GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

The word "Condominium" (our modern strata unit) comes from the Latin words Con (Together) and Dominium (Ownership). Centuries before it meant sharing a lift or splitting a capital works levy with your neighbours, it was a grand legal term for "joint sovereignty", meaning multiple kings, queens, or empires jointly ruling as absolute monarchs over the exact same piece of land.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Tax revolt: business alliances fight CGT laws

• Why skipping prospecting is selfish

• Worst-performing suburbs of 2016 are now the biggest winners

Today’s read time: 5 minutes, 50 seconds

New to The Brief? Join us for free 🤝

PROSPECTING

Tim Smith. Image: AREC

The unselfish mindset driving a $7 billion real estate empire

Most agents see prospecting as a necessary evil … Tim Smith sees it as a moral obligation. As leader of California’s top Coldwell Banker team with $7 billion in career sales, he believes the biggest hurdle in real estate isn’t fear, it’s selfishness.

He has completely reframed the industry's most avoided activity, arguing that skipping out on lead generation means choosing your own comfort over the people you have the power to help and to bridge the gap between service and success, he relies on a deceptively simple mathematical formula: averaging just one listing appointment per week across forty-two working weeks.

Factor in conversion rates and the natural referral flow that follows, and that steady baseline predictably yields a $6.6 million annual income, proving his core philosophy: "No matter the question, prospecting is the answer."

The secret to hitting those numbers lies in changing the conversation entirely. Instead of bluntly asking homeowners if they plan to sell, Tim uses a subtle linguistic shift that lowers defensive walls and uncovers hidden opportunities, asking instead if they have had "thoughts of selling."

His daily routine demands exactly fourteen of these high-value conversations to keep the pipeline moving.

When he isn't on the phone, Tim focuses on bold, hyper-creative brand building that pulls clients to him - his track record includes a viral $2,200 rap video spoof that racked up 35.2 million views and generated massive buyer interest, alongside brilliant geofencing campaigns targeted at private jet centres.

The results speak for themselves: that targeted campaign successfully found a buyer who had been searching for the perfect property for twenty years, proving that highly focused marketing makes listing appointments happen without the cold calls.

What you'll learn in the full article:

• The one-appointment model: The exact conversion rates and maths behind Tim's $6.6 million income formula

• The language shift: Two follow-up questions that surface hidden listing opportunities

• The 14-conversation formula: How Tim structures his daily prospecting (5-5-4)

• The confidence interval rate: How Tim priced a property $13.5 million higher than competitors suggested – and sold it in thirty-three days

Tim still makes prospecting calls every day. After $7 billion in sales, he comes back to the same thought: choosing not to have those conversations means choosing not to help.

Read the full article

ICYMI yesterday: Why your database is the new ‘open home’

TOGETHER WITH BIZCOVER

EOFY is an opportunity for real estate agencies to review operational processes, cyber security, and insurance coverage. Photo: Getty

EOFY is the right time to audit your agency's operational and cyber risks

Real estate agencies are prime targets for cybercriminals due to the volume of sensitive financial and personal data they handle daily, and EOFY represents a practical opportunity to review more than just the numbers. Insurance provider BizCover says agencies that have grown, restructured or adopted new technology over the past 12 months may have developed operational gaps and compliance exposures that their current processes and insurance cover no longer adequately address.

A practical review should cover three areas: whether internal documentation and handover processes are still fit for purpose, whether access permissions and cyber hygiene measures have kept pace with new platforms and staff changes, and whether existing insurance policies — including Professional Indemnity, Public Liability and Cyber Liability — still reflect the way the business actually operates today.

BizCover enables real estate professionals to compare multiple insurance quotes online from leading Australian insurers.

TAX

David Alexander, Chief of Policy and Advocacy, ACCI. Image: LinkedIn

Peak bodies unite to block Chalmers' 'rushed' CGT overhaul

An unprecedented alliance of Australia’s most powerful business groups has launched a fierce campaign to demand Parliament reject the Federal Government's capital gains tax changes, warning the policy will permanently damage the nation's economic competitiveness. Fronting a critical two-day Senate inquiry in Canberra, industry leaders cautioned that fast-tracking these complex laws will inevitably stifle productivity and crush business investment.

LONG-GAME WINNERS

Broadbeach, Queensland, another standout in the report, saw its housing market experience a massive 249% price turnaround over the last decade. Image: Getty

Decade's worst suburbs now posting 271% gains

Tallebudgera Valley houses crept up just 16% between 2006 and 2016 – then jumped 271% in the decade since. New REA Group data reveals a pattern: suburbs that recorded the weakest 10-year growth ending 2016 have since become some of the country's top performers. Brisbane, Adelaide, and regional Queensland lead the list.

MARKET SHIFT

More homes for sale, fewer to rent

Sales listings are piling up with a substantial 607,000 active properties nationally, while rental stock heads completely the other way. In Sydney alone, available leases dropped a significant 9.8 per cent over the past year. Ray White Chief Economist Nerida Conisbee warns this gap could widen even further as recent Federal Budget changes systematically push investor owned properties toward owner occupiers.

HOW IT SOLD

Multiple competitive offers for Noble Park unit after 15 days on market: Image supplied.

42 inspections became eight offers in 15 days

A two-bedroom Noble Park unit sold for $564,500 – 10% above the vendor's initial expectations. Laura Voinea of McGrath Keysborough prepared contracts upfront and used buyer declaration forms to position all bidders to submit their absolute walk-away figures. Strong first-home buyer demand did the rest.

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

CELEBRITY HOMES

Chris Evans lists his Hollywood Hills home for A$8.96 million as he relocates to the East Coast with his family. Photo: christiesresocal.com

Captain America cashes out

The Marvel star is heading back to the East Coast after more than a decade in LA, listing his hilltop retreat for US$6.4 million (A$8.96 million). Bought for US$3.52 million in 2013, the superhero era, it seems, is officially over.

AGENTS ON SOCIAL

In real estate, the first person hired is usually the agent's partner. The last person paid is also the agent's partner. 🤵🏼‍♂️🪧

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

TRUE OR FALSE:

The word "Condominium" (our modern strata unit) comes from the Latin words Con (Together) and Dominium (Ownership). Centuries before it meant sharing a lift or splitting a capital works levy with your neighbours, it was a grand legal term for "joint sovereignty", meaning multiple kings, queens, or empires jointly ruling as absolute monarchs over the exact same piece of land.

And the answer is …

TRUE. If you think dealing with a modern strata committee is dramatic, it’s nothing compared to the original "condominiums." Centuries before it meant sharing an apartment block, a condominium (circa 1700) was a high-stakes geopolitical tool used by the crowns of Europe to prevent all-out war. When two rival monarchs laid claim to the exact same piece of land, they would declare a "Condominium"—an agreement of absolute joint sovereignty. With no borders drawn down the middle, both rulers had to govern the exact same soil together, turning the territory into a shared royal kingdom.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

With a ‘usufruct’, you can live in a property, rent it out, and collect the income from it, even though you don’t actually own the property, and you can’t sell it.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• The database is the new ‘open home’

• Tassie's Stamp Duty cut-off: market 'mayhem' as exemption ends

• House prices slide in Sydney

Today’s read time: 5 minutes, 40 seconds

New to The Brief? Join us for free 🤝

DATABASE-LED SELLING

Benjamin Dax, Woodards Sales Director & Auctioneer (Carnegie, Vic). Image: Supplied

When database quality beats marketing spend

In a shifting market where marketing noise is increasing but conversion is tightening, Woodards Carnegie agent Ben Dax argues the real competitive advantage is no longer spend - it’s systems. “There are very few campaigns now that don’t start pre-portal,” he says, pointing to a growing trend where properties are being tested with buyers well before they ever reach a portal listing.

For many agents, he suggests, the mistake is still treating marketing as the main event, when in reality it has become a secondary layer to database execution.

At the centre of that shift is discipline, not scale, with Ben arguing that most agents underestimate how much their results are determined by what goes into their systems rather than what comes out of their marketing.

“The quality of data going in makes a massive difference because it’s a pain in the neck to do it, and so sales agents often don’t do it properly,” Ben says.

His view is that most agents underutilise their own databases, missing opportunities hidden in poor data hygiene, inconsistent follow-up, and undervalued buyer feedback loops.

Increasingly, the strongest campaigns are being built on relationships that already exist, not audiences bought at scale.

That shift is also reshaping what separates high performers from the rest of the field.

“I think we’re seeing a shift from the best marketer wins model to the best relationship builder wins model,” Ben says. In practice, that means trust built in person - particularly at inspections and early buyer interactions - is now outperforming polished campaigns.

As marketing parity increases across agencies, the agents winning listings are those treating every database interaction as a conversion moment, not just a record in a CRM.

What you'll learn in the full article:

• The $55,000 off-market calculation: How one vendor discovered the true cost of chasing a traditional campaign premium

• Real-time pricing methodology: Why Ben's team starts with active buyers, not historical sales – and the exact conversation that follows

• The unsubscribe call strategy: How treating opt-outs as a call list is surfacing future sellers

• Buyer experience innovations: From signature scents to pre-auction Zoom calls, the details creating differentiation

Read the full article

ICYMI last week: AI gone rogue - when property photos stop matching reality

TOGETHER WITH … Elite Agent!

Last call: Insiders at $297 ends TODAY!

Tomorrow, Elite Agent Insiders goes from $297 to $397 a year (monthly moves from $29.70 to $39.70). Already a member? Nothing changes for you – you're locked in at your current rate.

If you've been on the fence, here's what's actually inside:

• Ailsa+, the full AI toolset – listing copy, AI buyer personas, DISC client profiling, social content, and professional AI headshots

• Monthly live calls – live Q&A and accountability with Samantha McLean, restarting Thursday 2 July, stay up to date with everything new

• The members' WhatsApp community

• 4 Elite Agent credits to spend across the platform each year (including AILSA)

• Half an hour with Sam, 1:1 – join annually, and we'll spend 30 minutes working on your own AI strategy.

At $297, the whole thing works out to 81 cents a day. You've spent more than that on a coffee you didn't finish.

From tomorrow, it's $397.

Join Insiders before the price rises →

TAS POLICY

Richard Bailey, Property Partner, The Agency Northern Tasmania. Image: Supplied

Tasmania scraps stamp duty break for first buyers

June 30 is the deadline, but the fine print has caught agents off guard: Tasmania's first-home buyer stamp duty exemption is tied to settlement date, not exchange, meaning new contracts can't qualify in time. The concession saved up to $28,900 on homes under $750,000. Richard Bailey from The Agency says some existing deals will now fall over as buyers scramble to cover the gap. This decision stands in stark contrast to the ACT, where the territory government is doing the exact opposite by completely abolishing stamp duty for first-home buyers from July 1.

MARKET DROP

Sydney's median house price has fallen by $75,000 in a single quarter. Image: Getty

Sydney house prices drop $75k in three months

The city's median slid from $1.56 million to $1.485 million over the March quarter – the steepest percentage fall in seven years. Primara Research says it's entirely demand-driven: house sales volume crashed 39% as two rate hikes landed in Q1 alone. With a third hike already hitting in May, researcher Peter Drennan says Q2 is "unlikely to look any different" – though some banks are now forecasting cuts, which could flip the script fast.

HOW IT SOLD

Tim Allen secures off-market Bli Bli house for Brisbane based investors: Image supplied.

48 hours from assessment to signed contracts

Before even showing his clients the Bli Bli property, Tim Allen from IPS Buyers Agents had a builder and private certifier confirm the 762-square-metre block could accommodate a granny flat. That groundwork, plus aggressive terms including a 5-day building and pest clause and 21-day settlement, secured the $943,867 off-market deal for his Brisbane-based first-time investors.

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

CELEBRITY HOMES

Yolanda Hadid relists her Pennsylvania farm - where Gigi and Bella Hadid trained as equestrians. Photo: thegambinogroup.com

Yolanda Hadid reopens doors to “wellness sanctuary” after sale falls through

The Pennsylvania estate where Gigi and Bella Hadid first learned to ride has hit the market again at US$10.8 million (A$15.1 million) after falling to sell last year. Yolanda called the delay "a gift" - extra time to soak up the serenity before handing over the reins.

MOVERS + SHAKERS

Tina Sander is inducted into the Harcourts Hall of Fame at the HX 2026 International Awards Gala Dinner, recognised for her nearly two decades of contribution to the global network. Photo: Supplied.

Tina Sander inducted into Harcourts Hall of Fame at HX 2026

The regional Queensland leader and mentor was honoured for nearly two decades of contribution across the global Harcourts network. More here.

Bill Malouf, David Highland, David Malouf and Sam Schumann. Photo: Supplied.

Sam Schumann named Equity Partner at Highland Double Bay Malouf

The promotion comes just 12 months in, off the back of 44 transactions totalling $112.7 million. 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 can talk property in any situation … bushfires, awkward family dinners, even a power outage. In fact, even a kidnapping attempt might pause briefly for a quick rundown on recent comparable sales. 🪢 🗣️

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

TRUE OR FALSE:

With a ‘usufruct’, you can live in a property, rent it out, and collect the income from it, even though you don’t actually own the property, and you can’t sell it.

And the answer is …

TRUE. A usufruct is a legal right that allows someone to use and benefit from a property they do not own. In simple terms, the “usufructuary” can live in the home, rent it out, or earn income from it and enjoy the benefits (often called the “fruits” of the property), but they cannot sell or transfer ownership of the property itself. The legal ownership remains with the “bare owner,” and the arrangement is usually temporary — commonly lasting for a fixed term or for the lifetime of the usufruct holder. This concept is most commonly used in civil law countries, especially across France, Spain, Italy, Portugal, and many Latin American nations, including Mexico and Argentina). It is also found in parts of Louisiana (USA).

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

A “Snickelway” is a contemporary architectural term used to describe open-plan townhouse designs that maximise light, space, and indoor-outdoor flow.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• When property photos stop matching reality

• Half of family income now goes to mortgage repayments

• Population growth far exceeds new housing delivery

Today’s read time: 5 minutes, 30 seconds

New to The Brief? Join us for free 🤝

AI GENERATED MEDIA

AI visualisation of a potential lifestyle opportunity, subject to Gold Coast City Council approval.

Those horses weren't real, but the lesson is

Property marketers are rapidly embracing AI-generated imagery, but Elite Agent's Samantha McLean argues the issue is not the technology itself - it's how and where it is used.

Her comments follow a Brisbane listing that attracted national attention after a hero image showed horses and stables that did not actually exist on the property. While the agent involved said the image was intended to illustrate a potential lifestyle opportunity, Samantha warns that intention is not the legal test.

As principal solicitor Emily McMullan explained: "Under Australian Consumer Law, property advertising cannot be misleading or deceptive, and that covers the words, the images, the medium and the overall impression."

Samantha argues that if a buyer visits a property and feels misled by what they saw in the marketing, the campaign has already crossed a dangerous line.

She also cautions agents against focusing on proposed NSW rental advertising penalties in the AI debate, noting that the widely reported $22,000 fines relate to rental reforms that are not yet law and do not apply to property sales and she argues this distracts from the more immediate risk already in place under Australian Consumer Law, where misleading AI-altered imagery in sales campaigns can attract far greater penalties, including fines running into the millions for serious breaches.

Despite the controversy, Samantha explains AI has an important role in real estate when used transparently and in one-to-one conversations with buyers and vendors.

"The public listing or advertisement is a factual document, not a mood board."

Her advice to agents is simple: use AI to demonstrate possibilities, not realities, and ensure anything that is not real is clearly labelled as such. To that end, ongoing education for agents is critical, particularly as AI tools become more widely used in campaign creation and marketing workflows.

