When the most powerful woman in American history walked onto the Gold Coast stage, thousands of real estate agents probably expected motivation.
What they got was a masterclass in high-stakes negotiation from someone who once stared down Wall Street’s most feared banker.
Kamala Harris, the 49th Vice President of the United States, held an engaging fireside chat with John McGrath, the founder and CEO of McGrath, at AREC 2025.
During the conversation, she highlighted the parallels between her career in breaking barriers in law and politics and the everyday challenges faced by property professionals.
Harris, the daughter of immigrant parents who met during the civil rights movement, traces her success to lessons learned early.
Her mother, an endocrinologist from India, raised her with a simple philosophy about innovation: it should improve the human condition, not just chase novelty.
That principle would later guide Harris through some of America’s most contentious negotiations, including a housing crisis showdown that perfectly illustrated her approach to high-pressure deals.
As California’s Attorney General during the foreclosure crisis, Harris faced a choice that would define her career.
Banks offered her state $4 billion to settle predatory lending claims.
Her team urged acceptance.
Harris said no.
“I don’t hear no. I eat no for breakfast,” Harris told the conference audience, describing her philosophy on rejection.
After commissioning forensic analysis of underwater mortgages county by county, Harris realised the offer was inadequate.
She pulled California from multistate negotiations, triggering angry letters to other states warning they’d receive less money if Harris didn’t participate.
The stalemate culminated in a direct phone call with JPMorgan Chase CEO Jamie Dimon, one of Wall Street’s most powerful figures.
“He gets on the phone and, in the loudest, strongest voice, says, ” You are trying to steal from my shareholders.
“And I, because, of course, I will rise to the moment, said, you are trying to steal from my homeowners in California,” Harris recounted.
California eventually secured far more than the original offer, demonstrating what Harris calls the foundation of successful negotiation: preparation and understanding your case’s strengths and weaknesses.
For real estate agents navigating competitive markets and demanding clients, Harris offered practical wisdom gleaned from decades of high-stakes encounters.
Preparation remains paramount
She still recalls her early trial lawyer habit of grabbing a yellow legal pad and immediately noting case strengths and weaknesses upon first reading a file.
“Your eyes will never be as fresh as they are when you are first presented,” Harris explained, emphasising the importance of honest self-assessment before entering any negotiation.
Understanding context matters more than individual charisma
Harris stressed the need to genuinely comprehend clients’ circumstances rather than treating them as transactions.
“The vast majority of human beings are very intelligent, regardless of their educational background, regardless of where they’re from, and intelligent enough to know whether when you are looking at them, you are looking at them with respect,” Harris said.
Building a long-term professional reputation beats short-term gains
Harris warned that people remember integrity across decades, with early career encounters often resurfacing years later.
The Vice-President also addressed younger agents struggling with rejection and industry pressures.
Her advice centred on intentionally choosing supportive networks and maintaining perspective about setbacks.
“None of us achieve success alone. It just doesn’t happen,” Harris noted, emphasising the importance of surrounding oneself with people who provide both encouragement and honest feedback.
Harris connected her housing policy experience to challenges facing the Australian and New Zealand property markets.
She identified supply shortages as the core issue, requiring government incentives for construction alongside private sector innovation.
The housing affordability crisis particularly impacts younger generations, who face greater obstacles to homeownership than previous cohorts while managing competing financial pressures like childcare and eldercare.
Harris encouraged the real estate professionals to see connections between housing policy and broader social issues, recognising that clients’ affordability calculations extend beyond mortgage payments to encompass entire family financial ecosystems.
For an industry often stereotyped as transactional, Harris offered a different vision: real estate agents as civic leaders helping people achieve dignity through homeownership while building stronger communities.
Her message resonated because it validated what many successful agents already know—that sustainable careers in real estate depend on genuine relationships, thorough preparation, and the courage to advocate for clients even when facing formidable opposition.
Whether dealing with difficult sellers, competitive markets, or challenging negotiations, Harris proved that eating ‘no’ for breakfast isn’t just about persistence.
It’s about knowing your worth, doing your homework, and never forgetting that behind every transaction stands someone pursuing their dreams.
