Buyers Agent Mastery Podcast

Andrew Hancock: Build the Foundation Before Clients Come | Buyers Agent Mastery Ep. 008

Tue, 01 Sep 2026 22:00:00 +1000

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 Highlights

01:11 – 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 Guest

Andrew 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.

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Claire Corby: Build For Profit, Not Ego | Buyers Agent Mastery Ep. 007

Tue, 25 Aug 2026 06:00:00 +1000

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 Highlights

01:21 – 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 Guest

Claire 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 Claire

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Matthew Hughes: The Systems Behind Sustainable Growth | Buyers Agent Mastery Ep. 006

Tue, 18 Aug 2026 06:00:00 +1000

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 Highlights

01:15 — 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 Guest

Matthew 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 Matthew

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John Nguyen: AML Compliance for Buyers Agents, Explained | Buyers Agent Mastery Ep. 005

Tue, 11 Aug 2026 06:00:00 +1000

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 Highlights

01:04 - 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 Guest

John 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 John

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Meighan Wells: Lessons From Queensland's Buyers Agent Pioneer | Buyers Agent Mastery Ep. 004

Sat, 08 Aug 2026 06:00:00 +1000

“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 Highlights

01:11 – 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 Guest

Meighan 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 Meighan

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Jarrod McCabe: Building A 30-Year Buyer's Agency | Buyers Agent Mastery Ep. 003

Sun, 02 Aug 2026 06:00:00 +1000

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 Highlights

00:21 – 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 Guest

Jarrod 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 Jarrod

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Scott Aggett: Build A Team, Not A Unicorn | Buyers Agent Mastery Ep. 002

Tue, 28 Jul 2026 06:00:00 +1000

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 Highlights

01:15 - 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 Guest

Scott 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 Scott

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Bryce Holdaway & Veronica Morgan: From TV Hosts to Industry Leaders | Buyers Agent Mastery Ep. 001

Tue, 30 Jun 2026 06:00:00 +1000

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 Highlights

00:54 – 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 Host

With 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

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