GOOD MORNING FROM ELITE AGENT

Lollies, costumes, and spooky open houses – yup, it’s that time of year. In the US alone, Halloween rakes in an astounding $4.6 billion in candy sales, a whopping 12.5% of the year’s total confectionery spend. It’s the one time of year you might just wish you were a confectioner.

Also, FINAL COUNTDOWN This is your last chance to jump into our 30-day AI sprint challenge. In just 15 minutes a day, you’ll master game-changing AI prompts alongside Sam McLean and other top agents. Think of it as your daily dose of digital magic—no stress, just powerful new tools at your fingertips.

Ready to level up? The challenge starts tomorrow!

Today’s read time: 5 minutes, 25 seconds.

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SALES

Are you the right kind of agent for your clients?

In real estate, where tight commissions and big promises are the norm, agents need a sales approach that truly fits their personality and values to build strong client relationships.

Michael Licenblat, a sales resilience expert, explains that “sales modes” shape agents’ interactions, influencing everything from their confidence to their choice of words.

He describes four main sales modes: The Beggar, The Persuader, The Befriender, and The Selector - each with distinct strengths and weaknesses.

The key to sales success, Michael suggests, is finding the right balance between confidence, connection, and value, often best achieved in the Selector mode, where agents focus on mutual fit rather than pushing for the sale.

The Beggar: humility with a hint of desperation

In Beggar mode, agents are overly accommodating, prioritising client approval at the cost of their own value. Michael points out that this approach “often pleads for the sale,” giving off a “smell of desperation” that clients may find off-putting.

Agents in this mode should ask themselves, “Am I trying too hard to get the client’s approval?” to avoid falling into this submissive and ineffective style.

The Persuader: confidence with a risk of over-talking

The Persuader brings strong confidence and belief in their product but can fall into the trap of talking too much rather than listening. “Your hunger for the sale can border on trying to convince the client to make a decision,” he warns.

This style, known as “commission breath,” can lead clients to feel pressured. Persuaders should consider, “How much convincing and talking am I doing in my sales conversations?” to keep their interactions balanced.

The Selector: choosing clients with confidence and value

The Selector mode is a powerful approach, emphasising mutual fit rather than desperation. “The Selector comes from a position of conviction and value,” said Michael, viewing each interaction as a two-way assessment.

Agents in this mode often find the best balance of confidence and client respect, as they’re “interested in the sale, but not needy.” The Selector’s guiding question, “How am I able to add value here?” enables a client-centred approach that fosters long-term trust.

What about The Befriender? Dive into the full story to find out more…

ICYMI, yesterday we covered some tips on how to make your mark in social media

TOGETHER WITH CALL ME SUCCESSFUL

What’s Andrew McCulloch’s secret to recruiting - and retaining - the industry’s biggest names?

In this episode of Call Me Successful, Avi Khan invites Andrew McCulloch, Director of Growth at Ray White Australia, to share the defining moments and hard-won lessons from his incredible journey in real estate. Known for his recruitment acumen, Andrew has not only driven massive growth for major brands like Ray White but recently set his sights on the Gold Coast’s lucrative Northern region by acquiring the Ray White Runaway Bay group of four offices. His story is filled with resilience, strategic insight, and bold career moves.

Throughout the conversation, Andrew reveals the pivotal choices that shaped his path, from a risky start with $2,000 in his pocket to redefining Ray White’s appeal for elite agents. He shares eye-opening recruitment tactics that transformed sceptics into loyal partners and explains why he’s so driven to create environments where top talent thrives. With his sights now set on revolutionising Ray White’s Gold Coast presence, Andrew’s strategies are as aggressive as they are innovative.

What’s Andrew’s game plan for dominating the Gold Coast real estate scene? And how has he turned self-limiting beliefs into a powerful motivator for agents nationwide?

Listen in here.

SMART SNIPPETS

Are Australia’s haunted sites driving up property values?
This Halloween, Australia’s love of ghost stories is in full swing. Haunted sites continue to capture imaginations, with nearly 300 locations reported as ghostly hotspots and now data from Ray White reveals that these eerie spots aren’t just drawing in thrill-seekers - they’re also located in some of the country's hottest property markets.

Victoria’s $1 Billion boost for regional social housing
Victoria’s state government has announced a new $1 billion Regional Housing Fund to address the housing crisis, dedicating nearly 90 per cent of the 1,025 homes planned for regional areas to social housing.

Housing market eases after record-breaking highs
Australia's property market has been on a remarkable run, reaching record highs in major capitals. Perth, for instance, enjoyed a mega 25.3% annual rise to $894,842. Now, growth is easing as the market begins to adjust. Experts say factors like affordability and rising living costs are helping to gently cool what has been an exceptionally hot market.

Gary Vee’s AI tips for real estate agents
Marketing legend Gary Vaynerchuk is calling on real estate agents to embrace AI to stay competitive. Check out all his hot tips in AI Powered Agents, including how to use AI to target “underpriced” ad spaces where engagement is high.

SOUND WAVES

Are You a ‘Zombie Leader’? It might be time to rethink leadership

Think leadership is all about having special skills, or that every great leader shares the same traits? You might just be what academics call a “zombie leader.”

Today’s curated listen explores why too many of us are still clinging to dead ideas about leadership.

Dive straight into the listen below or the deeper dive here.

Read the article from Management Today here 

AGENTS ON SOCIAL

"Witch, please!" Josh Horner, dancer-turned-real-estate-agent, is here to put the “boo” in the booming housing market this Halloween. With one pirouette and a sprinkle of magic, Josh reckons he can turn any listing into the hottest haunted property in town. 🧙🏼‍♀️🧹

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, Giverny Pringle, 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.

If you see a * beside a story, it’s a sponsored post, including the 'Together With' section. To enquire about advertising with us, visit eliteagent.com/advertise.

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