The Brief

🤐 Why saying less can lead to higher conversion rates

Elite Agent Editor — Thu, 05 Mar 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

Next time you list a bungalow, you're actually using a word that travelled from 18th-century India to your suburb. 'Bungalow' comes from 'bangla' – Hindi for 'of or belonging to Bengal.' The original structures were mud-walled, thatched-roof huts built by peasants in rural India. British colonists in the East India Company adopted the style for its simplicity and airflow, eventually shipping the concept back to England as seaside retreats.

By the early 1900s, the Arts and Crafts movement had transformed the humble hut into California Craftsman homes and Chicago's famous brick bungalow belt. It's one of the few architectural terms that made the journey from peasant dwelling to premium listing – and the only one you can thank Bengal for.

In today’s edition of The Brief

Why the strongest listings and fee pitches succeed when you cut the clutter
Women choose suburbs for lifestyle, family, and career, driving property growth
Dubai’s property market stalls as geopolitical tensions rattle investors

Today’s read time: 7 minutes, 41 seconds

New to The Brief? Join us for free 🤝

PROSPECTING AND LISTING

Why your best arguments are sabotaging themselves

Niro Sivanathan is a Professor of Organisational Behaviour

You've got 20 years experience, $250 million in career sales, and a top 1% ranking. You're about to win this listing. Then you mention you sponsor the local under-9s soccer team and won "Best Office Morning Tea" in 2018. What just happened to your pitch?

The dinner set that lost half its value

London Business School Professor Niro Sivanathan opens his popular TED Talk with a striking experiment. Participants valued a 24-piece luxury dinner set at £390. A 40-piece set with the same items plus extras? Just £192 – roughly half the price.

The catch? Some of the extras were broken.

"Our brains don't add up value; we average it," Niro explains. When weaker elements enter the frame, they drag down the whole. But here's what most agents miss about how this applies to their daily conversations…

The framework that separates closers from presenters

Niro identifies two categories of information your brain processes differently – diagnostic and nondiagnostic. One category builds your case. The other quietly destroys it.

The full article reveals exactly which common talking points fall into each category – and why your franchise awards, office renovation, and monthly newsletter count might be working against you.

The pharmaceutical ad lesson

One of Niro's most counterintuitive findings comes from drug advertising. When ads list major side effects alongside minor ones, people rate the drug as less risky. The implications for how you justify your fee are profound.

What you'll learn in the full article:

The averaging effect: Why your audience's brain processes your pitch differently than you think – and how to work with it, not against it
Diagnostic vs nondiagnostic: The complete framework for sorting your proof points, with real estate-specific examples
The fee conversation fix: How to anchor on high-impact differentiators without diluting your premium positioning
The three-point rule: A practical approach to listing presentations, buyer negotiations, and vendor emails

The agent who knows what to leave out is often the one who wins the listing. This article shows you exactly what to cut – and why it takes courage to do it.

Read the full story here.

ICYMI, yesterday: the three key people who can transform your business.

TOGETHER WITH BUYERSAGENT.COM.AU

Leon Hayes and Eugene D'Hagé-Craig, Co-Founders of Buyersagents.com.au. Photo: suppied

Buyersagents.com.au hits 100 verified agents as industry professionalises

Buyersagents.com.au has marked a major milestone, verifying its 100th professional buyers agent while driving a 40% increase in qualified buyer-to-agent connections over the last quarter. The growth highlights the platform’s role in professionalising an industry that has long been disjointed.

"This isn't just a number; it's an inflection point for the entire buyers agent profession," said Leon Hayes, CEO of Buyersagents.com.au. "It signals the industry is professionalising, moving from a fragmented past to a future built on a verified standard." The platform’s multi-point verification process - covering licences, insurance, industry body membership, and client outcomes - gives buyers confidence in the professionals they engage.

With adoption accelerating, Buyersagents.com.au plans to expand its verification standards to Australia’s estimated 3,000 buyers agents.

Price isn't what draws women to certain suburbs

Schools, careers, and lifestyle beat price when women choose where to live – that's the takeaway from Ray White's analysis of 2,226 areas. Female-friendly suburbs range from $725,000 in Perth's Greenfields to $5.11 million in Sydney's Woollahra. These communities averaged 10.9% price growth last year.

INTERNATIONAL NEWS

Dubai’s skyline reflects investor caution as geopolitical tensions slow property market activity. Image: Getty

Dubai property market pauses amid geopolitical tensions

Dubai’s property market is facing a near-term slowdown as geopolitical tensions in the Middle East rattle investor confidence. Stock markets plunged after a rare two-day halt, with property and financial stocks leading losses. International buyers are pausing or delaying deals, affecting luxury and off-plan segments.

HOW IT SOLD

The Earlwood deceased estate sold for $2.28m at auction. Image: Supplied

30 bids and a 22-day sale in Earlwood, NSW

Christopher Chrysanthou positioned a deceased estate as a redevelopment opportunity, pointing to the modern home next door as proof of the site's potential. Nine bidders registered; when the price passed $1.9 million, the final two traded 30 rapid-fire rises that pushed the result to $2.28 million – $320,000 above the suburb's median. The campaign wrapped in just 22 days, less than half Earlwood's typical timeframe.

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

A four-story medieval stone masterpiece by Rumble, featuring handmade turrets, leadlight windows, and ornate sculptures. Photo: realestate.com.au

Hand-built castle finally for sale after decades

Brian Rumble knocked back offers over $2.5 million three separate times – but at 85, he's ready to let go of the medieval-style castle he built stone by stone. The 4-hectare Waterford West site sits in Brisbane's southern growth corridor and has potential for more than 100 residential lots. The turrets, leadlight windows, and sculptures? All handmade.

MOVERS + SHAKERS

Sam Wilkinson. Photo: Supplied

Sam Wilkinson joins Jellis Craig Boroondara

The Executive Sales Consultant brings over 20 years of experience to lead the agency's prestige market efforts in one of Melbourne's most competitive luxury corridors. More here.

Nikita Phillips. Photo: Supplied

Nikita Phillips acquires First National Kingston

The property manager of six years has purchased the agency and stepped into the role of Managing Director. More here.

Kobe Rae. Photo: Supplied

Kobe Rae wins Apollo Auction Competition

The Harcourts Queensland Auction Growth Manager took out the Open Division title against Australia and New Zealand's best auctioneers. He's now heading to Auckland to compete in the LVD World Auctioneering Championships. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Agents everywhere are spending more time jiggling locks than pitching listings. Maybe it’s time we add locksmith skills to our CVs! 🔑🗝️

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

Elite Agent is crewed by Mark Edwards, Catherine Nikas-Boulos, Rowan Crosby, Charmagne Arrubio, Iris Rebello and Samantha McLean. We aim to uplift the real estate industry by delivering forward-thinking, hype-free news and education that fosters knowledge and fuels ambition.

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Imagine Potential 🚀

🌟 Quarterly off-site sessions can transform your team's performance and culture

Elite Agent Editor — Wed, 04 Mar 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

Have you heard of the $100 billion city with a mere 9,000 residents? Forest City in Malaysia was built to house 700,000 people. Today, there about 1.3% occupancy across four artificial islands of marble-floored apartments, rooftop pools and hanging gardens. The development was launched in 2016 by Country Garden, China's largest property developer.

The pitch? A futuristic eco-city just 40 kilometres from Singapore, marketed as a "dream paradise for all mankind." But in 2017, China restricted capital outflows, cutting off the wealthy buyers the project was counting on. By 2023, Country Garden had lost US$7.6 billion in six months and was struggling to service $190 billion in debt.

In today’s edition of The Brief

How a three-person leadership team and structured quarterly planning can transform an agency’s performance
RBA Governor Michele Bullock has warned a potential rate hike is likely as rising energy prices and Middle East tensions add fresh inflation risks
Thomas McGlynn departs BresicWhitney as CEO

Today’s read time: 7 minutes, 36 seconds

New to The Brief? Join us for free 🤝

LEADERSHIP

Three people can transform your agency

CEO Michael Nitschke. Photo: Supplied

Feeling like everything in your business falls on you? You're not alone – but you don't have to stay there. Michael Nitschke built a leadership team that changed how his agency operates, and he's sharing the exact structure that made it work.

The weekly rhythm that keeps everyone aligned

Michael's leadership team meets for 60–90 minutes each week – separate from regular team meetings. The goal is simple: keep the principal, sales lead, property management lead, and operations lead on the same page.

"I move fast and dream big as a CEO," Michael says. "But strengths can sometimes be weaknesses too."

Here's what he discovered about who should be in the room...

Why you don't want agreement

The instinct is to surround yourself with people who share your vision. Michael argues for the opposite. The leadership team needs "grounded realists" – people whose default is caution and risk-awareness.

The full article explains why this tension is exactly what drives better decisions.

The quarterly magic most agencies miss

While weekly meetings maintain momentum, Michael says the real transformation happens in four half-day off-sites each year. He's developed a specific agenda he follows every quarter – and he's sharing the complete structure.

What you'll learn in the full article:

The 7-step quarterly agenda: The exact structure Michael uses to review, realign, and set priorities every 90 days
The "rocks" system: How to set 90-day priorities that keep your team focused when things get busy
Leadership team composition: Why three people is enough – and who should be in the room
The end-of-month trap: How to stop reaching end of the month and feeling like you achieved nothing

The full article shows you how to implement this structure.

Read the full story here.

ICYMI, yesterday: why building a sustainable commercial career is about committing to the process.

TOGETHER WITH CALL ME SUCCESSFUL

Avi Khan and Jason Daniel. Photo: Supplied

From BMX Tracks to a global retail footprint: How Jason Daniel Built LSKD on Community, Grit and 1% Better

What does it take to turn a Grade 11 nickname into a global brand? In this episode of Call Me Successful hosted by Avi Khan, LSKD founder and CEO Jason Daniel shares how “Loose Kid” grew from heat-pressed hats at the motocross track into an international retail business.

Jason talks candidly about the messy middle - getting stuck at $3 million in revenue, questioning his why, and making the bold call to refine the brand in 2018. Out of that period came LSKD’s mission to inspire its community to be 1% better.

Avi and Jason unpack founder versus CEO energy, building A-players through values, and why community isn’t a marketing line - it’s the engine.

Tune in as Avi Khan and Jason Daniel talk grit, growth and building 1% better every day.

RBA

RBA. Image: Getty

March rate hike now on the table

Economists now see a 25-basis-point March hike to 4.10% as the base case – a sharp shift from just weeks ago when May was the bet. RBA Governor Michele Bullock has signalled every upcoming meeting is "live" for potential increases, with Middle East oil price spikes adding fresh inflation pressure. If you've got buyers waiting for rates to fall, they may be waiting through at least the first half of 2026.

COSTLY MISTAKES

Trendy renovations could cost you. Photo: Getty

Renovation mistakes costing sellers up to $36K

Cheap laminate marble benchtops in mid-range homes, and poorly executed open-plan layouts are among the upgrades reducing resale values by up to 3.6% – about $36,000 on a $1 million property. New research found a third of buyer complaints relate to high-maintenance finishes. Useful intel if your vendors are planning pre-sale upgrades.

BACK TO BASICS

Unlock the power of off-market property sales in Australia. Photo: Getty

Off-market sales explained

Off-market sales shape more of the Australian property market than public portals suggest – and they reward agents who invest in relationships over shortcuts. The fundamentals: build a segmented buyer database, cultivate ties with buyer's agents and investors, and learn when a quiet launch beats a full campaign. Your CRM is where it all starts.

HOW IT SOLD

Nedlands house sells in seven days with pre-launch strategy. Image: Supplied

63 inquiries and four offers in seven days

Nedlands four-bedroom homes typically sit on market for 49 days. Mark Anderson from The Agency sold this five-bedroom Dalkeith Road property in seven – combining property concierge staging with a realestate.com.au pre-launch strategy that reached matched buyers before the official launch. From those 63 inquiries came 31 inspection groups and four competitive offers.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Jack Robinson has put his prized Margaret River property on the market. Image: Ray White

Jack Robinson lists Margaret River clifftop retreat

Jack Robinson's Gnarabup home overlooks the exact waves that made him a world champion and Olympic medallist – Main Break, The Box and The Bombie are all visible from the wraparound deck. Mid-$3M gets you four bedrooms, a granny flat, and a yoga studio. Wait until you see that cliff-edge view.

MOVERS + SHAKERS

Will Gosse. Photo Supplied

Thomas McGlynn departs BresicWhitney as CEO

Will Gosse steps in as Acting CEO after over a decade with the Sydney group, following a record $420 million February. More here.

Joel Selwood and Barry Plant Franchise Development Manager, Ben Burling. Photo: Supplied

Barry Plant launches Kickstart 2026

The network unveiled an industry-first vendor app and hosted AFL legend Joel Selwood, though Chris Hill's growth session stole the show as the highest-rated presentation. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

OK, it all makes sense now. And, the louder you scream, the better you’ll feel. 😱 🙄

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

⚙️ Commercial real estate rewards those who specialise and commit

Elite Agent Editor — Tue, 03 Mar 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

The open home as we know it started in 1910, though back then it was called "open for inspection" and operated on a very different schedule. Properties were available for viewing daily from 9am to 9pm, and this marathon continued for weeks on end until someone finally bought the place.

Agents would camp out in a single property at a time, no multi-listing coordination, no quick Saturday afternoon slots. Just one agent, one house, and an endurance test that would make modern real estate professionals wince.

In today’s edition of The Brief

Why capable residential agents hesitate to move into commercial real estate
The 30 markets moving too fast to price right now
A Brooklyn penthouse just smashed a record thanks to Hollywood star power

Today’s read time: 6 minutes, 32 seconds

New to The Brief? Join us for free 🤝

FEATURE

What stops capable agents going commercial

Tom Donnelly. Photo: Supplied

Commercial real estate has always carried a certain mystique – more technical, more complex, harder to break into. But according to Tom Donnelly, Head of Commercial at NAI Harcourts Australia, the real barrier isn't what most agents think.

