In this episode, host Dave Johnston is joined by co-hosts Mike Mortlock and Cate Bakos to unpack one of the most misunderstood forces in property: competition. While buyers often feel competition as pressure or noise, this conversation reframes it as something that can be measured, interpreted and sometimes strategically managed.

Cate sets the scene by distinguishing between micro competition and macro competition. At the micro level, competition is about the bidders standing next to you. This specifically includes their intent, behaviour and limitations. At the macro level, it’s about markets; supply, demand, economic drivers and sentiment. Understanding which type of competition you’re facing is critical, because the tactics that work at one level can fail badly at the other.

The trio explores what highly competitive actually looks like early in a campaign. Cate explains how experienced buyers can differentiate buyer volume from genuine buyer intent, while Mike shares the data signals that point to heightened competition across a suburb or segment. They also unpack how short-term forces like incentives, grants or hotspot headlines can artificially inflate buyer activity.

A key segment focuses on identifying your direct competitors. Cate explains how to spot serious bidders versus stickybeaks at inspections, the behavioural cues agents quietly watch for, and whether buyers can truly “read the room” at auction. Mike adds insight into how digital enquiry patterns and campaign engagement often reveal competition that isn’t visible on the ground.

The conversation then turns to gleaning intel during a campaign. Cate outlines the smartest questions buyers can ask selling agents, how much information agents will realistically disclose, and how to interpret what’s not being said.

At the macro level, Mike breaks down what strengthens or softens competition across markets. From interest rates and supply constraints to early indicators that momentum is shifting.

The episode closes with practical techniques buyers can use to beat their competition, busting common myths and offering grounded advice for buyers who feel outgunned….but don’t need to be.

And our gold nuggets!…..

Cate Bakos’s gold nugget: A final bit of advice for buyers who are feeling outdone…. check in with some friendly local agents; particularly opposition local agents. And be prepared to discuss your selected recent comparable sales with the agent to fine tune your appraisal.

Mike Mortlock’s gold nugget: The attractiveness of your offer is important. Consider limiting your special conditions, and factor in the benefit of moving at pace with your offer.

Wishing our loyal listeners a safe and joyous festive season!

Related episodes:

Ep. 20: Bidding tactics 101

Ep. 73: Preparing for auction: Part 1 – Appraising, budget setting, due diligence, reserves, low-ball offers & auction twists

Ep. 77: Understanding the real estate agent behaviours that buyers don’t like

Ep. 98: Preparing for auction: Part 2 – Cooling off period, finance approval, negotiating terms and auction quote ranges

Ep. 117: Understanding the real estate agent behaviours that buyers don’t like – Part 2

Ep. 268: Demystifying Auction Campaigns – Navigating Underquoting, How Agents Attract Buyers, Pricing Tactics and Assessing Buyer Interest

Ep. 269: Auction Day Drama – Setting Reserves, Mastering Your Strategy, Handling Final Week Setbacks, Auction Day Pressures & Preparing for Success

Upcoming ep: #342: Your Mortgage Strategy Questions Answered – The Smarter Way to Structure Loans and Grow Wealth

And registrations are open for our early 2026 LIVE session in Melbourne on 5th March 2026. Seats are limited, so don’t delay! Early birds get access to the first round of tickets!