Why Buyers Lose to Selling Agents

Sourcing vs. Negotiating in Buying

Emotional Buying Hurts Your Leverage

What to Say (and Not) to Agents

Auction Theatre: FOMO in Action

The Future of Property Negotiation*

Today, we sit down with Scott Aggett, founder of Hello Haus, a negotiation service shaking up Australia’s property buying landscape. Scott pulls back the curtain on the high-stakes game of real estate negotiation and reveals why most buyers are unknowingly walking into traps laid by experienced selling agents. If you’ve ever felt outmatched or overwhelmed in the home-buying process, this conversation will open your eyes to what’s going on behind the scenes.

Listeners will gain deep insights into the psychological tactics agents use to push buyers into emotional decisions, often costing them tens of thousands more than necessary. Scott explains why traditional buyer’s agents may not be equipped to negotiate effectively, and how negotiation as a service provides a smarter, leaner alternative for buyers who want to retain control without losing leverage. He shares examples of real-world mistakes and outlines how simple behavioural cues—like revisiting a property too many times or discussing price too early—can weaken your position.

Whether you're a first-home buyer or a seasoned investor, this episode is packed with actionable tips to help you think more strategically and negotiate with confidence. We also explore how market dynamics are changing, what smart buyers are doing differently in 2025, and why negotiation is no longer a luxury—it’s a necessity. If you're serious about buying better, this is one you don't want to miss.


Episode Highlights

00:00 – Welcome

03:10 – Why Most Buyers Are Outmatched by Selling Agents

05:47 – The Buyer’s Agent Problem: Sourcing ≠ Negotiating 

18:10 – Emotional Buying: How It Undermines Your Leverage

25:32 – What to Say (and Not Say) When Dealing with Agents

37:42 – Auction Theatre: How FOMO is Engineered 

42:10 – Negotiation as a Service: A Smarter Model for Modern Buyers

50:50 – The Future of Property Negotiation in Australia


About the Guest

Scott Aggett is one of Australia’s leading property negotiation experts, with over 30 years of experience and more than 4,000 successful real estate deals across Australia, the UK, and Asia. 

Beginning his career as a sales agent before launching multiple Belle Property franchises in Sydney’s Eastern Suburbs, Scott is renowned for his innovative "Negotiation as a Service" approach, which he pioneered through his company, Hello Haus. His negotiation-focused model has empowered countless Australian buyers to secure top-performing investments and dream homes with less stress and below-market prices.

After Hello Haus was acquired by major industry players in 2024, Scott continues to advocate for transparent, client-focused property negotiations, regularly sharing market insights across major media and industry platforms.


Connect with Scott
Website: https://www.scottaggett.com/
LinkedIn: https://www.linkedin.com/in/scottaggett
Instagram: https://www.instagram.com/scottaggett
Facebook: https://www.facebook.com/scott.aggett/


Resources
Visit our website: https://www.theelephantintheroom.com.au
If you have any questions or would like to be featured on our show, contact us at:
The Elephant in the Room Property Podcast - questions@theelephantintheroom.com.au
Looking for a Sydney Buyers Agent? https://www.gooddeeds.com.au
Work with Veronica: https://www.veronicamorgan.com.au
Looking for a Mortgage Broker? https://www.alcove.au
Work with Chris: chrisbates@alcove.au

Enjoyed the podcast? Don't miss out on what's yet to come! Hit that subscription button, spread the word, and join us for more insightful discussions in real estate. Your journey starts now!
Subscribe on YouTube: https://www.youtube.com/@theelephantintheroom-podcast
Subscribe on Apple Podcasts: https://podcasts.apple.com/ph/podcast/the-elephant-in-the-room-property-podcast/id1384822719
Subscribe on Spotify: https://open.spotify.com/show/3Ge1626dgnmK0RyKPcXjP0?si=26cde394fa854765

If you enjoyed today’s podcast, don’t forget to subscribe, rate, and share the show! There’s more to come, so we hope to have you along with us on this journey!