”Use the tool. Tell the truth. Train your people.”

What you'll learn in the full article:

• The McMullan test: The simple standard that determines whether any image crosses the line

• The real penalty exposure: Why $22,000 is the small end of the stick, not the ceiling

• The portal vs consult rule: Where AI visualisation creates value instead of risk

• The ten-minute team meeting: Two things to implement this week that could save your brand

Read the full article

ICYMI yesterday: The AI Sprint recap: Practical ways agents can win listings

TOGETHER WITH … Elite Agent!

Last call: Insiders at $297 ends Monday

On Tuesday, Elite Agent Insiders goes from $297 to $397 a year (monthly moves from $29.70 to $39.70). Already a member? Nothing changes for you – you're locked in at your current rate.

If you've been on the fence, here's what's actually inside:

• Ailsa+, the full AI toolset – listing copy, AI buyer personas, DISC client profiling, social content, and professional AI headshots

• Monthly live calls – live Q&A and accountability with Samantha McLean, restarting Thursday 2 July, stay up to date with everything new

• The members' WhatsApp community

• 4 Elite Agent credits to spend across the platform each year (including AILSA)

• Half an hour with Sam, 1:1 – join annually, and we'll spend 30 minutes working on your own AI strategy.

At $297, the whole thing works out to 81 cents a day. You've spent more than that on a coffee you didn't finish.

From Tuesday, it's $397.

Join Insiders before the price rises →

FINANCIAL STRESS

NSW remains Australia’s least affordable housing market, with mortgage repayments consuming 58.4% of median family income. Image: Getty

Mortgage repayments hit record half of family income

Two RBA rate hikes in as many months have pushed the average mortgage to $5,927 a month, which is now consuming a record 50.8% of median family income. That's erased three quarters of the affordability gains made throughout 2025. NSW remains the toughest market at 58.4%, and first home buyer loans fell 20.4% over the quarter.

HOUSING SUPPLY

Unprecedented demand has pinned residential vacancy rates to a critical 1.2% baseline, as the influx of permanent and long-term arrivals outpaces net new builds by nearly three to one. Image: Getty

Migration outpaces housing supply three to one

For every new home added to Australia's housing stock, nearly three long-term migrants arrive. Fresh ABS data shows net housing supply hit 174,500 dwellings over the 12 months to March 2026 – while net arrivals reached 489,300. And we're actually building 14.6% fewer homes than we were a decade ago.

HOW IT SOLD

Off-market Mosman sale saves vendor $15k | Jeremy McPherson: Image supplied.

The $15k saving that started next door

After selling 16/22 Mosman Street, Jeremy McPherson had 20 buyers still searching in his database. He pitched the owner of apartment 35 on an off-market campaign – and two weeks later, it sold for $835,000 with no staging required. The vendor saved $15,000 in marketing while also achieving $15,000 above the earlier sale.

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

CELEBRITY HOMES

Prime Minister Anthony Albanese's former Newtown home is now on the market. Photo: Supplied

Albo's former Newtown home hits the market

When Anthony Albanese sold his Newtown terrace in 2006, he gave the buyers the essentials – bin night schedule and a tip to order the "baby cone" at the local ice cream shop. (Apparently, he was right – three scoops.) The double-fronted home is now on the market for the first time in two decades, with Albo's former home office still intact.

MOVERS + SHAKERS

Chris Antos, Simon McGuire, Ben Faulks, Alex Smith, Frank Giorgi. Photo: Supplied

RWC Canberra acquires Sentia to create ACT's largest commercial team

The entire Sentia team will join RWC Canberra's Braddon office from July, forming the ACT's largest commercial sales and leasing team with more than 1,500 tenancies under management. More here.

The Agency opens a dedicated Western Suburbs office in Cottesloe, strengthening its presence across Perth's coastal property market. Photo: Supplied

The Agency opens office in Perth's Cottesloe

The national brand has launched a Western Suburbs office, backed by a team with more than 50 years of combined local experience. More here.

Ray White Ashgrove principal Adam Downes expands his Brisbane footprint by taking on the Ray White Indooroopilly franchise. Photo: Supplied.

Ray White Ashgrove principal expands into Indooroopilly

Adam Downes has expanded into Ray White Indooroopilly, with outgoing principals Kirrilli Cobley and Jessica King staying on to continue selling. 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 listings get photos. This one got a documentary. 🎥 🎙️

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

TRUE OR FALSE:

A “Snickelway” is a contemporary architectural term used to describe open-plan townhouse designs that maximise light, space, and indoor-outdoor flow.

And the answer is …

FALSE. A “Snickelway” is not a modern property style at all. The term actually refers to a narrow, often medieval pedestrian passageway found in historic cities like York in the UK. The word itself was coined in the 1980s by local author Mark W. Jones, combining old dialect terms like snicket, ginnel, and alleyway to describe the maze of hidden shortcuts that run between streets, courtyards, and buildings.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

Caveat Emptor means the seller is legally responsible for disclosing every possible defect in a property to the buyer before sale.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Canberra scraps Stamp Duty for First Home Buyers

• The AI Sprint recap: how agents can win listings

• Positive cash flow property is a ‘needle in a haystack’

Today’s read time: 6 minutes, 20 seconds

New to The Brief? Join us for free 🤝

AI SPRINT

Why your “sold” posts get ignored

The AI Sprint has already shown agents how to reclaim hours each week, create better content faster, and build practical AI workflows that actually fit into real estate.

Across the first three weeks, Samantha McLean explored how agents can use AI to streamline daily tasks, improve marketing output, and work more efficiently without losing their personal edge.

But Week 4 tackles an even bigger question: if everyone has access to the same AI tools, what makes your content stand out?

The answer lies in what AI can't see.

Somewhere in your area, a potential vendor is scrolling past another sold post, another sticker ceremony, another price result. The portal already has that information. What it doesn't have is the story behind the sale.

"Process over price every time," Samantha said, “because a process is repeatable and a price is not.”

The article reveals how agents can turn everyday transactions into compelling content that prospects actually stop to read.

In Samantha’s framing, that gap is where agent advantage now sits, not in repetition of publicly available information, but in information gain - the detail, friction points and local nuance that no portal listing or AI summary can reproduce.

From the opening lines that stop the scroll to the three questions every agent should answer after settlement, the lesson is that AI can analyse data, but it can't see what happened on the ground.

"The AIs can see the data, but they can't see the deals." And in an industry increasingly shaped by technology, that local knowledge may be your greatest competitive advantage.

What you'll learn in the full article:

• The hook masters' openers: Specific first-line formulas that stop the scroll and earn clicks

• Information gain in practice: Low-gain vs high-gain examples you can model immediately

• Words to retire: The phrases that scream "AI slop" and damage trust with vendors and buyers

• Platform-specific tactics: What LinkedIn, Facebook, Instagram, and X each reward (they're all different)

This is the methodology Elite Agent uses to reach 100,000 people a week.

Read the full article

What you may have missed in the AI Sprint:

 AI Buyer Personas (Stop Selling to Everyone) 
Week 1 began with a hard reset: most agents are still marketing properties to “everyone who can afford it.” Samantha argues that’s the problem. Instead, use AI to define buyer personas before the appraisal — downsizers, investors, families, lifestyle movers — each with different motivations and emotional triggers.

DISC Profiling Vendors (Read the Room Before You Walk In) 
Week 2 shifted from buyers to sellers. Using DISC profiling (Eagle, Peacock, Dove, Owl), agents tailor their listing presentation to how vendors actually make decisions. Analytical vendors want data. Emotional vendors want reassurance. Fast decision-makers want options. Relationship-driven vendors want trust. The edge comes from knowing this before you pitch.

Be the Answer AI Recommends 
Week 3 moved beyond listings into discovery itself. Sellers are no longer starting with portals — they’re starting with AI. That means agents must become the answer AI surfaces when someone asks: “Who’s the best agent to sell my home?” The strategy: write for real seller fears, not keywords; publish case studies, not just sold posts and build authority signals AI can trust: EEAT (experience/ expertise/ authoritativeness / trustworthiness) + local insight.

ICYMI yesterday: Is there a career cost to be being too humble in real estate?

TOGETHER WITH REALESTATE.COM.AU

Building an AI-first business

His team built in 60 seconds what normally takes weeks

Ant Bray delayed AI tools for three months, instead interviewing staff to create a strategic roadmap that is producing incredible results, demonstrating the importance of planning before implementation.

He focused on identifying workflow friction points, emphasising that success isn't just about technology but understanding organisational challenges first.

Eight weeks into AI integration, two employees independently built solutions in 60 seconds, transforming their division and creating new service offerings, proving the power of proper strategy and empowerment.

What you'll learn in the full article:

• The interview-first method: How a three-month consultant engagement mapped friction points before touching any tools

• The 18-month phased roadmap: Why gradual rollout prevents overwhelm and builds genuine adoption

• The empowerment framework: How to position staff as builders, not users – and why it matters

• The fear-to-buy-in shift: Ant's approach to the "Is AI taking my job?" conversation

Watch the full video here

POLICY

First home buyers in the ACT will no longer pay stamp duty under landmark reforms aimed at cutting upfront housing costs. Image: Getty

ACT scraps stamp duty for all first buyers

From 1 July 2026, the ACT becomes the first Australian jurisdiction to fully remove stamp duty for first home buyers – with no price cap or income threshold. On a $1 million property, that's roughly $30,000 saved upfront; on a $1.5 million home, about $70,000. The relief also extends to pensioners and anyone who hasn't owned property for five years.

POSITIVELY GEARED

Tim Lawless. Image: Supplied

Just 0.8% of suburbs deliver positive cash flow

Only 38 suburbs across Australia qualify as positive cash flow under current conditions – and 69% of them are in WA mining towns. Post-budget, Cotality's Tim Lawless says "rental yields have suddenly become more important" as negative gearing changes reshape investor thinking.

MARKET GROWTH

Forget the capital cities: New report shows prestige buyers in regional hotspot set to prosper most. Image: Getty

Gold Coast overtakes capitals as fastest-growing economy

More than 420 new residents a week are arriving in a market building less than half the homes it needs. That supply squeeze is already showing – Mermaid Beach jumped 32% in 12 months. With a $91 billion infrastructure pipeline and the 2032 Olympics ahead, one buyer's agent calls it "a structural shift, not a speculative run."

CELEBRITY HOMES

NBA star Jaylen Brown re-lists his Fort Point penthouse and adjacent studio for A$7 million. Photo: sarkisboston.com

NBA star Jaylen Brown lists Boston penthouse for US$4.9 million - steakhouse included

Boston Celtics MVP Jaylen Brown has re-listed his Fort Point penthouse, now bundled with an adjacent studio, for US$4,995,000 (A$7 million). The converted 1910 textile factory loft boasts exposed brick, 12-foot timber-beam ceilings, and a private entrance to the celebrity steakhouse Mooo…. Seaport downstairs.

MOVERS + SHAKERS

Kristen Kallin (Director of Operations, Highland), David Highland (CEO of Highland), Matt Pongrass (Managing Partner & Broker, Balaton Financial). Image: Supplied

Highland merges with Balaton to launch lending arm

Top 100 mortgage broker Balaton Financial is merging with Highland to form Highland Balaton Financial, a co-branded venture combining property expertise and specialist lending. More here.

Harcourts and REA Group announce a new strategic partnership. Photo: Supplied

REA Group and Harcourts announce strategic partnership

Harcourts agencies will access REA Pro subscriptions at a best-in-market rate from July, alongside a premier sponsorship of major Harcourts events through FY27.
More here.

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AGENTS ON SOCIAL

If you thought the movie Apex was terrifying, wait until you see this post … Now run! 🏃🏻 🏹

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

TRUE OR FALSE:

Caveat Emptor means the seller is legally responsible for disclosing every possible defect in a property to the buyer before sale.

And the answer is …

False. Caveat Emptor is a Latin legal principle meaning “let the buyer beware.” In simple terms, it means the buyer is responsible for checking the property before they buy it, not the seller’s job to guarantee every flaw is pointed out (unless specific disclosure laws apply).

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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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GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Manhattan, a wave of ultra-thin “pencil towers” were built because developers could buy air rights from neighbouring buildings. Some are so narrow that only a few apartments span each floor.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• When humility holds back real estate careers

• New VIC reserve price laws may prompt vendors to abandon auctions

• King’s Birthday Honours: property leaders recognised in national list

Today’s read time: 5 minutes, 50 seconds

New to The Brief? Join us for free 🤝

SALES STRATEGY

Shane Kempton. Image: Supplied

Is there a career cost to being “too humble” in real estate?

In real estate, one of the most common career blockers isn’t a lack of skill, it’s the hesitation to confidently step forward at the moment of decision. Shane Kempton, CEO of Harcourts Western Australia, says many capable agents, BDMs and leaders are “friendly, approachable, hard-working, and all round great humans,” yet struggle when it comes time to clearly ask for the business.

“But when the moment comes to confidently step forward and say: ‘I believe we are the best choice for you’… they retreat,” he says.

He recalls a sales professional who could easily build rapport, deliver value, and complete strong appraisals, but consistently failed at the final step.

“He would build great rapport. Provide advice. Complete the appraisal. Then leave without confidently asking, ‘Are you ready for us to help you achieve the best result?’”

He thought asking felt pushy, but by not asking, all he really did was warm the clients up for the next agent who was willing to confidently recommend themselves.

Over time, he argues, this becomes “fear disguised as humility,” where hesitation is mistaken for professionalism, but ultimately costs listings and opportunity.

At the core of the issue, Shane says, is a misunderstanding between arrogance and conviction - and the impact of failing to communicate the difference.

“Arrogance says: ‘I’m better than everyone else, ... Confidence says: ‘I genuinely believe I can help you achieve a better outcome.’”

He extends the lesson into leadership, where many professionals assume visibility will come from performance alone, but, he warns, the market and your organisation cannot reward value it cannot clearly see.

For Shane, the shift often comes down to “five seconds of courage” - the willingness to ask, recommend, and clearly articulate value without shrinking back.

“Your next level in business and leadership, sits on the other side of one uncomfortable conversation.”

What you'll learn in the full article:

• The "five seconds of courage" concept: What separates agents who close from those who hesitate

• Fear disguised as humility: How to recognise when you're hiding behind "niceness"

• The invisible value problem: Why markets and organisations can't reward what they can't see

• Transactional vs transformational framing: Two real examples of how to describe the same role differently

Read the full article

ICYMI yesterday: the changing face of the Brisbane housing market.

TOGETHER WITH BDM SUMMIT

Sarah Cincotta and Hermione Gardiner - BDM training. Photo: Supplied

Rent roll growth is dead without serious BDM sales training

Property management businesses are facing a tougher growth environment as rising compliance costs, tighter rental supply and ongoing fee pressure squeeze margins from all sides. According to industry trainers Sarah Cincotta and Hermione Gardiner, the days of relying on referrals, investor demand and sales team leads to grow a rent roll are over, with agencies now needing far more deliberate business development strategies to win and retain managements.

They argue that in a market with fewer investor-owned properties available and greater competition for every landlord, BDM conversion skills have become a critical differentiator. Agencies that invest in prospecting, objection handling, fee negotiation and structured sales processes will be better positioned to grow, while those relying on traditional lead sources risk falling behind.

The pair say successful rent roll growth is increasingly being driven by conversion rates and communication skills rather than lead volume alone. Join the Rent Roll Growth Summit to understand exactly how leading agencies are adapting their BDM strategy, lifting conversion rates, and building scalable pipeline systems for a tighter market. Registrations are now over 70% full and closing July 14.

Read more about BDM Summit here.

