GOOD MORNING FROM ELITE AGENT 👋

On this day in 1791, twenty-one convicts famously escaped from Port Jackson, convinced they could simply walk to China - a pretty major miscalculation that ended with most either lost or recaptured. It’s an oddly fitting metaphor for the real estate profession: without a clear understanding of the landscape, it’s easy to set off in the wrong direction.

Agents know that success depends on more than enthusiasm; it’s about strategy, local insight, and preparation. Whether guiding a first-time buyer or a seasoned investor, the lesson remains the same; those who chart the right course with knowledge and foresight don’t just survive the terrain, they master it.

Today’s read time: 7 minutes, 32 seconds

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LISTING PRESENTATION

Coaching agents to build trust, not just close deals

From performance to presence

Real estate CEO Michael Nitschke says too many agents treat listing presentations like performances by memorising scripts, chasing the close, and slipping into sales mode. But what truly wins listings isn’t polish; it’s presence. By shifting focus from presentation to connection, agency leaders can help their teams build trust, ask better questions, and solve real problems rather than sell. The result? More conversions, stronger relationships, and reputations built on authenticity rather than tactics.

Build the relationship before the appointment

According to Michael, great agents don’t wait for an appraisal request to start building rapport. They’re already known and trusted in their community because they’ve added value long before a client is ready to sell. Encouraging agents to have consistent, meaningful conversations with potential sellers helps turn cold leads into warm opportunities, and makes the listing appointment a continuation of trust, not a first impression.

Replace the pitch with presence

Overthinking and rehearsing can make a listing appointment feel forced, and he says the goal isn’t to impress but to connect. By asking genuine questions such as “What worries you the most?” or “What would a great outcome look like for you?”, agents can uncover what really matters to the client. Listening deeply and responding to those concerns builds the kind of trust that no sales script can match.

Solve, don’t sell

The strongest agents tailor their advice to the seller’s circumstances. Whether it’s handling logistics during a separation or suggesting an off-market campaign to ease stress, the key is to solve problems, not deliver talking points. Clear, thoughtful follow-ups, by outlining pricing, marketing and next steps, turn trust into commitment. As Michael explains it, this approach lifts conversion rates from 50 to as high as 80 per cent and transforms a sales team from robotic to relational.

Read the full story here.

ICYMI, last week, we cracked the marketing code on unique listings.

TOGETHER WITH AILO

Ailo’s PM Puzzle adds fun to property management routine

Property managers across Australia are taking a five-minute break for fun - and a shot at winning daily MECCA vouchers - thanks to The PM Puzzle, a new game from Ailo. Designed specifically for property managers, the game offers more than just prizes: it’s a nudge to rethink burnout and outdated systems that have long defined the industry. “You don’t have to settle for the old way,” says Catherine Wells, a former property manager now with Ailo. She explains the game started as a lighthearted internal idea that evolved into a national initiative.

For many players, like Deb Gidman from Resident Property, it’s become a small ritual: “When it all gets a bit much I like to take five, drink some coffee and play the PM puzzle.” Ailo hopes the game will encourage property professionals to take a breather, connect with peers and reflect on better ways of working. Anyone can play, but only property managers with a valid work email are eligible for prizes.

Read more about Ailo’s PM Puzzle here.

THOUGHT LEADERS

How Norman So turned apartment sales into a $16.6 million house record while other agents stuck to their lanes

Picture this: you're scrolling Instagram and stumble across a property walkthrough that gets 140,000 views. Plot twist – two buyers from that single post purchase million-dollar properties they weren't even looking for. This week, Norman So from Belle Property Strathfield reveals how he transformed from selling apartments to breaking suburb records with a $16.6 million sale. The number one auction agent in the Belle Property network shares his unconventional approach to property exposure, from WeChat campaigns to influencer collaborations that deliver genuine buyers, not just likes.

LAND REPORT

Land costs threaten our housing ambitions

National plans to build 1.2 million new homes over five years is being jeopardised by soaring land prices, according to the latest HIA-Cotality Residential Land Report. HIA Chief Economist Tim Reardon said national land prices rose 6.8 per cent in 2024/25, which is more than triple the rate of inflation. He warned that rapidly rising lot prices in states such as Western Australia, South Australia and Queensland could erase their affordability advantage. Perth’s land prices have climbed nearly 50 per cent in 18 months, while Brisbane’s have overtaken Melbourne’s for the first time in a decade. Mr Reardon said limited “shovel ready” land and infrastructure shortfalls are constraining new supply.

AGRICULTURAL REAL ESTATE

Farmland values pause after 12-year growth streak

After 12 years of uninterrupted growth, Australian farmland values have softened in 2025 as buyers and sellers take stock amid changing market conditions. Analysts from Bendigo Bank Agribusiness say sales activity has slowed to a 30-year low, particularly in marginal cropping regions where lower cereal prices and dry conditions have tempered demand. Improved rainfall and resilience in the livestock sector have helped steady confidence, though the divergence between grazing and cropping land remains evident. While some areas continue to face high feed and input costs, Queensland and New South Wales are expected to lead growth into 2026.

NZ BOUNCE BACK

New Zealand property shows signs of recovery

New Zealand's housing market appears to be turning a corner with property values increasing for the second consecutive month. October saw a 0.2% rise following September's 0.1% gain, with the national median now sitting at $811,662. Performance varies across major cities, with Christchurch and Dunedin showing stronger growth while Auckland continues to decline. The upcoming easing of loan-to-value ratio rules in December could provide additional market stimulus, though values remain about 17% below their 2022 peak.

CELEBRITY HOMES

Diane Keaton's former mansion hits the market

A Spanish Colonial Revival estate once owned by the late Diane Keaton has been listed for US$25M (AUD$37.5M). The 8,400-square-foot property, built in 1927, was purchased by Keaton in 2007 for US$10M before she sold it to TV producer Ryan Murphy. Beyond her acclaimed acting career, Keaton was known as a "serial home flipper" with a passion for preserving California's architectural heritage.

MOVERS + SHAKERS

Lauren Polkinghorne joins Ray White network

After 20 years of independent operation in Barham, NSW, she's bringing her family-run agency under the national brand while maintaining their local expertise and community focus. More here.

Melanie Bosward joins FOUNDIT as Partner

The 25+ year industry veteran brings her expertise to the growing property platform as a Buyers Agent based in Northern Rivers. 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

Real estate agents know the drill, the deal’s all but done until the client says, “Just need to check with my wife first.” 🏡😅

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

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

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.

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