GOOD MORNING FROM ELITE AGENT

On May 19, 1962, Marilyn Monroe delivered her breathy, unforgettable rendition of “Happy Birthday” to President John F. Kennedy. The performance wasn’t just memorable, it was absolutely magnetic. Held at Madison Square Garden in front of 15,000 people, it’s still talked about over 60 years later. So, what does that have to do with real estate?

Plenty. Whether you're walking into a listing presentation or hosting a vendor night, your ability to own the room matters. Monroe’s performance is a masterclass in presence, timing, and knowing your audience. She didn’t just sing, she delivered a moment. And in this market, creating moments is how great agents stand out.

Today’s read time: 5 minutes, 31 seconds

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COMMUNICATION

The real secret to closing deals

Less pitch, more questions

In sales, confidence isn’t built through persuasion, it’s built through insight. And that starts with asking better questions. Coach Pancho Mehrotra flips the classic sales playbook on its head, arguing that “the most successful salespeople aren’t the ones who talk the most, they’re the ones who ask the right questions.”

Focus on what matters most

Rather than diving into a pitch, start by understanding your client’s goals. What does success look like for them? What are they trying to overcome? Framing conversations around their broader objectives, not just your product, sets the tone for a more meaningful, trust-driven dialogue.

Open-ended questions are your best ally. They help uncover not just objections, but the real motivations and concerns behind a client’s hesitation. A simple but powerful example: “What would need to happen for you to feel confident moving forward?” This kind of question surfaces unspoken barriers, giving you a clear path to guide the client with empathy and precision.

Connect solutions to their strategy

Don’t ask whether the client thinks your offering “works”, ask how it fits. Questions like, “How does this solution align with the goals you’ve set for your team?” shift the focus from product features to strategic fit. When you guide clients to see your solution in the context of their own goals, you’re no longer selling, you’re problem-solving.

Empower the decision-maker

The key shift? Stop trying to convince and start helping the client connect the dots. Ask how your solution fits into their strategy, their team, their needs. When clients articulate their own decision-making criteria, they’re not just more likely to say yes, they’re more confident in that decision. This approach does more than close deals. It builds stronger relationships and long-term trust.

As Pancho puts it, “asking the right questions is about more than guiding the conversation; it’s about empowering the client to take ownership of the decision.” So, the next time you’re in a listing appointment or a strategy call, skip the script. Pancho advises to lead with curiosity, not control, and watch your conversions (and credibility) grow.

Read the full article here.

ICYMI, last week we discussed how mindset shapes real estate success. 

Together with BIZCOVER

BizCover adds Vero Business Pack to expand SME insurance options

BizCover has announced the addition of the Vero Business Pack to its suite of online business insurance products. The new offering covers over 2700 occupations and businesses with up to $20 million turnover and 200 employees. “Adding Vero’s Business Pack enhances our already extensive range of offerings,” said Brad Miller, General Manager of BizCover.

The policy includes Public Liability cover up to $20 million and optional protection for contents, stock, tools, business interruption, and more. BizCover now offers Business Packs from AIG, Chubb, Hollard, RelyOn, QBE, and Vero.

Read more about BizCover’s Vero Business Pack here.

DEPT OF RATE CUTS

RBA rate cut looks locked in, experts say it’s (finally) time to ease

A rate cut is on the cards, with 88% of economists in Finder’s latest survey tipping the RBA will cut rates tomorrow, most by 25 basis points. “We could be looking at a cash rate of close to 3% by Christmas,” says Graham Cooke from Finder. More than half of the panel also expect further cuts in July and August. Meanwhile, 89% don’t believe Labor will hit its 1.2 million homes target by 2029. Economists say cooling inflation and global uncertainty are paving the way for the RBA to act.

DEPT OF STUDENT ACCOMMODATION

Textbooks, tuition… and $2.3 billion in student housing deals

Australia’s student housing scene isn’t just buzzing with international enrolments, it’s booming with billions in global investment. With over 1.09 million international students in 2024 and universities climbing the global rankings, purpose-built student accommodation (PBSA) is suddenly the hottest class on campus. Investors from Singapore to Europe are snapping up assets in Sydney, Melbourne, and even regional uni towns like Geelong and the Gold Coast.

DEPT OF AI

The rising cost of AI inaction

The accessibility of powerful AI tools is creating an unexpected problem: complacency. Today's business owners have cutting-edge technology at their fingertips for little to no cost, making it easier to postpone implementation while competitors forge ahead. As one marketing director noted, the key is balancing AI capabilities with the essential human touch. Check out the new scorecard that helps businesses assess their AI readiness and identify potential gaps before they become problems.

CELEBRITY HOMES

Taylor Swift's former Cape Cod retreat up for grabs

A waterfront mansion once owned by Taylor Swift during her brief romance with Conor Kennedy has hit the market for US$14.5M. The pop star purchased the 7-bedroom coastal property for just US$5M in 2012, selling it the following year after their relationship ended. The 5,000-square-foot home sits on a rocky bluff with private beach access and comes fully furnished, offering buyers a chance to own a piece of celebrity real estate history.

MOVERS + SHAKERS

Mark McGoldrick wins Australasian Auctioneering Championship

The New Zealand auctioneer claimed the prestigious 2025 title in Adelaide after multiple attempts. 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

Fact: real estate agents will ignore three missed calls from their mum, but answer an unknown number while halfway through a root canal.📞🦷

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.

Stories marked with * are sponsored, including 'Together With' and the weekday 'Movers & Shakers' sections. Interested in promoting your brand to Elite Agent’s audience? Learn more at eliteagent.com/advertise.

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