What happens when a buyers agent stops thinking about how many properties they can buy and starts thinking about how to build a business that can operate without them?
In this episode, Bryce Holdaway and Veronica Morgan speak with Matthew Hughes, founder and managing director of Capital Property Advisory Group, about the systems, people and business decisions behind building a scalable buyers agency.
Matthew shares why he deliberately moved away from founder-led production, how he built recurring revenue through property management and finance, and why he automated his lead onboarding and recorded his standard client presentation. He also explains how he separates client engagement from fulfillment, uses AI to streamline due diligence and compliance, and approaches interstate expansion through local expertise.
The conversation also covers a costly rent roll acquisition, the risks of giving implied financial advice, why buyers agents need stronger industry training, and what Matthew believes separates sustainable buyers agencies from those built around short-term opportunity.
If you’re a buyers agent looking to move beyond personal production and build a business with systems, people, recurring revenue and a potential exit, this episode is packed with practical lessons.
Episode Highlights
01:15 — Meet Matthew Hughes: Building Beyond Buyers Agency
04:35 — Building a Buyers Agency With an Exit in Mind
09:14 — Mentors, Ethics and Building the Right Business
13:11 — How Automation Transformed Matthew’s Lead Conversion
17:06 — Discovery Calls: When Should the Founder Step Away?
21:13 — Sales Without the Hard Sell: Follow-Up That Works
24:43 — From Poor Leads to a Luxury Buyers Agency Brand
27:02 — How AI Is Reshaping Buyers Agency After the Budget
31:09 — Established vs New: Rethinking Investment Property
36:32 — The Next Phase: AI-Powered Platforms for Buyers
38:29 — What Makes a Buyers Agency Sustainable?
46:12 — Investment Grade Property From Market to Street Level
50:21 — Key Lessons From Matthew’s Scaling Journey
About the Guest
Matthew Hughes is the founder and managing director of Capital Property Advisory Group, a national fee-for-service buyers agency and property advisory business that he established in 2016. He has around 12 years of experience representing property buyers, following an earlier career in real estate sales and experience working within another buyers agency.
Matthew is a Qualified Property Investment Advisor, licensed finance broker and the 2025 PIPA National Property Investment Advisor of the Year. He is also a PIPA board member and a member of ARIBA.
His business has expanded beyond buyers agency into property management and finance, with Matthew deliberately building the group as a business that can operate beyond its founder. He explains that this was partly driven by previous experience owning businesses that generated income but stopped generating value when he stepped away.
Connect with Matthew
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