GOOD MORNING FROM ELITE AGENT 👋

There’s “quirky floor plan” and then there’s the Winchester Mystery House. This California mansion has around 160 rooms, 2,000 doors and 47 staircases, including several that go absolutely nowhere. One ends at a ceiling. Another opens onto a sheer drop. It’s less open-plan, more open-question. Built by Sarah Winchester over 38 years, construction ran day and night until her death in 1922. Legend says she was trying to confuse ghosts. Historians suggest she had vast wealth, plenty of time, and a genuine enthusiasm for building without ever committing to a final layout.

Either way, it’s the sort of listing that would make even the calmest agent pause during a walkthrough. It’s also a reminder that floor plans matter. A lot. And, staircases to nowhere are a harder sell.

In today’s edition of The Brief

• Old-school fundamentals like value-led door knocking are what now separate agents

• Why the wealthiest will benefit from the CGT discount

• Jeff Turner and Peter Brewer debate: Is the traditional office dead?

Today’s read time: 6 minutes, 42 seconds

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INSIGHT

Why door knocking is making a comeback

In a market saturated with AI scripts and automated outreach, one performance coach is betting on something far less flashy … and far more effective. Molly Gibbons, Performance Coach for Harcourts Tasmania, has watched the post-COVID correction expose gaps in skill that were masked when listings came easily. Her prescription? A disciplined return to fundamentals.

The unexpected opportunity

With scam calls and auto-diallers eroding phone trust, Molly sees physical presence quietly regaining credibility. "People answer the door and think, 'Oh, you're a real person,'" she says. "That matters now more than it did five or ten years ago." But here's what most agents miss – there's a specific approach that separates valuable connection from being a pest. The full article reveals the exact framework.

Why shortcuts no longer hold up

"This is about the professionalisation of the industry," Molly says. "We're at a point where shortcuts don't hold up anymore." She's guided more than 70 agents through Tasmania's demanding licensing process in the past year – and what she's discovered about agents who last versus those who wash out is instructive for anyone building a career.

The AI compliance risk few are discussing

With pet laws, furniture anchoring requirements, and incoming anti-money laundering regulations changing fast, Molly has a pointed question for agents relying on AI-generated content. The answer exposes a liability most haven't considered.

What you'll learn in the full article:

• The value-first door knock: The exact approach Molly uses to introduce herself without asking for anything

• The training mindset shift: What separates agents who last from those who wash out in year one

• The AI compliance gap: Why publishing whatever AI generates could be your biggest risk

• The confidence formula: How "trained experience" builds trust that shortcuts can't replicate

Molly's message is direct – there's no magic wand, and a few social posts won't replace showing up. The full article breaks down exactly what "doing the work" looks like in 2025.

Read the full article.

ICYMI, yesterday: The leadership shift transforming real estate offices.

TOGETHER WITH SOCO REALTY

PM leader swaps wellness perks for telehealth

Burnout and staff turnover continue to challenge property management businesses, prompting some leaders to reassess how they support staff wellbeing. Ashleigh Goodchild, founder of PM Collective and director of SOCO Realty, says traditional perks often fail to address the daily pressures property managers face. Her agency has instead introduced accessible telehealth for staff, removing time and cost barriers to basic healthcare. Early uptake suggests that when healthcare is easy to access, teams are more likely to use it, with benefits for employees, clients and business performance alike.

Read more about the initiative here.

UNDER FIRE

CGT discount to cost $247B in next decade

Almost 60% of this year's capital gains tax discount will flow to the richest 1% of earners – while under-35s get just 4%. New Parliamentary Budget Office figures also project the policy costing $247 billion through to 2035, exceeding its entire 25-year total.

THOUGHT LEADERS PODCAST

Two veterans debate whether the office will survive

Your lease renewal might be the biggest strategic question you face this year. In Edge Case's latest debate, Jeff Turner argues the traditional office should die – unless it becomes a community hub. Peter Brewer counters that there's no "traditional" office when you're talking about 30,000 wildly different Australian businesses.

HOW IT SOLD

The Thursday tactic that beat a 115-day average

Carl Payne of Barry Plant Lilydale held back his listing to assess competing inventory before the weekend rush. The deliberate mid-week launch drew four offers within seven days, pushing a Wonga Park family home $61,000 above its $1.2–$1.3 million guide to $1,361,000. In a market where four-bedroom homes typically sit for 115 days, this one sold in a week.

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

HGTV's Leanne Ford lists Venice compound for $6.3M

The "white-on-white" queen has put her Venice Beach property on the market for AUD$6.3M. HGTV's Leanne Ford bought the compound after the Palisades Fire destroyed her Rustic Canyon home – and promptly transformed it into another signature project. Those 14-foot ceilings and skylit guest house are worth the scroll.

MOVERS + SHAKERS

Highland hosts annual Kickstart Conference

The team gathered at InterContinental Double Bay with speakers Josh Phegan and Simon Cohen, while CEO David Highland emphasised finding opportunities in challenging markets. More here.

Jamie-Lee Billerwell joins Ray White Queensland

The property management expert with 15 years experience takes on the role of Network Specialist - Property Management Growth after running her successful consultancy across three countries. 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

You can feel the moment coming. Big smiles. Big dreams. Tiny borrowing capacity. 😬🏦

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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, Iris Rebello 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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