GOOD MORNING FROM ELITE AGENT

The Cambridge Dictionary defines ‘average’ as a simple midpoint. Innocent enough. But real estate veteran Peter Brewer has a blunter take, borrowed from marketing icon Winston Marsh: “Average means you’re the best of the worst… or the cream of the crap.”

Not quite the brand positioning you had in mind?

In his upcoming book, Running Out of Saturdays (available for pre-order now), Peter shares a stack of personal stories — equal parts entertaining and instructive — that challenge business owners to ask the uncomfortable question: Am I actually offering anything remarkable… or am I just coasting?

This is an important question for real estate agents. The industry invests heavily in lead generation, yet clients often have average experiences. Many agents send standard emails, overlook timely callbacks, and present listings that lack distinction. Ultimately, what fosters repeat business and referrals is simple: providing memorable service and building genuine connections.

Today’s read time: 6 minutes, 24 seconds

New to The Brief? Join us for free 🤝

PROSPECTING

Those who yell the loudest … often miss the listing

The scripts are tighter. The tech is faster. Agents are more digitally enabled than ever.

But what’s quietly emerging in the noise is something surprisingly simple: human connection still matters — often more than anything else. Across the industry, agents are finding that emotional intelligence, patience and active listening are what tip the balance when it comes to winning trust, and ultimately, listings.

Return of calm in a high-pressure market

Whether it’s a nervous vendor trying to time the market, or a buyer juggling finance and fear, the standout agents right now are the ones who bring calm to chaos. Clients don’t just want fast results — they want to feel safe in the process.

Across countless testimonials and conversations, the same themes crop up: “she made me feel calm,” “he didn’t pressure us,” “they actually listened.” In a transactional world, the agents who win are often those who create space for people to feel heard — and who guide, rather than push.

Listening is doing more than selling

In listing presentations, it’s not always the slickest script that lands the signature. Agents who ask thoughtful questions, who adapt in real time, who let vendors speak — rather than waiting for their own turn — are winning trust by showing they understand the emotional stakes involved.

Vendors are increasingly savvy; they’re not just comparing marketing packages; they’re tuning in to how they’re being treated. The ability to listen, reflect, and respond like a human, not a machine, is proving more persuasive than any templated pitch.

The quiet impact of consistent follow-up

There’s also a growing appreciation for agents who show up without an agenda. Not once, but over time. Sellers are recalling the e-newsletters, check-ins and value-driven follow-ups from agents who weren’t trying to close on the first meeting.

These small, consistent efforts are standing out more now, not because they’re groundbreaking, but because they’re rare. When the time comes to sell, people remember who stayed present without pressure. It’s less about the hard sell, and more about showing reliability before there’s anything to gain.

Note: This post is a deep dive into the topic of Closing Deals incorporating multiple research sources as well as audio for your listen on the way to work. Dive in here.

ICYMI, yesterday we discussed why local insights matter in expansion.

TOGETHER WITH RENTCOVER

The costly truth about evictions every PM needs to know

If a landlord needs to make a claim for something like loss of rent due to an eviction, the legal process must be followed to the letter. “If the tenant has not been legally evicted, the landlord’s insurance claim could be jeopardised – payouts could be delayed, reduced or even denied,” explains EBM RentCover managing director, Sharon Fox-Slater.

Evictions can happen for many reasons, from unpaid rent or property damage to the owner moving back in or selling with vacant possession. But regardless of the reason, each step in the process must comply with state legislation: issuing the correct notices, allowing time to remedy breaches, and escalating to tribunal if necessary.

With changes like the NSW ban on no-grounds evictions coming into effect on 19 May 2025, the rules are tightening.

Read about what you and your landlords need to know here.

DEPT OF DATA

Western Sydney is now the quiet giant of Australia’s data scene

Western Sydney’s been quietly turning itself into the country’s data centre capital. There’s now over 650,000 square metres of data centre developments in the works, which, for context, is like stacking several footy fields full of servers and blinking lights.

That’s 15% of all industrial investment in the region, and it’s being fuelled by our growing appetite for AI, cloud storage, and all the other invisible things that now run our lives (and our Netflix queues). Add in the shiny new Western Sydney International Airport landing in 2026, plus the Aerotropolis project which might just hand over 60% of Greater Sydney’s untouched industrial land by 2030, and you’ve got a pretty compelling picture.

DEPT OF COMMERCIAL PROPERTY

US warehouses: from pandemic darlings to trade tension trouble

Remember when warehouse space was the new beachfront property? Those days seem to be on pause. The US warehouse market, once riding high on pandemic-fuelled demand, is now feeling a bit queasy as trade tensions flare up again. Big names like Prologis have watched their shares dip around 12% since early April, with CBRE Group not far behind at 8%.

The big issue? What used to be a strength, aka, having loads of space near ports and transport hubs, is now looking a bit risky. If tariffs go up and global trade slows down (as some are predicting if Trump’s policies make a comeback), those warehouses could end up empty, with landlords scrambling to fill space and keep lease rates afloat.

DEPT OF AI

Blame the brief, not the bot

We’ve all snapped at our AI for being vague, when really... we weren’t exactly clear ourselves. Think of it like giving your assistant a shrug and saying “just be better”—not super helpful.

Samantha McLean has pulled together a no-fuss prompt upgrade that actually helps you get what you meant to ask for in the first place.

CELEBRITY HOMES

Historic Scottish Castle with royal history for sale at £1.05m

Methven Castle, a striking estate in Scotland, is on the market for £1.05 million (A$1.9m). Once home to Queen Margaret Tudor - sister of Henry VIII - the castle was originally given to her in 1503. The A-listed property comes with six bedrooms, a separate cottage, a turret house, and, for the drama lovers among us, a secret escape tunnel. Set over four levels and surrounded by 1.1 acres, it’s a mix of old-world style and modern-day comfort.

MOVERS + SHAKERS

Ray White Remuera recommits.

Australasia's leading real estate business has signed their fourth contract renewal while expanding operations to include Ponsonby and Greenlane 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

Thinking of listing above market value? Sure, and I’ll list my Fiat as a Ferrari while we’re at it. Nothing gets an agent’s stress levels up like watching a perfectly good home sit unloved because the price tag’s dreaming. 💭🙄

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.

Was this email forwarded to you? Sign up here.