sell: Follow-Up That Works 24:43 — From Poor Leads to a Luxury Buyers Agency Brand 27:02 — How AI Is Reshaping Buyers Agency After the Budget 31:09 — Established vs New: Rethinking Investment Property 36:32 — The Next Phase: AI-Powered Platforms for Buyers 38:29 — What Makes a Buyers Agency Sustainable? 46:12 — Investment Grade Property From Market to Street Level 50:21 — Key Lessons From Matthew’s Scaling Journey About the GuestMatthew Hughes is the founder and managing director of Capital Property Advisory Group, a national fee-for-service buyers agency and property advisory business that he established in 2016. He has around 12 years of experience representing property buyers, following an earlier career in real estate sales and experience working within another buyers agency. Matthew is a Qualified Property Investment Advisor, licensed finance broker and the 2025 PIPA National Property Investment Advisor of the Year. He is also a PIPA board member and a member of ARIBA. His business has expanded beyond buyers agency into property management and finance, with Matthew deliberately building the group as a business that can operate beyond its founder. He explains that this was partly driven by previous experience owning businesses that generated income but stopped generating value when he stepped away. Connect with MatthewLinkedIn | Matthew HughesWebsite | Capital Property AdvisoryInstagram | Capital Property AdvisoryFacebook | Capital Property Advisory Build a profitable buyers agency - at every stage of the journey➡️Visit our website Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyers agency.

AML/CTF has introduced a whole new compliance responsibility for buyers agents — and the biggest risk may be assuming you’ve got it covered when you haven’t. In this episode of Buyers Agent Mastery, Bryce Holdaway and Veronica Morgan sit down with AML specialist John Nguyen to unpack what the new rules actually mean for buyers agents. John breaks down when clients need to be screened, who needs AML training, how to handle high-risk clients and suspicious matter reports, and why trusts, companies and SMSFs can make the process far more complicated than simply checking an ID. You’ll also hear where buyers agencies are most likely to get caught out: relying on generic screening software, missing people who need to be screened, navigating vendor due diligence, and assuming another professional’s checks remove your liability. John also walks through the time and complexity involved in managing AML yourself — and why getting the process right matters when the penalties for non-compliance can be significant. Episode Highlights01:04 - What Tranche 2 Means for Buyers Agents 03:19 - Why AML Compliance Is So Difficult 07:58 - Navigating AML’s Grey Areas 10:56 - The Problem With AUSTRAC’s Starter Kit 12:23 - The Deadlines Have Passed. What Now? 14:35 - KYC, High-Risk Clients and SMRs 18:43 - How Money Laundering Shows Up in Property 21:10 - Why the Penalties Feel Disproportionate 23:53 - Reporting Suspicious Activity Without Fear 24:42 - The Biggest AML Compliance Gaps 25:09 - Who in Your Team Needs AML Training? 26:21 - Screening Trusts, Companies and SMSFs 29:47 - When Do You Need to Screen a Client? 30:28 - AML Rules for Auction-Only Services 31:01 - The Challenge of Screening Vendors 34:48 - The DIY AML Process, Step by Step 39:22 - How Done-for-You Compliance Scales 41:12 - The Buyers Agent Mastery AML Partnership 43:16 - Final Takeaways: Compliance Isn’t Going Away About the GuestJohn Nguyen is the founder of AML Partners, an Australian AML/CTF compliance provider working with real estate agencies, buyers agents and conveyancers. John brings more than 10 years of financial crime experience across major banks including CBA, Westpac and ANZ, along with audit experience at Ernst & Young. After seeing the challenges even major financial institutions faced in implementing AML compliance correctly, John and his team developed a technology and service-based approach designed to make compliance more practical for smaller businesses, including buyers agencies. In this episode, John brings that experience directly into the buyers agent workflow, explaining the practical obligations agencies now face and some of the common gaps that can leave businesses exposed. Connect with JohnJohn Nguyen (LinkedIn) John Nguyen (Website) Build a profitable buyers agency - at every stage of the journey➡️Visit our website ➡️Know more about AML Partners Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