The mindset that matters

Tom arrived in Australia from Scotland two decades ago with a finance background and no formal pathway into property. Within two years, he'd stepped into commercial and never looked back.

"The truth is, commercial real estate is different," Tom says. "But it isn't out of reach."

After watching countless agents attempt the transition, he's identified the patterns that separate those who succeed from those who don't. Here's what most residential agents miss about building a sustainable commercial career.

Why early income isn't the priority

Commercial deals take longer. The language is different. Clients think differently. Tom believes the agents who thrive are those who accept that early stages are about something other than immediate returns.

"Confidence comes from understanding how deals actually work," he says.

The full article reveals exactly where to invest your time before chasing income – and why this approach pays dividends later.

The turning point most agents overlook

For many successful commercial agents, one factor accelerates everything else. Tom's own pathway was shaped by it, and he's seen it shorten the learning curve dramatically for emerging agents.

"Very few strong commercial careers are built alone," he says.

What you'll learn in the full article:

The long-term mindset: Why early progress feels slow and how to position yourself during the learning phase
Education over income: The technical foundations – lease structures, yields, tenant covenants – that build competence and trust
Finding the right mentor: How working alongside senior professionals provides exposure theory can't match
Specialisation strategy: Why commercial rewards focus and how to choose your niche

You don't need all the answers at the start. But you do need to know where to begin.

Read the full story here.

ICYMI, yesterday, we heard about the three mindsets dividing real estate on AML

HOT MARKETS

Western Sydney is turning into a "hot" market. Photo: Getty

The 30 markets moving too fast to price

Palmerston in the NT is recording 23.4% annual growth with under one month of stock – conditions that make accurate price guides "genuinely difficult", according to new FOUNDIT research. The study identified 30 of the nation's hottest markets, with some seeing prices shift more than $50,000 a month. Worth checking if your area made the list.

AI TECH

Homes.com adds AI that actually talks back

Elite Agent’s Managing Editor, Samantha McLean tells us that while most property portals now offer natural language text search – Homes.com has gone further with two-way voice that remembers context and walks buyers through 3D tours mid-conversation. Worth watching: CoStar (which bought Domain for $3 billion last August) built it, and has flagged AI enhancements for "all marketplace platforms."

HOW IT SOLD

Buyer's agent secures $2.5m Menai house pre-auction - Image: Supplied

Buyer's agent eliminates auction stress for $2.05m

Nathan Madden's client had lost at multiple auctions. Instead of going through it again, he negotiated a pre-auction deal – securing the Menai home days before the scheduled auction.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

A magnificent sunset panorama of the Manhattan skyline captured from a luxurious penthouse balcony. Photo: Supplied

Denzel Washington's film penthouse breaks Brooklyn record

Being Denzel Washington's on-screen apartment has its perks. This DUMBO penthouse from Spike Lee's Highest 2 Lowest just sold for $25.6M – a Brooklyn record for price-per-square-foot. New neighbours include Joe Jonas and Ben Simmons, and the building boasts NYC's highest private tennis court.

MOVERS + SHAKERS

Mark Mendel. Photo: Supplied

Mark Mendel launches Moove to democratise buyer's agents

The platform uses technology to make expert property advice affordable for everyday Australians, not just wealthy clients, across Brisbane, Sydney, Newcastle and Adelaide. More here.

Michael Feltoe, Rick Silberman, Lachlan O'Keeffe. Photo: Supplied

Rick Silberman joins RWC Retail as partner and head of VIC

The accomplished retail investment agent brings 12 years of experience and record-breaking yields to lead the group's Victorian expansion. More here.

Chris O’Brien, in partnership with Mount Lawley Principals Scott Fletcher and Chris Pham Photo: Supplied

Chris O'Brien leads new Acton | Belle Property Perth City office

He's partnering with Mount Lawley principals Scott Fletcher and Chris Pham to expand into the inner-city market. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Real estate euphoria summed up …. 💰🤝

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.

Imagine Potential 🚀

🗂️ Beyond the Talk: How AML-Ready Is Real Estate?

Elite Agent Editor — Mon, 02 Mar 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

Next time you list a duplex, you're using a word with some serious history. It comes from Latin – duo (two) plus -plex (fold) – and has been kicking around in English since 1817. But here's the thing: it only started meaning a two-dwelling building in around 1922. Before that, 'duplex' was just a fancy way of saying 'double' - used in everything from telegraphy to chemistry.

In today’s edition of The Brief

As Australia steps up anti-money laundering laws, real estate offices face a new reality
The increasing ‘rightsizing’ trend to large prestige apartments
$1 million is now the median house price in our capital cities

Today’s read time: 6 minutes, 25 seconds

New to The Brief? Join us for free 🤝

INSIGHT

Three mindsets dividing real estate on AML

Lisa Pennell CEO, Barry Plant. Image: Supplied

As anti-money laundering reforms edge closer, Lisa Pennell, CEO of Barry Plant, says the industry is splitting into distinct camps. Some agents are terrified. Others have their heads in the sand. But there's a third group taking a different approach entirely.

The camp you don't want to be in

Lisa identifies three mindsets emerging across the industry. There's the "head in the sand" group dismissing AML as political theatre that will blow over – which she calls "ridiculous." Then there's the terrified camp paralysed by uncertainty. The third group? They're working through it methodically.

"There's fear mongering, and then there's the opposite… which is causing some people to be complacent."

Here's what the smartest operators are doing differently.

A hybrid model worth understanding

Rather than leaving individual offices to figure it out alone, Barry Plant developed what Lisa calls a "hybrid model" – centralised support paired with local accountability. The structure keeps liability where it belongs while ensuring agents have backup when they need it.

"It keeps liability in each business, but gives them the tools and the backup they need."

The full article reveals exactly how this model works – and how to adapt it for your business.

The fears agents aren't talking about

Beyond compliance mechanics, there's something else agents are worried about: what happens if a red flag circles back to them personally? Lisa addresses this concern directly – and the answer might surprise you.

What you'll learn in the full article:

The three mindsets: Why complacency and fear are equally dangerous – and what the third group is doing instead
Barry Plant's hybrid model: The exact structure combining centralised support with local accountability
The fine print: Up to $18,000 per day for non-compliance, and far greater penalties if money laundering goes unreported
The communication script: How to explain AML checks to clients without slowing deals

The era of optional engagement is over – and the full article shows you exactly how to prepare.

Read the full story here.

ICYMI yesterday: the benefits of seeing your business from every angle.

TOGETHER WITH AUSSIE

Aussie Partners with Foxtel for Selling Houses Australia Season 18

Aussie has partnered with Foxtel for Season 18 of Selling Houses Australia, premiering Wednesday, 4 March on BINGE and Foxtel, airing weekly over 12 weeks. Season 17 was Foxtel’s #1 Lifestyle premiere in 2025 and the #1 entertainment programme overall, with 11.2 million hours viewed and 32 million stream starts.

The sponsorship gives Aussie a national platform to connect with Australians making key property decisions. “Selling is a moment where people want clarity and confidence – and where the right advice can change the outcome,” said Michael McCash, General Manager of Growth at Lendi Group.

“From getting a home sale-ready to understanding what the sale means for your mortgage and next purchase, Aussie can support more of the journey – with broker advice and tools that make the process easier, not noisier.”

Read more about the Aussie/Selling Houses Australia partnership here.

MARKET

Eleanor Creagh. Image: REA

Capital city median tops $1 million for first time

The typical Australian home added roughly $90,000 in value over the past year – and capital city medians have just broken through $1 million. PropTrack's February data shows national prices up 9.1% to $897,000, with Perth leading annual growth at 19.5%. REA economist Eleanor Creagh expects further gains but warns affordability constraints will slow momentum through 2026.

RESEARCH

John McGrath. Image: Supplied

Prestige apartment sales treble in a decade

Queensland is leading the upswing in luxury apartment demand, accounting for 43% of East Coast prestige sales as wealthy Australians embrace "rightsizing" from family homes. McGrath Research shows sales have trebled since 2015, with new Gold Coast builds up 88% in value over five years. Developers are responding - by 2028, 40% of prime Melbourne and Brisbane apartments will have three-plus bedrooms.

HOW IT SOLD

Mount Eliza house sells for $3.133 million in 19 days. Image: Supplied

Single-level living drew four offers and $3.1m

Vicki Sayers identified families and retirees as the natural buyer pool for a four-bedroom Mount Eliza home, then ran a 19-day campaign combining social media, local print, and premium portal placement. The approach generated 13 buyer groups, four written offers, and a $3.133 million sale – well above the suburb's $1.29m–$2m median range.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Photo: Cologne Sotheby's International Realty

Bend It Like Beckham producer lists Rhine mansion

This 120-year-old Rhine manor has housed French diplomats, American troops, and a luxury hotel – now it's asking €21 million ($36 million AUD). German film producer Ulrich Felsberg (Buena Vista Social Club, The Wind That Shakes the Barley) spent 17 years on the restoration. Wait until you see those three-tiered gardens.

MOVERS + SHAKERS

James Linacre. Photo: Supplied

James Linacre named Ray White Commercial CEO

Four years after joining Ray White as a business development executive, James Linacre takes the top job at Ray White Commercial. He rose to Head of Commercial along the way, driving recruitment and capability-building across the network, and Managing Director Dan White says James is "very deserving of this opportunity." More here.

SA/NT Top10 Sales Offices Photo: Supplied

First National names SA/NT award winners

First National Real Estate’s South Australia and Northern Territory agents were presented with their 2025 State Awards at Skycity Adelaide recently, and the winners now progress to the national awards. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Feeling lonely? We’ve got you. 😔 🥰

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.

Imagine Potential 🚀

🔍 The benefits of seeing your business from every angle

Elite Agent Editor — Sun, 01 Mar 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

A study in the US by Agent Advice found that homes on streets with regal names – think Queen, Charles, or Saint – sell for an average of $126,000 above the national median. Water-inspired streets aren't far behind: living on an Ocean, Lake, or Creek address adds an average of $64,689 to your property's value.

The psychology makes sense. Street names shape buyer perception before they even see the house. 'Boulevard' and 'Place' sound fancier than 'Drive' or 'Street' – and buyers pay accordingly. On the flip side, streets with 'stigmatised' names (one Austin agent studied roads called Shoot Out, Six Gun, and Ammunition) sold for about $5 less per square foot.

In today’s edition of The Brief

Why one COO has trades boardrooms for the auction block
Get ahead of the Payday Super reform
How a new tax for the ultra-rich could help first home buyers

Today’s read time: 7 minutes, 05 seconds

New to The Brief? Join us for free 🤝

LEADERSHIP

Why this COO still calls auctions herself

Laura McKay, COO, Highland Property. Image: Supplied

Most executives see the business from a distance – through reports, meetings, and strategy sessions. But Laura McKay, COO at Highland Property Group, takes a different approach: she still sells properties and calls auctions alongside her leadership responsibilities. The result? Insights that are difficult to replicate from behind a desk.

The view from every angle

When you're experiencing the same pressures as your team in real time, you spot issues before they escalate. Laura works on the floor, advising agents on strategies that are realistic – because she's tested them herself.

"If a listing isn't getting traction or a negotiation is stalling, I've experienced it myself, so I can advise an agent on exactly what might work or not work."

But there's something specific about how this translates into coaching that most managers miss...

What auctioneering teaches about leadership

Laura didn't choose to become an auctioneer – her CEO encouraged her to try it despite no prior experience. After months of training and watching hundreds of auctions, she called her first one: a high-pressure family home.

"Being comfortable in the moment is key. Some auctions move fast, some stall, and some require conversations you don't expect."

Here's how that unpredictability sharpens decision-making in ways that extend far beyond the auction room...

The compound effect of local knowledge

Fifteen years in the Sutherland Shire has given Laura something most managers can't access: pattern recognition that comes from living and working in the same community. She doesn't just sell properties – she sells lifestyle.

The full article reveals how she uses this to coach agents on connecting meaningfully with clients...

What you'll learn in the full article:

The multi-angle advantage: How staying active in sales reveals issues that don't appear on reports
Auctioneering as leadership training: The specific skills that transfer directly to management
Local knowledge as competitive edge: How 15+ years in one market compounds the benefits of multiple roles
The mentorship approach: How Laura tracks agent progress and models long-term client relationships

Laura works six days a week, sometimes seven. The insight gained from being active in every part of the business? That's what makes the difference.

Read the full story here.

ICYMI last week: In the AI era, producing content is easy; real value comes from human judgment.

INDUSTRY REGULATION

Bryan Wilcox, CEO, REEF. Photo: Supplied

Real estate agencies warned on looming Payday Super shake-up

Real estate agencies across Australia are being urged to prepare for sweeping Payday Super reforms taking effect on 1 July 2026, which will require superannuation contributions to be paid with every pay run and reach employee super accounts within seven business days. Bryan Wilcox, chief executive of REEF, says the changes represent the most dramatic operational shift since super was introduced in 1992, warning of increased cashflow pressure, administrative burden and compliance risks.

TAX LAW

A new wealth tax has been proposed to help first home buyers. Photo: Getty

How taxing the ultra-wealthy could help first-home buyers

The McKell Institute has proposed an “Extreme Land Wealth Levy” targeting Australia’s wealthiest landowners, applying to individuals and their spouses with land portfolios worth $20 million or more. The levy would tax land value only, not buildings or improvements, and exclude most family homes, primary production land, and certain build-to-rent projects. According to the institute, the tax would affect just the top 1 per cent of households, raising around $3 billion a year, which could be returned to states to cut stamp duty for first-home buyers.

TECH

One prompt to choose your AI tool

Different AI models have different strengths – Gemini pulls from live search, ChatGPT writes with warmth, Claude is precise, DeepSeek handles numbers. Using the wrong one for the wrong task is why your output sometimes feels flat. Samantha McLean shares a prompt that acts as your personal AI workflow advisor, telling you which model to use and exactly how to set it up.

HOW IT SOLD

Cannonvale home sells in two days with no-price strategy - Image: Supplied

Two days and $25k above the median

Instead of setting a price guide, Melinda Butcher gave buyers comparable sales data and let the market determine value. The approach worked fast – her Cannonvale listing sold in two days for $870,000, clearing the suburb's four-bedroom median by $25,000.

