Convert more appraisals

Tony Morrison reveals the counterintuitive presentation strategy that helped build Tasmania's dominant real estate network.

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Elite Agent Editor
January 31, 2026

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: Samantha McLean sits down with Tony Morrison, CEO of Harcourts Tasmania. His network now facilitates one in every four property transactions in the state – and he's been refining his craft since 1988.

Most real estate training hammers the same message: get into the vendor's living room.

Tony Morrison doesn’t disagree, but thinks there’s a way to strengthen your pitch even further.

"When you go into someone's kitchen or dining room to do a listing presentation, think about all the things that can and do go wrong," he says.

"A baby crying. Kids screaming. Food is being cooked. Only one decision-maker there. I've had plenty of times where I've been doing a pitch, and the next agent has been on the footpath waiting for me to finish."

His solution? Flip the script.

Inspect the property first. Then invite both owners into your office the next day. Walk them past the trophies. Have the receptionist greet them by name. Bring in the marketing person mid-presentation. Let the business owner pop their head in.

"All of a sudden, they're feeling connected to the whole team and not just the salesperson," Tony explains. "Your closing rate is far better when you do that – because you stand out."

It's a concept he calls "Home Ground Advantage" – and he explains it in great detail in this episode of The Thought Leaders Podcast.

Why hit play (30 min):

  • The 100-listing reality check: How Tony managed a hundred properties at once with no email, no internet, and handwritten reports every single week

  • The buyer conversion play: His advice for agents who haven't made a sale in six weeks – and why working buyers more (even for zero commission) builds your listing pipeline faster than prospecting

  • The price conversation reframe: The exact language Tony uses to help stubborn vendors see reality without damaging the relationship

  • The retention challenge at #1: What keeps Tasmania's market leader up at night – and why raising the bar never stops…

Listen on your favourite platform:

Connect with Tony:

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