VIC AUCTION LAW

Victorian agents will need to publish reserve prices seven days before auction from 1 October. Image: Gemini

REIV warns reserve disclosure rules will backfire

From 1 October, Victorian agents will need to publish a property's reserve price seven days before auction, and the REIV says the rule could push vendors away from auctions entirely. CEO Toby Balazs says 94% of Victorians surveyed would rethink their sale method under the reforms. He said the industry body had been weeks away from proposing its own alternative when the government announced the legislation: "If the objective is to improve transparency and confidence in the market, there were better ways to achieve that outcome.”

KING’S BIRTHDAY HONOURS

Philip Webb. Image: Supplied

Property leaders feature in King's national list

From agency founders to institutional property chiefs, this year's King's Birthday Honours has a notable real estate thread. Philip Webb, founder of Philip Webb Real Estate and former REIV President, received an OAM for service to Melbourne, while strata pioneer Phillip Duggan was honoured posthumously. Dexus Chair Warwick Negus and QIC Real Estate's Deborah Coakley both received AM honours, though most were recognised for philanthropy and community work rather than property directly.

HOW IT SOLD

Clearview home attracts 12 buyers with quality focus: Image supplied.

Builder transparency and 12 competing groups deliver $1.2m Clearview prior-to-auction result

A four-bedroom Clearview new-build sold for $1.2 million prior to auction after just 14 days, with a liveability-first campaign positioning the boutique builder's reputation and transparency as the primary point of difference over volume competitors. Rachel Lawrie of Stadium Real Estate attracted 12 competing buyer groups by staging the home to highlight space efficiency and quality finishes, securing an offer that the vendors accepted ahead of auction day.

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

CELEBRITY HOMES

Brazilian football legend Roberto Carlos purchases two residences at the Viceroy Residences Fort Lauderdale. Photo: Hayes Davidson

Football legend Roberto Carlos picks Fort Lauderdale

The Brazilian icon, widely considered one of the greatest left-backs in football history, has bought not one but two units at Fort Lauderdale's new Viceroy Residences tower. The 45-storey building features a private members club by the team behind LA hotspots Delilah and The Nice Guy.

MOVERS + SHAKERS

First National appoints Charles Fu as Principal of Co Bridge Group in Carlingford. Photo: Supplied

First National returns to Carlingford with Co Bridge appointment

First National Real Estate has strengthened its Sydney footprint with the appointment of Charles Fu as Principal of First National Real Estate Co Bridge Group in Carlingford. More here.

Larry Malan, Jordan Curd, Michael Andrews. Photo: Supplied.

Award-winning auctioneer joins Ray White Malan + Co

Jordan Curd, the 2025 REIQ Auctioneer of the Year takes on a newly created Chief Auctioneer and Head of Performance role across the Gold Coast. More here.

REMAX Sapphire broker owner (centre) Pinakin Patel, with REMAX Australia's Franchise Manager Daniel Roberts and Managing Director Joel Davoren.

Pinakin Patel opens REMAX Sapphire in Pakenham

The new office covers residential, commercial, and property management under one roof. 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

‘We added a mansion tax, a flipping tax a property tax and a transfer tax.’ You’re welcome … ☕️💰

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

TRUE OR FALSE:

In Manhattan, a wave of ultra-thin “pencil towers” were built because developers could buy air rights from neighbouring buildings. Some are so narrow that only a few apartments span each floor.

And the answer is …

TRUE. Manhattan’s “pencil towers” exist because of a zoning mechanism called transferable development rights, commonly known as “air rights.” Under New York City’s planning rules, every building is allowed a maximum amount of floor space it can legally build (based on its lot size and zoning designation). If a neighbouring building is underbuilt, (often older churches, townhouses, or low-rise structures), it may have unused development capacity. That unused capacity can be sold to developers and effectively “added” to another site, allowing a new tower to rise far higher than the original plot would normally permit. The result is buildings with extreme height-to-width ratios, sometimes with only one or two residences per floor.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

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Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

Real estate agents in Spain often work with uniquely unconventional properties, including homes where the “roofline” is formed by natural rock overhangs, with builders integrating the existing landscape as structural cover instead of constructing traditional roofs.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Migration-driven cultural shifts reshaping Brisbane property

• Rates bite: RBA signals cooling market

• Listings rise to highest level since 2019

Today’s read time: 5 minutes, 20 seconds

New to The Brief? Join us for free 🤝

MIGRATION AND MARKETS

Sukhraj Singh Nijjar. Image: Supplied

Trust, language and migration: how South Asian buyers are changing Brisbane property transactions

India is now one of Australia’s largest source of migrants according to Department of Home Affairs data and for Ray White Brisbane agent, Sukhraj Singh Nijjar, that shift is already visible in how property decisions are being made on the ground, particularly in high-pressure auction environments where language, trust and cultural familiarity are increasingly shaping outcomes.

“It’s not just language,” he said. “It’s understanding where people are coming from, culturally and emotionally, because being able to speak Hindi or Punjabi means I can explain things clearly. But more importantly it means I can make people feel like they are not isolated in the process or like they are missing something in translation, and that changes the entire experience for them.”

He says that difference becomes most obvious when working with buyers navigating Australia’s property system for the first time, often while also adjusting to migration itself and making decisions that extend far beyond the individual purchaser.

“I’ve really been able to benefit from that because I can communicate with them in their native language, and what I find is that it immediately puts people at ease in what is otherwise a very overwhelming process for a lot of them, especially when they are dealing with auctions, contracts, and all the formalities of buying property in a new country,” he said.

For many clients, he says, property decisions are rarely made in isolation, but instead sit within a broader family structure that influences everything from what is purchased to how long it is held.

“You are dealing with a whole family system and all the expectations that come with that,” he said. “It’s not just a commercial decision, because people are often thinking about whether their parents are going to come and stay with them, or whether extended family is going to visit or live with them at some point, so you have to understand that dynamic if you are going to genuinely help them make the right decision.”

What you'll learn in the full article:

• The family system approach: How multi-generational decision-making reshapes the entire buying process

• Trust beyond translation: Why cultural familiarity reduces uncertainty in high-stakes transactions

• The six-month strategy: How Sukhraj turned persistence into opportunity

• The complacency fear: His philosophy on building a decades-long career, not just a few good years

Read the full article

ICYMI last week: Why difficult markets build careers

TOGETHER WITH EBM RENTCOVER

Insurance gaps in landlord policies can create added workload, strained relationships, and reputational risk for property managers.

The hidden cost of insurance gaps: why landlord cover matters for agents too

When a landlord’s insurance policy doesn’t respond as expected, the responsibility may technically sit with the owner, but the operational and emotional fallout is often absorbed by property managers. What begins as a claims issue can quickly escalate into strained relationships, additional workload, and reputational pressure that can linger well beyond the incident itself.

Frustrated landlords facing uncovered damage or loss rarely direct their concerns to insurers; instead, property managers find themselves fielding difficult conversations, revisiting prior guidance, and explaining policy limitations, even when that guidance was clear and appropriate at the time. Over time, these situations can erode trust and place unnecessary strain on long-term client relationships.

Read more about EBM RentCover here.

INTEREST RATES

RBA Governor Michele Bullock said higher interest rates are beginning to ease housing market conditions as inflation remains “too high.” Image: Getty

RBA flags early signs of housing slowdown

RBA Governor Michele Bullock says housing conditions have eased in recent months as higher interest rates take effect. The full impact of recent rises is still 1-2 years away, and underlying inflation isn't expected to hit target until mid-2027.

MARKET

Dr Nicola Powell. Image Supplied

Listings hit five-year high as buyers gain ground

Auction clearance rates have slipped to 54.7% – the weakest May result in six years – as capital city stock reaches levels not seen since 2019. Sydney is carrying its biggest supply in 15 years, withdrawal rates are up to 16.5%, and Domain's Dr Nicola Powell calls it "a clear inflection point."

HOW IT SOLD

Antony Doolin sells Palmyra apartment in eight days: Image supplied.

Five buyers braved a cyclone for one apartment

Antony Doolin pre-loaded his Palmyra listing with council rates, strata fees, floor plans, and a 3D walkthrough – so buyers arrived ready to decide, not research. When Tropical Cyclone Narelle threatened Perth, he adjusted timing rather than postponing. All five attendees made it through, offers landed within 24 hours, and the $685,000 sale wrapped in eight days.

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

CELEBRITY HOMES

Michael Kors lists his Fire Island compound for A$8.75 million, making it the most expensive home currently for sale in the Water Island community. Photo: sothebysrealty.com

Fashion royalty hits the beach: Michael Kors lists Fire Island escape

Michael Kors has put his private Fire Island compound on the market for US$6.25 million after owning it for 25 years. The oceanfront retreat spans two residences and was redesigned with inspiration from global luxury escapes including Big Sur, Amangiri and Parrot Cay.

MOVERS + SHAKERS

Mario Carbone, Beryl Fan, Jessica Carbone. Photo: Supplied.

Ray White City South enters a new era of ownership

Beryl Fan joins Mario and Jessica Carbone to expand their Sydney inner-city footprint across two offices. More here.

Highland CEO David Highland, Bill Malouf and David Malouf of Highland Double Bay Malouf. Image supplied

Highland secures landmark Double Bay HQ

Highland Double Bay Malouf will relocate its Eastern Suburbs headquarters to Ruby House in Double Bay in late 2026. More here.

Annabelle Weir, Mukhtaar Hashim, Grant Turner, Julie Ryan. Photo: Supplied.

Grant Turner joins RWC CSR leadership team

Grant Turner, with nearly two decades in commercial real estate and proptech, has joined Ray White Commercial CSR's expanded executive team. 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 vendors won’t leave for open inspections, it’s less “open home” and more “live-in tour guide experience.” 😳 🚪

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

TRUE OR FALSE:

Real estate agents in Spain often work with uniquely unconventional properties, including homes where the “roofline” is formed by natural rock overhangs, with builders integrating the existing landscape as structural cover instead of constructing traditional roofs.

And the answer is …

True. In the historic town of Setenil de las Bodegas, an extraordinary living environment is formed beneath vast natural rock formations that appear to suspend the town itself. Here, homes are seamlessly integrated into the gorge, with immense stone overhangs creating a natural canopy above the built environment. Some residences are carved directly into the rock face, while others are positioned beneath colossal slabs of stone that provide natural insulation, shade, and shelter year-round. The result is a one-of-a-kind architectural landscape where geology and habitation merge.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

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GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

One of Double Bay’s top agents just closed the most exclusive deal of his career, taking himself permanently off the market for a priceless Ruby.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Easy markets sell homes - tough markets build careers

• Perth market slows as selling times double and listings rise

• China property management fee collection crisis

Today’s read time: 6 minutes, 20 seconds

New to The Brief? Join us for free 🤝

MINDSET

Danny Grant. Photo: Supplied

Why difficult markets build the agents who last

The agents who've seen it all before aren't panicking. They've watched markets turn, seen colleagues leave, and come out stronger and with nearly three decades across every facet of real estate, Danny Grant's message to agents navigating current conditions is that the story you tell yourself about this market will determine which side of it you finish on.

Many agents entered during years of rising prices and strong clearance rates, an environment that rewarded responsiveness over skill. "A hard market really does reveal weak agents and their processes," he says. But Danny's point is that most agents are misreading the baseline. What feels like a downturn may be closer to normal than the last few years were.

When he works with agents, his entry point surprises them. It isn't scripts or prospecting volume. "They don't have the mindset of 'I'm running a business.' They have a mindset of 'I've got a GCI target.'"

That distinction, he argues, is where busy markets create invisible gaps, and where difficult ones expose them; his approach to reverse-engineering success from that point reveals what agents rarely see when conditions are forgiving.

What you'll learn in the full article:

• The communication gap: What to say to vendors when nothing's happened – and why texting price reductions is career poison

• The standards audit: How to spot the gaps that even top agents develop when markets are busy

• The inner marketplace: Managing what's between your ears when external conditions are beyond your control

• The trust premium: Why this market rewards conviction – and how to demonstrate it

The agents who treat this period as a training ground won't just survive. They'll emerge with skills and market position that carry them through whatever comes next.

Read the full article

ICYMI, yesterday - ‘why the market is holding its breath’.

MARKET

Thomas McGlynn, CEO - Performance and Value at Ray White. Image: Supplied

Housing sales slip 6% but momentum holds

The pullback many predicted hasn't materialised as Ray White's May data shows national sales values down just 6% year-on-year, with month-on-month figures up 6% to $6.25 billion. “One of the biggest surprises in the market right now is how resilient it has become,” said Thomas McGlynn, CEO – Performance and Value at Ray White.

WA NEWS

Perth’s property market eases from rapid turnover, with homes taking longer to sell as buyer choice increases and listings climb. Image: Getty

Perth selling times double but prices keep climbing

Houses now take 14 days to sell versus nine in February – yet the median price still pushed 2.2% higher to $920,000 in May. Listings topped 5,000 for the first time since November 2024, giving buyers more choice as three rate rises make them pickier. REIWA President Suzanne Brown is clear this isn't a downturn – just a shift toward balance.

INTERNATIONAL

Residential developments in China are facing growing strain as falling property values and weaker fee collection rates put pressure on building management services. Image: Getty

China's property crisis spreads to PM firms

Fee collection rates among China's top 500 property management firms have dropped from 89% in 2021 to just 71% last year – and 2025 is tracking worse. As homeowners withhold payments on depreciating assets, management companies are withdrawing from developments, leaving residents without security, waste collection, and maintenance.

HOW IT SOLD

Bryce Gibson negotiates competitive Cessnock house sale: Image supplied.

Four offers in 16 days sees Cessnock brick home sell $62k above median

A 2-bedroom brick home at 26 Ferguson Street, Cessnock sold for $635,000 after a 16-day private treaty campaign launched strategically before a long weekend generated four competitive offers. Bryce Gibson of LJ Hooker Cessnock ran a highest-and-best process with a set deadline, with a local owner-occupier emerging as the successful buyer in a result that came sooner than the vendors had anticipated.

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

CELEBRITY HOMES

Sarah Michelle Gellar and Freddie Prinze Jr. list their Brentwood family home of 13 years for A$14.7 million. Image: cindyambuehl.com

Buffy star lists Brentwood home for US$10.5 million

Sarah Michelle Gellar and Freddie Prinze Jr. are saying goodbye to their Brentwood estate after 13 years. The couple, who met on the set of cult-hit I Know What You Did Last Summer, bought the Hamptons-style home for $US6.1 million in 2013.

MOVERS + SHAKERS

Denise and Murray Golding, BAWT. Image: Supplied

Brisbane couple launch boutique buyer's agency

Former retail business owners Denise and Murray Golding have completed six transactions since March with their coaching-led boutique agency BAWT. More here.

Sotheby's International Realty opens its first Canberra office, led by director Alexander Smout. Photo: Supplied

Sotheby's International Realty opens first Canberra office

Alexander Smout leads the new Canberra office, the brand’s first in the capital and its exclusive Sotheby’s affiliate for Canberra and surrounds. 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 seen it all! Buyers opening every cupboard like they’re defusing a bomb, knocking on walls like they’re checking for hidden treasure, and flushing toilets like it’s a stress test. If there’s a surface, someone will inspect it.

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

TRUE OR FALSE:

One of Double Bay’s top agents just closed the most exclusive deal of his career, taking himself permanently off the market for a priceless Ruby.

And the answer is … 💍

IT’S TRUE. Apologies for the early morning PDA, but it seems congratulations are in order for Gavin Rubinstein and fiancée Ruby Adler. We feel like there’s a certain ring to Ruby Rubinstein… (see what we did there!)