A listing lasts weeks. The case study lasts forever. getailsa.com

CELEBRITY HOMES

Where the horizon meets home. This Malibu-adjacent sanctuary features floor-to-ceiling glass, blurring the line between warm design and the Pacific. Photo: Realtor.com

Gal Gadot lists beachfront Malibu pad for $12M

Before listing their Pacific Coast Highway penthouse at US$8.75M (AUD$12.5M), Gal Gadot and husband Jaron Varsano gave the place a moody makeover. Dark wood floors, limewashed ceilings, a sunken living room with dual couches – and yes, a firepit on the oceanfront balcony.

MOVERS + SHAKERS

Daniel Dajcic. Photo: Supplied

Daniel Dajcic brings The Agency to Kiama and Gerringong

The number one agent in the area is launching the brand's presence on the NSW South Coast with his team after 16 years of local experience. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Not just a real estate agent … more of a Swiss Army knife in a blazer. 📷✍️

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🚀 The blueprint for building a national real estate powerhouse

Elite Agent Editor — Thu, 26 Feb 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

There are hundreds of homes listed for exactly one dollar across the world right now, and no, it's not a typo. For example, in June 2025, a USD$1 listing in Newark went under contract for $550,000. The dollar price tag is a marketing ploy designed to spark bidding wars and attract attention fast. Some US agents apparently use it to generate buzz for properties that wouldn't sell through traditional methods. Talk about underquoting! 🤐

In today’s edition of The Brief

How Matt Lahood scaled The Agency fast by reverse-engineering growth
Why first-home buyers might find Darwin more accessible
Rental conditions have improved for tenants across Australia

Today’s read time: 6 minutes, 36 seconds

New to The Brief? Join us for free 🤝

EXPANSION

How The Agency scaled without breaking

Founder and CEO of Real Estate, The Agency, Matt Lahood. Image: Supplied

Nine years ago, Matt Lahood and six colleagues took a $25 million leap of faith. Today, The Agency is one of Australia's fastest-growing real estate brands. But the real story isn't the numbers – it's the system Matt built to ensure rapid growth didn't collapse under its own weight.

Reverse engineering growth

Most agents think about growth in terms of adding people and offices. Matt thinks backwards. "You reverse engineer from where you want to be," he explains. If you want 100 agents, you need to know exactly who will manage them, where they'll come from, and whether your back-end can handle the load.

But here's what most growing businesses miss...

The "video matches audio" test

Matt uses a simple phrase to test operational readiness: "Your video's got to match your audio." It's his shorthand for ensuring what a business promises matches what it can actually deliver.

"If settlements can't handle 50 listings in one week, or marketing can't manage 100 photo shoots, you have a problem."

The full article reveals how Matt pressure-tests every growth decision against this principle.

Culture transparency that actually works

The Agency brought in Culture Amp to independently assess staff feedback. What they did with that feedback surprised everyone.

"We put the complaints up on screen and told everyone what we've done to fix them."

That level of transparency isn't easy. Here's how Matt made it work...

What you'll learn in the full article:

The reverse engineering method: How to plan growth backwards from your goal, not forwards from where you are
The operational readiness test: Specific questions to ask before adding agents or offices
The transparency playbook: How addressing weaknesses openly creates alignment and trust
People-first expansion: Why Matt's current agents became his best recruitment tool

Matt's approach offers a blueprint for growing smart – ambition paired with discipline, and people valued alongside profit.

Read the full story here.

ICYMI yesterday: In the AI era, producing content is easy; real value comes from human judgment.

DATA

On average, it now takes seven years to save for a house deposit in Sydney. Image: Getty

Sydney deposit now takes seven years

Entry-level prices jumped 68% over five years while wages grew just 21%. The result: Sydney house deposits now take seven years and seven months to save – up 10 months from last year. For first-home buyer conversations, Darwin is the most accessible market at two years, seven months for a unit.

RENTAL MARKET

Pressure has eased on renters, with vacancy rates increasing. Photo: Getty

Rental vacancies hit three-year high as pressure eases

At 1.48%, the national vacancy rate is the highest since February 2022 – a small reprieve for tenants. But REA's Anne Flaherty says don't expect rents to fall: tight supply in Hobart (0.72%), Perth, and Brisbane will push rents to new highs in 2026. Melbourne leads with the most availability at 1.81%.

INTERNATIONAL NEWS

John Lewis axes build-to-rent housing plan. Photo: Getty

UK: John Lewis Partnership scraps 10,000-home rental plan amid market shift

The John Lewis Partnership has abandoned its plan to build 10,000 rental homes across the UK, conceding that higher interest rates, persistent inflation and a more cautious property investment market have fundamentally altered the economics of its build-to-rent strategy, first launched in 2020, with no homes completed.

HOW IT SOLD

Lisa Borstel sells Belmont North home for $1.515 million - Image Supplied

Repeat clients, 21 days, $1.515m

Lisa Borstel sold her clients' home in 2021. When they needed to sell again, they came back. High-impact marketing and targeted outreach delivered a result well above the local median in three weeks.

A listing lasts weeks. This case study lasts forever. getailsa.com

CELEBRITY HOMES

Built in the Elizabethan Revival style and set on eight sweeping acres formerly owned by Gilded Age whiskey titan Edson Bradley. Image Realtor.com

Artist buys 'haunted' Newport mansion

Reported hauntings were a selling point for Hunt Slonem – the artist known for those colourful bunny paintings in the Guggenheim and the Met – who's just bought a 29-bedroom Rhode Island mansion for AUD$22.6 million. According to friends, he's a spiritualist who "receives messages from those who are no longer with us." Yes, there's a ghost story involving the late owner's wife and an organ.

MOVERS + SHAKERS

Ray White members hit the phones for first REOO of 2026. Photo: Supplied

Ray White books 12,304 appraisals in 12-hour blitz

The network's 20th Real Estate of Origin event saw 3,549 participants from 360 offices make 141,131 calls across Australia and New Zealand. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Showing ugly homes in budget builds character. Showing dream homes out of budget builds therapy bills. 🏚️💸

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

👩‍⚖️ Your professional judgement is the new premium in the AI era

Elite Agent Editor — Wed, 25 Feb 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

Forget the share house of your twenties – co-living has gone corporate. More than 18.6 million people globally now live in professionally managed co-living spaces, with 42% concentrated in major cities. These aren't grotty share houses with passive-aggressive notes about dishes – they're purpose-built complexes with co-working lounges, housekeeping, and 24/7 security.

The economics are compelling: residents save 18–32% compared to conventional rentals, while operators maintain occupancy rates of 85–90%. In Bengaluru alone, providers are planning to double capacity over the next two years as Gen Z and millennials abandon traditional rentals for the all-inclusive model. With vacancy rates under 3% and waiting lists growing, this is one property segment where demand is outpacing supply – and institutional investors have taken notice.

In today’s edition of The Brief

AI makes content creation fast, but the real skill for agents is knowing what’s strategically valuable and editing it wisely
Queensland’s REIQ will rejoin the national federation REIA on 1 July, 2026
Why VPA helps agents boost property exposure, generate competition, and achieve better sale outcomes

Today’s read time: 6 minutes, 31 seconds

New to The Brief? Join us for free 🤝

AI EXPLAINED

AI solved one problem and created another

Samantha McLean. Photo: Supplied

Everyone's focused on what AI can produce. But Samantha McLean argues we're looking at the wrong thing entirely – the real shift isn't about output, it's about what happens after.

The blank page trap

AI is brilliant at getting you from zero to something. Listing descriptions, market updates, prospecting emails – what used to take a day now takes minutes. But here's what most agents miss: when execution gets cheap, it becomes easier to skip the thinking altogether.

Samantha suggests trying an experiment with ChatGPT that reveals exactly why this matters. The results? Most will sound reasonable. Very few will be strategically useful.

Why the editing problem gets bigger

Here's something surprising from the data: the vast majority of people edit AI-generated copy to make it sound more human, even when the content is technically correct.

"The words are right, but they're not right," Samantha says.

Any agent who's written a vendor letter, thought "that'll do," then deleted the whole thing knows exactly what she means. The full article unpacks why this quality control job isn't going away – and why it's actually getting harder.

The skill that's now worth a premium

The smartest professionals aren't panicking. They're shifting from producing things to deciding which things matter. That's a different skill entirely. And honestly? It's a harder one.

What you'll learn in the full article:

The amplification effect: How AI multiplies whatever strategy you already have – for better or worse
The editor mindset: Why every agent now needs to think like an editor, not just a content creator
The four judgment calls: The specific decisions that only come from experience and can't be outsourced
The real question: The one thing principals should be asking themselves instead of "Do I need to learn AI?"

Samantha’s argument reframes the entire AI conversation. It's not about learning the tools – it's about whether you're the person who can hold the bar high when something isn't good enough.

Read the full story here.

ICYMI, yesterday: what are the personal habits hindering your professional output.

TOGETHER WITH BIZCOVER

Expert guidance you can rely on. Building a foundation of trust through your dedicated real estate partner. Photo: Getty

How real estate agents can build trust through insurance

Trust is the cornerstone of real estate, and agents guide clients through some of their biggest financial decisions. Beyond expertise, clients want reassurance that their interests are protected, and Business Insurance, Professional Indemnity, and Cyber Liability provide this by preparing agents for the unexpected, from legal claims to data breaches or operational disruptions.

Platforms like BizCover make it fast and simple to compare policies from leading providers, ensuring agents can back their service with the right protections. By combining robust insurance with clear communication and consistent service, agents strengthen client confidence, drive referrals, and safeguard their long-term reputation.

REIQ rejoins REIA after 11-year separation

After more than a decade apart, Queensland's peak real estate body will return to the national federation from 1 July 2026. The timing coincides with federal issues increasingly shaping how agents operate – CGT reform and new AML/CTF laws among them. With every state and territory back at the table, REIA is now a fully federated voice in Canberra.

BACK TO BASICS

VPA explained. Image: Getty

How to pitch VPA without losing the listing

Vendor Paid Advertising isn't a campaign add-on anymore, it's become a strategic necessity, and how you explain it matters. The strongest agents don't ask for VPA; they position it as standard practice and anchor the conversation in outcomes, not costs. This covers handling the "isn't that what commission covers?" objection and using portal data to make the case.

HOW IT SOLD

Four-day Georges Hall sale driven by two-year relationship - Image: Supplied

Two-year-old open home led to four-day sale

Fadi Hajjar of Class Realty recognised the caller's name – they'd attended his open home two years prior but bought elsewhere. When the family needed to sell under financial pressure (settlement looming, $17,000 monthly bridging costs), pre-prepared marketing materials meant he could move instantly, delivering an unconditional $1.55m result in four days.

Agents across Australia and New Zealand are turning sales into stories. getailsa.com

CELEBRITY HOMES

The Trump Tower will be taller than any building in Australia. Image: Altus Property Group

$1.5 billion Trump Tower proposed for Gold Coast

At 91 storeys, the proposed Surfers Paradise development would become Australia's tallest building – and the Trump Organization's first project in the country. Altus Property Group's David Young signed the deal at Mar-a-Lago last month, with apartments starting at $5 million. Though a rival 101-storey project nearby could take the crown first.

MOVERS + SHAKERS

Kate Littlejohn and Tony Morrison. Photo: Supplied

Kate Littlejohn appointed Co-CEO of Harcourts Tasmania

The long-serving operations leader steps into the co-CEO role alongside Tony Morrison, ushering in a new growth chapter. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

One for the Gen X’s: The deal is about to fall apart, but Wilson Phillips reminds you to ‘Hold on’. 💼🎶

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

💎 Building a seven figure career requires more than just showing up

Elite Agent Editor — Tue, 24 Feb 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

The story that Manhattan was bought for just $24 worth of beads in 1626 isn’t quite accurate. Dutch governor Peter Minuit actually traded goods valued at 60 guilders, closer to about US$1,000 today. These weren’t cheap trinkets either, but practical items like tools, kettles and cloth. And importantly, the Lenape people had a very different understanding of land use than European notions of ownership.

The lesson for agents is that property myths stick around, so it always pays to check the real story.

In today’s edition of The Brief

Why working harder won’t get you to seven figures, and the three hidden performance destroyers holding agents back
AI voice cloning now takes 30 seconds, raising new verification risks for agents handling deals
House hunting named the most stressful part of moving, topping all other relocation tasks

Today’s read time: 6 minutes, 20 seconds

New to The Brief? Join us for free 🤝

INSIGHT

Why working harder won't get you to seven figures

Chris Wilson. Photo: Think Real Estate

The hustle-and-grind mentality might be the biggest obstacle standing between you and elite performance. High-performance coach Chris Wilson says the best agents don't just show up and work hard – they plan every single detail of how they're going to hit seven figures in GCI. But the planning he's talking about goes far beyond business strategy.

The strategic roadmap most agents skip

Chris breaks down why "getting out there and making deals happen" isn't strategic enough to grow a business. He outlines a simple framework: Where are we now? Where are we going? How do we get there?

But here's what most agents miss – it's not just about the numbers.

The three performance destroyers

"There are three key things that will destroy high performance," Chris explains.

He identifies the hidden factors that sabotage agents in high-pressure environments – and relationships are one of them. The full article reveals why teams keep falling apart and what to do about it.

Your monster in the night

When agents wonder why they're not selling enough, Chris says the answer often lies somewhere unexpected. He introduces the concept of identifying your "monster in the night" and explains why matching your downtime to your personality matters more than luxury holidays.

What you'll learn in the full article:

The seven-figure planning framework: How elite agents structurally build out their teams and create the numbers to scale
The three performance destroyers: What Chris identifies as the hidden factors sabotaging your results
The automation audit: How to build data that shows exactly where to automate or outsource
The downtime mismatch: Why what works for high-flying agents might be hurting your performance

If you've been working harder but not seeing results, Chris's approach challenges everything the industry tells you about success.

Read the full story here.