“The most empowering point in your business is when you can say no to someone and say, ‘You’re just not the right fit for us.’” In this episode of Buyers Agent Mastery, Bryce Holdaway and Veronica Morgan sit down with one of Queensland's true buyer's agency pioneers, Meighan Wells. As the founder of Property Pursuit and a three-time REIQ Buyer's Agent of the Year, Meighan shares what she's learned from more than two decades in business, including why she intentionally scaled back after discovering that growth can sometimes come at the expense of quality. They unpack referrals, hiring mistakes, fee structures, client management, buyer education, and the systems that have helped her build a business where more than 80% of clients come from referrals and repeat business. If you're looking to build a buyer's agency that lasts decades—not just years—this episode is packed with hard-earned lessons. Episode Highlights01:11 – Meet the Buyers Agent Who Wrote the Rulebook 03:46 – From Startup to Industry Pioneer 07:10 – The Payment Model Clients Respect More 12:27 – The Danger of Being a Generalist 18:52 – Eight Buyers Agents Missed This Red Flag 23:38 – The Referral System Behind an 80% Repeat Business 28:50 – Stop Chasing Leads. Start Improving Conversions 31:03 – How AI Is Sending New Clients to Buyers Agents 34:59 – The Hiring Mistake That Cost Me Dearly 38:59 – How to Spot Future Flight Risks in Interviews 41:43 – Why Some Buyers Agents Last and Others Don't 47:01 – "We Advise, You Decide": Managing Client Risk 50:05 – The Biggest Lessons From Two Decades in Business About the GuestMeighan Wells is the founder and principal of Property Pursuit and one of Queensland's most experienced buyer's agents. With more than 20 years in the industry, she has helped shape the profession, including authoring the original REIQ education module on acting as a buyer's agent. A three-time REIQ Buyer's Agent of the Year, Meighan combines a background in psychology, risk management, and business with deep expertise in negotiation and client advocacy. Known for her systems-driven approach and commitment to long-term outcomes, she has built a highly respected referral-based business focused on helping clients make smarter property decisions. Connect with MeighanWebsite | Property PursuitLinkedIn | Property Pursuit AdvisorsLinkedIn | Meighan WellsFacebook | Meighan Wells Build a profitable buyers agency - at every stage of the journey➡️Visit our website Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

Building a successful buyer's agency is one thing. Building one that thrives for 30 years is something else entirely. In this episode of Buyers Agent Mastery, Veronica and Bryce sit down with Jarrod McCabe, Director of Wakelin Property Advisory, one of Australia's most respected and longest-running buyer's agencies. Jarrod shares his journey from property valuer to business owner, the lessons he learned working under industry pioneers Richard and Monique Wakelin, and the mindset shifts required to move from technical property expertise into trusted advisory work. The conversation explores scaling through systems, building referral networks, adapting to changing investor markets, winning trust with owner-occupier clients, vendor advocacy as a growth channel, and why experience remains the ultimate competitive advantage. Whether you're starting your buyer's agency or looking to scale beyond your own production, this episode offers a blueprint for building a business that stands the test of time. Episode Highlights00:21 – Meet Jarrod McCabe & The Wakelin Story 03:30 – From Property Valuer To Buyer's Agent 05:57 – The Method Behind Winning More Auctions 08:57 – How To Price Melbourne's Best Properties 12:10 – Why Asset Selection Beats Negotiation 14:49 – Scaling Fees Without Losing Trust 16:53 – The Shift From Investors To Home Buyers 22:14 – Negative Gearing, New Builds & Investor Risk 26:02 – How Established Firms Navigate Policy Changes 28:21 – Building A Sales Process That Scales 33:06 – The Auction Mistake That Nearly Cost A Deal 35:36 – Understanding Agent Behaviour At Auction 40:14 – Why Mentorship Accelerates Success 46:14 – Finding And Attracting Ideal Clients 48:10 – Credibility: The Ultimate Growth Strategy 51:11 – Why Sharing Knowledge Builds Authority 54:42 – Understanding The Owner Occupier Mindset 58:15 – The Power Of Mentorship And Experience About the GuestJarrod McCabe is a Director of Wakelin Property Advisory, one of Melbourne's longest-running and most respected buyer's agencies. Originally trained as a property valuer, Jarrod spent years working across residential, commercial, rural and compulsory acquisition valuations before joining Wakelin Property Advisory in 2010. Under the mentorship of Richard and Monique Wakelin, he developed deep expertise in buyer advocacy, asset selection and strategic property advice. Today, Jarrod helps lead a business that has been operating since 1995 and has successfully evolved through multiple property cycles. His work spans buyer advocacy, vendor advocacy, investment strategy and owner-occupier acquisitions, with a strong focus on long-term asset selection and client outcomes. Known for his practical approach, Jarrod believes the greatest value a buyer's agent provides is not negotiating a lower price, but helping clients avoid buying the wrong property in the first place. Connect with JarrodWebsite | Wakelin Property AdvisoryLinkedIn | Wakelin Property AdvisoryFacebook Page | Wakelin Property Advisory LinkedIn | Jarrod McCabe - Wakelin Property Advisory Build a profitable buyers agency - at every stage of the journey➡️Visit our website Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

