The parts of the job nobody teaches you
Written for Australian agents by people still doing the work. Scripts, structures and the conversations that decide whether you keep your fee, your listing and your career.
The Pre-Open Checklist: 10 Things to Check Before You Open
Presentation, safety, access and paperwork — the principles behind getting a property genuinely ready before the open-home sign goes out.
Read the pieceSplits Explained: What Your Agency Split Means for Income
What an agency commission split really is, how franchise fees and desk costs change it, and the questions to ask before you sign.
29 August 2026The Commission Cliff: Why New Agents Quit Before Payday
New agents rarely quit because they can't sell — they run out of cash before settlement. Why the income lag happens and how to plan for it.
28 August 2026Commission Maths: How Australian Agents Actually Get Paid
GST wording, agency splits, listing versus selling shares and settlement timing — the principles behind how an Australian agent's commission is actually calculated.
27 August 2026Your Desk, Your Tools: The Setup Every New Agent Needs
Why getting your CRM, phone, email and diary set up properly before day one matters, and what a workable setup looks like for a new agent.
26 August 2026Who Actually Helps You Close? The Agency Org Chart
A real estate agency is a system of specialists. Here's who owns what — principal, sales manager, admin, marketing, property management — and when to involve each one.
25 August 2026CRM Tagging: Turn a Messy Database Into Leads
Why a well-organised CRM matters more than a big database, and the principles behind turning a pile of contacts into a working pipeline.
24 August 2026Your Sphere of Influence: Leads You Already Have
Why the contacts you already have are often a better starting point than cold leads, and how to think about working that network well.
24 August 2026The Cold Call, Step by Step: What Happens When You Dial
What actually happens on a cold call, why the first ten seconds matter, and how to handle rejection, rudeness and genuine interest without losing your composure.
24 August 2026Scripts That Work: Prospecting Dialogue for Australia
Why the best prospecting scripts sound like conversations rather than pitches, what makes an opener credible, and how to handle common objections without pressure.
24 August 2026Dial Blocks: The Daily Phone Routine That Fills Pipeline
Why protected daily call blocks build pipeline more reliably than ad hoc prospecting, what good preparation looks like, and how to keep the habit going.
24 August 2026The 24-Hour Follow-Up: The Call That Separates Agents
Why calling buyers within 24 hours of an open home matters, what a good follow-up conversation looks like, and the mistakes that let good leads go cold.
24 August 2026Open Home 101: How to Run One Like You've Done 1,000
The principles behind running a confident, professional open home — presentation, greeting, qualifying, handling tricky questions and following up on time.
24 August 2026Your First Week as a Real Estate Agent: 5 Rituals
Your first week installs your operating system. The habits you build now around energy, prospecting, rehearsal, admin and review decide whether your days produce results.
24 August 2026How to Hold Your Fee When a Vendor Asks You to Discount
A discount request is usually a value question, not a price question. Here's how to think about holding your fee without losing the listing.
24 August 2026Reading it is not the same as being able to do it
Rehearse these conversations against an AI vendor, buyer, tenant or landlord — and get scored on where it broke down. Two scenarios are free.
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