ICYMI, yesterday, we found out why trust is the new currency in real estate

TOGETHER WITH AMLHUB

Richard Manthel Photo: Supplied

AML compliance: the cost of cutting corners

Richard Manthel, who has trained more than 10,000 agents and overseen 500,000 transactions through AMLHUB, warns that agencies rushing to meet Australia’s July 2026 anti-money laundering deadline risk embedding costly compliance failures into their businesses. Drawing on New Zealand’s 2019 rollout, he says many agencies that delayed implementation created systemic gaps that only surfaced during audits, forcing them to remediate years of transactions while still trying to run day-to-day operations.

He argues the real danger isn’t the deadline itself but the false confidence that comes from ticking boxes without fully understanding obligations. Agencies starting early by mapping risks, identifying gaps and properly training staff, will be far better placed when AUSTRAC eventually reviews their programs, while those that leave it late may spend years fixing mistakes made in haste.

House hunting now tops moving stress rankings

Australians buying and selling simultaneously face up to 86 hours of relocation tasks – more than two full working weeks, new research shows. More than half rate finding a home as very or extremely stressful, with renters feeling it most acutely. Worth keeping in mind when your clients seem frazzled mid-transaction.

TECH TOOLS

Free AI tool clones voices in 30 seconds

Samantha McLean cloned her own voice in 30 seconds using a free, browser-based AI tool – and it was uncomfortably convincing. Phone calls still authorise price drops and contract changes, but the assumption that a familiar voice equals a verified caller is now flawed. Three quick safeguards worth discussing with your team.

HOW IT SOLD

Albert Sassoon of Pacific Property Buyers secures $15.1 million Bellevue Hill off-market house - Image: Supplied

$15.1m off-market through 25 years of connections

Albert Sassoon didn't wait for listings. He called agents directly, found three off-market options, and secured a Bellevue Hill development site for his clients without a single public inspection.

Read the full story

A listing lasts weeks. The case study lasts forever. getailsa.com

CELEBRITY HOMES

Matt Holliday's 136-acre property is on the market for $12 million. Photo: The Agency

MLB All-Star lists estate with professional baseball field

Matt Holliday's 136-acre Oklahoma spread is where he trained sons Jackson and Ethan – both went first overall in their respective MLB drafts. The $17 million property comes with a stadium-worthy field, batting cages, and a two-level pool with swim-through grotto. Yes, there's a fire pit right behind home plate.

MOVERS + SHAKERS

First National Award Winners. Photo: Supplied

First National Real Estate announces 2025 Queensland state award winners

First National Real Estate recognised Queensland’s top performers at its 2025 State Awards in Brisbane, with FN Cleveland named QLD Sales Office of the Year. More here.

REMAX Annual Awards. Photo: Supplied

REMAX celebrate excellence at annual awards

REMAX Australia honoured outstanding network achievements at its annual awards gala in Brisbane, with The Eagle Award, going to Wes McGregor. More here.

FOUNDIT welcomes Sean Phuah. Photo: Supplied

Sean Phuah joins FOUNDIT as Founding Partner Buyer’s Agent

The prestige North Shore specialist strengthens FOUNDIT’s Sydney network, joined by Mai Wegen to support discerning buyers. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Great kitchen, fancy finishes… but the dog left a review: 2 stars, would’ve preferred a bigger yard. 🐶 🏡

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🤝 Trust has become the most valuable currency in the property market

Elite Agent Editor — Mon, 23 Feb 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

The Octagon House in Fond du Lac, Wisconsin, built in 1856, was designed like a mini fortress. Trader Isaac Brown was worried about attacks, so he added nine hidden passageways and a secret chamber where his family could hide. Years later, those same secret rooms became a stop on the Underground Railroad, helping runaway slaves find safety. Lesson for agents: every quirky nook or hidden door in a home has a story - sometimes more surprising than you’d expect.

In today’s edition of The Brief

Top agents leverage local insight, tech, and trust to outperform traditional models
Elite Agent Thought Leaders: standouts and highlights
Check out Eileen Bond’s fabulous harbourside apartment

Today’s read time: 6 minutes, 55 seconds

New to The Brief? Join us for free 🤝

OPINION

Why trust is the new currency in real estate

Adrian Knowles. Photo: Supplied

The public perception of real estate agents has long sat "uncomfortably close to used car salespeople." But according to Harcourts Australia CEO Adrian Knowles, the transactional model that created this reputation is not just outdated – it's dead.

Adrian outlines why agents who define their value by opening doors or listing properties are already obsolete – and what the most successful agents are doing instead.

The algorithm fallacy

PropTech and automated valuations have democratised data. Homeowners can get property estimates in seconds. But here's what most agents miss: data is not wisdom.

"An algorithm can tell you what a house sold for down the street, but it cannot tell you why," Adrian writes.

The question isn't whether to embrace technology – it's how to use it strategically while doubling down on what machines can't replicate.

The hyper-local advantage

The most successful agents today aren't generalists. They're specialists who know far more than market stats – they know the barista, the school principal, and the urban planning decisions that will affect the high street in five years.

Adrian reveals why this shift in mindset changes everything about client retention and referrals. But the real insight is in how these agents position themselves differently from day one.

Trust demonstrated, not claimed

"They are no longer an outsider extracting value from a suburb; they are a neighbour contributing value to it."

Adrian explains why social impact isn't a "nice to have" – it's a strategic imperative. The full article reveals how this creates a cycle of trust that no marketing campaign can buy.

What you'll learn in the full article:

The obsolescence test: How to know if your value proposition is already outdated
High-touch advocacy: The specific role technology should play (and what it should never replace)
The community-integrated agent model: Why these agents achieve significantly higher retention and referral rates
The trust demonstration framework: How to shift from outsider to neighbour in your clients' eyes

The bar has been raised. Adrian's full piece outlines exactly what it takes to meet it.

Read the full story here.

ICYMI, yesterday: the difference between problem-solving and rumination.

TOGETHER WITH DOMAIN

Domain CEO, Jason Pellegrino. Image: Supplied

Domain records strongest January ever under CoStar ownership

Domain, part of CoStar Group, has recorded its strongest January since joining CoStar, reaching 7.8 million Australians across domain.com.au and allhomes.com.au, with its exclusive audience growing by 213,000 year-on-year to 1.2 million. Listing views jumped 30%, enquiries rose 13%, app downloads surged 148%, and average pageviews per person climbed 47%.

Jason Pellegrino, President of Domain, said: “More people are engaging with listings and turning that attention into outcomes for agents and vendors. Joining CoStar has given us tools to improve speed, visuals, and the overall user experience, and it’s paying off.”

Domain’s commercial platform, CRE, also recorded strong gains, with audience up 164%, time on site up 57%, and time per page up 119%, signalling strong engagement as the first major selling season of 2026 gets underway.

Read Domain’s company update in full here.

HOUSING MARKET

Nerida Conisbee, Ray White Group Chief Economist. Photo: Supplied

While Australia’s housing affordability metrics are at historic lows - with the national dwelling value to income ratio hitting 8.2, well above the 20-year average of 6.8 - first home buyers and downsizers are finding ways to navigate the market. According to Ray White Group Chief Economist Nerida Conisbee, traditional measures like price-to-income ratios don’t capture the full story: buyers are shifting to lower-priced homes, substituting units for houses, smaller plots for location, and leveraging government schemes such as the 5 per cent Deposit Scheme and shared equity programs. Family support, longer loan terms, and high loan-to-valuation borrowing further ease entry despite record-high costs.

At the same time, South Australia’s Labor government is introducing measures that amplify these options locally, offering downsizers up to $103,000 in stamp duty savings and a $500 million revolving land fund to curb land banking. Together, these trends show that while headline affordability figures appear dire, market participants are actively adapting, and targeted policies are shaping how Australians can still enter and move within the housing market.

THOUGHT LEADERS

Thought Leaders series wraps with our Best Of recommendations

A year of AI conversations, industry debates, and yes – bloopers. Elite Agent's Thought Leaders series is closing out with a guide to the standouts, from Serhant's CXO on 144% GCI growth to the episode where they made an entire podcast with AI in under eight hours. A few gems there that are worth a watch if you've missed any along the way.

HOW IT SOLD

Cremorne house sells for $6 million day before auction - Image: Supplied

70 inspections, five contracts, sold before auction

Kirsty Freyer's 30-day Cremorne campaign generated 70 inspections and five issued contracts. The $6m result came the day before auction.

Agents across Australia and New Zealand are turning sales into stories. getailsa.com

CELEBRITY HOMES

The Art Deco building is positioned in the heart of Double Bay. Image: Ray White

Harbour views and history: Eileen Bond’s apartment goes on the auction block

Step inside the iconic Double Bay apartment of socialite Eileen “Red” Bond, a harbourfront gem with sweeping views, colourful interiors, and a 40-year history of glamour.

MOVERS + SHAKERS

DiJones Lindfield. Photo: Supplied

DiJones Lindfield named Office of the Year after record quarter

The North Shore office secured the 2025 award after transacting 45 properties worth more than $130 million in its strongest quarter on record. More here.

Harcourts NSW & Porsche Willoughby. Photo: Supplied

Harcourts NSW teams up with Porsche Centre Willoughby

The group hosted its inaugural Industry Track Night, bringing real estate leaders together for a high-performance networking event focused on connection and strategic growth. More here.

Michael Lezaja. Photo: Supplied

Michael Lezaja teams up with buyeragents.com.au

After purchasing 14 properties in 12 months as an investor, his buyer's agency brings an experienced and data-driven methodology to the platform's growing network. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

FACT! What 24/7 actually looks like to a real estate agent 😂🏡

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🧠 High performance starts with knowing when to stop thinking about work

Elite Agent Editor — Sun, 22 Feb 2026 18:45:00 +0000

GOOD MORNING FROM ELITE AGENT 👋

On average, the Empire State Building is struck by lightning more than 25 times a year, and in one wild storm, it was hit eight times in just 24 minutes. Talk about handling multiple offers at once.

Here’s the kicker: it was designed that way. The building acts as a giant lightning rod, with its antenna taking the hits to protect the surrounding skyline. Which, if you think about it, is basically what great real estate agents do every day: absorbing the stress, fielding the shocks, and keeping everyone else calm while the storm passes.

You could call it the world’s tallest surge protector.

In today’s edition of The Brief

How creating mental boundaries after hours helps agents stay sharper
Land prices hit record median
Check out The New York Times family’s $107 million Connecticut estate

Today’s read time: 6 minutes, 13 seconds

New to The Brief? Join us for free 🤝

WORK/LIFE BALANCE

The hidden habit stealing 14 hours a week

Dr. Guy Winch is an internationally renowned psychologist and bestselling author. Image: guywinch.com

The biggest drain on real estate agents isn't the long hours – it's what happens after them. When psychologist Guy Winch tracked his own mental patterns, he discovered something that should concern every agent juggling multiple campaigns and client relationships.

The stress you don't see coming

Burnout rarely starts during the busy moments. It starts when you're trying to unwind – commuting home, lying in bed, sitting at dinner while mentally replaying the day. Guy calls this pattern rumination, and in real estate, it's practically an occupational hazard. The full article reveals why agents are uniquely vulnerable to this trap.

When hard work becomes harmful

Here's what makes this tricky: rumination feels responsible. Replaying a vendor meeting feels like preparation. Worrying about tomorrow's negotiation feels proactive. But Guy identifies a critical distinction that changes everything – and it's the difference between productive thinking and mental drain. Most agents can't tell which one they're doing.

Boundaries that build confidence

Counterintuitively, setting strict guardrails often increases client confidence. Agents who appear in control of their schedule signal professionalism. But what do effective boundaries actually look like when offers come in at night and vendors want updates on Sundays? The full article breaks down the specific strategies that work.

What you'll learn in the full article:

The 14-hour discovery: What Guy found when he tracked his own rumination – and why agents likely lose even more
The rumination test: How to tell the difference between productive problem-solving and mental replay that drains you
Transition rituals: Psychological separation techniques when physical separation isn't possible
The worry-to-action reframe: A simple question that converts anxious thoughts into clear next steps

The most important boundary isn't physical – it's cognitive. And it might be the one thing standing between you and your sharpest performance.

Read the full story here.

ICYMI, last week: Mastering the art of reading the room.

LAND SHORTAGE

A lack of land is hurting construction. Photo: Getty

Land prices hit record amid supply squeeze

The median residential lot now costs $391,420 nationally – up 10.3% over the year. Worth knowing when clients ask why new homes cost so much: since 2000, land prices have jumped more than 500% while construction costs rose just 150%. The HIA-Cotality report says the bottleneck isn't labour or materials – it's shovel-ready land supply.

TECH

A four-question reset before your next listing

Mental clutter has a way of following you to the front door … the chaotic morning, the unresolved argument, the thoughts that won't quit. This AI prompt uses Byron Katie's "The Work" process to clear them before you knock. Four questions, a few minutes in voice mode, and you walk in focused instead of frazzled.

HOW IT SOLD

Settlement timing seals Grasmere luxury home sale - Image: Supplied

Grasmere home sells pre-auction in 20 days

Settlement timing, not competitive tension, sealed this one. Anna Younan matched interstate buyers' relocation deadline with flexible vendors on a five-bedroom property. Ten inspections, no advertised price, and a settlement that worked for everyone.

This story started with a 10-minute phone call. Imagine boosting this on socials to your farm area. getailsa.com

CELEBRITY HOMES

The estate built for the family behind The New York Times has been listed for US$75 million. Photo: Zillow

New York Times family estate lists for $107M

The dynasty behind The New York Times built Hillandale in 1900, and now the 268-acre Connecticut estate is on the market for US$75M ($107M AUD). The manor spans 16,000 square feet with eight bedrooms, 14 bathrooms, an Olympic-sized indoor pool with 18th-century French fountains, and a five-acre lake with sandy beach. The hedge maze and life-sized outdoor chess set feel almost understated.

MOVERS + SHAKERS

Brendan Di Rago, Theo Politis, Tony Kwan, Spiro Drossos, Michael Steenhuis, Mark Di Giulio. Photo: Supplied

Tony Kwan returns to Barry Plant Eastern Group

The One Real Estate Box Hill joins the network from March 1, strengthening the group's presence across Melbourne's east and adding significant international reach. More here.

