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šŸ¤— can being 'too nice' backfire on you?

... Master the art of confidence to win listings more often than not.

 

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Todayā€™s read time: 4 minutes, 48 seconds

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MOTIVATION

Do nice agents finish last?

Arrogance creates distance between agents and clients. Photo: Getty Images.

In real estate, being "nice" can sometimes mean missing out on big deals. If you've ever gone the extra mile for a client, only to hear, "We really liked you, butā€¦" and lost the listing, youā€™re not aloneā€¦

While creating connections and being likeable is important, Andy Reid, renowned auctioneer and real estate coach, points out that "nice agents" often fall into the trap of appeasement, avoiding tough conversations and losing business to those who take control. But swinging to the other extreme - arrogance - won't work either. The sweet spot? Confidence.

EBM Rentcover

Being too nice can lead to missed opportunities

Andy explains that "nice agents" often lose business because they hesitate to take control or push clients toward necessary decisions. These agents focus more on pleasing their clients, but this can backfire when clients ultimately choose a more assertive agent.

ā€œRather than trying to please, you end up living to appease,ā€ he said, which makes agents appear less confident and competent. This lack of assertiveness has left good agents vulnerable to being overlooked in favour of others willing to push harder to close deals.

Donā€™t be arrogant

On the opposite end of the spectrum, arrogance can be just as damaging as being overly nice. Andy warns that arrogant agents often fail to listen to their clients, believing their own opinions are always correct. He highlights that arrogance stems from "old school, rusty industry thinking" and a lack of mindfulness.

Andy notes that arrogance can lead to professional and personal isolation, as agents become more focused on their own success than their clients' needs. As he puts it, ā€œif thereā€™s no room for self-reflection... your life externally becomes very lonely too.ā€

Confidence is the key to success

Andy suggests that the middle ground between humility and arrogance is confidence, which is built on a foundation of deep knowledge and self-awareness. Confident agents demonstrate expertise while maintaining a sense of humility, always striving to improve and remaining receptive to feedback.

Andy also quotes Dan White, stating that ā€œconfident agents behave like experts but act like beginners,ā€ meaning they remain open to learning and evolving even as they build trust with clients through clear, assertive guidance. By consistently working to improve, confident agents offer their clients a sense of direction and control, which is crucial in moving transactions forward.

ICYMI, last week we reported on an agent who went from living in housing commission to being recognised as one of the Herald Sunā€™s Best Selling Agents Under 30

TOGETHER WITH FLK It Over

FLK It Over has introduced a significant upgrade to help NSW real estate agents comply with the Verification of Identity (VOI) requirements. The platform streamlines what was previously a multi-step, time-consuming process, allowing agents to verify identity, collect documents, and secure signatures in a single session.

Andrew Colagiuri, Founder of FLK It Over, said this was a critical issue that needed addressing. ā€œThe biggest issue was the amount of back-and-forth involved in signing documents.ā€ He explained that the user-friendly interface also improves VOI document review by breaking down complex verification requirements into clear steps. For busy offices, it saves time and reduces compliance risks, making agents more efficient.

Read more about FLK It Over here

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SMART SNIPPETS

The Sunshine State shines for investors
Queensland is quickly becoming Australia's property investment darling. With average investor loans growing by 14% year-on-year to $560,104, the state is on track to surpass Victoria in the investor market. Factors driving the boom include rising rental yields in regional areas, major infrastructure developments and the state's appealing lifestyle.

Land prices hit new records amid shortage
Australia's residential land prices have reached an all-time high of $351,044, jumping 6% in the past year while sales hit historic lows. With just 10,788 residential lots sold in the latest quarter, major cities are struggling - Sydney's sales are half their decade average, while Melbourne sees just one-third of typical volumes.

NZ buyers out in force at auction event
Auckland's real estate market is showing strong signs of recovery, with a single auction event generating nearly $25 million in sales. Ray Whiteā€™s The Day 6.0 was a nine-hour auction marathon attracting 239 registered bidders, with the highest sale reaching $1.27 million. Experts say it signals growing confidence as rates continue to drop.

Matthew Perryā€™s LA home sold to real estate developer
The Los Angeles home where "Friends" star Matthew Perry tragically died in 2023 has been sold off-market for US$8.55 million (AUD $12.8) to real estate developer Anita Verma-Lallian. The 3,500-square-foot mid-century modern house in Pacific Palisades, California was built in 1965, and was purchased by the actor for US$6 million in 2020.

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SOUND WAVES

Dumb sh*t people say about the property market

Look at this assortment of myths and half-baked theories that have been passed off as facts regarding property trends in Australia. From capital city market predictions to misguided advice, these so-called "truths" have misled buyers and sellers alike, shaping decisions based on little more than speculation.

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

AGENTS ON SOCIAL

Selling a home that quickly is like getting hit by a charging bull. You barely have time to say "open house" before youā€™re signing contracts and dodging stampedes of offers. šŸ‚šŸŽÆ

@raywhitesunbury

A quick sale at 12 Stonehaven Close, Sunbury! šŸ”„ Sold in under 2 weeks with an amazing result! Congratulations to our happy vendors and a ... See more

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.

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