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

A client has found a beachfront property in Mexico listed at a very attractive price. If the land is classified as ‘ejido’, can they assume it comes with clear, freehold ownership?
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Between Budget and Law: a market holding its breath

• No laughing matter: Dave Hughes Budget backlash

• Bracket creep drives stamp duty windfall as state revenues near $35b

Today’s read time: 5 minutes, 50 seconds

New to The Brief? Join us for free 🤝

POLICY ANALYSIS

Lisa Pennell, CEO Barry Plant. Image: Supplied

The market right now is driven more by sentiment than policy

The 2026–27 Federal Budget has already been handed down, but the property market is still reacting less to what has been announced and more to what has not yet been finalised. Key reforms remain in a Senate committee process and are expected to reach a critical voting window between 22 June and 2 July 2026, before Parliament rises for the winter break. Until that point, policy remains in flux, and according to Barry Plant CEO Lisa Pennell, that uncertainty itself has become one of the dominant forces shaping behaviour in the market.

As she puts it, “there’s certainly a slowdown in buyer activity,” although she is careful to add it is “not a market collapse by any stretch.”

Rather than a uniform cooling, conditions are increasingly uneven and location-specific, with clear fragmentation across suburbs, price brackets and buyer types. Lisa describes it as “very segmented, but a key shift is the investor segment, where uncertainty around policy settings has led to a visible pullback in activity.

“No investors are going to be seeking a negatively geared property today,” she said, highlighting a broad pause rather than a permanent withdrawal.

Lisa argues that sentiment is now exerting as much influence on the market as fundamentals, particularly in the period before legislation is fully locked in.

In practical terms, fewer buyers at inspections translates directly into weaker competition, with outcomes increasingly dependent on whether a property attracts one or two buyers versus three or four.

At the same time, investor exit activity, already a feature of markets like Victoria due to holding costs, land tax and compliance pressures, is expected to continue, potentially outweighing any short-term decision by some owners to hold.

In her view, the market is not static but suspended in a transitional phase, where legislative uncertainty is amplifying behavioural caution. Until the Budget measures are fully passed and understood, both buyers and sellers are likely to remain more selective, with lower transaction volumes and greater variability in pricing outcomes across different segments of the market.

What you'll learn in the full article:

• The legislative timeline: Key voting windows between 22 June and 2 July, and why nothing is locked in yet

• The investor pause: Why buyer's agents are disappearing overnight – and what it signals

• The pricing reality: Where price declines have already happened, and where they haven't

• The vendor equation: Why investor exits may outweigh any decisions to hold

Read the full article

ICYMI yesterday: The best agents don’t just go faster, they know when to brake

TOGETHER WITH REA

Kul Singh. Photo: Supplied

Raine & Horne and REA Group strike landmark tech partnership to boost agent performance

Raine & Horne has entered a major enterprise partnership with REA Group, bringing together one of Australia’s oldest real estate brands and the country’s dominant digital property platform in a deal aimed at upgrading agent technology, data access and lead generation across more than 200 offices.

From August, Raine & Horne residential offices will gain access to REA’s premium “Pro” subscription tools, designed to increase listing exposure, improve workflow efficiency and deliver more seller leads through PropTrack data insights. The agreement also includes integration with REA’s Realtair platform to streamline agent workflows and strengthen client engagement. Raine & Horne Group CEO Chris Nicholl said the partnership represents a significant step in the network’s technology strategy. “REA’s platform visibility, agent workflow tools, and market data insights could combine as key leverage for our office network to look after their customers and continually win business,” he said. He also pointed to a push into commercial real estate technology, saying: “The value of bringing together market transparency through commercial real estate data with a digital workflow that caters to the norms of the sector shouldn’t be underestimated.”

REA Group Chief Commercial and Marketing Officer, Kul Singh, said that Raine & Horne’s technology-led approach makes them an ideal partner for this new agreement. ”Raine & Horne has a long-standing heritage and clear focus on innovation. This partnership brings together two organisations aligned in their ambition to deliver stronger outcomes for agents and their customers.”

Read more about the partnership here.

MORE BUDGET BACKLASH

Photo: instagram.com/dhughesy/ and Gemini

Hughesy emerges as unlikely voice against budget

Comedian Dave Hughes' videos criticising the Government's proposed negative gearing and capital gains tax changes have generated thousands of reactions across social media. He's not alone – Boost Juice’s Janine Allis, Mark Bouris, and Tom Panos have all weighed in.

TRANSACTION TAX

Revenue from stamp duty is increasingly being driven by price growth rather than transaction volumes, highlighting the growing fiscal reliance on higher property values. Image: Getty

Stamp duty doubles in six years to $35B

Australian governments collected $34.4 billion in stamp duty last financial year – nearly double what they took six years ago. Sales only rose 5% while revenue jumped 12%, with bracket creep amplifying price gains. The average stamp duty bill hit is now $61,714 nationally.

HOW IT SOLD

Monét Griffin delivers 11-day Cranbrook sale at $659,000: Image supplied.

11-day Cranbrook sale beats asking price by $30k as first-home buyers win out

A three-bedroom Cranbrook home sold for $659,000 - $30,000 above its offers-over launch price - in just 11 days after a dual-track campaign targeting both investors and first-home buyers generated multiple above-asking offers. Monét Griffin of Ray White Townsville managed the full pre-listing preparation remotely on behalf of interstate vendors, coordinating staging, repairs, and marketing through a PayLater program before securing the sale to a local couple drawn by the pool and dual-access driveway.

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

CELEBRITY HOMES

Josh Brolin lists his Atlanta estate for A$7 million. Photo: compass.com

Avengers star Josh Brolin lists Atlanta mansion as Hollywood work shifts west

Avengers villain actor Josh Brolin has put his sprawling Atlanta estate on the market for just under AUD$7 million, as he and his wife relocate back to the West Coast. The luxury home, once used as a base during peak filming years, features seven bedrooms, resort-style amenities and was previously leased to celebrities and film industry professionals

MOVERS + SHAKERS

Sarah Watson, Kate Spence and Chris Rayner. Photo: Supplied

Belle Property expands into Penrith ahead of new international airport

Belle Property Nepean opens with 40+ years of combined team experience, targeting the expanding Penrith market. More here.

Ray Ellis. Photo Supplied.

Ray Ellis named Chairman at Melbourne's Noel Jones

The REIA board veteran and Australasian real estate leader joins the 1977-founded agency. More here.

Aziz Hoque Team. Image supplied

Aziz Hoque launches First National office in Glenfield

After 16 years in residential sales and investment strategy, Aziz Hoque has opened his own office in Sydney's south-west under the First National banner. 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 don’t just sell homes - they translate chaos into contracts. And yes, even buyers who hate everything… but still ask if it can settle next week. 😬 💼

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

TRUE OR FALSE:

A client has found a beachfront property in Mexico listed at a very attractive price. If the land is classified as ‘ejido’, can they assume it comes with clear, freehold ownership?

And the answer is …

False. Ejido land in Mexico refers to communal land ownership established after the Mexican Revolution, where land is held collectively by local communities rather than privately owned in a standard freehold system. Because of this structure, properties on ejido land cannot automatically be treated as outright private ownership, even if they are marketed for sale.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

London’s luxury mews homes got their name because wealthy Victorian buyers thought "mews" sounded more prestigious than "laneway."
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• The real edge in real estate isn’t acceleration, it’s control

• Rising listings meet stalling prices

• NSW driving 305,000 home shortfall in housing target

Today’s read time: 5 minutes, 30 seconds

New to The Brief? Join us for free 🤝

REAL ESTATE PERFORMANCE

Phill Nosworthy. Image: AREC.

The best agents don’t just go faster, they know when to brake

Real growth in real estate, according to leadership consultant Phill Nosworthy, doesn’t come from doing more of the same, it comes from learning when to slow down, step outside your own craft, and see the system differently.

Drawing on lessons from Formula One, Microsoft and elite healthcare, he urged agents to look beyond their own craft to find the next level of performance.

“The fastest car on race day Sunday is not the car with the biggest engine,” he shared from McLaren CEO Zak Brown. “It’s the car with the best brakes.”

The point landed clearly for real estate professionals: pushing harder without restraint leads to burnout, poor decisions and missed opportunities. Strategic slowing down, he argued, is what creates the space to speed up again with purpose.

He also highlighted Microsoft’s cultural shift under Satya Nadella, where collaboration replaced internal silos.

“Unless you have mutual value recognition, you will never get the value from it,” Phill said, underscoring the importance of shared expertise in winning environments.

Finally, he left the room with a leadership challenge: “Great leaders run two clocks.” One tracks today’s deals; the other protects long-term vision. The best in the business, he suggested, learn to hold both at once - without sacrificing either.

What you'll learn in the full article:

• The "I don't know" principle: Why having every answer makes people doubt everything you say

• Expertise variety vs mutual value recognition: The two-concept framework for high-performing teams

• The handover problem: Where your 50% improvement is hiding in your client process

• Five practical exercises: Specific actions to implement each insight this week

Read the full article

ICYMI, yesterday: Matt Lancashire on the three decisions that built Ray White Collective Luxury.

TOGETHER WITH MOSAIK

The gap between settlements is where most agents disappear, but also where the next listing is decided. Image: Getty

Client care is the strategy that wins the next listing

Structured client care is becoming the real battleground for future listings, according to Mosaik founder Sheila Reddy, who argues that “the assumption is that once a property settles, the relationship is finished,” when in reality “that’s where most of the opportunity is lost.” Instead of relying on generic follow-ups, agents using property-specific communication stay embedded in ownership cycles through ongoing value delivery, from council reminders to maintenance and insurance prompts.

Sheila says the impact is subtle but decisive, with many homeowners defaulting to whoever is most visible when they re-enter the market. “If you are not already embedded in their decision-making process, you are relying on chance.” Over time, she argues, the agent shifts from being remembered as a seller to becoming part of how a homeowner manages their property, and that is what ultimately drives the next listing. Read more about Mosaik here.

LISTINGS

Asking prices stall and distressed listings jump. Image: Getty

Property influx triggers price downturn

Australia’s housing boom has hit a critical turning point as a 10.4% month-on-month flood of property stock pushed total national listings into positive annual territory for the first time in over a year. The data by SQM Research, reveals a worrying 5.1% monthly spike in distressed listings alongside widespread price exhaustion. Concurrently, asking prices have stalled nationally, posting outright monthly declines across five major capital cities, including Sydney, Melbourne, and Brisbane.

CONSTRUCTION

Photo: Getty

The 300,000-home black hole threatening Labor’s housing dream

Construction needs to jump 49% immediately for Australia to hit Labor's 1.2 million homes target by 2029. At the current pace, we'll fall 305,000 dwellings short – and NSW is the main drag, accounting for half the national monthly shortfall despite housing just 31% of the population. Victoria and the ACT are tracking well, but until the country's most populous state closes the gap, the target stays out of reach.

HOW IT SOLD

Newcastle Unit Sells in Six Days | Greg Oddy: Image supplied.

Preview campaign and six days on market seals $546k Newcastle unit

A 1-bedroom Newcastle unit sold for $546,000 in six days after a preview advertising strategy drew three written offers, with a motivated buyer who had missed out on previous properties negotiating swiftly to close the deal. Greg Oddy of Century 21 Novocastrian identified the serious buyer early, guided her through a tight cooling-off window, and delivered an unconditional result for a young vendor planning to travel overseas.

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

CELEBRITY HOMES

Jonah Hill's former Malibu home. Photo: trulia.com

From Superbad to super spreadsheets: Jonah Hill’s Malibu flip returns

Jonah Hill’s former Malibu Colony home is back on the market for US$13.25 million after a whirlwind few years of rapid resales, a foreclosure twist, and a tidy US$2.1 million profit during his brief ownership. The beachside pad has changed hands four times in five years, proving even Hollywood luxury real estate can’t resist a fast-paced plot twist.

MOVERS + SHAKERS

Brisbane's Pink Tie Gala raises record funds for homeless women and children. Photo: Supplied.

Real estate leaders raise record funds at the Pink Tie Gala

More than 640 business leaders attended the annual event at The Star Brisbane, helping set a new fundraising benchmark for The Lady Musgrave Trust. More here.

Belle Property opens a new office in Lowood, Queensland, led by local agents Brett Barry and Sean O'Connor. Photo: supplied

Belle Property strengthens South East Queensland presence

The opening of Belle Property Lowood is led by experienced local agents Brett Barry and Sean O’Connor, servicing the Somerset and Lockyer Valley regions. More here.

AGENTS ON SOCIAL

You get what you pay for. 🤷‍♀️ $

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

TRUE OR FALSE:

London’s luxury mews homes got their name because wealthy Victorian buyers thought "mews" sounded more prestigious than "laneway."

And the answer is …

False. The word mews actually comes from the Royal Mews, where hawks were once kept while they mewed (molted their feathers). The buildings later became stables, and when those stables were converted into homes, the name stuck. Today, some of London’s most sought-after properties are found in streets originally designed for horses and hawks.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In the early 1900s, you could buy an entire house in the US, delivered in pieces to your front door, from a mail-order catalogue.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• How a top Brisbane luxury agent built a record career by rejecting listings

• Will Labor’s CGT overhaul fall short on revenue?

• Iconic Scarface estate hits US$237 million Miami market

Today’s read time: 5 minutes, 50 seconds

New to The Brief? Join us for free 🤝

LISTINGS

Matt Lancashire, Ray White New Farm Principal. Image: Supplied

How saying no built a $4m+ luxury real estate machine

Matt Lancashire’s approach to luxury real estate is built on a counterintuitive discipline: narrowing focus to expand results. Early in his career he was selling around 80 to 90 properties a year, but over time he shifted away from volume and toward strict specialisation at the top end of the market. That meant drawing a clear line on what he would take on and building his business only around prestige property.

“What a lot of people do is they say, ‘I'm going to sell a high-end property.’ They get one, but then they also sell low-end properties as well,” he says. “That is not specialisation. You've got to become a specialist. I decided to say no to everything unless it was over a certain price point.”

That discipline became the foundation for everything that followed, from the way he prepares for listings to how he built his buyer network. One early example came when he secured a meeting for Don O’Rourke’s Hamilton home by diving deep into the property’s design and construction, interviewing the architect and builders to understand every detail. That level of preparation helped him win the listing and deliver a $11.8 million sale, a Brisbane record at the time.

“I went and interviewed all of the people,” he says. “I got my product knowledge to a level where I would know just as much about the architect or the owner about the home.”

Today, that same philosophy underpins Ray White Collective Luxury, the $4 million-plus agency he launched with Haesley Cush, supported by a database of more than 4,800 high-end buyers and a business model built on depth rather than volume. For Lancashire, the outcome is simple: focus creates authority, and authority creates opportunity.

What you'll learn in the full article:

• The cold email formula: The exact approach that got a meeting with a developer he'd never met

• The preparation playbook: How Matt knew more about the home than the owner – and why it matters

• The $5M buyer database: How 4,881 qualified responses became his biggest listing advantage

• The specialisation test: How to know if you're truly specialising or just marketing yourself that way

Read the full article

ICYMI yesterday, we asked ‘What’s better than a client sending you flowers?’ Writing you a song, of course.

TOGETHER WITH AI SPRINT

One shot left: The AI Sprint you simply can’t afford to miss

Last chance today to catch The AI Sprint by Samantha McLean live before it wraps, with Weeks 1–3 already reshaping how agents think about listings, vendors and visibility in a world where AI is changing how clients choose who to work with.

Week 1 focused on building AI-powered buyer personas before you even walk into a listing presentation, so your marketing is targeted from the start rather than generic.

Week 2 shifted to understanding vendor personality types, helping agents tailor how they communicate so their pitch actually lands the way each client needs to hear it and

Week 3 last week moved even further upstream, showing how agents can position themselves as the answer AI surfaces when sellers search online, long before a phone call or appraisal request happens.