Alistair Shearer. Photo: Supplied

Alistair Shearer to lead Belle Property Mornington's PM division

The industry veteran joins as Head of Property Management and equity partner after previously leading Victoria's top-performing PM office. More here.

Cameron Kusher. Photo: Supplied

Cameron Kusher joins The Agency as Insights Partner

The Agency has strengthened its national market intelligence capability, appointing respected property economist Cameron Kusher as its new Insights Partner. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

ID, please. We need to know if you’re serious about this four bedroom home or just here for decor inspiration. 🕵️✨

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🎭 Mastering the art of reading the room

Elite Agent Editor — Thu, 19 Feb 2026 18:45:04 +0000

GOOD MORNING FROM ELITE AGENT 👋

Smart, moderate renovations often deliver the best return on investment. In the US, a minor kitchen update, new cabinet fronts, countertops, and appliances, costs around $28,500 but can add about $32,100 in resale value, a 113% ROI, while a high-end overhaul typically recoups only 51% of its cost. Bathrooms show a similar pattern: mid-range updates return 80%, versus 42% for luxury renovations. According to Zillow, the key takeaway for agents is to guide clients toward improvements that enhance the home but leave buyers room to imagine their own upgrades, helping homes sell faster and for top dollar.

In today’s edition of The Brief

Why reading clients’ cues are key to real estate success
Councils unlock surplus land to boost affordable housing supply
Harnessing AI: the future of commercial real estate

Today’s read time: 6 minutes, 22 seconds

New to The Brief? Join us for free 🤝

CLIENT PSYCHOLOGY

What your client's outfit really tells you

Megan Hill, Director, First National Copper Coast. Image: Supplied

Within five seconds of meeting a client, Megan Hill already knows how to communicate with them. The First National Copper Coast director has developed a reading system that starts before a single word is spoken – and it's transformed how she builds trust and wins listings.

The five-second assessment

"In the first five to 10 seconds, you should have a feel for who you're dealing with," Megan says. "Not to judge them - but to adjust yourself."

What someone wears, how they approach, and how they speak all provide immediate clues about their expectations. But here's what most agents miss: the same approach that wins one client will lose the next.

The communication shift that changes everything

Megan believes the golden rule needs an update in real estate. The traditional "treat others as you'd like to be treated" approach? It's costing agents relationships.

"We were taught to scrap that and instead treat others how they would like to be treated," she says.

The full article reveals exactly how to identify what each client needs – and the specific cues that tell you whether to provide efficiency or reassurance.

When market knowledge takes a back seat

Property transactions are rarely straightforward. Megan regularly works with deceased estates, divorces, and families facing life-changing moves. In one recent meeting, a widow selling her home of 30 years was crying across the table.

"This isn't just a house. It's her life," Megan says. "Her memories are in every corner."

In those moments, pricing strategies take a back seat to something else entirely.

What you'll learn in the full article:

The clothing code: What soft pastels vs all-black outfits reveal about client expectations and communication preferences
The platinum rule: How to identify and adapt to each client's preferred communication style in real time
The emotional intelligence edge: Why empathy matters more than ever – and how to develop it
The long-term payoff: How reading clients correctly builds the referral relationships that sustain careers

Behind every listing is a story. The full article reveals how to read it – and why the agents who truly listen are the ones clients remember.

Read the full story here.

ICYMI, yesterday, we broke down the psychological edge of presenting on your own turf.

TOGETHER WITH EXPLORE PROPERTY

The Explore Property Team. Photo: Supplied

Explore Property launches one-year partnership model

Queensland principals weighing their options now have a shorter on-ramp to test a network partnership. Explore Property has unveiled one-year and five-year agreement models alongside a new website – part of its push into South East Queensland. The network offers 93% commission retention for agents and no joining fees.

NSW councils to turn surplus land into housing

The NSW Government has published a guide to help councils convert surplus land into affordable housing – think old depots and vacant facilities in established areas. With the state projected to fall 156,000 homes short by mid-2029, council-owned sites are emerging as a supply solution. Projects are already underway in Shoalhaven and Lismore, and for agents in growth corridors or infill markets, this could bring new development stock to your area.

Ray White Commercial Symposium. Photo: Supplied

From insight to action: how AI is transforming commercial property

Ray White Commercial’s inaugural 2026 Symposium showcased how artificial intelligence is rapidly transforming commercial real estate. AI specialist Samantha McLean demonstrated tools that turn development sites into visualised projects, generate content, and even create personalised podcasts. Attendees saw how real-time AI collaboration can boost efficiency, while cautioning against over-reliance without human oversight.

HOW IT SOLD

Studio sells prior to auction in Bondi Junction in 14 days - Image: Supplied

Top-floor studio sold in 14 days

Nicholas Armstrong-Smith combined database marketing, letterbox drops, and digital campaigns across five platforms. The Bondi Junction studio generated 2,800 views and sold prior to auction for $430k.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Monica Trapaga is selling her Southern Highlands home. Photo: Domain

Play School star lists her Moss Vale hideaway

The circa-1910 Moss Vale cottage where Monica Trapaga found her post-pandemic "third act" is on the market at $1.65-$1.75 million. The Play School favourite converted a bedroom to an art studio, planted a veggie patch, and hosted bandmates for jam sessions. Wait until you see the garden hidden behind that white weatherboard facade.

MOVERS + SHAKERS

BresicWhitney’s 2026 Growth Summit. Photo Supplied

BresicWhitney hosts 2026 Growth Summit

Thomas McGlynn led the Sydney-based property group's gathering at the Museum of Contemporary Art, focusing on raising industry standards with integrity and community value. More here.

Love Sharma and Samaira Ahuja. Photo:Supplied

Love Sharma and Samaira Ahuja open Ray White Donnybrook

The market-leading duo with 11.23% market share and 17 years combined experience will expand services to include property management within six months. More here.

Jeanne Anderson. Photo: Supplied

Jeanne Anderson joins FOUND IT as Senior Buyer's Agent

The Mornington Peninsula local brings years of residential property experience to strengthen the company's presence in Victoria. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

When real estate agents strike their best model pose, even the ‘For Sale’ sign starts to blush. 💁‍♂️🏡

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🖥️ Win more listings by mastering your home ground advantage

Elite Agent Editor — Wed, 18 Feb 2026 18:45:06 +0000

GOOD MORNING FROM ELITE AGENT 👋

In 1984, architect Piet Blom completed 38 tilted cube homes in Rotterdam, each set at a 45-degree angle atop hexagonal pylons. The design, meant as an “urban forest,” connected two tricky plots of land. For agents, these cubes show how striking design can be both a draw and a challenge. Around a quarter of each 100-square-metre home can’t fit standard furniture, so buyers often need custom pieces. Living here has been compared to life on a sailboat: visually stunning, but requiring creativity.

The homes have even become a tourist attraction, with one owner opening their cube as a mini-museum. The lesson? When selling quirky or unusual properties, telling the story matters as much as showing the space, and being upfront about the practical realities keeps buyers happy.

In today’s edition of The Brief

Boosting close rates through a carefully staged, office-based experience
Investor activity shifts from Perth and Queensland toward Melbourne
What is underquoting? Our definitive dos and don’ts guide for agents

Today’s read time: 6 minutes, 07 seconds

New to The Brief? Join us for free 🤝

LEADERSHIP

Why he stopped pitching in vendors' homes

Tony Morrison has spent 37 years in real estate, the last two decades building Harcourts Tasmania into the state's leading network – handling roughly one in three property transactions. Recently inducted into the Harcourts Hall of Fame, Tony shared the unconventional strategies that have kept him ahead, including one listing approach that flips traditional wisdom on its head.

The home ground advantage

Most agents pitch in the vendor's dining room. Tony does the opposite – he brings them to his office.

"Your home ground is your office, not someone else's dining room or kitchen," he says.

The result? Higher closing rates, even for newer agents. But the magic isn't just location – it's the choreographed experience that happens before the agent says a word. The full article reveals exactly how Tony stages these presentations.

From classroom to boardroom

Before real estate, Tony was a music teacher travelling between schools. That background shaped his entire leadership philosophy – and it's why he approaches struggling agents differently than most CEOs.

"Some agents aren't natural closers, and that's fine," he says.

His solution? An environment-first approach that removes the pressure. Here's what most principals miss about building teams...

The relationship equation

After 37 years – from handwriting 100 listing reports weekly to running AI workshops for 170 agents – Tony's core belief hasn't changed.

"The people who have the most relationships earn the most money. Simple as that."

But he has a specific strategy for agents struggling with listings that turns the traditional approach upside down.

What you'll learn in the full article:

The office presentation playbook: How to stage vendor visits that increase closing rates
The buyer-to-listing conversion: Why struggling agents should focus on buyers first
The franchise decision framework: How Tony knew it was time to stop going solo
The pricing conversation reset: Taking emotion out when vendors resist realistic pricing

Tony's career proves that fundamentals and innovation aren't opposites – they're partners.

Read the full story here.

ICYMI, yesterday, Jimmy Burgess shared how to build a ‘referral machine.’

MARKET

Kent Lardner, Head of Research, FOUNDIT. Photo: Supplied

Investors pivot to Melbourne as Perth cools

Melbourne's investor-linked rentals jumped 10.7% while Perth recorded the sharpest national pullback at 38.7%. Brisbane dropped nearly 30% as last cycle's winners cool. FOUNDIT's Kent Lardner says the capital hasn't disappeared - it's just moved, which matters for where your listing pipeline and rent roll may grow this year.

BACK TO BASICS: WHAT IS UNDERQUOTING?

Lisa Pennell, CEO Barry Plant. Image: Supplied

Underquoting – pricing below vendor expectations or comparable sales – is unlawful under Australian Consumer Law and carries specific penalties in several states. But the fine isn't the worst part. Industry leaders say it's the trust you lose with buyers and vendors that follows you far longer.

HOW IT SOLD

Pre-Christmas campaign secures $820k Mount Warrigal sale - Image: Supplied

Pre-Christmas pressure delivers $820k townhouse result

Rome McGrath ran a compressed 20-day campaign before the holiday slowdown. Two registered bidders pushed the Mount Warrigal townhouse from $760k to $820k at auction.

This story started with a 5-minute phone call. Imagine boosting this on socials to your farm area. getailsa.com

CELEBRITY HOMES

Estelle Getty, the late actress resided at the charming Hollywood Hills abode from 1994 to 2001. Image: Zillow

Golden Girls star's Hollywood home lists for $11.9M

The Hollywood Hills property where Estelle Getty lived while winning an Emmy as sharp-tongued Sophia Petrillo is on the market for US$7.65 million (about $11.9 million AUD). The 1948 home sits on nearly half an acre in LA's exclusive ‘Bird Streets’ above the Sunset Strip, with classic mid-century details throughout. The basement, complete with its own entrance and a 1,500-bottle wine cellar, might be the real scene-stealer.

MOVERS + SHAKERS

Daniel Condon. Photo: Supplied

Daniel Condon joins Area Specialist

After 20 years at the same agency in Frankston, he's doubled his income while maintaining his reputation for honesty and transparency in the local market. More here.

Chris Anderson joins Ray White Clayfield

The accomplished horse trainer brings 15 years of sales experience and local expertise to his new role after ranking as Queensland's 9th top trainer. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Some agents can list a house so fast, the ‘For Sale’ sign is still catching its breath 🏡⚡

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.

Imagine Potential 🚀

⚙️ The blueprint for generating high-quality real estate referrals

Elite Agent Editor — Tue, 17 Feb 2026 18:45:04 +0000

GOOD MORNING FROM ELITE AGENT 👋

Those bold colour choices might be costing your sellers more than just a few raised eyebrows. According to Zillow research, a bright red bedroom can slash a home's sale price by nearly $2,000 USD. Even worse, yellow kitchens can reduce values by a staggering $3,915.

These "bold choices" might photograph well for social media, but they're actively devaluing properties. It's a reminder that in real estate, neutrality is OK. Perhaps the best advice we can give sellers is to express their vibrant colour preferences after the keys change hands, not before.

In today’s edition of The Brief

The referral systems top agents use to make repeat business inevitable
Why Gen Z is now the most mobile buyer cohort — and what it means for regional agents
How AI is collapsing software development from months to minutes (and why agents should care)

Today’s read time: 6 minutes, 13 seconds

New to The Brief? Join us for free 🤝

MOMENTUM

Six ways to make referrals inevitable

Agents should be building a 'referral machine'. Photo: Getty

The dream business for every agent is one built on referrals – the model that weathers economic storms and sustains growth through shifting markets. But referrals don't just happen. According to real estate coach Jimmy Burgess, they're the result of a deliberate, consistent strategy that most agents never implement.

Your digital farm is missing

Most agents focus on geographic farming. The best agents build something else entirely – a digital farm of agents in other markets who send them business consistently. Jimmy's approach involves a specific monthly touchpoint strategy that keeps you top of mind without feeling salesy. But here's what most agents miss about making this work...

Your MVPs are already in your phone

Your next referral might be a text message away. Jimmy recommends creating an "MVP list" – your Most Valuable People – and staying connected in ways that feel authentic, not transactional.

"You don't have to ask for referrals directly," Jimmy said. "Staying top of mind does that for you."

The full article reveals the specific reconnection tactics that work.

The untapped referral source

Here's a strategy most agents overlook entirely: partnering with agents who've left the industry. Jimmy sees market fluctuations as an opportunity to create new referral streams while helping former colleagues monetise relationships they've already built.

What you'll learn in the full article:

The digital farm blueprint: How to build and nurture an email list of agents in other markets who send you business
The MVP reconnection system: Specific tactics for staying top of mind without generic "just checking in" messages
Social media help requests: How to turn your posts into referral conversations that feel natural
The referral story framework: Why making the referring agent the hero multiplies your incoming leads

Referral-based agents don't just outperform in good times – they endure in tough ones. This article breaks down exactly how to build a self-sustaining referral machine.

