Key Insights on Engaging a Real Estate Agent
This blog is based on Season 3 Episode 7 of our podcast ‘Financial Wellbeing with The Money Collective’.
Buying or selling a home is one of the biggest financial decisions most people make in their lifetime. In our podcast Season 3 Episode 7, we spoke with Mark Brown, seasoned real estate agent and owner of O'Brien Real Estate Ringwood, who shares not just industry tips but a deeply human approach to property. With 25 years of experience, a background in banking and small business, and a passion for coaching sport, Mark believes real estate is about relationships, trust, and helping people move into the next chapter of their lives. His commitment to community, mentorship, and generosity reminds us that property is not just about bricks and mortar. It’s about people, dreams and transitions. This blog unpacks Mark’s heartfelt wisdom and practical guidance that goes beyond the standard real estate playbook.
The Real Role of a Real Estate Agent
While most people think agents just list homes and negotiate prices, Mark reframes the role entirely. "Our job is to bring two parties together," he says, emphasising the importance of negotiation skills, communication, and integrity. At its heart, real estate is a people business. Agents help individuals and families navigate life transitions, from upsizing and downsizing to separation and retirement. A great agent provides professional support, market insight, and consistent communication to guide clients through major life decisions. Mark’s approach focuses on transparency, support and genuine care.
How to Choose the Right Agent
Mark’s advice is simple: choose someone you can trust and relate to. Someone who ‘gets’ your vibe. Glossy brochures and flashy pitches don’t matter nearly as much as an agent’s ability to listen, understand your goals, and communicate honestly. Look for someone who’s confident in their approach, offers real guidance, and treats your home like more than just a transaction. The right agent will ask thoughtful questions, provide tailored advice, and be upfront about market conditions, even when it's hard to hear. As Mark puts it: "People are smart. They can spot when someone isn’t genuine."
Build the Relationship
Buyers often feel they need to hide their interest in a property. But Mark insists honesty is key. "If you love the house, say so. We’re here to help you buy it." Transparency with your agent allows for better outcomes and clearer negotiations. Holding back your intentions might seem strategic but often backfires when demand is high and competition is fierce. Building rapport with your agent means they can advocate for you more effectively and help you navigate the process with confidence. 49% of Australian homebuyers feel stressed and uncertain during the buying process (Source: Westpac, 2022). Building trust can ease the pressure.
The Power of Goals and Money Stories
Mark also shared his personal money story. His relationship with money was shaped by early lessons in saving, running a butcher shop, and buying his first home at 20. His core message was to know what you want and create a plan to get there. He teaches his team and clients alike that clarity of purpose drives discipline and fulfilment. Without a goal, money easily slips through your fingers because there’s nothing anchoring your spending habits. By defining a purpose, whether it’s a holiday, investment, or dream home, you’re more likely to stick to a savings plan and avoid financial stress.
Australians with written financial goals are 1.6x more likely to feel confident about their finances (ANZ Financial Wellbeing Report, 2021).
Real Estate in Any Market: Fundamentals Matter
Even in a cooling market, the fundamentals don't change. Great agents use strong negotiation and communication skills regardless of conditions. Mark recommends sellers be realistic, open to advice, and ready to adjust expectations based on market feedback. Buyers, too, should understand their true limits and be ready to walk away if something isn’t right. Market trends may shift, but core values like honesty, adaptability and experience remain the foundation of every successful transaction.
Conclusion
Mark Brown’s approach to real estate is built on care, clarity, and connection. Whether you’re buying, selling, or just preparing for the future, his advice reinforces that success is not just about property, it's about people. When you partner with someone who listens, communicates, and genuinely wants the best for you, the journey becomes smoother and more rewarding. Real estate may involve paperwork, processes and price tags, but what truly matters are the people you trust to guide you through it. Let Mark’s wisdom be a reminder that great outcomes start with relationship and end in confidence.
Listen to the full episode of the podcast here.
OUR GUEST
Mark Brown
Director, Licensed Estate Agent and Auctioneer
O’Brien Real Estate Ringwood
Mobile: 0407 685 880
Email: mark.brown@obrienrealestate.com.au
This article provides general advice only. It does not take into account your objectives, financial situation or needs. Before acting on any information provided, you should consider the appropriateness of the information and the nature of the financial product in regards to your objectives, financial situation and needs. We recommend discussing your personal situation with a financial professional.
Blog article by:
DARLENE NEU
Co-Founder, Financial Wellbeing Consultant and Mortgage Broker
The Money Collective