Now, Week 4 brings everything together in Content That Sounds Like You, showing how to turn all of those strategies into consistent, authentic content that sounds like you, strengthens your authority, and avoids the generic feel of AI-generated output, and if you have missed any of the earlier sessions, the replays are available so you can get up to speed.

Join today’s 11am AEST session here.

Missed a week? Catch up here:

Week 1 replay — Listing Copy & Buyer Personas
Week 2 replay — DISC Profiling
Week 3 replay — Get found by AI

OPINION

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

Could Labor’s CGT overhaul raise less revenue than expected?

New analysis suggests the Federal Budget’s shift from the 50 per cent capital gains tax discount to inflation indexation may not deliver the revenue boost many expect. Ray White’s chief economist, Nerida Conisbee said that if inflation remains high and property price growth slows, investors could end up paying less tax on some sales than under the current system, potentially reducing CGT receipts in the years ahead.

COMMERCIAL

Optimism is high in the Darwin commercial sector. Image: Getty

Rising demand pushes up Darwin commercial rents amid tight supply

Darwin's population grew 1.7% last year - the only capital where growth actually accelerated. Industrial rents have jumped from $130/sqm to around $180/sqm in two years, and national investors are now looking beyond the eastern capitals for yield. If flagged defence and energy projects deliver real jobs, residential demand could follow.

HOW IT SOLD

Geoff Grist sells Cammeray unit after work order lifted: Image supplied.

Work order lifted after 140 days drives $1.27m Cammeray result

A 2-bed, 2-bath Cammeray unit sold for $1.27 million after a building commissioner's work order was lifted, restoring buyer confidence across an 82-inspection campaign that closed before auction day. Geoff Grist of Richardson & Wrench Mosman restructured the campaign three times - pausing over Christmas, relaunching as an auction in February, and using the deadline to convert returning and new buyers into competitive offers.

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

CELEBRITY HOMES

The Florida estate featured in Scarface and once part of Nixon's Winter White House lists for A$332 million. Photos: Coldwell Banker

Scarface mansion with presidential past hits market for eye-watering US$237m

A Miami waterfront estate made famous as the drug lord’s home in Scarface has been listed for US$237 million (A$332 million), blending Hollywood notoriety with presidential history; the 2.38-acre property was also once part of Richard Nixon’s Winter White House compound. With 862 feet of Biscayne Bay frontage and luxury-scale amenities, it ranks among the most expensive residential listings in the United States.

MOVERS + SHAKERS

OBrien Real Estate's 2026 Annual Leadership Conference in Bali. Photo: Supplied

OBrien Real Estate’s Bali leadership reset

The network brought business owners and senior leaders together for four days, focused on culture and accountability with headline speaker Brendon Gale. More here.

Djordje Kresovic. Photo: Supplied

Djordje Kresovic joins Belle Property Lower North Shore

Directors Matthew Smythe and Mark Jackson handpicked the North Sydney specialist for his attitude and cultural fit over pure skill. More here.

AGENTS ON SOCIAL

This is true love. ❤️ 💘

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

TRUE OR FALSE:

In the early 1900s, you could buy an entire house in the US, delivered in pieces to your front door, from a mail-order catalogue.

And the answer is …

True. Between 1908 and 1940, Sears, Roebuck & Co. sold more than 70,000 so-called "Kit Homes" through their famous catalogue. Buyers would choose a model, and Sears would ship over 30,000 pre-cut pieces - lumber, nails and all - by train to their nearest station, ready to assemble. It's a fascinating reminder that the dream of affordable, accessible homeownership is anything but a modern idea.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

Quitrent is a modern Australian property fee where landlords charge tenants a small annual payment in exchange for reduced maintenance obligations on the rental property.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• A divorce sale, a $4.5m deal, and a client’s hit single

• Could house prices flatline for 20 years?!

• AI search is changing where listings are won

Today’s read time: 7 minutes, 10 seconds

New to The Brief? Join us for free 🤝

CLIENT RELATIONSHIPS

Michelle Galletti Residential Sales LREA. Image: Supplied

Better than flowers: the agent who received a client-written song after a divorce sale

Most real estate agents finish a sale with a thank-you card or a bottle of wine. Michelle Galletti of Cunninghams finished one with something far more unexpected, an original song written and recorded by a client she had just guided through a difficult divorce sale in a falling market.

The campaign played out under intense emotional and financial pressure, with expectations repeatedly adjusted as conditions shifted. A property that might once have been a strong performer ultimately sold for $4.5 million, compared with $5.7 million achieved by a smaller nearby home during the previous boom.

“The price just had to keep being pulled down, unfortunately,” Michelle said.

Michelle had previously sold for the same clients during Sydney’s post-pandemic surge, when demand saw buyers lining the street. This time, the contrast was stark.

“The last place I sold for them was during that period where everything went ridiculous,” she said. “This time it was the total opposite.”

Because the sale involved a separation, Michelle focused heavily on clarity and communication between both parties, keeping conversations consistent and transparent.

“In divorces, I find that having two separate conversations is not ideal because things can be misconstrued,” she said.

Her approach centred on shared updates and direct communication so both vendors always had the same information at the same time; the emotional weight of the campaign carried through to the outcome, not just in price, but in how the clients responded afterwards.

Instead of frustration, one of the vendors, a creative professional, wrote a song capturing the experience of the sale and the support he felt throughout the process.

“You did not need to go that hard, but you did, and that’s why you’re a star,” one verse read.

For Michelle, the gesture highlighted a side of the job that is rarely seen from the outside, the emotional labour involved in guiding clients through major life transitions.

“People think you just open the door and get paid,” she said. “But you’re counselling people. It emotionally takes its toll if you actually care.”

What you'll learn in the full article:

• The WhatsApp framework: How Michelle structures divorce sales communication to prevent misconstrued messages

• The difficult conversation approach: Why avoiding hard market conversations is where agents "fall down"

• The $1.2 million gap: How she managed expectations when the numbers didn't match

• The emotional toll: What caring too much costs – and why it matters anyway

The song was unexpected. But the trust that earned it? Built one honest conversation at a time.

Read the full article

ICYMI last week: Is hustle culture dead?

TOGETHER WITH REAPIT

Reapit General Manager ANZ Simon Berglund

Queensland outperforms national market across key agent performance metrics

Reapit’s Real Estate Intelligence Report 2026 shows Queensland as the only state to outperform the national average across all three key indicators in the six months to February 2026: average commission per sale, offers per listing, and days on market.

The report states Queensland recorded a 2.33% average commission, compared to the national average of 1.95%, alongside 1.98 offers per listing and 52.5 days on market, positioning it ahead of broader national performance benchmarks.

Victoria was the only state to fall below the national average across all three measures, while Western Australia recorded the fastest selling conditions nationally at 38.17 days on market, and the Northern Territory recorded the highest average commission at 2.39%.

The findings are based on anonymised operational data from Reapit’s platform, used by more than 52,000 real estate agents across Australia and New Zealand, tracking transaction and listing activity between September 2025 and February 2026.

“There is limited competition between agents in the Northern Territory, which is why we typically see the country’s highest commission rates there, said Reapit General Manager ANZ Simon Berglund. “Queensland again outperformed the national benchmark at 1.98 offers per listing, indicating consistently strong buyer depth.”

Read the Reapit report highlights here.

HOUSE PRICES

House prices growth might be coming to an end. Photo: Getty

Macquarie sees two decades of flat growth

Australia's 160% real price surge since 1980 may not happen again – Macquarie's latest analysis suggests property growth could stall for the next two decades. The structural forces that drove the boom (falling rates, deregulation, tax incentives) have largely run dry, and investor flows could drop more than 50% after the budget changes. The report details the peak-to-trough declines since 1980.

AI

Your next listing could be won at 11pm

That's when a potential vendor – unable to sleep, worried about timing – opens ChatGPT instead of the portals. One in three people globally now use AI monthly, and Samantha McLean's Week 3 of the AI Sprint shows how to become the answer when they search. Includes why the average prompt runs to 60 words, a DIY case study template, and a 2026 inbound checklist.

Catch up on Week 1 and Week 2 of the AI Sprint on YouTube now!

CELEBRITY HOMES

Images of Billionaire Sergey Frolovichev’s London Mansion with secret “Batman Lair” Image: Draper London/SHH

Hidden Batcave, £30M Price tag: Inside a wild mega-mansion

A £29.95 million Hampstead mansion (A$53.3 million) has hit the market featuring a secret basement studio accessed via hidden stairs and retracting floorboards, inspired by The Dark Knight. Owned by tech entrepreneur Sergey Frolovichev, the vast neo-Georgian estate is being sold unfinished, giving buyers the chance to complete one of London’s most cinematic luxury homes.

MOVERS + SHAKERS

Sean Scoffield and Fiona Blayney. Photo Supplied

Sean Scoffield joins Real+ as General Manager

He brings over 20 years of business leadership experience to support the national business's next phase of growth and operational maturity. More here.

Mark Durran. Photo: Supplied

Mark Durran joins HTL Property as Managing Director Hotel Capital Markets APAC

The former business development manager has stepped into franchise ownership with a new office in Willetton. More here.

Simon Withers and Fahim Kabir. Photo: Supplied

Fahim Kabir launches REMAX Proactive

The former business development manager has stepped into franchise ownership with a new office in Willetton. 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

Being a teen with a real estate mum is so much fun … especially when you become her unpaid assistant and “just one quick shot for socials” director. 😬🎥

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

TRUE OR FALSE:

Quitrent is a modern Australian property fee where landlords charge tenants a small annual payment in exchange for reduced maintenance obligations on the rental property.

And the answer is …

False. Quitrent was actually a historical feudal payment; it was a small fee tenants paid to a landowner to be “quit” (released) from obligations like military service, labor, or other feudal duties. It has nothing to do with modern rental agreements or property management in today’s real estate market.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In real estate, “encroachment” originally referred to the idea of one property literally “hooking” into another, and is still used today when buildings or structures cross a boundary line.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Why more agents are rejecting hustle culture

• WA mining towns lead national rental yields

• Budget tax changes spark new-build demand

Today’s read time: 5 minutes, 30 seconds

New to The Brief? Join us for free 🤝

LEADERSHIP

Hannah Gill. Image: Supplied

Why hustle culture is failing real estate professionals

Real estate has long rewarded long hours and relentless availability, but Hannah Gill says the industry’s traditional “hustle culture” is no longer sustainable. In a reflection on resilience, burnout and long-term success, the founder of Podium Property Management, argues many professionals have confused resilience with simply pushing harder, even when the personal cost becomes too high.

“Wearing a badge of ‘busy’ is something we need to stop being proud of,” she says. “At a certain point, the hustle becomes counterproductive. It impacts clarity, drains energy and can lead to decisions that are reactive rather than considered.”

Hannah says resilience is not about enduring every challenge indefinitely, but about recognising when change is necessary. “There is a difference between persistence and resilience and understanding that difference is critical,” she says.

“Persistence encourages you to keep going, regardless of the situation. Resilience requires you to assess whether continuing on the same path is the right decision or not.”

What you'll learn in the full article:

• The five questions: The self-awareness prompts that separate reactive decisions from intentional ones

• The support factor: Why resilience isn't an individual trait – and how relationships shape your ability to navigate challenges

• The identity challenge: How to make difficult decisions when they challenge who you think you are

• The quieter confidence: Building stability grounded in experience rather than external validation

The most difficult times shape perspective and strengthen judgment. For those willing to reflect, adjust, and move forward with intention, this becomes one of the most valuable shifts you can make.

Read the full article

ICYMI yesterday: Boring listing posts are killing your reach

TOGETHER WITH @REALTY

@realty's Cloud CRM helps agents build an automated referral system to consistently nurture past clients and grow their business.

How top agents use CRM automation to strengthen referral-based growth

Referrals are widely considered one of the most cost-effective and high-converting sources of new business in real estate, yet many agents still rely on manual follow-up and inconsistent client engagement after settlement. Over time, this lack of structure can reduce visibility with past clients, even after a strong initial experience.

Agents on the @realty network are increasingly using CRM automation to bring consistency to this process. Through tools such as segmented databases, automated action plans, and scheduled communications inside the @realty Cloud CRM, agents can maintain regular, relevant contact with past clients and referral partners.

"The best referral system is one that operates whether you're at a listing presentation, on holiday, or asleep. Build the system once - let it run forever.”

A referral network on autopilot solves this with three things: consistent touchpoints, relevant communication, and zero manual effort after the initial setup.

Read more about @realty CRM automation here.

INVESTOR NEWS

Nationally, regional WA saw the highest rental yields, with houses in Coolgardie leading over the last 12 months to April 2026, with a rental yield of 11.5%. Image: Getty

Regional WA and Darwin lead rental yield rankings

Units in Newman, regional WA, are yielding 13% – the highest in the country – while Darwin leads the capitals at 7.7%. Sydney and Melbourne stayed flat over the year as price growth and rent rises cancelled each other out. REA's Angus Moore says investor interest in the NT hit a record high in 2024, though he warns mining-town yields can swing fast when activity shifts.

NEGATIVE GEARING

Developers could be the winners from negative gearing changes. Photo: Getty

Investors eye new builds after budget tax shift

Full negative gearing benefits now apply only to new builds, not established properties – and experts say investor conversations have shifted fast. However, properties occupied for less than 12 months by owner-occupiers also count as "new" for tax purposes. Developer and buyers’ agent Lloyd Edge believes investors shouldn’t let tax breaks override fundamentals when it comes to long-term growth.

HOW IT SOLD

Shane Hiscock secures $3.9M Indooroopilly home off-market: Image supplied.

The rejected listing that became a $3.9M sale

Instead of pushing when his buyer dismissed the Indooroopilly opportunity, Shane Hiscock arranged five off-market alternatives to test the brief. Each inspection pointed back to 18 Graham Street – secured for $3.9 million one day before its first public open.

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

CELEBRITY HOMES

Image: Sotheby’s International Realty

Ariana Grande's Wicked penthouse lists for $32 million

Ariana Grande’s old London base during filming Wicked has just hit the market, and it’s every bit as extra as you’d expect. The Hampstead Heath penthouse, perched in the ultra-exclusive “Billionaire’s Row” enclave, is asking £16.95 million (AUD $32.5 million). Ariana rented the sprawling 9,677-square-foot residence while filming both Wicked films, drawn to its privacy, security, and A-list-level amenities.

MOVERS + SHAKERS

Helen Yan. Photo: Supplied

Helen Yan celebrates 10 years at Ray White with new Balwyn office

Victoria's number one principal for eight consecutive years has renewed her franchise agreement and opened new premises in her home market. More here.

Joe Grgic. Photo Supplied

Joe Grgic to run the New York Marathon for Barwon Health

The Harcourts North Geelong director secured a spot in the November race and is raising funds for the local hospital. 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

AML compliance is coming in hot, so we asked the client for proof of funds… and got a very enthusiastic response: an envelope of cash and a note saying “trust me.” FYI, the bank’s (and our) favourite word is still “documentation.” 💸📄

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

TRUE OR FALSE:

In real estate, “encroachment” originally referred to the idea of one property literally “hooking” into another, and is still used today when buildings or structures cross a boundary line.