Read the full story here.

ICYMI, yesterday, we heard about the hidden cost of keeping star agents

TOGETHER WITH @REALTY

Smarter CRM technology helps agents manage more listings and scale. Photo: Supplied

Smarter CRMs are helping agents scale faster

Speed wins listings. Modern CRM systems pull leads from portals, emails, SMS, and social media into one place, so agents can respond in real time instead of chasing missed messages. Automated follow-ups keep prospects warm when you're flat out – @realty outlines how their platform supports growth without adding staff.

Find out why top agents are switching to smarter CRM systems.

REGIONAL MARKETS

Gen Z are prepared to move to regional areas. Photo: Getty

Gen Z now most open to regional move

Nearly half of city-dwelling Gen Z are now eyeing a regional move – overtaking Millennials as the generation most open to relocation. The barrier that used to hold them back is fading too: concerns about limited job opportunities in regional areas have dropped from 55% in 2020 to just 27%. Worth noting if you're selling outside the capitals.

AI TOOLS

The conversation economy is replacing the coding economy

Elite Agent founder Samantha McLean reveals how she's now building custom software through simple AI conversations. "The distance between imagining a tool and holding it in your hands has collapsed to almost nothing," she explains.

As custom software costs plummet from months and millions to days and dollars, Sam argues real estate professionals with domain expertise have a unique advantage in this new landscape – if they can articulate what they need.

Her perspective on this fundamental shift is worth a few minutes.

HOW IT SOLD

Mount Annan home sells in seven days with price strategy - Image Supplied

Price withholding generates 10 offers in seven days

Anna Younan withheld the price during the first week and let buyer competition build. The Mount Annan home attracted 33 open attendees, 10 offers, and sold for $1.295m.

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

Gene Simmons has slashed the price of his Beverly Hills mansion. Photo: Compass

KISS legend won't sell mansion to schmucks

Gene Simmons has cut his Beverly Hills asking price to US$12.5M (about AUD$17.8M) – but the KISS co-founder says he's being selective about buyers. The 7,700 square foot glass-and-steel mansion includes a soundproofed home theatre and a 40-foot black-tiled infinity pool. Wait until you see that bronze sculptural entryway.

MOVERS + SHAKERS

Ray White A T Realty Group has acquired two new offices. Photo: Supplied

Ray White A T Realty expands across Auckland

Adam Thomson and Tom Rawson have acquired offices in Auckland Central and Wynyard Quarter, evolving from South Auckland specialists to a city-wide operation with six locations. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Real estate agents have perfected the art of laughing at client jokes… even when they’re really not funny. It’s called ‘keeping the sale alive.’ 😅 🧑🏻‍💼

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.

Imagine Potential 🚀

🛡️ Identifying the moment a high performer becomes a liability for your office

Elite Agent Editor — Mon, 16 Feb 2026 18:45:04 +0000

GOOD MORNING FROM ELITE AGENT 👋

Turns out timing really is everything - at least when it comes to listing homes. In the U.S, homes listed on Thursday tend to fly off the market and even push above asking price, while Sunday listings… well, let’s just say they like a slow Sunday arvo nap. Think about it, Thursday gives buyers a chance to plan their weekend inspections and keeps your property front of mind before the weekend madness hits. In Australia, the lesson’s the same: pick your day wisely, and you might just turn a casual browse into a bidding frenzy.

In today’s edition of The Brief

Star agents drive revenue, but at what hidden cost?
Expert analysis reveals the crucial link between investor policy and rental outcomes
How to stop AI-savvy clients from derailing your deals, and turn their ChatGPT obsession into your ultimate competitive edge

Today’s read time: 6 minutes, 15 seconds

New to The Brief? Join us for free 🤝

OPINION

The hidden cost of keeping a star agent

Andy Reid. Image: Supplied

Every principal knows the feeling. Your top performer walks into the office with that swagger, the numbers to back it up, and an attitude that says everyone else should get out of the way. They're financially lucrative, but they might also be destroying your business from the inside.

The cricket match that changed everything

Success coach and auctioneer Andy Reid uses a recent T20 cricket incident to illustrate the cascading damage of unchecked ego. When one of the world's best cricketers threw his toys out of the pram, the consequences went far beyond a single match – team progress stalled, the brand took a global hit, and future contracts are now in doubt.

"One reaction, massive consequences, and ramifications for all concerned that will last a lot longer than a post-match interview."

Here's what most principals don't see coming...

The 'Animal Farm' effect on your team

When high performers get away with more, the rest of your team notices – fast. Andy breaks down how perceived inequality creates a ripple effect that pushes talented agents out the door and erodes trust in leadership. But the real damage happens where you least expect it.

The contingency exercise you're avoiding

If your gorilla walked out tomorrow, what would your business look like? Andy outlines a practical simulation exercise that feels uncomfortable – but could be the difference between controlled transition and catastrophic loss.

What you'll learn in the full article:

The six hidden consequences: How one difficult agent affects brand, team, workflow, and future recruitment
The business vulnerability test: How to identify if you're over-reliant on a single operator
The contingency planning framework: A practical exercise to simulate your gorilla leaving
The timing principle: When "hard decisions now" actually saves your business later

The revenue might be real, but so is the damage trail. Andy's full breakdown gives you the framework to decide – and act – before it's too late.

Read the full article.

ICYMI, yesterday: the PM model that fought burnout.

TOGETHER WITH EBM RENTCOVER

Proactive risk management protects rental income and prevents the financial strain of major property insurance claims. Photo: Getty

Stay ahead of rental risks

Property managers can dramatically reduce insurance claims by spotting risks before they escalate. Last year, landlords lodged 6,000 claims with EBM RentCover, costing $43.5 million in repairs, lost rent, and legal issues.

Key strategies include pre-tenancy inspections, careful tenant screening, regular risk-focused inspections, and open communication with tenants and landlords to catch maintenance, safety, or payment issues early.

By proactively managing these four areas, property managers protect rental income, prevent damage, and keep landlords stress-free.

Read more about how to stay ahead of rental risks with EBM Rentcover here.

POLICY

Nerida Conisbee, Ray White Group Chief Economist. Photo: Supplied

Renters overlooked in capital gains tax debate

Ray White chief economist Nerida Conisbee argues renters have been left out of the Federal Government's capital gains tax discussion. With private investors owning the vast majority of rental properties, any policy that discourages them directly tightens rental supply. She points to Victoria – house prices rose 20% over five years while rents jumped 34.9%.

PODCAST

When clients trust ChatGPT more than you

What happens when buyers – or their parents – run every recommendation you make past ChatGPT first? Samantha McLean tackles this growing trend with four ready-to-use scripts and an "Above the Line" framework for positioning yourself above the technology. If you've noticed more AI-related pushback in your conversations, this one's worth watching.

HOW IT SOLD

Database strategy drives off-market Mount Colah unit sale - Image: Supplied

Database drives off-market Mount Colah sale

Nick Berman contacted qualified investors from his database seeking one-bedroom apartments. The Mount Colah unit sold for $490k without traditional marketing spend.

A listing lasts weeks. The case study lasts forever. getailsa.com

CELEBRITY HOMES

Brian Henderson's former Middle Cove home is on the market. Photo: realestate.com.au

Brian Henderson's renovated home asks $15.95m

The 1500-bottle wine cellar wasn't there when Nine News legend Brian Henderson lived here – but the bones of the architecturally designed Middle Cove home he owned for nearly three decades remain. Since selling for $11.5m in 2021, the property has been extensively renovated and is back on the market asking up to $15.95 million. Yes, there's DA approval for a 25m pool.

MOVERS + SHAKERS

Belle Property's new Bulimba office. Photo: Supplied

Belle Property returns to Bulimba

Kaylee Doyle leads the new office after nine years with the brand and over $1 billion in local property sales experience. More here.

Tom Jones. Photo: Supplied

Tom Jones joins DiJones Neutral Bay

The Lower North Shore specialist brings eight years of experience and a track record as a top-performing agent in premium apartment markets. More here.

Jack Freestone. Photo: Supplied

Jack Freestone expands Buyer Collective

The property developer with over 50 purchases under his belt has established his buyer's agency in Brisbane with recent expansion to the Gold Coast. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Your buyers still um and ah? Tell them this: Real estate isn’t a gamble - it’s the game where the house always wins… and so do they. 🎲✅

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.

Imagine Potential 🚀

🪜Sustainable growth begins with a total rethink of the traditional ladder

Elite Agent Editor — Sun, 15 Feb 2026 18:45:04 +0000

GOOD MORNING FROM ELITE AGENT 👋

New research from the UNSW Business School, led by Dr Sophie Fan reveals a surprising insight for agents: independent, “self-reliant buyers” actually care more about who their neighbours will be than relationship-oriented buyers do. While most clients focus on price, location and features, independent-minded purchasers are thinking, “Could I be friends with these people?” Highlighting community vibe, shared spaces and social opportunities in your pitch could be the edge that turns interest into offers.

In today’s edition of The Brief

How one agency broke the PM burnout loop
First-home buyers are taking on record-breaking debt
Your buyers also have AI. So will your IM survive being analysed by ChatGPT?

Today’s read time: 6 minutes, 15 seconds

New to The Brief? Join us for free 🤝

PROPERTY MANAGEMENT

The PM model that fought burnout

Chantelle Collin, Head of Property Management, BresicWhitney. Image: Supplied

When the pandemic hit, Chantelle Collin watched experienced property managers walk out the door. The pressure was immense – but it wasn't just workload causing the exodus. It was the system itself.

As Head of Property Management at BresicWhitney, Chantelle didn't just hire replacements. She helped rebuilt the entire operating model from the ground up.

Why the traditional ladder wasn't working

Property management has long relied on the same hierarchy: assistant, PM, senior PM. But Chantelle saw something broken beneath the surface.

"We didn't really have people coming up through the ranks," she says. "We needed to grow our own and develop people from within."

Her solution? A 12-month cadetship program that's now the primary entry point into the department. Five years on, internal promotions are common and external recruitment pressure has eased significantly.

Breaking the one-PM-does-everything model

The concentration of responsibility in a single role was driving burnout. Chantelle's response was a hybrid pod structure that distributes tasks strategically – while keeping the client experience seamless.

"Clients like to have one point of contact," she says. But behind the scenes, the workload is shared. The full article reveals exactly how the pods operate.

What success actually looks like

Properties under management? That's only part of the story. Chantelle tracks a broader set of performance indicators – and one metric matters more than any number.

"A successful team looks like a happy team."

What you'll learn in the full article:

The Field Services Representative program: How a 12-month cadetship rotation builds talent from within
The hybrid pod structure: How responsibilities are distributed without fragmenting the client experience
Performance beyond portfolio size: The indicators that actually predict sustainable growth
Leadership without hierarchy: Monthly check-ins, growth plans, and the phrase Chantelle tells every team member

If you're rethinking how your PM department operates – or wondering why good people keep leaving – this framework offers a blueprint worth studying.

Read the full article.

ICYMI, last week: how to adapt your sales strategy when the traditional ‘location’ rules are being rewritten.

LENDING SPIKE

First home buyers are actively taking out loans. Photo: Getty

First home buyer mortgages hit record $608K

An 8.5% jump in a single quarter – the largest on record – has pushed the average first home buyer loan to $607,624. The government's expanded 5% deposit scheme is pulling more buyers in, but the value of loans is climbing faster than buyer numbers – a gap worth flagging with young clients.

TECH

Your buyers are running your IM through AI

One for the commercial agents: buyers are now uploading Information Memorandums to ChatGPT and asking AI to find the gaps. Samantha McLean shared this prompt at the Ray White Commercial Symposiums – it stress-tests your IM from a buyer's perspective, flagging missing financials, hidden lease clauses, and optimistic projections before they ever cross the desk.

HOW IT SOLD

Huntingdale factory sells for $1.924 million in six days - Image: Supplied

Lean marketing lands $1.9m in six days

Stefano Petsis partnered with Aston Commercial and focused on precise positioning rather than heavy promotion for this Huntingdale factory. The older standalone building's competitive value attracted 11 interested parties – and a $1.924 million result in just six days.

Agents across Australia and New Zealand are turning sales into stories. getailsa.com

CELEBRITY HOMES

Justin Baldoni has listed his Southern California property for sale. Photo: Sotheby's

Justin Baldoni lists Ojai estate for $12.7M

The ’It Ends With Us’ director and his wife Emily are asking AUD$12.7M for a 10-acre Southern California compound they bought for AUD$3M in 2020. The sale comes amid his ongoing and widely-publicised legal dispute with Blake Lively.

MOVERS + SHAKERS

Andrew Garland and Natascha Drexel-Munro. Photo: Supplied

Natascha Drexel-Munro steps up at Ray White Caloundra

The experienced agent joins Andrew Garland as co-Principal and Business Owner to lead the agency's next growth phase across the southern Sunshine Coast. More here.

Josh and Tegan O’Doherty. Photo; Supplied

The Agency expands into Lake Macquarie

Josh and Tegan O'Doherty bring their seven-person team covering both residential and commercial sales to the national brand, with Josh having been Belmont's leading agent for 30 years. More here.

Jellis Craig's inaugural Marketing Expo. Photo: Supplied

Jellis Craig hosts inaugural Marketing Expo

Over 500 team members gathered at Melbourne's Olympic Park for the event featuring 12 suppliers and experts alongside their first Sales Conference of the year. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Let me help you with that thought: “it's perfect, you're home, just buy it.” 🧠🔑

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🧮 From Position to Percentages: Adapting to the Yield-Hungry Interstate Investor

Elite Agent Editor — Thu, 12 Feb 2026 18:45:03 +0000

GOOD MORNING FROM ELITE AGENT 👋

The Taj Mahal in India was commissioned in 1632 by Emperor Shah Jahan as a mausoleum for his favourite wife, Mumtaz Mahal. It took more than 20 years to complete and involved thousands of artisans. It was, arguably, the ultimate Valentine’s Day present - a grand gesture of devotion expressed through property on a monumental scale. No listing presentation required, no cooling-off period, just a legacy that has endured for centuries.

