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In British property, a handshake means nothing until ink hits paper. The term 'gazumping', when a seller accepts a higher offer after verbally agreeing to another buyer, comes from the Yiddish word gezumph, meaning to overcharge or cheat. It's perfectly legal, widely loathed, and happens more often when prices are rising.

The practice has spawned an entire vocabulary of property heartbreak. 'Gazundering' is the reverse – a buyer lowering their offer at the last minute. And 'gazanging' (yes, really) is when a seller simply changes their mind and pulls out entirely. All legal. All devastating. In Australia, anti-gazumping laws exist, but in the UK, it remains a fact of life - a verbal agreement can hold for three months while surveys and checks are done, and at any point, someone with deeper pockets can swoop in.

In today’s edition of The Brief

• Top agents win by staying disciplined and consistent, not waiting for luck

• Treasury eyes CGT discount cut as May Budget looms

• Check out Josh Flagg’s personal property empire

Today’s read time: 8 minutes, 07 seconds

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MARKET OUTLIERS

How top agents keep winning as rates bite

Rising interest rates slow buyers, stall vendors, and stretch sales cycles. But some agents don’t just survive - they grow.

According to US real estate coach Tom Ferry, the difference isn’t luck or tools. “Some people seem to constantly outperform their potential,” he says. “Others fall below it. They’re not bad people… they just don’t align their behaviours with what they want to accomplish.”

In slower markets, momentum no longer hides inconsistency. Success comes down to conversations, discipline, and follow-through. “At the end of the day, you don’t get paid on expectations,” Ferry adds. “You get paid on behaviours.”

Persistence beats quick wins

One agent Tom highlights built a US$500,000-plus first-year commission by repeating the basics, even through months with few or no deals. “The first month I did zero… February I did two… and then from there it went up,” the agent recalls.

The lesson? Keep prospecting, keep calling, and stay consistent - even when results lag. “Do you have days where you don’t feel like doing it?” Tom asks. “Forty per cent of the time,” comes the reply.

Discipline divides the market

In a tough market, he says, distraction is everywhere: social posts, webinars, or chasing the next tactic. “While important, what’s now business to fuel the rest of your business?” he asks. The agents who succeed focus on high-yield activity - cold calls, follow-up, repetition.

“There’s no outside factor that’s getting in the way… No one’s coming to rescue you,” Tom says. For agents waiting on market certainty, the message is clear: those who act early and keep moving steadily gain the edge when conditions turn.

What you'll learn in the full article:

• Outliers philosophy: Growth comes from behaviour, not luck.

• Persistence through lag: How continuing the basics builds momentum.

• Focus discipline: Why high-yield activity beats distraction every time.

• Market advantage: How consistent action redistributes opportunity in slow cycles.

Read the full story here.

ICYMI yesterday: How Jody Fewster, Alan Bond’s daughter and with a Harvard MBA, is reshaping Perth real estate

TOGETHER WITH RENTCOVER

When your rental becomes a drug lab

Drug labs in managed properties are rare, but when they occur, the damage often far exceeds the bond - and many landlord insurance policies won't cover you. EBM RentCover runs through the warning signs to watch during inspections, from blacked-out windows to unexplained utility spikes, and notes their policies cover up to $70,000 for drug-lab clean-up where others exclude it entirely.

Read more about EBM RentCover here.

POLICY

Capital gains discount faces reform in May budget

Treasury is modelling a cut to the capital gains discount from 50% to 33% for housing investors. A parliamentary inquiry found the Howard-era break "skews ownership away from owner-occupiers and towards investors," and Treasurer Chalmers says cabinet will consider the findings.

MARKET

House resale profits hit record in every capital

For the first time in 15 years, over 90% of house resales in every capital city turned a profit – useful context for vendor conversations. Sydney houses delivered median gains of $750,000, while Brisbane and Perth both hit 99.5% profitability with annual profit growth above 20%. Domain's Dr Nicola Powell warns the record gains are widening the gap for first-time buyers.

BACK TO BASICS: WHAT IS AN AGENCY AGREEMENT?

Agency agreement errors can cost your commission

An agency agreement isn't just paperwork, it's the legal foundation that determines whether you can earn commission. Under state laws like NSW, if the agreement isn't in writing, signed by both parties, and delivered to the vendor within 48 hours, you may have no legal entitlement to payment. Here's what every agreement must include and how requirements vary by state.

HOW IT SOLD

A coffee truck and 12 competing bidders

Westbourne Park homes typically take 93 days to sell. Brenton Milewski from Klemich Real Estate closed in 21 – combining letterbox drops inviting neighbours, targeted database outreach, and complimentary barista service at auction that drew over 60 attendees. All 12 registered bidders placed a bid, pushing the final price to $1.435 million.

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

CELEBRITY HOMES

Josh Flagg brings star power to luxury real estate

Million Dollar Listing Los Angeles star Josh Flagg is turning heads beyond TV, showing that his real estate game is just as glamorous as his screen presence. With a US$50 million bi-coastal portfolio spanning Beverly Hills, Miami Beach, the Hamptons, and now Palm Beach, Josh isn’t just selling celebrity homes, he’s living in them. From a midcentury modern bought from Charlie Puth to a Miami villa across from the Beckhams, his property picks are as high-profile as his clientele.

MOVERS + SHAKERS

Ray White Northern Beaches opens Manly flagship office

$400 million in local sales in nine months – that's the track record behind this fourth coastal office for directors David Walker and Charles Caravousanos. More here.

David Hall and Shaun Grant take ownership of Explore Property Cairns

The pair have spent four years within the network and are making the step up from agents to business owners. More here.

Ray White Chelsea expands with Hastings merger

Four years after launching Ray White Chelsea, directors James Aldinger and Shane O'Sughrue have opened a second office by merging with established independent Roberts Partners Real Estate. 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

AI can handle listings, negotiations, even price guides, but it’s never cleaning a toilet before an open home. 🧹🚽

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

Wishing you a productive day!

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