And the answer is …

TRUE. The term encroachment comes from the Old French encrochier, meaning “to catch with a hook.” That origin is surprisingly fitting for modern real estate, where encroachment describes situations where part of a structure, such as a fence, driveway, retaining wall, or shed, extends beyond a legal boundary and “hooks into” a neighbouring property.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

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Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

Ciao! In Italy, you can buy a home for the bargain price of €1 and immediately own it outright with no strings attached.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• How smarter workflows are changing real estate success

• Tax changes and weak auctions drive stress into wealthy suburbs

• Australia’s premium suburbs reveal massive internal price gaps

Today’s read time: 5 minutes, 50 seconds

New to The Brief? Join us for free 🤝

STRATEGY

Simon Withers, REMAX Business Growth Manager, WA & SA. Image: Supplied

Why working harder no longer wins listings in real estate

For decades, real estate success was defined by volume - more calls, more door knocking, more conversations at the end of long days. But Simon Withers, WA Business Growth Manager at REMAX Australia, says that model is losing ground as effort is increasingly redirected into systems, automation and smarter workflows.

“It’s all about AI technology, processes, and automating your systems so you’re spending less time prospecting and more time in front of your clients,” he explains, pointing to a shift where traditional hustle is being replaced by structured, system-led business growth rather than pure output.

Simon stresses that this isn’t the disappearance of prospecting, but a rebalancing of how agents work day-to-day; he explains that the most effective operators are building systems that handle repetitive tasks in the background, allowing them to stay focused on relationships and client engagement rather than on manual follow-up.

One of the other most significant changes, he adds, is how agents present themselves publicly. “People are bored of seeing ‘I’ve sold this house’ or ‘we’ve listed this property’,” Simon says.

“They want to know who their agent is, what their personality is.”

Social media, he argues, has effectively become the new front door of the business, where trust and familiarity matter more than traditional listing content.

What you'll learn in the full article:

• The automation rebalance: How to redirect effort from prospecting to actual client time

• The entertainment shift: Why listing posts are killing your reach (and what to post instead)

• The staged tech approach: How to avoid the subscription spiral that traps new agents

• The internal client framework: Why treating your salespeople as clients transforms retention

Simon's perspective challenges the deeply embedded identity that still values hustle above all else. His reframe might be the key to sustainable growth.

Read the full article

ICYMI, yesterday: Ben Crowe at AREC26 on what truly drives high performance.

EVENTS

LAUNCH’26 speakers announced

Launch’26 targets next-gen real estate performance

LAUNCH’26 will return to Brisbane on 21 July at the RNA Showgrounds, bringing together leading agents, auctioneers and real estate professionals from across Australia and New Zealand for a full-day conference centred on growth, leadership and performance.

Apollo Auctions Australasia General Manager, Greg Brydon, said the event is designed to challenge conventional thinking and lift industry standards. “There’s no shortage of information in this industry. What’s rare is being in a room with people who are actually doing it at the highest level.”

The conference will feature keynote speakers, including Elite Agent’s Samantha McLean, McGrath’s Kon Stathopoulos, CoStar’s Belinda Sinclair, and sporting legends Dan Carter and Simon Black, among others, and will be hosted by television personality Shelley Craft.

Topics will include leadership and team culture, business growth and performance, brand positioning, consumer behaviour, auction strategy, market adaptation, and operational efficiency, with a strong focus on helping real estate professionals evolve and execute at a higher level in a changing market.

Apollo Director Justin Nickerson said, “The market has changed. Consumers have changed. Expectations have changed,” adding that “the businesses that thrive over the next five years will be the ones prepared to evolve, communicate better, lead stronger and execute at a higher standard.”

Read more about Launch‘26 here.

ECONOMY

New data shows widening value gaps in Sydney’s prestige suburbs as mortgage stress rises and tax changes reshape investor demand. Image: Getty

Mortgage stress spreads into affluent suburbs

Mortgage stress is expanding into affluent Sydney areas, with DFA data showing severe stress in postcodes in Sydney’s Lower North Shore jumping from 749 to 2,306 households in the first quarter. Rising repayments, cost pressures and policy changes are increasingly impacting middle- and high-income suburbs. At the same time, Cotality reports auction clearance rates remain below 60% for most of the past two months, signalling soft demand despite higher listings. Analysts say tighter investor incentives and weaker market conditions are adding pressure across all levels of the housing market.

MARKET

REA Group Senior Economic Analyst, Megan Lieu. Image: Supplied

Same suburb, $11M price gap

In Vaucluse, the gap between the cheapest and most expensive pockets is $11.68 million – within one suburb, not across postcodes. REA economist Megan Lieu says it comes down to micro-location: waterfront versus five streets back can mean millions.

HOW IT SOLD

Elle Ritson secures $1.73m Helensburgh sale via database: Image supplied.

Weekly calls delivered $180k in three days

After trying to sell themselves and receiving a $1.55 million offer, vendors at the Handley Street home in Helensburgh asked Elle Ritson if she could achieve more. Elle had 15 ready buyers in her database – built through regular contact with serious prospects every single week. Three days and 15 inspections later, the property sold for $1.73 million

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

CELEBRITY HOMES

Jemima Goldsmith lists her West London home of nearly 30 years for A$11.6 million as she prepares to remarry and relocate. Photo: sothebysrealty.co.uk

Jemima Goldsmith lists £6.5m London mews home after nearly 30 years

The British writer, producer and ex-wife of former Pakistani Prime Minister Imran Khan is selling her long-held London home (A$11.6 million) after nearly three decades, as she prepares for a new chapter, splitting time between Switzerland and the UK countryside.

MOVERS + SHAKERS

Mark Blit. Photo: Supplied

Mark Blit joins Ray White The Bayside Group

The veteran agent brings 17 years of experience across Melbourne's Bayside suburbs to the team. 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 friendships are strong… until you mention another agent and suddenly everyone’s personally offended. 🤦🏻‍♀️🤷🏻‍♂️

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

TRUE OR FALSE:

Ciao! In Italy, you can buy a home for the bargain price of €1 and immediately own it outright with no strings attached.

And the answer is …

False. The €1 Italian homes aren’t a free, hassle-free purchase. Buyers must commit to strict renovation plans, lodge deposits, and complete works within set timeframes (often 1–3 years), with significant costs usually running into tens of thousands of euros. It’s less “buy a house for €1” and more buy a legally binding renovation project in a declining town.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

Homes with black front doors can sell for thousands more than expected.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Why elite athletes stop “playing” - and what that means for agents under pressure

• Domain says confidence, not data, is now the property market’s biggest problem

• Federal Budget changes could slow sales volumes even if prices hold

Today’s read time: 5 minutes, 10 seconds

New to The Brief? Join us for free 🤝

AREC 2026

Ben Crowe. Image: AREC

“You’re either in play or in fear”: The mindset shift re-shaping high-performance real estate

Elite mindset coach Ben Crowe has delivered a sharp reality check to high-performance professionals, warning that most people operating under pressure aren’t actually performing – they’re reacting from fear. Drawing on his work with athletes and teams including Ash Barty and the Boston Celtics, he said the difference between success and stagnation comes down to one shift in state. The message landed with particular relevance at AREC 2026, where performance is constantly measured in listings, negotiations and conversion rates.

Speaking at AREC, Ben told delegates that mindset sits in one of two places only: “The opposite of play isn’t work,” he said. “The opposite of play is fear. You’re either in the play state or the fear state, because you can only be in one of those two states.”

For agents navigating unpredictable markets and intense competition, he said fear often shows up as over-focusing on outcomes they cannot control – vendor expectations, buyer sentiment, or what other agencies are doing – instead of executing on what is directly in front of them.

Ben encouraged a return to controllables: effort, intention and mindset.

One of his most practical tools, already used inside elite sporting environments, is a simple language reset: “I’ve got to” becomes “I get to.” As he put it, “Belief kicks confidence’s butt in a street fight,” because belief allows people to act before they feel ready.

For real estate agents, the shift reframes the daily grind, from prospecting and follow-ups to appraisals, not as pressure-driven obligations, but as opportunities to operate in “play” rather than fear, and bring a clearer, more deliberate version of themselves to every interaction.

What you'll learn in the full article:

• The play/fear diagnostic: How to identify which state you're in right now and what to do about it

• The acceptance and focus formula: The exact two-list system Crowe gives every team he works with

• Two core beliefs: The specific beliefs Crowe considers most powerful for handling uncertainty

• Your to-do list: Five practical exercises to implement these frameworks immediately

The frameworks are simple. The shift they create is anything but.

Read the full article

ICYMI, yesterday we heard how Josh Altman’s small gesture landed him a $12 million listing

TOGETHER WITH DOMAIN

Domain President Jason Pellegrino. Image: AREC

‘More data, less action’: Why confidence is the real property crisis

The property industry’s biggest problem isn’t a lack of information; it’s a collapse in buyer and seller confidence, Domain President Jason Pellegrino told AREC 2026.

Despite unprecedented access to data, listings and digital tools, he said consumers are increasingly stuck. “It’s not because they lack knowledge. It’s not because they lack options. It’s because they lacked one thing: confidence,” he said, pointing to a 25-year decline in transaction volumes and dramatically longer hold periods as evidence that more information hasn’t translated into more action.

Jason said a “supercycle” of rising prices has masked deeper hesitation in the market, where too much data has paradoxically made decision-making harder and he warned that single-price algorithms can scare off both buyers and sellers, arguing instead for a value range that reflects real-world complexity.

“The more information we give, the less confident the market has become,” he said. Domain’s response is to reposition itself around building confidence rather than just supplying data; essentially reducing noise, improving listing presentation, and reinforcing the agent’s role as the person who ultimately turns uncertainty into action.

More on Jason Pellegrino’s AREC 2026 address here.

AREC 2026

Alex Ouwens and Nathan Casserley. Photo: AREC.

How to scale through a crisis

When personal tragedy struck both OC co-founders right when they were trying to expand, their Adelaide agency kept running. At AREC 2026, Nathan Casserly and Alex Ouwens revealed how 15 years of trust, an ownership culture where shareholders pick up the rubbish, and a pit crew of advisers who meet monthly made it possible.

BUDGET FALLOUT

The budget could have some unintended consequences for the economy. Photo: Getty

Budget housing measures may slow sales volumes

Prices might hold, but transactions could fall – and that's what really drives economic activity. Ray White's Nerida Conisbee warns that the Federal Budget's changes for investors may prompt buyers to pause and sellers to wait. Stamp duty makes up about 21% of state revenue nationally, and fewer sales mean budget pain regardless of what happens to values.

HOW IT SOLD

Matthew Blackmore sells Enfield house for $2.285m at auction: Image supplied.

Strategic positioning drives $135k above reserve

An Enfield home sold for $2.285 million after a tightly targeted auction campaign generated strong upgrader competition, delivering $135,000 above reserve with five registered bidders. Matthew Blackmore of Strathfield Partners repositioned the property’s narrow frontage as an accessible entry point for local families, driving 93 inspections and a competitive auction result.

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

CELEBRITY HOMES

Ralph Lauren's Manhattan building has a full-floor apartment listed. Photo: coldwellbankerluxury.com

Tailor-made! Full floor in Ralph Lauren's building hits market

When Ralph Lauren wanted a change in 2022, he didn't leave his Manhattan building - he moved to a different apartment at the same address. Now a 10-room, full-floor residence in his Fifth Avenue building is listed for AUD$17.5 million.

MOVERS + SHAKERS

Andrew McCann and Alicia Loxley. Photo: Supplied

Jellis Craig hosts Property Event for 350 clients

CEO Andrew McCann told attendees that federal budget changes on negative gearing make now the time to upgrade primary residences. More here.

Greg Brydon. Photo: Supplied

Greg Brydon wins 2026 Australasian Auctioneering Championship

The Apollo Auctions general manager claimed the industry's top title in Melbourne after years of competition and mentorship from 2024 winner Luke Banitsiotis. 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

POV: your wife’s a real estate agent… congrats, you now work in “content production.” 📸 🥂

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

TRUE OR FALSE:

Homes with black front doors can sell for thousands more than expected.

And the answer is …

True. Research from Zillow found that homes with charcoal or black front doors sold for an average of US$6,271 more than expected. The theory is that darker front doors create a stronger first impression, signalling sophistication, confidence and modern design. It’s a reminder that even small cosmetic details can influence buyer perception and sale price.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Australia, someone can legally become the owner of land they don’t own just by occupying it for long enough.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Josh Altman’s US$175m lesson: Never underestimate a client

• Josh Flagg’s “pre-listing psychology” strategy behind winning luxury listings

• Boris Becker: Like tennis, the hardest work in real estate happens before the deal (aka, final)

Today’s read time: 6 minutes, 20 seconds

New to The Brief? Join us for free 🤝

AREC 2026

Josh Altman - AREC 2026. Image: AREC.

$1,200 lease to $175 million: Josh Altman’s wake-up call for agents

A $1,200 rental commission turned into $175 million in sales - and at AREC 2026, Josh Altman said that’s exactly why agents should never underestimate a client. Speaking to 4,500 agents on the Gold Coast, Josh shared how spending two months helping a young woman secure a $4,500-a-month lease eventually connected him to a Fortune 500 CEO, a record-breaking $12 million penthouse sale, and years of repeat business.

“Treat everyone you meet with respect,” he said. “You never know where your next deal is going to come from.”

The session hammered home a consistent theme: the biggest career-making opportunities often arrive disguised as small, low-value transactions.

Josh, best known from the TV show Million Dollar Listing Los Angeles, also reflected on losing more than $1 million during the 2008 financial crash before rebuilding his career into a luxury property empire averaging $1.5 billion in annual sales over the past five years.

He told the AREC crowd that success was less about luck and more about deliberately putting yourself in the right environments - whether that meant working from cafes near Beverly Hills talent agencies or introducing himself to celebrities at the gym.

“Choose to be lucky,” he said. “Put yourself in situations where you’re rubbing shoulders with the type of clientele that you want to sell to.”

What you'll learn in the full article:

• The $175 million chain: How a $4,500 rental led to a Fortune 500 connection and a record-breaking sale

• The Starbucks strategy: The exact positioning tactic Josh used to land an $18 million buyer

• The brokerage decision: His counterintuitive philosophy on where agents should build their careers

• Your Tuesday to-do list: Five specific actions to apply his principles this week

The deals that define careers rarely announce themselves and Josh's approach shows you how to find them before anyone else does.

Read the full article

ICYMI, yesterday, why relationships, not postcodes, are driving record-breaking sales in remote regional markets.

AREC 2026

Boris Becker via Zoom. Image: AREC

Boris Becker and Josh Flagg on success: pressure, truth and playing the long game

Tennis legend Boris Becker told attendees at AREC 2026 that “the final is always the easiest match,” saying the real challenge is the early rounds where discipline, mindset and support systems are tested long before the spotlight. Meanwhile, US luxury agent Josh Flagg said his listing success starts before he sees a property, using early pricing cues, deep market knowledge and upfront honesty with vendors, adding that he’ll walk away when expectations are too far apart, arguing that “candour and discipline” drive better long-term results. Read more AREC 2026 highlights here.

POST BUDGET ANALYSIS

REA Group Senior Economist Angus Moore. Image: Supplied

Property tax changes may benefit some investors

The Budget's negative gearing and CGT overhaul won't crash prices – PropTrack modelling puts the long-term impact at just 1-5% lower than they would have been. The surprise? Some investors will actually pay less tax under the new inflation-indexing model, particularly in slow-growth markets like Melbourne. The bigger risk, according to REA Senior Economist Angus Moore, is a geographic shift in rental supply that could squeeze inner-ring tenants.

TIME’S UP

The Olympic infrastructure pipeline is creating a new growth cycle in Brisbane. Photo: Getty

Brisbane investors face 2027 deadline before Olympic crunch

Residential developers have until 2027 to get projects underway before Brisbane's Olympic construction pipeline absorbs the labour force and blows out costs, according to new Colliers research. Queensland faces a potential 35,000-worker shortfall at peak in 2027-28, with construction spending hitting $75 billion.