See you on the inside,

Veronica & Chris

Today, we sit down with Scott Aggett, founder of Hello Haus, a negotiation service shaking up Australia&rsquo;s property buying landscape. Scott pulls back the curtain on the high-stakes game of real estate negotiation and reveals why most buyers are unknowingly walking into traps laid by experienced selling agents. If you&rsquo;ve ever felt outmatched or overwhelmed in the home-buying process, this conversation will open your eyes to what&rsquo;s going on behind the scenes.
Listeners will gain deep insights into the psychological tactics agents use to push buyers into emotional decisions, often costing them tens of thousands more than necessary. Scott explains why traditional buyer&rsquo;s agents may not be equipped to negotiate effectively, and how negotiation as a service provides a smarter, leaner alternative for buyers who want to retain control without losing leverage. He shares examples of real-world mistakes and outlines how simple behavioural cues&mdash;like revisiting a property too many times or discussing price too early&mdash;can weaken your position.
Whether you're a first-home buyer or a seasoned investor, this episode is packed with actionable tips to help you think more strategically and negotiate with confidence. We also explore how market dynamics are changing, what smart buyers are doing differently in 2025, and why negotiation is no longer a luxury&mdash;it&rsquo;s a necessity. If you're serious about buying better, this is one you don't want to miss.
 Episode Highlights
00:00 &ndash; Welcome
03:10 &ndash; Why Most Buyers Are Outmatched by Selling Agents
05:47 &ndash; The Buyer&rsquo;s Agent Problem: Sourcing &ne; Negotiating&nbsp;
18:10 &ndash; Emotional Buying: How It Undermines Your Leverage
25:32 &ndash; What to Say (and Not Say) When Dealing with Agents
37:42 &ndash; Auction Theatre: How FOMO is Engineered&nbsp;
42:10 &ndash; Negotiation as a Service: A Smarter Model for Modern Buyers
50:50 &ndash; The Future of Property Negotiation in Australia
 About the Guest
Scott Aggett is one of Australia&rsquo;s leading property negotiation experts, with over 30 years of experience and more than 4,000 successful real estate deals across Australia, the UK, and Asia.&nbsp;
Beginning his career as a sales agent before launching multiple Belle Property franchises in Sydney&rsquo;s Eastern Suburbs, Scott is renowned for his innovative "Negotiation as a Service" approach, which he pioneered through his company, Hello Haus. His negotiation-focused model has empowered countless Australian buyers to secure top-performing investments and dream homes with less stress and below-market prices.
After Hello Haus was acquired by major industry players in 2024, Scott continues to advocate for transparent, client-focused property negotiations, regularly sharing market insights across major media and industry platforms.
 Connect with Scott
<ul>
<li aria-level="1">Website: <a href="https://www.scottaggett.com/">https://www.scottaggett.com/</a></li>
<li aria-level="1">LinkedIn: <a href="https://www.linkedin.com/in/scottaggett">https://www.linkedin.com/in/scottaggett</a></li>
<li aria-level="1">Instagram: <a href="https://www.instagram.com/scottaggett">https://www.instagram.com/scottaggett</a></li>
<li aria-level="1">Facebook: <a href="https://www.facebook.com/scott.aggett/">https://www.facebook.com/scott.aggett/</a></li>
</ul>
 Resources
<ul>
<li aria-level="1">Visit our website: https://www.theelephantintheroom.com.au</li>
<li aria-level="1">If you have any questions or would like to be featured on our show, contact us at:</li>
<ul>
<li aria-level="2">The Elephant in the Room Property Podcast - <a href="mailto:questions@theelephantintheroom.com.au">questions@theelephantintheroom.com.au</a></li>
</ul>
<li aria-level="1">Looking for a Sydney Buyers Agent? <a href="http://www.gooddeeds.com.au/">https://www.gooddeeds.com.au</a></li>
<li aria-level="1">Work with Veronica: <a href="http://www.veronicamorgan.com.au">https://www.veronicamorgan.com.au</a></li>
<li aria-level="1">Looking for a Mortgage Broker? <a href="https://www.alcove.au">https://www.alcove.au</a></li>
<li aria-level="1">Work with Chris: <a href="mailto:chrisbates@alcove.au">chrisbates@alcove.au</a></li>
</ul>
Enjoyed the podcast? Don't miss out on what's yet to come! Hit that subscription button, spread the word, and join us for more insightful discussions in real estate. Your journey starts now!
<ul>
<li aria-level="1">Subscribe on YouTube: <a href="https://www.youtube.com/@theelephantintheroom-podcast">https://www.youtube.com/@theelephantintheroom-podcast</a></li>
<li aria-level="1">Subscribe on Apple Podcasts: <a href="https://podcasts.apple.com/ph/podcast/the-elephant-in-the-room-property-podcast/id1384822719">https://podcasts.apple.com/ph/podcast/the-elephant-in-the-room-property-podcast/id1384822719</a></li>
<li aria-level="1">Subscribe on Spotify: <a href="https://open.spotify.com/show/3Ge1626dgnmK0RyKPcXjP0?si=26cde394fa854765">https://open.spotify.com/show/3Ge1626dgnmK0RyKPcXjP0?si=26cde394fa854765</a></li>
</ul>
If you enjoyed today&rsquo;s podcast, don&rsquo;t forget to subscribe, rate, and share the show! There&rsquo;s more to come, so we hope to have you along with us on this journey!
See you on the inside,
Veronica &amp; Chris

Who's really in control when you buy a property?

The Elephant In The Room is where the things that no one wants to talk about, actually get talked about.  

Veronica Morgan, real estate agent, buyers agent and co-host of Foxtel’s Location Location Location Australia & Chris Bates, financial planner, mortgage broker and wealth coach have joined forces to find out what’s really going on in the world of real estate.

Veronica and Chris talk to property owners and buyers every day in their respective lines of business. They’ve observed a wide spectrum of confidence in people’s decision making ability when buying and selling property, often to the detriment of the individuals concerned. They are both fascinated by consumer behaviour and together they’re going to uncover who’s really making the decisions when you buy a property.

In each episode they get into the psyche of buyers, agents, auctioneers and other industry experts to learn the truth about how buyers are influenced and why they do the things they do. In every episode you’ll learn from the mistakes of a “property dumbo” as well as Chris & Veronica’s “elephant rider bootcamp” training session.

The plan? This property podcast has been created to help us all make better property decisions!

We talk about the things no one wants to talk about in the Property Market

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