GOOD MORNING FROM ELITE AGENT

A tiny 1970s cliffside cottage at Moffat Beach, Queensland, has shattered suburb records, selling at auction for $6.72m after holding out against developers for decades. Hosted by David Millar Real Estate, the auction drew such a crowd that 80 people squeezed into the cottage’s compact living room, with a generous neighbour even offering their double garage to accommodate the overflow.

Today’s read time: 4 minutes, 47 seconds.

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MOTIVATION

What’s your best cold-calling opening line?

For real estate agents, the first 10 seconds of a cold call can determine whether it leads to a meaningful conversation or ends with a hang-up.

Brandon Mulrenin, a seasoned real estate coach with nearly two decades of experience, says he has cracked the code on effective cold call openers. Through a detailed study of 1,000 contacts, he identified a strategy for reducing rejection and boosting engagement.

The power of permission-based openers

Outdated openers like “How are you today?” often lead to instant rejection, with a success rate of just 37%. Brandon’s research shows that permission-based openers, (basically phrases that acknowledge the prospect’s autonomy to hand up), dramatically improve results. Examples include:

“You’re going to hate me. I’m a realtor. Do you want to hang up or give me 30 seconds to tell you why I called?” This disarming line had an 88.6% success rate by injecting humour and handing control to the prospect.

“I know you weren’t expecting my call. Do you have 30 seconds or would you rather hang up now?” This approach yielded a 78.1% success rate, as it respected the prospect’s time while easing tension.

“When you give prospects perceived control, compliance skyrockets,” he explains.

Your sales skills matter

Cold calling isn’t just about making calls; it’s about making the right ones. Brandon’s study reveals the stark difference in efficiency between ineffective and effective approaches. With a 30% contact-to-conversation success rate, agents may need to make 1,320 calls to close a single deal. Improving that rate to 80% slashes the workload to just 480 calls for the same result.

“Change how you open a call, and you can go from closing one deal every three months to closing one every month.”

Change it up

Ultimately, Brandon advises agents to test their own openers and track the results to find what works best.

“If what you’re doing isn’t working, stop. Change it. Track your success,” he says. Beyond scripts, he highlights the importance of measurable progress: “It’s not just about working hard; it’s about working smarter with proven strategies.”

ICYMI, yesterday we discussed why you shouldn’t let headlines dictate your actions

TOGETHER WITH MATTERPORT

Matterport’s tools revolutionise property marketing

Matterport's recent tools, Defurnish and Merge, are transforming property marketing by simplifying workflows and enhancing virtual presentations. Defurnish enables decluttering and removing furniture completely, while Merge connects disparate spaces like granny flats, outdoor spaces and garages into seamless tours. With adoption rates of immersive technology projected to reach 20% in 2025, these innovations empower agents to create compelling digital experiences quickly and easily, marking a shift in how properties are marketed and sold.

This is part one of a four-part series examining Matterport's latest releases and their impact on property marketing here.

SMART SNIPPETS

Australia's property market: record highs, rising supply, and what’s next for 2025
The property market wrapped up 2024 with diverse outcomes across capital cities, according to Domain’s December House Price Report. Brisbane celebrated its entry into the million-dollar club with a median house price exceeding $1 million, while Adelaide is close behind, showing steady growth despite limited supply. Sydney and Melbourne experienced mixed results.

Industry wants action as builders fall short
Australia's ambitious housing goals are hitting a wall, with the country building just 180,000 homes last year against the Government’s 240,000 target. The Housing Industry Association reveals taxes can eat up to 50% of new home costs in major cities, while the government's target of 1.2 million homes over five years looks increasingly out of reach. Infrastructure bottlenecks and land supply issues aren't helping either.

TikTok ban set to impact US real estate agents
The US Supreme Court is set to rule on a TikTok ban by January 19, over national security concerns tied to its Chinese ownership. The ban would pose significant challenges for one in six real estate agents who rely on the platform for marketing, according to National Association of Realtors.

CELEBRITY HOMES

Body Shop mogul lists $10m Portsea estate with Sotheby’s

Graeme Wise, who brought The Body Shop to Australia, has listed his stunning five-bedroom Portsea property for $9.5m-$10m. Marketed by Peninsula Sotheby’s International Realty, the estate boasts a tennis court, heated pool, and design by architect Christopher Doyle.

MOVERS + SHAKERS

Todd and Danielle Utley land at The Agency WA.

The veteran duo with 20 years experience join a growing northern suburbs team that's welcomed nine new agents this quarter. 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.

SOUND WAVES

Meet “Mr Super Prime”

Daniel Daggers, famously dubbed "Mr. Super Prime," has become a powerhouse in luxury real estate, best-known for his star turn on Netflix’s Buying London. Starting his career with an internship at 17, he now operates his agency, DDRE Global, handling properties worth over $20 million.

Read the article from Business Insider here and be sure to tune into the Elevate Podcast on Saturday where Daniel shares insights into his impressive real estate career.

Read the article from Business Insider here

AGENTS ON SOCIAL

Who says the younger generation doesn’t have manners? Millennial agents are so polite, they’ll often type “Thanks” after getting information from ChatGPT, as if they’re talking with a trusted colleague. Hands up who’s done this? 🙋🏻‍♀️🤖

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

Wishing you a productive day

Elite Agent is crewed by Mark Edwards, Catherine Nikas-Boulos, Rowan Crosby, Charmagne Arrubio 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.

Stories marked with * are sponsored, including 'Together With' and the weekday 'Movers & Shakers' sections. Interested in promoting your brand to Elite Agent’s audience? Learn more at eliteagent.com/advertise.

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