GOOD MORNING FROM ELITE AGENT 👋

In Osaka, there is a building that took “highest and best use” very literally. The Gate Tower Building has a city motorway running straight through it, between levels five and seven. Not around it. Through it.

The motorway operator rents those floors for about $26,000 a month, while office workers calmly go about their day above and below, barely hearing a thing. No road noise complaints. No awkward body corporate meetings about traffic flow. It is a reminder that in real estate, location is not always about the street frontage or the view. Sometimes it is about being so well positioned that the freeway becomes a tenant.

In today’s edition of The Brief:

• The structured approach behind confident sales conversations

• Perth reaches $1 million median

• AML laws set to reshape real estate from July 2026

Today’s read time: 6 minutes, 32 seconds

New to The Brief? Join us for free 🤝

PROSPECTING AND LISTING

The sales conversations that win listings are never left to chance

Turning conversations into commitment

Drawing on her experience as State Sales Performance Specialist at Ray White WA, Gayle Fitzmaurice argues that while personality may start a conversation, structure is what turns it into a signed listing. The 6-Stage Sales Script was developed to give agents a clear, repeatable framework for guiding sellers from first contact through to commitment, without sounding rehearsed or transactional. Grounded in trust, clarity and purpose, the process shifts the focus from selling to listening, helping agents respond to what truly matters to their clients.

Structure builds trust

Clients commit when they feel understood, not pressured. By leading with curiosity, asking purposeful questions and communicating benefits rather than features, agents create conversations that feel relevant and considered. This replaces guesswork with intent and establishes credibility early.

Objections are opportunities

Resistance is not rejection; it is a signal of engagement. The framework encourages agents to slow the conversation, uncover the real concern behind an objection and respond with calm, measured clarity. Gayles says when handled well, these moments deepen trust rather than disrupt momentum.

Confidence comes from process

A clear pathway removes uncertainty for both agent and client. The 6-Stage Sales Script supports agents through closing questions, fee discussions, and commitment with confidence, allowing conversations to progress naturally and outcomes to become more consistent.

Read the full story here.

ICYMI, yesterday we looked at why you shouldn’t fear rejection.

MARKET

Perth crosses $1M median as Melbourne gap shrinks

A 9.9% quarterly jump has pushed Perth's median to $1,087,762 - the sixth capital to cross the million-dollar mark. The gap with Melbourne has shrunk from 41.5% in 2019 to just 2.1% today. Domain says price growth may moderate, but affordability pressures won't ease without more supply.

THOUGHT LEADERS

AML laws arrive for agents July 2026

It has been almost 20 years in the making, but from July 2026 Australia’s real estate agents will formally fall under the country’s anti-money laundering regime. In a discussion with Samantha McLean, AMLHUB CEO Richard Manthel – who supported thousands of agents through New Zealand’s rollout – warns that the greatest misstep across the Tasman was a lack of early leadership, which left many agencies rushing to comply at the eleventh hour. His message to Australian principals is clear: appoint a compliance officer now, not in May.

HOW IT SOLD

Patience beat the hammer at $3.4m

Damon Sellis noticed the strongest buyers weren't ready on auction day, so he held off. Working multiple interested parties after the event landed $3.4m for this Merewether beachside duplex.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Post office from classic British TV soap Emmerdale to be auctioned

For £200,000 (about $380,000), you could own the grade II-listed post office from Emmerdale – the actual building where hundreds of classic early scenes were filmed. The West Yorkshire property goes under the hammer on January 28 and comes with a tenant already paying $21,600 a year.

MOVERS + SHAKERS

Brisbane's top agents unite at McGrath.

Alex Jordan, Tony O'Doherty and Jon Iceton have taken ownership stakes in five Brisbane offices to oversee strategic expansion throughout the city. More here.

Harcourts Foundation supports Mackay Pet Rescue.

The $4,174 grant will provide essential technology for the volunteer-run animal rescue, enabling faster emergency response and operational efficiency. 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’re either walking into the office convinced this is your year, or recalculating your career trajectory after a slow open home. Sometimes both before lunch. 😅📉

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

Wishing you a productive day!

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