Proof that real estate and romance have always gone hand in hand, even if most modern declarations of love come with far less marble.

In today’s edition of The Brief

Why a retired agent returned to a “white hot” Cairns market
Victoria is forecast to collect more property tax per person than any other state
ChatGPT has started testing ads, but for agents the real opportunity isn’t paid placement, it’s building a strong online presence so AI recommends you organically

Today’s read time: 6 minutes, 41 seconds

New to The Brief? Join us for free 🤝

PROFILE

Why this twice-retired agent came back

REMAX Cairns owner/broker Tony Williamson. Image: Supplied

Tony Williamson has retired from real estate twice. He's sold a major business. He's walked away with every intention of staying away. And yet in September 2025, he stepped back into a Cairns market that barely resembles the one he left behind.

The lifestyle business model

Tony, broker/owner at REMAX Cairns, isn't chasing scale this time. He's already built one of the biggest offices in the region. What drew him back was something different – a full-service office without the relentless churn of traditional agency.

"I just want to create a lifestyle job," he says. "Not going 100 miles an hour like most agents have to do."

But here's what most agents miss about this approach...

A market transformed

For years, Cairns sat outside the national spotlight. Then COVID reshaped the map.

"We're selling houses for $700,000 that three years ago were selling for $300,000, $250,000," Tony says.

The full article reveals what's really driving the surge – and why Tony believes Cairns still has room to run.

When yield beats the beach

Perhaps the biggest shift isn't price, it's buyer behaviour. Tony recounts watching an investor choose a sugarcane town property over absolute beachfront. The reason? One per cent better return.

"Back in my day it was all about position," he says. "He didn't care about the position. He bought on yield."

What you'll learn in the full article:

The attraction principle: Why decades of experience flip the prospecting equation entirely
The Harvey Norman comparison: What Tony says about how little time investors spend on $800,000 decisions
The Kurrimine moment: The auction comment that captures regional Australia's affordability shift
Cairns' trajectory: The infrastructure signals that suggest the city is maturing, not peaking

Tony's perspective bridges two eras of real estate – when position was everything, and when spreadsheets replaced sea views. His insights on adapting to this new buyer psychology are worth the read.

Read the full article.

ICYMI, yesterday we discussed the apprenticeship mindset that every agent needs.

TAX TALK

The Victorian Government is hitting homeowners hard. Photo: Getty

Victoria tops nation on property tax per person

Victorians are paying $2,120 per person in combined property taxes this year – more than any other state, according to a new Parliamentary Budget Office report. That figure rises to $2,400 by 2026-27, with land tax and stamp duty now accounting for 41.8% of state tax revenue. That's around $500 more per head than NSW.

MARKET

This Valentine’s Day, the data suggests the search for love may hinge as much on postcode as chemistry. Image: Getty

Valentine’s Day postcode: Why single men and women live worlds apart

Lakemba has 304 single men for every 100 women. Woollahra, meanwhile? Just 54. New analysis from Ray White shows the divide plays out across every decade: single men cluster near defence bases, industrial hubs and CBD apartments, while single women favour beaches, university towns and family suburbs.

ChatGPT ads launch with a $200K catch

OpenAI has started testing ads on ChatGPT, but the early beta requires a minimum US$200,000 spend – big-brand territory, not individual agents. The bigger story for your business: ChatGPT already recommends specific agents when users ask, based on your web presence. That part's still free.

HOW IT SOLD

Strategic marketing delivers four offers on Dubbo home - Image: Supplied

Past buyer outreach sparked four competing offers

Samuel Shooter from Dubbo Real Estate Agency contacted buyers who'd missed out on similar properties during earlier campaigns. That database-driven strategy, paired with social media and portal marketing over 66 days, generated four offers – the eventual $850,000 sale sitting $175,000 above Dubbo's median for four-bedroom homes.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Mark Zuckerberg is headed to Florida. Photo: New York Post

Zuckerberg joining Bezos on Miami's billionaire bunker

Mark Zuckerberg and wife Priscilla Chan are reportedly purchasing a waterfront estate on Indian Creek island for up to AUD$285M. The exclusive gated community – nicknamed "Billionaire Bunker" – already counts Jeff Bezos, Carl Icahn, and Tom Brady as residents.

MOVERS + SHAKERS

Hayley Sneddon. Photo: Supplied

Hayley Sneddon joins DiJones Southern Highlands

The experienced agent brings deep local knowledge to the Bowral office as the group continues expanding across NSW's sought-after lifestyle markets. More here.

The Harcourts Foundation has given a greant to Sunshine Butterflies. Photo: Supplied

Harcourts Foundation grants $5,000 to Sunshine Butterflies

The funding will transform accessibility at 'Our Backyard' by creating pathways connecting animal enclosures, gardens and activity hubs for the disability support charity. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Roses are red, clearance rates are high, I’ll love you forever… as long as you’re exclusive and signed for 90 days. ❤️🔑

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

⚖️ When confidence is expected, but honesty feels risky

Elite Agent Editor — Wed, 11 Feb 2026 18:45:04 +0000

GOOD MORNING FROM ELITE AGENT 👋

What does the Home Alone house in Winnetka, Illinois, the Fresh Prince mansion in Brentwood and The Dude's Venice apartment from The Big Lebowski have in common? They're not Hollywood sets - they're actual homes where real people live, sleep, and presumably get very tired of tourists taking photos.

Some have become pilgrimage sites. The Hocus Pocus house in Salem is now a museum you can walk through; The Groundhog Day Victorian in Woodstock, Illinois, still operates as the Cherry Tree Inn bed and breakfast and the Edward Scissorhands house in Lutz, Florida? It last sold in 2020 for US$230K – pastel paint job and all.

Something to mention next time a buyer says their dream home "only exists in movies."

In today’s edition of The Brief

Why grounded leadership builds more trust than people-pleasing ever could in real estate
ATO ruling may speed up inherited home sales
How to pivot into a real estate career

Today’s read time: 7 minutes, 13 seconds

New to The Brief? Join us for free 🤝

PROFESSIONAL DEVELOPMENT

The hidden cost of people-pleasing and why honest leadership is a competitive advantage

Marianne Hynes. Image: Supplied

Real estate rewards confidence, presence, and persuasion. But beneath the surface, many professionals are quietly softening truths to win listings, holding back in meetings, and absorbing pressure without complaint.

Transformational coach Marianne Hynes spent decades in performance-driven industries, and her debut book ‘Unmuted’ examines what happens when capable people stop waiting for permission to speak clearly.

The conditioning most agents don't recognise

Marianne was capable and driven, yet speaking up filled her with anxiety. Like many high performers, she approached it logically – presentation training, Toastmasters, professional development. What she didn't recognise was that the issue wasn't skill, but conditioning.

"I genuinely thought there was something wrong with me," she says.

The full article reveals what finally shifted her perspective – and why so many high achievers share this pattern.

The trust paradox in client work

In an industry where income is tied to approval, telling people what they want to hear feels safer. But Marianne sees a critical blind spot.

"Most clients are far more perceptive than we assume. They know when they're being managed rather than told the truth."

The best professionals she's encountered weren't the smoothest – they were the most grounded.

Small shifts that change everything

Speaking with clarity isn't about becoming louder. It's about being more direct – noticing when you soften a point, over-explain, or stay quiet to keep things smooth.

"These moments seem small," she says. "But repeated over time, they change what feels normal."

What you'll learn in the full article:

The "not-enoughness" cycle: Why hitting goals feels good momentarily then fades – and how to break the pattern
The body's response: What happens when emotions are pushed down long enough
People-pleasing vs. trust-building: The shift from managing clients to honest advice delivered with care
The energy starting point: Why Marianne's first recommendation isn't a communication framework

Your voice is one of your most valuable professional assets. This article shows you how to use it.

Read the full article.

ICYMI, yesterday we discussed the apprenticeship mindset that every agent needs.

TOGETHER WITH REA GROUP

Realestate.com.au app in ChatGPT. Image: Supplied

realestate.com.au launches its first real estate app for ChatGPT

realestate.com.au has launched its first dedicated app within ChatGPT, giving Australians a new, conversational way to search for homes without relying on traditional filters. The integration allows users to ask natural-language questions and receive live listings from realestate.com.au, displayed in a map view with photos, pricing, property details and agent information. Buyers can now refine searches in real time, save properties, contact agents or click through to the full listing on the platform.

Chief Product and Audience Officer Jonathan Swift said the uptake of AI tools is growing, particularly among younger buyers, making it important for listings to be accessible early in their search process.

Read more about REA’s ChatGPT launch here.

POLICY

Proposed ATO draft ruling could force families to sell inherited homes within two years to avoid capital gains tax, creating time-pressured estate listings. Image: Getty

ATO draft tightens inherited home tax rules

Estates still have two years to sell a deceased person's main residence CGT-free – but beyond that, draft determination TD 2026/D1 requires a beneficiary to have an express right to occupy under the will and actually live there. Tax advisers warn the stricter reading could push families to sell faster, meaning more time-sensitive estate listings and trickier conversations with grieving vendors.

BACK TO BASICS

Harrison Turner, First National Cleveland. Image: Supplied

Advice for career-changers entering real estate

Switching careers into real estate can look deceptively simple from the outside, but Harrison Turner’s experience tells a very different story. After leaving a compliance role in commercial law, he chose to enter the industry slowly, working under an experienced mentor rather than chasing fast wins. His view is blunt: real estate rewards discipline, patience and daily effort far more than confidence or shortcuts. For career-changers weighing the leap, he says it’s important to treat the new role like an apprenticeship.

HOW IT SOLD

Norman Park unit sells for $867,000 with six bidders - Image: Supplied

16 bids pushed this unit $57k past reserve

A targeted 29-day campaign by Macwell Property's Jason Bedwell generated 60 inspections and six registered bidders for a Norman Park two-bedroom. Jason – a qualified auctioneer – called the auction himself, with competitive bidding driving the final price to $867,000, some $57,000 above reserve.

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

Connaught Square townhouse. Image: Marsh & Parsons

Georgian townhouse on Blair's London square listed

When Tony and Cherie Blair needed a London base after Downing Street, they chose Connaught Square – cementing its status as one of the capital's most discreet A-list addresses. Now a six-bedroom Georgian townhouse on that same square is listed for £6.5 million ($12.7 million AUD). Five levels, private courtyard garden, and access to communal gardens that almost never come with London listings.

MOVERS + SHAKERS

Leo Edwards. Photo: Supplied

Leo Edwards pioneers digital real estate in coastal Victoria

The @realty agent has revolutionised property marketing in Inverloch through social media and digital platforms, maintaining an impressive 92% list-to-sale price ratio. More here

Ray White Victoria and Tasmania CEO Domenic Belfiore kicked off Launch 2026. Photo: Supplied

Ray White Victoria hosts record launch event

CEO Domenic Belfiore challenged 1,200 members to pursue market leadership while celebrating three consecutive record-breaking months and 18,000 settled sales in 2025. More here

REA announces winners of 2025 Excellence Awards

REA Group has announced the winners of its 2025 REA Excellence Awards, recognising standout agencies, teams and individuals across Australia’s property industry.

OC Real Estate claimed both Residential Agency of the Year and Property Management Team of the Year, while RWC Bayside was named Commercial Agency of the Year.

CADRE won Game Changer of the Year and Equality Media + Marketing took out Contribution to Local Community.

In the individual categories, Hayley Van de Ven (REMAX Results) was named Most Influential Woman in Property, with Belinda Kolstad (Smart Real Estate) awarded Rising Star of the Year. More here

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

When a client introduces you to their friends as their agent, you suddenly feel like a local celebrity. No spotlight, no speeches … just a small reminder that reputation travels faster than you do. ✨😌

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🧙 The Daily Habits Behind Real Estate’s Quiet Achievers

Elite Agent Editor — Tue, 10 Feb 2026 18:45:03 +0000

GOOD MORNING FROM ELITE AGENT 👋

Ever wonder why cathedrals make you feel philosophical while your cozy home office keeps you focused on spreadsheets? Scientists have uncovered what they call "The Cathedral Effect" – rooms with soaring 3-metre ceilings actually trigger more abstract, creative thinking patterns in our brains, while lower ceilings activate detail-oriented, practical thought processes.

University of Minnesota researchers discovered this fascinating ceiling-brain connection, proving that spatial dimensions literally change how we think. It's not just aesthetic preference; it's a neurological response. High ceilings expand mental horizons while lower ones narrow focus.

We’re no longer just selling square meters – we're selling the psychological experience of space itself. 🤔

In today’s edition of The Brief

Top agents succeed by focusing on simple daily actions, not big promises, treating real estate like an apprenticeship rather than a quick win
How breaking big income goals into simple daily actions separates million-dollar businesses from wishful thinking
Why housing costs keep rising despite rate hikes, and what that means for agents navigating affordability pressure

Today’s read time: 6 minutes, 16 seconds

New to The Brief? Join us for free 🤝

FEATURE

Why top agents think like apprentices

Sam Owen. Photo: Supplied

Real estate attracts dreamers chasing uncapped earnings and flexible schedules. But the agents who actually build million-dollar businesses understand something most don't. Success is about small, daily actions that most people find boring.

The calculator, not the vision board

When an agent tells performance coach Sam Owens they want to earn $500,000, he doesn't start with motivation or mindset. He starts with mathematics. Sam has developed a reverse-engineering formula that transforms overwhelming goals into manageable daily habits.

"We reverse engineer their goal," Sam explains.

The full article breaks down exactly how 20 daily connects leads to a half-million-dollar income – and why most agents never do the math.

Two years before you earn your stripes

The agents who last approach their first years differently than you'd expect. Instead of rushing toward independence, they think like tradespeople entering an apprenticeship.

"If you were going into a trade industry, you'd expect a two-year apprenticeship before going out on your own," Sam says.

The article explores what that apprenticeship actually looks like – and why it creates agents who hit the ground running.

The one thing that beats charisma

Natural people skills help, but Sam reveals what actually differentiates new agents in a crowded market. Hint: it's something most agents have access to but never bother mastering.

