The Rise of the Buyer’s Agent: Why Smarter Property Buying Starts with Better Information

Australia’s property market has always been a national obsession. For many buyers, it’s also become a source of stress, competition, and missed opportunities. With limited stock, growing interstate migration, and rising construction costs, more Australians are turning to buyer’s agents to gain an edge.

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In a recent episode of The Exchange, EW&L Managing Partner Tim Whybourne sat down with Jordan Navybox, Managing Director of Cohen Handler Queensland, to explore how professional advocacy is transforming the property-buying process and why access to the right information can mean the difference between success and frustration.

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From Fluke to Fortune: How Jordan Discovered the Power of Representation

Jordan Navybox never planned on becoming a buyer’s agent. What began as a chance interview while studying at university evolved into a 10-year journey building Queensland’s largest buyer-advocacy team. Today, his firm has facilitated more than 3,000 property purchases, with 70% secured off-market, often before they’re even listed online.

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“When I first started, there were only a handful of buyer’s agents operating in Brisbane,” Jordan recalls. “Now there are hundreds. But what hasn’t changed is that the most powerful tool in any negotiation is information.”

- Jordan Navybox

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From relationships with selling agents to local insights to real-time data, access to information underpins the success of top buyer’s agents. For busy professionals, interstate movers, or investors seeking to deploy capital efficiently, it can also mean discovering opportunities invisible to the public market.

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Why Buyers are Turning to Advocacy

Historically, Australians have purchased property directly, often believing they could manage the process themselves. But as Jordan notes:

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“People are time-poor, markets are more competitive, and the best properties rarely make it online.”

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A buyer’s agent works exclusively for the purchaser by sourcing, evaluating, and negotiating properties on their behalf. Unlike selling agents, whose role is to achieve the highest price for the vendor, buyer’s agents are incentivised to secure value, access, and alignment with their client’s goals.

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“We’re seeing more buyers come to us at the start of their search,” Jordan says. “They’ve heard the success stories of off-market deals, better negotiation outcomes, and less stress. Now they want that same advantage.”

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A Market Defined by Scarcity

Across Queensland, the challenge isn’t demand. It’s supply.

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“We’ll often type a suburb and price range into realestate.com or Domain and see one listing. That’s why clients engage us. They’ve done everything right. They just can’t find a property.”
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- Jordan Navybox

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EW&L’s own advisers have seen similar dynamics across the real assets landscape, from residential and commercial property to infrastructure and private credit. Limited supply and long-term demographic growth continue to drive structural demand, particularly in Brisbane and the Gold Coast ahead of the 2032 Olympic Games.

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For Investors: Timing, Location, and Long-Term Strategy

While Cohen Handler built its reputation helping clients secure their dream homes, investor demand has surged.

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“It’s not about picking the prettiest property — it’s about identifying markets with population growth, limited supply, and short-term catalysts for performance.”

- Jordan Navybox

That perspective aligns closely with EW&L’s broader investment philosophy: diversification across quality investments can offer inflation protection, stable income, and long-term growth potential when executed with discipline and insight.

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What Makes a Great Buyer's Agent

When asked what he looks for in his team, Jordan’s answer is simple: relationships. “This is a relationship industry. Our agents need to build trust with selling agents, clients, and referral partners. That’s what gives us access to properties no one else sees.”

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It’s that access, and the ability to act decisively, that separates successful buyers from the rest. As Jordan puts it, “The biggest objection we hear is, ‘I can do it myself.’ But once clients see the value, they realise our fee is small compared to the savings and opportunities we uncover.”

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Looking Ahead: Brisbane, Gold Coast, and Beyond

Both Jordan and Tim agree: the fundamentals remain strong. Southeast Queensland continues to benefit from population inflows, infrastructure investment, and lifestyle appeal. Meanwhile, national markets like Perth are showing renewed strength, driven by mining and employment growth.

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“Waiting for a ‘crash’ is rarely the right move,” Jordan says. “Even during the GFC and COVID, Brisbane property values were resilient.”

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Jordan and Tim agreed that like most investment opportunities, the best time to invest was yesterday; the second best time is today.

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Discover More in Our Real Assets and Property Investment Webinar

Let’s Get Real: Inside Australia’s Property & Real Asset Markets

THURSDAY 13 NOVEMBER  |  11AM AEDT

As property markets evolve, so do the opportunities across real assets. From residential to commercial, private credit, and infrastructure.

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Join EW&L Managing Partner Tim Whybourne and a panel of leading experts, including Justin Pica from CBRE Investment Management, Marty Fox from WHITEFOX, and Jason Huljich from Centuria, as they explore what’s shaping Australia’s next decade of property investment.

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Reserve your place in the Real Assets Webinar here.

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Listen to the full podcast with Jordan Navybox from Cohen Handler.