Most buyer's agents burn out trying to do everything themselves. Scott Aggett took the opposite approach — he broke the buyer's agent role into specialist functions, hired to his weaknesses, and built Green Shoots Property into one of Australia's most systematic buyer's agencies. In this episode of Buyers Agent Mastery, Scott pulls back the curtain on what it actually takes to scale a buyer's agent business beyond the founder. He shares the segmentation model that freed him from being the bottleneck, the data-driven method he uses to identify property hotspots before they heat up, and why 90% of his clients come back — without a marketing machine behind him. You'll also hear the hard stuff: why he had to cut his team from eight to seven after a revenue hit, the "suck it and see" reality of building systems that took far longer than planned, and what happens when new competitors "drop their pants" on fees. Episode Highlights01:15 - Meet Scott Aggett 03:56 - Learning Without Mentors 06:00 - Hiring to Your Weaknesses 08:52 - When Growth Happens Too Fast 10:24 - Why Buyer's Agents Should Specialise 14:05 - Building a Team That Challenges You 17:23 - Finding Your Niche and Offer 23:13 - Pricing, Marketing & Winning Clients 29:50 - Choosing the Right Clients 31:44 - What Makes a Sustainable Buyer's Agency? 33:14 - Can Great Sales Agents Become Great Buyer's Agents? 36:57 - Key Takeaways: Hiring, Culture & Referrals About the GuestScott Aggett is one of Australia's most experienced property professionals, with more than 30 years in the industry and over 4,000 property transactions completed across Australia, the UK, and Asia. Before founding Green Shoots Property, Scott built and successfully exited Hello House, Australia's first negotiation-as-a-service business. His background spans real estate sales, property investment, negotiation, and business leadership, giving him a unique perspective on both property markets and company growth. Today, as Founder and Director of Green Shoots Property, Scott helps investors build long-term wealth through data-driven strategy, suburb selection, asset analysis, and expert negotiation. Known for his practical approach, strong leadership philosophy, and focus on client outcomes, Scott has become a respected voice among buyer's agents looking to build sustainable, scalable businesses. Connect with ScottScott Aggett (LinkedIn) Scott Aggett (Website) Green Shoots Property (Website) Green Shoot’s LinkedIn Build a profitable buyers agency - at every stage of the journey➡️Visit our website Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.

Before podcasts, social media, and buyer's agency became mainstream, Bryce Holdaway and Veronica Morgan were helping clients navigate property markets around Australia. Their paths first crossed during the auditions for Location Location Location Australia, launching a professional relationship that has now come full circle. In this launch episode of Buyers Agent Mastery, Bryce and Veronica unpack their individual journeys, the lessons they learned building two very different businesses, and the challenges facing today's buyers agent industry. They discuss why buyers agency isn't a side hustle, how professional standards have slipped in recent years, and what separates sustainable businesses from short-term operators. Along the way, they share the mistakes, mentors, and turning points that shaped their careers. Whether you're starting your first buyers agency, growing beyond your first few clients, or building a scalable business, this episode provides the foundation for what's ahead in the Buyers Agent Mastery journey. Episode Highlights00:54 – How Two Industry Veterans Joined Forces 02:42 – The TV Show That Changed Everything 04:21 – What National TV Taught Them About Property 06:44 – Every Great Buyers Agent Needs a Mentor 10:41 – Building Businesses After the Cameras Stopped 16:29 – The Biggest Problem Facing Buyers Agents 24:55 – The Business Framework Every BA Should Know 27:22 – The Roadmap for Every Stage of Growth 29:07 – Why This Podcast Is Different 30:33 – One Final Message for Every Buyers Agent About the HostWith more than four decades of combined experience in property, Bryce Holdaway and Veronica Morgan have helped shape Australia's buyers agent industry from the ground up. Long before buyer’s advocacy became widely recognised, both were building successful businesses, educating consumers, and championing higher professional standards across the profession. Bryce is Partner and Director of Property Advisors at Empower Wealth, where he has helped grow the business into one of Australia's leading property advisory firms. Best known as co-host of Location Location Location Australia and co-host of The Property Couch podcast, Bryce has spent decades helping Australians make smarter property decisions while mentoring the next generation of buyers agents through proven systems and business leadership. Veronica is Founder and Director of Good Deeds Property Buyers and has been representing home buyers and property investors for more than 20 years. A former Vice President of the Real Estate Buyers Agents Association of Australia (REBAA), she has become one of the industry's strongest advocates for ethical practice, professional standards, and education. Veronica is also the author of Auction Ready and creator of one of Australia's leading mentoring programs for aspiring buyers agents. Together, Bryce and Veronica bring decades of real-world experience, countless client success stories, and lessons learned from building, growing, and refining their own businesses. Through Buyers Agent Mastery, they're on a mission to help buyers agents build profitable, sustainable businesses while raising the standard of the profession for years to come. Build a profitable buyers agency - at every stage of the journey➡️Visit our website Enjoyed this episode? Subscribe to Buyers Agent Mastery for more real conversations about growth, systems, leadership, and what it actually takes to build a successful buyer's agency.