What you'll learn in the full article:

The $500k formula: How to reverse-engineer any income goal into a specific number of daily phone calls
The open home reconnaissance method: Why Sam tells agents to visit different agents opens – and exactly what to look for
From salesperson to adviser: The value-based contact approach that builds relationships over years, not transactions
The personal drivers conversation: Why Sam's first meetings often don't mention real estate at all

Sam's approach runs counter to how most people think about real estate success. The full article reveals why agents focused on leading indicators - not big wins - are the ones still standing in five years.

Read the full article

ICYMI, yesterday we found out why door knocking is making a comeback.

TOGETHER WITH AUSSIE FOR AGENTS

Aussie's GM of Agent Services, Rhett Dallwitz with Stockdale & Leggo CEO, Charlotte Pascoe. Photo: Supplied

Aussie partners with Stockdale & Leggo

Agents across Stockdale & Leggo's 30 offices now have access to Aussie Home Loans' 5+ million customer base and VPA-free listings on Aussie's property search platform. The deal also includes a 'Buy Now, Sell Later' solution - vendors can buy their next home first, with Aussie handling the finance, helping agents secure the listing.

Find out more about the partnership here.

PRICE PRESSURE

Rising rents are driving inflation. Photo: Getty

Rate hikes may be making housing costs worse

Housing costs rose 5.5% over the year – the largest contributor to inflation - yet the RBA's rate hikes may actually be entrenching the problem. Ray White Chief Economist Nerida Conisbee points to a 28% drop in investor loans since rate rises began, while rents jumped 18.3% nationally. She believes rate hikes can't fix a supply shortage.

AI SKILLS

Seven AI skills real estate agents need for 2026

Elite Agent founder Samantha McLean identifies the critical AI capabilities that will differentiate successful agents in the coming year. "If you think you can compete with other agents based on information and convenience in 2026, I would say you are mistaken," she warns. From preventing AI hallucinations to building automated workflows and knowing when human judgment trumps technology, her practical guide to developing AI literacy beyond just chasing the latest tools is worth a few minutes for forward-thinking professionals.

HOW IT SOLD

Pacific property buyers secures $43m Rose Bay site - Image: Supplied

$43m development site secured off-market

Albert Sassoon leveraged 25 years of Eastern Suburbs relationships to amalgamate three Rose Bay properties into a 1,400sqm development site.

Read the full story

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

YouTuber Cody Ko has sold Reese Witherspoon's former home. Photo: Realtor.com

Reese Witherspoon's former Malibu retreat lists for $14.5M

The Malibu compound once owned by Reese Witherspoon is back on the market - this time listed by YouTuber Cody Ko for US$14.5M. The 1.86-acre estate near Zuma Beach includes a recording studio, horse barns, and a chicken coop. Before Hollywood moved in, it operated as a wedding venue.

MOVERS + SHAKERS

Janine McDonald. Photo: Supplied

Janine McDonald joins Harcourts Solutions

The established Alderley agent brings 28 years of local expertise to the brand while remaining in the same location to continue serving her community. More here.

Angus Ferguson, Thomas Georgiou, Joel Tomaino. Photo: Supplied

Thomas Georgiou joins FOUNDIT

The buyer's agent veteran with 22 years of experience will head their national Buyer Agent Services and launch the new Buyer's Agent Academy. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Not every breakthrough comes from a spreadsheet. Some come from doing something mildly ridiculous, like jumping into the pool in your work clothes or dancing online and surviving it. 🏊‍♂️ 🕺🏻

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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Imagine Potential 🚀

🚪 Door Knocking, Discipline and Doing the Work: Real Estate’s Reset

Elite Agent Editor — Mon, 09 Feb 2026 18:45:03 +0000

GOOD MORNING FROM ELITE AGENT 👋

There’s “quirky floor plan” and then there’s the Winchester Mystery House. This California mansion has around 160 rooms, 2,000 doors and 47 staircases, including several that go absolutely nowhere. One ends at a ceiling. Another opens onto a sheer drop. It’s less open-plan, more open-question. Built by Sarah Winchester over 38 years, construction ran day and night until her death in 1922. Legend says she was trying to confuse ghosts. Historians suggest she had vast wealth, plenty of time, and a genuine enthusiasm for building without ever committing to a final layout.

Either way, it’s the sort of listing that would make even the calmest agent pause during a walkthrough. It’s also a reminder that floor plans matter. A lot. And, staircases to nowhere are a harder sell.

In today’s edition of The Brief

Old-school fundamentals like value-led door knocking are what now separate agents
Why the wealthiest will benefit from the CGT discount
Jeff Turner and Peter Brewer debate: Is the traditional office dead?

Today’s read time: 6 minutes, 42 seconds

New to The Brief? Join us for free 🤝

INSIGHT

Why door knocking is making a comeback

Molly Gibbons, Performance Coach Harcourts Tasmania. Image: Supplied

In a market saturated with AI scripts and automated outreach, one performance coach is betting on something far less flashy … and far more effective. Molly Gibbons, Performance Coach for Harcourts Tasmania, has watched the post-COVID correction expose gaps in skill that were masked when listings came easily. Her prescription? A disciplined return to fundamentals.

The unexpected opportunity

With scam calls and auto-diallers eroding phone trust, Molly sees physical presence quietly regaining credibility. "People answer the door and think, 'Oh, you're a real person,'" she says. "That matters now more than it did five or ten years ago." But here's what most agents miss – there's a specific approach that separates valuable connection from being a pest. The full article reveals the exact framework.

Why shortcuts no longer hold up

"This is about the professionalisation of the industry," Molly says. "We're at a point where shortcuts don't hold up anymore." She's guided more than 70 agents through Tasmania's demanding licensing process in the past year – and what she's discovered about agents who last versus those who wash out is instructive for anyone building a career.

The AI compliance risk few are discussing

With pet laws, furniture anchoring requirements, and incoming anti-money laundering regulations changing fast, Molly has a pointed question for agents relying on AI-generated content. The answer exposes a liability most haven't considered.

What you'll learn in the full article:

The value-first door knock: The exact approach Molly uses to introduce herself without asking for anything
The training mindset shift: What separates agents who last from those who wash out in year one
The AI compliance gap: Why publishing whatever AI generates could be your biggest risk
The confidence formula: How "trained experience" builds trust that shortcuts can't replicate

Molly's message is direct – there's no magic wand, and a few social posts won't replace showing up. The full article breaks down exactly what "doing the work" looks like in 2025.

Read the full article.

ICYMI, yesterday: The leadership shift transforming real estate offices.

TOGETHER WITH SOCO REALTY

Ashley Goodchild, SOCO Realty. Image: Supplied

PM leader swaps wellness perks for telehealth

Burnout and staff turnover continue to challenge property management businesses, prompting some leaders to reassess how they support staff wellbeing. Ashleigh Goodchild, founder of PM Collective and director of SOCO Realty, says traditional perks often fail to address the daily pressures property managers face. Her agency has instead introduced accessible telehealth for staff, removing time and cost barriers to basic healthcare. Early uptake suggests that when healthcare is easy to access, teams are more likely to use it, with benefits for employees, clients and business performance alike.

CGT discount to cost $247B in next decade

Almost 60% of this year's capital gains tax discount will flow to the richest 1% of earners – while under-35s get just 4%. New Parliamentary Budget Office figures also project the policy costing $247 billion through to 2035, exceeding its entire 25-year total.

THOUGHT LEADERS PODCAST

Two veterans debate whether the office will survive

Your lease renewal might be the biggest strategic question you face this year. In Edge Case's latest debate, Jeff Turner argues the traditional office should die – unless it becomes a community hub. Peter Brewer counters that there's no "traditional" office when you're talking about 30,000 wildly different Australian businesses.

HOW IT SOLD

Strategic launch drives Wonga Park sale in seven days - Image Supplied

The Thursday tactic that beat a 115-day average

Carl Payne of Barry Plant Lilydale held back his listing to assess competing inventory before the weekend rush. The deliberate mid-week launch drew four offers within seven days, pushing a Wonga Park family home $61,000 above its $1.2–$1.3 million guide to $1,361,000. In a market where four-bedroom homes typically sit for 115 days, this one sold in a week.

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

Leanne Ford has listed her Venice home. Photo: Compass / Reid Rolls

HGTV's Leanne Ford lists Venice compound for $6.3M

The "white-on-white" queen has put her Venice Beach property on the market for AUD$6.3M. HGTV's Leanne Ford bought the compound after the Palisades Fire destroyed her Rustic Canyon home – and promptly transformed it into another signature project. Those 14-foot ceilings and skylit guest house are worth the scroll.

MOVERS + SHAKERS

David Highland speaking at the Highland Annual Kickstart Conference. Photo: Supplied

Highland hosts annual Kickstart Conference

The team gathered at InterContinental Double Bay with speakers Josh Phegan and Simon Cohen, while CEO David Highland emphasised finding opportunities in challenging markets. More here.

Jamie-Lee Billerwell. Photo: Supplied

Jamie-Lee Billerwell joins Ray White Queensland

The property management expert with 15 years experience takes on the role of Network Specialist - Property Management Growth after running her successful consultancy across three countries. More here.

Success doesn’t rest on weekends!
Get the latest on top agent and agency moves every Sunday with our weekly roundup in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

You can feel the moment coming. Big smiles. Big dreams. Tiny borrowing capacity. 😬🏦

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.

Imagine Potential 🚀

👥 From Boss to Builder: The Leadership Shift Transforming Real Estate Offices

Elite Agent Editor — Sun, 08 Feb 2026 18:45:03 +0000

GOOD MORNING FROM ELITE AGENT 👋

In the 1600s, glass windows were so expensive they were treated like furniture. Wealthy landowners would literally remove them and take them along when they moved between estates. Only the grandest rooms earned glass and everyone else made do with oiled cloth or timber shutters. It wasn’t until the 1800s that glass windows became a standard feature in homes. So next time a buyer complains about dirty panes or “too much natural light”, remember: windows used to be a luxury item worth packing up and moving house with.

In today’s edition of The Brief

Busy agencies rely on control and hustle; mature ones build leadership
Defence puts rare inner-city sites on the market
What a vendor sees when they search you isn’t the version you think

Today’s read time: 7 minutes, 2 seconds

New to The Brief? Join us for free 🤝

LEADERSHIP

What separates busy agencies from mature ones

Christopher Mourd, McGrath’s Head of Franchise Services. Image: Supplied

Chris Mourd has a front-row seat to what's working in real estate – and what isn't. As McGrath's Head of Franchise Services, overseeing offices across the Eastern Seaboard, he's noticed a growing mismatch between how many agencies are still led and how the business is now structured.

The control problem

The traditional command-and-control model remains common, particularly among smaller independents. But Chris believes it struggles to hold up once a business starts to grow. The solution? Building leadership capacity inside the organisation – people who are entrepreneurial, invested, and prepared to take responsibility for developing others.

What that actually looks like in practice is where it gets interesting.

The principal's dilemma

Many agency owners are strong operators whose identity and earnings are tied directly to transactions. Stepping back can feel risky, even counterintuitive. But Chris argues it's often the difference between a business that stays busy and one that actually matures.

He's seen principals deliberately reduce their own production – and what happened next might surprise you.

The training trap

"You should never practise on clients," Chris says.

That belief underpins his approach to developing newer agents. The old model – give someone a desk, a phone and a target and see who survives – no longer holds. But the alternative isn't just more training. It's a structural shift in how teams operate.

What you'll learn in the full article:

The leadership capacity framework: How to scale authority, culture and decision-making across a broader footprint
The production paradox: Why reducing your own output can actually grow revenue, capability and resilience
Team-based development: The model that builds confidence without early-career damage to client relationships
Standards over slogans: The small, visible signals that actually build culture

Chris's view is that leadership in real estate is shifting from control to responsibility. The full article reveals what that looks like in practice.

Read the full article.

ICYMI, last week: Why you don’t need to win every listing to build a winning career.

DEFENCE PROPERTY

The government is planning to sell some of its military properties. Photo: Getty

Victoria Barracks among 67 defence sites for sale

Sixty-seven defence properties are heading to market – including Victoria Barracks sites in Sydney's Paddington, Melbourne, and Brisbane. The federal government's targeting $1.8 billion from the sell-off as the ADF shifts focus to northern bases. Inner-city government land in three capitals doesn't come up often.

TECH

AI shows strangers a different version of you

When you search yourself on ChatGPT, it tells you what you want to hear – it knows you. When a vendor searches you tonight before your listing appointment, they get an unfiltered view. Samantha McLean has a two-minute prompt to see exactly what they're seeing. It’s definitely worth running before your next pitch.

HOW IT SOLD

Bondi retail shop exceeds expectations at $830k - Image Supplied

Tiny Bondi shop sells for $830,000

At roughly $25,000 per square metre, this 33-sqm Bondi Road retail shop shows what scarcity does to prices. The property drew multiple expressions of interest before selling at $830,000 to a local business operator. Agent Nicholas Armstrong-Smith secured the result for a repeat vendor using a multi-channel campaign.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Filmakers Emrhys Cooper and Donal Brophy are selling their mountain home. Photo: Craig Bernardi Photography

"James Bond villain meets exiled Italian count" – that's how filmmakers Emrhys Cooper and Donal Brophy describe their Idyllwild mountain retreat, now on the market at AUD$2M. The couple gutted a 1973 residence and rebuilt it as a three-bedroom cinematic escape perched 6,000 feet up with views of Mount San Jacinto. The cedar spa they used on snowy winter nights and all the furniture is also included.

MOVERS + SHAKERS

Ray White Rockhampton unveils new leadership structure

Riley Neaton will now share leadership with Cassie Sparks, Charlie McCarron and Melinda Kirby as the business continues its market dominance across Central Queensland. More here.

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AGENTS ON SOCIAL

Buyers start quietly arguing. “I love it.” “I hate it.” “It has potential.” “It has mould.”

The agent stands nearby, staring at a brochure, bravely pretending none of this is happening. We’ve all been there. 🤦🏻‍♀️🤷🏻‍♂️

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day!

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