HOW IT SOLD

Nivin Salsa sells Burnside Heights house $67k over reserve: Image supplied.

Emotional bidding drives $57k above reserve

A Burnside Heights home sold for $947,000 at auction after a tightly executed campaign, delivering $57,000 above reserve with eight registered bidders. Nivin Salsa of Ray White Rockbank combined meticulous presentation, strong digital reach and precise timing to create competition and drive an emotionally charged finish.

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

CELEBRITY HOMES

Kathie Lee Gifford lists Connecticut waterfront. Photo: lesliemcelwreath.com

Kathie Lee Gifford’s US$100m Greenwich estate could challenge Connecticut price record

The US$100 million (A$140 million) waterfront estate in Greenwich could rival Connecticut’s all-time residential record if it sells at the asking price, following the US$139 million benchmark set in 2023 nearby.

MOVERS + SHAKERS

Alex Radda and Nichola Purcell. Photo Supplied

Magain Real Estate launches commercial division

Alex Radda leads the new Hyde Park-based office as Head of Commercial, supported by property manager Nichola Purcell. More here.

Tristian Kennedy and Jason Spagnoulo have taken the reins at Ray White Port Adelaide. Photo: Supplied

Tristian Kennedy and Jason Spagnoulo acquire Ray White Port, Adelaide

The duo are expanding their western suburbs footprint by taking over from founders Nick and Loraine Psarros after 15 years, with Nick staying on as Founding Director to mentor the team. More here.

Tense Venneri. Photo Supplied

Tense Venneri appointed Barry Plant Head of Growth

After 16 years leading the Mildura office, he's stepping into a network-wide role focused on driving growth and performance across 65+ offices. 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 posting “Just listed” like it’s breaking news… mate, so is the sun rising tomorrow.🌞📬

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

TRUE OR FALSE:

In Australia, someone can legally become the owner of land they don’t own just by occupying it for long enough.

And the answer is …

True. In Australia, a legal principle known as “adverse possession” can allow someone to claim ownership of land if they’ve occupied it openly, continuously and without permission for many years. The rules vary by state, but in places like Western Australia and New South Wales, the period is typically 12 years. Most claims involve boundary disputes or unused strips of land rather than people taking over entire homes, but the law is very real.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Feng Shui, a home where the front door lines up directly with the back door is considered bad for wealth because energy is thought to flow straight through, potentially making the property harder to sell and affecting perceived value.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• The relationship economy behind Pilbara’s record property prices

• New study reveals safety and reporting gaps in real estate

• The AI giving agents a pre-pitch advantage

Today’s read time: 6 minutes, 40 seconds

New to The Brief? Join us for free 🤝

REGIONAL REAL ESTATE

Belle Property Karratha Principal, Dylan Rakich. Image: Supplied

Pilbara prestige: why relationships, not postcodes, are driving record-breaking sales

While prestige property headlines are often dominated by Sydney and Melbourne, some of Australia’s most surprising premium results are emerging in remote regional markets like the Pilbara, where relationships and timing can outweigh traditional market dynamics. Just weeks after opening Acton | Belle Property Karratha, principal Dylan Rakich secured a record-breaking $2.7 million off-market sale in Baynton, resetting Karratha’s residential benchmark and highlighting how tightly held regional markets can deliver capital city-level outcomes.

But according to Dylan, selling in the Pilbara is fundamentally different to selling in larger metropolitan markets.

“We are not a market with 10 to 15 buyers at any one time with $2 million-plus budgets,” he said. “Sometimes there is one. Sometimes there are two. And when they transact, it shifts the top end.”

In towns like Karratha, where buyer pools are smaller and premium stock is limited, high-end sales are often driven by relationships, reputation and off-market strategy rather than broad public campaigns. Dylan said trust plays an outsized role in a region where personal and professional networks are deeply intertwined.

“This is a community where you see the same people at the shops, at the gym, at the pub,” he said. “Trust and reputation matter because if you lose that, you lose your market.”

The $2.7 million Baynton transaction was negotiated entirely off-market after Dylan identified alignment between a qualified buyer and a tightly held property that was not formally listed for sale. The result reinforced how scarcity and timing continue to shape the Pilbara’s evolving prestige market.

“It is a relationship business first,” Dylan said. “The sales follow from that.”

What you'll learn in the full article:

• The relationship-first framework: How Dylan builds the trust that makes off-market deals possible in tight-knit communities

• Scarcity economics: Why fewer buyers can actually mean higher prices when you understand the dynamics

• The "make me move" negotiation: How to identify sellers who aren't selling – and structure deals that work for everyone

• Micro-market positioning: Why remote regions are increasingly behaving like high-end ecosystems

For agents considering regional markets or looking to apply relationship-driven principles in any market, Dylan's approach offers a compelling alternative to volume-based strategies.

Read the full article

ICYMI, last week: Why real estate agents are being coached liked athletes.

SHORT-TERM RENTALS

Hobart is currently flooded with short-term rentals. Photo: Getty

Landlords are choosing Airbnb despite lower returns

Most Australian Airbnbs actually return less than long-term leasing when you factor in real occupancy – only three-bed Sydney houses and larger Hobart homes beat the market. New AHURI research found owners often persist because they want personal use of a future retirement home, or have had bad tenant experiences. Despite that, the report found that some locations have 36 times more short-term accommodation than long-term rentals.

WOMEN IN REAL ESTATE

Laing+Simmons Head of People & Growth Jacqui Barnes. Image: Supplied

Only 58% of women feel safe at inspections

A new national study has found troubling gaps in workplace safety and reporting. Over a third of women have experienced harassment during their careers; yet two-thirds who faced issues never reported them. Laing+Simmons' Jacqui Barnes, who led the research for the Women In Real Estate, says businesses must review their protocols and "have the conversations" to create environments where everyone can thrive.

INTERNATIONAL

UK agents launch $2.9B lawsuit against Rightmove

Thousands of UK estate agents claim the property portal has exploited its market position to impose "excessive and unfair" subscription fees, with some reporting costs that have more than doubled in recent years. The class action, seeking £1.5 billion (A$2.9 billion) in damages, heads to a certification hearing in November. One agent told the BBC his monthly Rightmove bill now equals "two full-time staff salaries."

THE AI EDIT

AI reveals if you're the favourite or fool

Most agents spend hours preparing listing pitches without knowing whether they’re the preferred agent or just the comparison quote. In Week 2 of the AI Sprint, Samantha McLean explores how AI-powered DISC profiling and pre-meeting surveys can help agents understand vendor personality and intent before they walk in. The result is a more tailored pitch, sharper communication, and a clearer read on who you’re really dealing with. Sign up for the AI Sprint sessions here.

CELEBRITY HOMES

Dallas Cowboys head coach Brian Schottenheimer is selling his family home. Photo: Compass

NFL coach selling his infamous Texas snake bite home

A snake bit the family dog before one game; an owl got inside before another. Dallas Cowboys head coach Brian Schottenheimer is listing his home after just one season – officially blaming the commute, though we suspect the wildlife didn't help. The $5.9 million spread comes with an infinity pool, yoga garden, and floor-to-ceiling marble fireplace.

MOVERS + SHAKERS

Ray White Holland Park has joined forces with Ray White AKG. Photo: Supplied

Ray White AKG expands into Holland Park

Piers Crawford and Darren Bonehill will lead as joint principals, bringing the 35-year-old office into the AKG network across South East Queensland. More here.

Darren Piper. Photo Supplied

Darren Piper hits a decade at Universal Buyer's Agents

His Brisbane-based team of 14 is about to crack 1,000 purchases and $1 billion in total transactions across Southeast Queensland. 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

Mixed signals, late-night stress, and you still saying “all good” like you’re fine. 😮‍💨👨🏻‍💻

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

TRUE OR FALSE:

In Feng Shui, a home where the front door lines up directly with the back door is considered bad for wealth because energy is thought to flow straight through, potentially making the property harder to sell and affecting perceived value.

And the answer is …

True. In Feng Shui tradition, a direct line from the front door to the back door is considered unfavourable because it is believed energy (chi) flows straight through the home, symbolically meaning wealth does not “settle.” As a result, some buyers who follow or value Feng Shui may view the property less favourably, which can influence demand and occasionally affect price or days on market in certain cultural or local segments.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

The iconic New York Brownstone, now one of the most expensive and sought-after property styles in American real estate, was originally considered a cheap housing alternative.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Reset, don’t react: the high-performance edge

• The clock is ticking for Tranche 2

• A look inside Giorgio Armani’s never-occupied Manhattan apartment

Today’s read time: 6 minutes, 20 seconds

New to The Brief? Join us for free 🤝

MINDSET

Hawthorn Football Club assistant coach Adrian Hickmott. Image: Supplied

What AFL coaches teach about missing listings

Miss a few listings in a row and the internal dialogue shifts fast. Is it strategy? Effort? Timing? Something else entirely? In a high-performance session between The Agency and Hawthorn Football Club assistant coach, Adrian Hickmott, agents learned what separates those who recover quickly from those who spiral - and it's rarely talent.

The Agency’s executive director, Andrew Jensen, said the emotional cycle in real estate is one of the hardest parts of the job to manage, and the coaching session with Hawthorn helped clarify how high performers can better recognise, reset, and stay anchored to process rather than outcome.

"High performers don't get trapped in that emotional swing," he said. "They learn how to step back, reset, and return to process."

But here's what most agents miss about that reset, after a missed listing, the instinct is often to change everything, but Adrian's framework suggests something different.

"More often, it's one or two specific adjustments that make the difference - not a complete reinvention," Andrew said.

Adrian also discussed how AFL coaches work with vastly different personality types, and why trying to fit everyone into the same mould undermines performance.

"Often, the high performers are high performers precisely because they're different," Andrew said. “He explained how the strongest teams aren’t built by making everyone the same, they’re built by understanding people properly, giving them the right environment to operate in, and then allowing those strengths to compound across the group.”

What you'll learn in the full article:

• The emotional balance framework: How high performers stay steady through wins and losses without hitting extremes

• Evidence-based review: Hawthorn's structured process for isolating what actually changed the outcome – and what needs to continue

• The noise reduction principle: How elite teams protect time and sharpen focus during key performance blocks

• Adaptation over uniformity: Why the strongest teams are built by understanding differences, not flattening them

This session revealed frameworks that translate directly from the AFL field to your listing presentations. If you've ever felt trapped in an emotional spiral after a setback, this is the reset you need.

Read the full article

ICYMI yesterday, we reported on the wellness revolution in real estate.

TOGETHER WITH APLYiD

Tranche 2 AML reforms: the compliance deadline for real estate is closing fast. Image Supplied

Tranche 2 AML reforms: the compliance deadline for real estate is closing fast

Australia’s expanded Anti-Money Laundering and Counter-Terrorism Financing (AML/CTF) regime under Tranche 2 will bring real estate agencies into AUSTRAC’s reporting framework for the first time, with full obligations applying from 1 July 2026.

Agencies must enroll with AUSTRAC, implement AML/CTF programs, verify clients, and monitor transactions, meeting the same standards as financial institutions. Penalties are severe, including daily fines, civil penalties per transaction, and possible criminal liability for directors. No grace period exists, so delays risk enforcement.

Compliance platform APLYiD urges agencies to act now, providing tools like policy builders, verification, training, and webinars to help real estate businesses achieve compliance swiftly.

Read more about the Tranche 2 deadline obligations here.

INVESTOR MARKET

Cotality’s Head of Research, Gerard Burg. Image: LinkedIn

Investors claim record share of home loans even as lending slumps

New analysis from property data firm Cotality shows Australia's investors have seized a record 41 per cent of home loan volumes in the March quarter, even as total lending commitments fell 6.2 per cent under the weight of renewed RBA rate hikes and collapsing consumer confidence.

Owner-occupiers retreated faster than investors, driving the imbalance, while first home buyers held their numbers but borrowed less on average. Federal Budget changes removing negative gearing on existing properties are now expected to drag investor activity lower in coming quarters.

INTERNATIONAL

Redfin has introduced an exclusive listing tier. Photo: Getty

Redfin launches priority tier for pre-market listings

Coming-soon listings that don't accrue days on market or show price-drop history – that's the hook behind US portal Redfin's new "Early Access" feature, giving priority to listings from its agents and Compass. Survey data shows 83% of US sellers want a "coming soon" window before full exposure.

HOW IT SOLD

Data and repeat clients deliver $1.66m Berwick sale: Image supplied.

Off-market match delivers $1.66m for stalled listing

A Berwick home sold off-market for $1.66 million after being repositioned following 120 days on market, with – an unconditional offer secured through targeted buyer matching. Mahdi Tawakoli of LJ Hooker connected a repeat client with the opportunity and used market data to align vendor expectations and close the deal.

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

CELEBRITY HOMES

Giorgio Armani's NYC Apartment. Photo: elliman.com

Inside Giorgio Armani’s never-lived-in luxury Manhattan apartment

The New York apartment designed by late fashion legend Giorgio Armani for his own use has officially hit the market, despite never being lived in. The two-bedroom residence inside Giorgio Armani Residences was completed shortly before Armani’s death last year and is now asking US$9.95 million (AUD$15.4 million), offering buyers a rare chance to own a home personally curated by the designer himself.

MOVERS + SHAKERS

Kate Peereboom. Photo Supplied

REMAX The Limitless Group appoints Kate Peereboom as Head of Sales

The former multi-office principal joins the Brisbane-based five-office group to lead sales strategy and agent development across its REMAX network. More here.

First National Real Estate has named its award winners. Photo: Supplied

First National Real Estate unveils rebrand at Vietnam convention

The network revealed a modernised visual identity to members in Da Nang, retaining its signature blue, while Queensland's Ryan McCann and Townsville's Julie Neilsen-Thompson took out the top individual sales and property management awards. More on the new look and award winners.

Craig and Sonya Taylor. Photo: Supplied

Craig and Sonya Taylor take ownership of Ray White Rural Murwillumbah

After eight years at the office, Craig and his wife are stepping into full ownership of the Tweed River business. 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 chose me?” says the real estate agent, acting calm while internally hitting peak “all the feels”. 🩷🏡

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

TRUE OR FALSE:

The iconic New York Brownstone, now one of the most expensive and sought-after property styles in American real estate, was originally considered a cheap housing alternative.

And the answer is …

TRUE. Brownstone became popular in the 19th century because it was affordable, easy to quarry and simple to carve into the ornate facades that now define some of Brooklyn and Manhattan’s most valuable streets. Today, scarcity and historic appeal have transformed these once “budget” homes into multimillion-dollar real estate assets.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

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GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Japan, some residential properties cannot be rebuilt once an existing structure is demolished.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Where real estate meets high-performance culture

• The most critical skill new PMs overlook

• Property tax changes to impact investors in established vs new builds

Today’s read time: 5 minutes, 30 seconds

New to The Brief? Join us for free 🤝

HIGH PERFORMANCE LEADERSHIP

Matt Micaleff and colleagues in the 'pain cave'. Image: Supplied

The “Pain Cave” and the rise of wellness-driven performance

Before sunrise on the Gold Coast, real estate agents gather in a converted garage for the “Pain Cave” - a high-intensity routine of strength work, conditioning and ice baths designed to build discipline, resilience and mental control.

Ray White TMG Selling Principal Matt Micallef says the program began as a personal reset around accountability.

“I made a promise to myself that this would be the fittest I’ve ever been,” he says. “I realised accountability was the thing I was missing.”

The approach is designed to push control under pressure, with the ice bath acting as the final challenge.

“The first challenge is getting out of bed,” he says. “The second is completing the workout. And the third is controlling your mind in the ice bath.”

