Webinar on demand 


Recorded 3 April 2017

This free Member webinar is designed to give agents a deeper understanding around the emotional topic of underquoting. It will cover how a good agent would educate a potential buyer on underquoting, what the agent’s duties are in the process, and precisely what the legislation states and requires.

The webinar will be delivered by a panel consisting of an independent agency owner, a general manager of a leading franchise agency, and the Head of Training from McGrath. They will be covering:

  • What do the public think underquoting is, and why and how it happens?
  • How can you best manage a buyer’s emotions around pricing?
  • What are the rules?
  • What do the rules require the agent to do to ensure compliance? 
  • The importance of keeping records and interested parties updated
  • The role of portals in communicating accurate pricing information

Meet the Presenters

John Cunningham commenced his career in real estate in 1977. He went on to build his career in sales and auctioneering, before opening Cunninghams Property in 1991 with his wife, Ann. Today, 25 years later, Cunninghams continues to be a successful and expanding business on the Northern Beaches of Sydney.

John has served on the REINSW Board for over 10 years, and was elected President of REINSW in November 2015. 

Sarah Bester is currently the General Manager for Ray White Double Bay. With a career spanning over 15 years in real estate, Sarah is responsible for ensuring that this major real estate agency is compliant and follows best practice with all aspects of the underquoting legislation. Her “shirt sleeves” and professional approach to this important part of agency practice will help all webinar participants to walk away with lots of practical, “implement tomorrow” advice.

Peter Malouf has enjoyed a successful and rewarding career in real estate beginning in Sydney’s Eastern Suburbs in 1993 and taking up his current position as the Head of Training for McGrath Estate Agents in 2011.

In this role, Peter heads up the development and training for over 98 network offices across the Eastern states of Australia. He also auctions exclusively for McGrath, calling more than 300 auctions a year. His experience includes real estate sales for more than 12 years, auctioneering, training, sales management and as a partner of a Double Bay agency. He is licensed as both an auctioneer and real estate agent in NSW, has Trimetrix accreditation and a certificate 4 in training and assessment.