GOOD MORNING FROM ELITE AGENT 👋

Here’s a reminder that sometimes it’s the small things that do the heavy lifting. More than half of US real estate agents say indoor plants are very important when showing a home for sale. In warmer parts of the country, that number jumps to almost two-thirds. While the data comes from the US, the lesson travels well. Research also shows poor landscaping can shave up to 30 per cent off a property’s value — a figure that would make any Australian seller wince. In a market where first impressions are everything, a bit of greenery can go a long way. Think healthy indoor plants, tidy gardens and kerb appeal that feels looked after rather than overdone.

Today’s reminder for your staging checklist: don’t forget the plants.

In today’s edition of The Brief:

• Action reduces fear and creates opportunity

• Use AI to stop over-recording your videos

• Guess which celeb just dropped over $260M on two properties

Today’s read time: 7 minutes, 17 seconds

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PROSPECTING

Stop fearing rejection

Action comes before confidence

Fear of rejection is not something real estate professionals grow out of, regardless of experience. Kevin Ray Ward argues that waiting to feel confident before prospecting is a mistake because confidence only develops after action is taken. The discomfort agents feel before making a call or having a difficult conversation is normal - and unavoidable.

Rather than trying to eliminate fear, he encourages agents to act alongside it. Each conversation, regardless of outcome, reduces fear’s influence and reinforces that rejection is uncomfortable, not damaging.

Rejection is temporary, avoidance is not

Rejection only has power if agents choose to sit in it. According to Kevin, most rejected interactions have no lasting impact unless they are personalised or replayed. When viewed objectively, rejection does not affect future outcomes, licensing, or capability. Avoidance, however, quietly compounds over time. Every call not made removes the possibility of a yes, shrinking opportunity rather than protecting confidence.

Why fear fades when you move anyway

Taking action exposes fear for what it is - a reaction, not a warning. He points to the principle that fear diminishes through repetition, not reflection. Each completed call or follow-up demonstrates that nothing catastrophic occurred. Over time, agents who act despite discomfort build resilience, sharper communication skills, and stronger pipelines simply by staying in motion.

The only way to get a yes

Kevin reminds agents that success in real estate is built on engagement and there is no alternative path to a yes that bypasses conversation. If an agent does not make the call or start the discussion, the outcome is guaranteed. By accepting rejection as a neutral part of the process, agents give themselves access to opportunity - not certainty, but possibility.

Read the full story here.

ICYMI last week, we highlighted why hiring smarter is the ultimate leadership test.

DATA

Home values slide in 139 suburbs as price growth stalls

New PropTrack data shows home prices fell in across 139 Australian suburbs over the past year, with some prestige areas recording losses of more than $360,000. The pullback reflects strained affordability and softer growth expectations in 2026, even as national prices are still forecast to rise more modestly.

TECH

One prompt turns AI into your video coach

Ever recorded the same video seven times and still hated it? Elite Agent’s Samantha McLean says the problem is not your delivery, it’s the guessing. Her tip is to use AI as an on-camera coach to review your videos and give specific, timestamped feedback on what’s working and what’s distracting. By fixing just a few clear things and re-recording straight away, the second take becomes noticeably better, not just different. Less guesswork, fewer clips of your own head, and far better videos.

HOW IT SOLD

The Thursday deadline that sparked three offers

Dennis McDermott and Helen Hillier of McDermott Residential gave interested parties one directive – submit unconditional offers by 4pm Thursday, two days before auction. Three buyers complied, and this Currumbin Waters family home sold in just 22 days at the vendor's price.

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

CELEBRITY HOMES

Google co-founder drops $262M on Miami estates

Larry Page has picked up two Coconut Grove waterfront estates for $262 million. The main property was designed in the 1920s for a former US Secretary of State and spans 4.5 acres on Biscayne Bay – resort-style pool included. The second adds seven bedrooms, just in case.

MOVERS + SHAKERS

Lisette Shults-Rand joins Ray White Collective.

Four consecutive years as a Chairman's Elite agent – that's the track record Lisette Shults-Rand brings to Ray White Collective's Chapel Hill office. With nearly 400 personal sales and Queensland's 2022 top auction performer title, she'll team up with Reuben Packer-Hill, Haesley Cush and Matt Lancashire. Her focus: building an auction specialty in Brisbane's western suburbs. More here.

Team Conroy joins The Agency Lower North Shore.

The Agency has added Jason and Ella Conroy to its Lower North Shore team. The husband-wife duo known for breaking suburb and street records across Willoughby and specialise in family and lifestyle homes in the luxury market. 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

That moment when you confidently quote a fee… then realise you just negotiated against yourself. 🤦‍♀️💸

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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