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TRUE OR FALSE?

The famous Hollywood sign was originally just a real estate billboard.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• When to walk away from a listing

• NZ real estate bounces back

• How to improve your social media game

Today’s read time: 4 minutes, 40 seconds

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PROSPECTING AND LISTING

Why this agent walked away from a ‘perfect listing’

Beautiful property. Motivated seller. Strong local demand. On paper, it was exactly the kind of listing most agents would chase. Instead, the agent made a decision that surprised everyone – including themselves.

When Harcourts CEO Adrian Knowles recently caught up with the agent after what initially looked like a missed opportunity, the context became clearer. The seller had ambitious expectations well beyond what market evidence supported and was looking for validation, not advice.

We all know how tempting it is in those moments to lean in, agree, secure the signature, and hope to “work it out later.” This agent chose differently.

They walked the seller through comparable sales, explained how informed buyers behave in today’s market, and outlined the real risks of overpricing – lost momentum, diminished competition, and extended days on market. Adrian says that when it became clear alignment wasn’t possible, the agent stepped back.

“The best agent isn’t the one who simply agrees with you. It’s the one who cares enough to be honest.”

What you'll learn in the full article:

• The alignment test: How to recognise when a listing will create friction before you sign

• The conversation framework: Specific language this agent used to guide the seller through market realities

• The trust equation: Why overpromising wins signatures but rarely delivers results worth celebrating

• The referral effect: How walking away today builds your pipeline tomorrow

Adrian suggests your next difficult listing conversation could define your reputation for years.

Read the full article

ICYMI last week: meet Sarah Broad - possibly the only female commercial RE agency owner in Australia.

TOGETHER WITH EBM

When insurance gaps become agency problems

Insurance shortfalls are often seen as a landlord issue, but in practice, the fallout extends directly to property managers and agencies. Uncovered claims can trigger time-intensive disputes, strained client relationships and increased administrative and emotional workload.

Even when processes have been followed correctly, agencies can wear the reputational impact when expectations are not met and these challenges are most common where policies are not designed for rental risks, leaving gaps in cover and understanding.

”While insurance policies sit between the landlord and the insurer, the managing agency is often seen to be part of the outcome. If expectations are not met, frustration can be directed at the agency, even where guidance and responsibilities were clear,” said EBM RentCover managing director, Sharon Fox-Slater.

Read about how to close the insurance gap misalignment here.

NZ MARKET

Sales hit highest monthly total since 2021

March delivered 7,853 sales across New Zealand, and the momentum is spreading. Three South Island regions hit all-time asking price highs while new listings rose 7.3%. Realestate.co.nz CEO Sarah Wood says the dynamic is more grounded this time: "Buyers have choice, sellers have confidence."

AI

What to post instead of SOLD selfies

Your buyers can look up the address and price in seconds, so that SOLD selfie is already old news. Samantha McLean breaks down three coaching frameworks, five hooks that actually work, and a list of phrases to retire (including "exceeded expectations" - because the buyer who just paid that price is reading your post).

HOW IT SOLD

$13k reno adds $80k to Point Cook sale

Jazz Singh guided his Point Cook vendors through $13,000 in targeted landscaping and repainting – improvements that added an estimated $80,000-$90,000 to the sale value. The property sold for $762,000 in 17 days to an interstate buyer who purchased without ever setting foot inside.

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

CELEBRITY HOMES

Dean Martin’s former digs still oozing cool… now $29M

The "King of Cool" left behind some very cool digs. His former Trousdale Estates property – one of the larger lots in Beverly Hills' celebrity-studded enclave – now hosts a sleek 10,000-square-foot mansion complete with a glass-enclosed dining room, a 300-bottle wine display, and an outdoor kitchen with a beer tap. The listing photos are exactly what you'd expect.

MOVERS + SHAKERS

Ray White Ballarat opens satellite office in Lucas

The agency has partnered with land developer Integra Group to service the master-planned community seven kilometres west of the CBD. More here.

Mark Amos joins FOUNDIT as second Eastern Suburbs Partner

The seasoned buyer's agent brings over 20 years of property acquisition and development experience to the platform alongside founding partner Sabeen Akbani. More here.

OBrien Real Estate pledges $35,000 to Good Friday Appeal

The network-wide donation to the Royal Children's Hospital demonstrates the collective strength of their Victorian offices coming together for community fundraising. 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

Buyers really do ask the strangest questions, like, if you buy a piece of land, do you own it all the way down to the centre of the Earth? Actually, I feel this is a valid question and now I need to know the answer. 🤷‍♀️🌍

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

TRUE OR FALSE:

The famous Hollywood sign was originally just a real estate billboard.

And the answer is …

TRUE. The iconic “HOLLYWOOD” sign didn’t start life as a cultural landmark at all, it was originally built in 1923 as “HOLLYWOODLAND” to advertise a new housing development. It was intended as a temporary marketing stunt to sell upscale residential plots in the Hollywood Hills, but it quickly took on a life of its own. By 1949, the “LAND” was removed, and the remaining letters stayed put, eventually becoming one of the most recognisable symbols in the world.

Wishing you a productive day!

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