But the idea sits within a broader shift toward wellness-driven performance culture. According to Ray White Head of Research Vanessa Rader, Australia’s $141 billion wellness economy, now representing 7.8% of GDP, is reshaping luxury real estate, with homes increasingly designed as “health ecosystems” rather than static spaces.

AI-driven systems now regulate air quality, light, temperature and sleep environments, while biometric monitoring is being embedded into living spaces to optimise recovery, focus and wellbeing.

Against that backdrop, the Pain Cave reflects the human version of the same trend: engineered environments built to shape behaviour, performance and consistency under pressure.

What you'll learn in the full article:

• The Pain Cave system: How ice baths, accountability structures, and early starts create high-performance culture

• The $141 billion opportunity: Why wellness is now embedded in luxury property – and what that means for positioning listings

• Invisible technology: AI-powered systems making thousands of micro-adjustments daily to optimise health

• The leadership connection: Why shared discomfort creates trust traditional offices can't replicate

This isn't a fitness story. It's about how environment shapes behaviour, and what that means for real estate.

Read the full article

ICYMI yesterday: The metrics that seperate prepared agents, to those caught off-guard.

TOGETHER WITH REALESTATE.COM.AU

Gerard Connell REA Group Photo: provided.

Realestate.com.au to introduce vertical video listings on app home screen

REA Group will expand the realestate.com.au video hub from July to include vertical property walkthrough reels and listing videos in its existing personalised feed. Initially launched in November, the hub will showcase more listing videos on the app for members, with agents able to upload via Ignite.

Gerard Connell, REA Group Executive General Manager – Sales, highlighted the importance of immersive videos for campaigns, noting that buyers engage more with property videos on realestate.com.au saying property walkthroughs offer an engaging, accessible way to present properties, building trust and attracting buyers with minimal editing.

REA is partnering with agents and content producers for training, with ongoing support planned for FY27.

Read more about REA’s vertical listing videos here.

TAX

Cate Bakos, Chair of the Property Investment Professionals of Australia (PIPA). Image: Supplied

Investors face $250K tax hit on established homes

From July next year, buying a $1 million established rental instead of a new build will cost an average earner roughly $250,000 more in tax over a decade, rising to nearly $280,000 for those on higher incomes. Banks are already adjusting their calculators, with one showing $800k borrowing capacity for new builds versus just $500k for established. PIPA Chair Cate Bakos warns rents could go "through the roof" as investors exit the established market.

BACK TO BASICS: INSPECTION REPORTS

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

Why inspection reports matter most in property management

Before leasing, before legislation, before the daily pace of the role, there's one skill that separates competent property managers from those who face disputes down the track. BresicWhitney’s Chantelle Collin explains why cadets shouldn’t touch entry/exit inspections until they've built a foundation through routine ones, and why the old advice to "cross your t's, dot your i's, check, double check, triple check" still holds.

HOW IT SOLD

Steve Beattie sets Miranda duplex record with strategic approach: Image supplied.

Pre-construction advice set a Miranda record

Steve Beattie consulted with vendors throughout the build, advising on finishes based on what buyers were responding to in the market. The result – a $2,482,500 sale that set a new four-bedroom duplex record for the suburb, with three registered bidders competing at auction.

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

CELEBRITY HOMES

Bob McNair's Houston penthouse. Photo: Douglas Elliman

NFL Texans founder's Houston penthouse asks A$17M

Developers snapped up the unfinished Houston penthouse of late billionaire and Texans founder Bob McNair for US$3 million in 2020. After years of work following his original floor plan, the 8,869-square-foot duplex is now listed at US$11 million (about $17 million AUD). As a tribute, there's even a plaque signed by former Texans star J.J. Watt built into one of the pillars.

MOVERS + SHAKERS

Belle Property Commercial Upper North Shore. Photo: Supplied

Belle Property launches commercial arm on Sydney's Upper North Shore

Residential principals Michael Doran and Daniel Dennis are expanding beyond their four-office Upper North Shore network to lead the new division, as local landlords increasingly explore commercial alternatives to rising holding costs. 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

Clocked over the limit on the way to a listing and immediately reframes it as “high velocity market conditions,” then offers a business card out of habit.🚗💨

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

TRUE OR FALSE:

In Japan, some residential properties cannot be rebuilt once an existing structure is demolished.

And the answer is …

True. While owners are not required to rebuild an older home, demolition can expose underlying compliance issues under Japan’s Building Standards Act. In some cases, properties that previously contained legal structures may not meet current requirements, particularly around road access and minimum frontage, meaning a new dwelling cannot always be constructed on the same site.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In China, some homeowners refuse to sell and end up living in houses stranded in the middle of major developments.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• The data shift top agents have already made - and why it matters now

• Negative gearing changes could cut investor borrowing power by 20%

• Olympic gold medallist Grant Hackett lists his $8M Brighton property

Today’s read time: 5 minutes, 50 seconds

New to The Brief? Join us for free 🤝

DATA INSIGHTS

Nick Jewitt. Photo Supplied

The data shift top agents have already made

Most agents collect data. Few actually use it to gain a meaningful advantage. With softer conditions emerging across Melbourne and Sydney, that gap is about to become very visible.

Nick Jewitt, Head of Data and Analytics at Harcourts, has spent nearly five years building the network's business intelligence capabilities. He believes agents need to stop treating data as a resource and use it as a tool

With Melbourne and Sydney conditions shifting from selling in “days” to selling in “weeks or months," the margin for error has narrowed. Nick's four-pillar framework helps agents identify exactly where they're falling short - but the real insight is how each pillar connects to the others.

"You've got to make sure you are winning the listings. And if you are winning the listings, you are then able to convert those listings into sales because it's going to get tough,” he says.

What you'll learn in the full article:

• The Four Pillars framework: The specific metrics that separate prepared agents from those caught off guard

• Sharpening your axe: How to identify the exact stage where you're losing listings

• The AI acceleration: How tech-curious agents are building custom tools without coding skills

• Business owner blind spots: The financial visibility gap that could catch principals off guard

The agents who can answer Nick's four questions with actual numbers – not gut feel – are positioned to handle whatever comes next.

Read the full story here.

ICYMI, yesterday, we found out why Chinese buyer demand is no longer confined to traditional hotspots

TOGETHER WITH LJ HOOKER

Jarita Rayasam, Head of Growth at LJ Hooker. Image: Supplied

From agent to principal: LJ Hooker maps the ownership pathway

The move from salesperson to principal is a well-worn path that more agents are taking with the right structure and support. But the transition requires more than sales success. It demands a fundamental mindset shift that many high performers don't anticipate.

High-performing agents eventually realise they can't do everything alone forever. Learning to delegate and trust others is the first real step into leadership.

LJ Hooker’s Head of Growth, Jarita Rayasam, breaks down the key stages, including building a team, developing business thinking, and choosing between a "spawning" model (new office) or "nesting" approach (existing business).

Sanjeev Kumar is one example who went from remote agent to two-office principal with 16 staff in six years.

"LJ Hooker helped me to become a leader by teaching me how to grow a great team, build relationships and recruit the right people," Sanjeev said.

Read more about what a good support structure actually looks like.

PROPERTY INVESTORS

Property Investors are facing a 20 per cent reduction in borrowing capacity. Photo: Getty

Negative gearing changes may cut borrowing power by 20%

The Budget's negative gearing limits kick in July 2027 – but the impact starts before then. Modelling by mortgage brokers shows that a $100,000 earner's borrowing capacity would drop from $750,000 to $600,000 because lenders factor in tax benefits when approving loans.

FLYING HIGH

The granny flat ban has been lifted near Western Sydney Airport. Photo: Getty

NSW lifts granny flat ban near Western Sydney Airport

Homeowners in Wollondilly, Camden, Fairfield, Liverpool, and Penrith can now build secondary dwellings up to 85 square metres in lower-noise zones near the new airport. The reversal supports multi-generational housing in one of Sydney's fastest-growing corridors.

HOW IT SOLD

Geoff Grist sells Neutral Bay unit for $1.32m after 70 groups: Image supplied.

Patient strategy delivers $1.32m harbour-view result

A Neutral Bay apartment sold for $1.32 million after a carefully managed campaign, with 70 inspection groups over 70 days leading to the right buyer. Geoff Grist used a strategic pause and relaunch to navigate market timing and local disruptions, ultimately securing a premium outcome for the vendor.

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

CELEBRITY HOMES

Grant Hackett lists Brighton block. Photo: realestate.com.au

Grant Hackett makes a splash with his $8M Brighton home

Olympic gold medallist Grant Hackett and wife Sharlene are diving out of another Brighton property, listing their vacant 1,181sq m Mulgoa Street site with $8–$8.8 million hopes. The couple paid about the same price in 2024, taking their Brighton property sales to nearly $16 million in just 18 months.

MOVERS + SHAKERS

Adam Roberts. Photo: Supplied

Adam Roberts returns to Ray White after 20 years

The commercial property specialist rejoins RWC Robina and reunites with Steve Mutton, the mentor who gave him his first industry start. More here.

Bryce Gibson. Photo Supplied

Bryce Gibson builds an award-winning Hunter Valley agency

A chance encounter at Target led to him becoming NSW's first school-based real estate trainee, launching a journey that saw him take over his Cessnock LJ Hooker office at just 21. More here.

Harcourts Tasmania raises a record-breaking $30,000. Photo: Supplied

Harcourts Tasmania smashes fundraising record

The network raised $30,000 at its annual awards dinner, the highest single-event result for the region. Two offices battled in a live auction for a day with Martin Cooper, who leads the number one Harcourts franchise globally. 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

Gen Z budgets and the property market are currently not on speaking terms 😡😭

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

TRUE OR FALSE:

In China, some homeowners refuse to sell and end up living in houses stranded in the middle of major developments.

And the answer is …

True. In China, these properties are known as “nail houses”, where owners hold out against developers and refuse to move. The result can be striking, with a single home left standing in the middle of a construction site or even surrounded by highways. It’s become a symbol of property rights and negotiation power, showing that even large-scale developments can’t always force a deal.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

Imagine Potential 🚀

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Scotland, a red front door is said to symbolise a mortgage-free home.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Chinese buyer demand expands beyond traditional hotspots

• Find out which suburbs recorded 99.9 per cent profitability

• Auction activity softens post-Budget

Today’s read time: 4 minutes, 50 seconds

New to The Brief? Join us for free 🤝

BUYER BEHAVIOUR SHIFT

According to Esther Yong, Chinese buyers are looking beyond traditional suburbs, now favouring places like the Mornington Peninsula. Images: Getty/Supplied

Why Chinese buyer demand is no longer confined to traditional hotspots

The long-held assumption that Chinese buyers are concentrated in suburbs like Box Hill, Chatswood and Glen Waverley is becoming increasingly outdated, according to Chinese property platform founder Esther Yong. While those established markets still attract strong demand, Chinese buyer activity is now spreading far more broadly across Australia, driven by a new generation of locally raised buyers whose priorities look very different to those of a decade ago.

Esther said today’s buyers are less focused on CBD proximity and investor-driven apartment purchases, and more interested in lifestyle, schools, space and long-term liveability. Search and enquiry activity is increasingly appearing in coastal and regional lifestyle markets including the Central Coast, Mornington Peninsula, Southern Gold Coast, Adelaide, Brisbane and Bendigo - locations that previously attracted little Chinese buyer attention.

She said the shift is being driven largely by younger Chinese Australians who grew up locally and now influence family purchasing decisions both in Australia and overseas.

Rather than relying on developer roadshows or offshore marketing campaigns, property recommendations now spread organically through WeChat groups, Chinese social media and personal networks, creating a quieter but more sophisticated and dispersed form of demand and this change has important commercial implications.

”Agents who can credibly explain how Chinese buyer behaviour has evolved are not simply marketing to an overseas audience, they are demonstrating to vendors that they understand a buyer pool many competitors are still overlooking.”

What you'll learn in the full article:

• The new buyer profile: Why children who grew up here are driving family property decisions with very different priorities

• Where activity is growing: Specific regions and cities now appearing regularly in Chinese-language searches

• The listing presentation angle: How understanding this shift creates competitive advantage with vendors

Agents still using the old hotspot map aren't just missing buyers – they're missing a story that matters in every listing presentation.

Read the full article

ICYMI, yesterday: How the new tax rules reshare agency ownership models.

TOGETHER WITH KOLMEO LABS

Kolmeo launches Kolmeo Labs, an AI-powered suite of tools designed to reduce the daily workload of property managers.

Kolmeo Labs launches a new suite of tools targeting property management workload

Kolmeo has launched Kolmeo Labs, a suite of AI-powered tools designed to support property managers within their existing workflows rather than replace current systems. The offering includes Labs Inbox for email assistance and thread summaries, Labs Check for plain-language compliance and legislation answers, Labs Chat for tenant enquiries and maintenance triage, Labs Report for on-demand portfolio insights, and Labs Guide for task planning and prioritisation.

At the centre of the platform is Kleo, Kolmeo’s AI assistant, which can respond to queries, provide guidance and suggest next steps such as drafting compliance-related notices. The tools are positioned as an added intelligence layer across day-to-day property management tasks, aimed at reducing manual effort across communication, reporting and portfolio oversight.

Read more about Kolmeo Labs here.

CASHING IN

Northern Beaches homeowners are nearly all turning a profit on the sale of their homes. Photo: Getty

Northern Beaches sellers pocket $810K in profits

In Brisbane North and Moreton Bay South, 99.9% of property owners are selling for a profit. Sydney's Northern Beaches tops the median gains at $810,000, while the Gold Coast leads total volume at $5.31 billion. REA's Megan Lieu says these equity buffers should limit any forced sales, even if interest rates stay high

AUCTION SUMMARY

Auction activity cools post-Budget as buyer attendance and clearance rates ease across Australian capital city markets. Image: Ray White

Tax overhaul triggers market caution

Just 2.1 attendees per property turned up to open homes nationally this week – down from 2.5 last week and well below 3.4 a year ago. Preliminary clearance rates also softened to 56.2%, with Ray White's Nerida Conisbee pointing to uncertainty around negative gearing and CGT changes. The next few weeks will show whether this is a pause or a real shift.

HOW IT SOLD

Six offers in a week for Dakabin villa | Rheanna Burdon: Image supplied.

Six offers in one week drive $820k Dakabin result

A Dakabin villa sold for $820,500 after a high-impact campaign generated six offers in just one week, delivering strong competition from first-home buyers and downsizers. Rheanna Burdon of McGrath North Lakes combined presentation-led preparation with early database engagement to build momentum before launch and secure a fast result.

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

CELEBRITY HOMES

Actress Debra Messing lists her renovated Upper East Side co-op for US$6.495 million as she downsizes following her son moving out. Photo: Zillow

Will & Grace Star lists Manhattan apartment for US$6.5 Million

Emmy-winning actress Debra Messing is downsizing from her renovated Upper East Side co-op after her son moved out, but says she's committed to staying in New York.

MOVERS + SHAKERS

Callum Hogan with Tim Snell. Photo: Supplied

Callum Hogan appointed Head of Performance at Ray White NSW/ACT

The newly created role focuses on lifting standards and driving growth across the network through coaching and accountability. 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

An agent can negotiate a $4 million deal in under an hour… then spend three business days trying to understand why a Gen Z buyer described the kitchen as ‘giving trauma’. 🤷💬

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

TRUE OR FALSE:

In Scotland, homeowners traditionally paint their front door red to show they’ve paid off their mortgage.

And the answer is …

False. While the idea is often shared as a tradition in Scotland, there’s little evidence it was ever a widespread or formal practice. Red doors have carried different meanings across cultures, but in this case, it’s more myth than market signal.

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players.
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, 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.

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

Was this email forwarded to you? Sign up here.

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