GOOD MORNING FROM ELITE AGENT

On this day in 1981, IBM launched the first personal computer — and real estate hasn’t been the same since. From paper diaries to CRMs, virtual tours, AI-powered chatbots and digital signatures, agents have come a long way. Who needs filing cabinets when your whole office fits in your pocket?

Also, today’s edition is dedicated to the best of Connect 2025. From standout speakers to sharp insights and unexpected moments, we’ve wrapped up the highlights for you in one place. The Elite Agent team was on the ground capturing it all - here’s what stood out.

Today’s read time: 8 minutes, 34 seconds

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CONNECT 25

“Go for the overtake.”

Daniel Ricciardo’s formula for winning in high-stakes real estate

From go-kart tracks in Perth to the world’s fastest circuits, Daniel Ricciardo has learned that winning isn’t just about speed, it’s about resilience, calculated risk, and knowing when to savour the moment. Speaking at Connect 2025, the F1 star revealed a mindset forged through podium highs and pit-lane lows: keep your competitive fire burning, take the big swings when they count, and celebrate small victories before the next challenge barrels down the track. For real estate agents navigating a high-pressure, ever-changing market, it’s a playbook worth adopting.

Resilience and perspective

Daniel knows fortunes can turn in an instant, one day you’re fending off a Ferrari for a top finish, the next you’re mid-pack wondering what went wrong. The key, he says, is to bounce back without losing perspective. After a tough race, seeing an engineer in tears reminded him that no win or loss belongs to the driver alone.

“We are the drivers, but we’re not bigger than the team.”

For agents, it’s a reminder that results are shared, and resilience is as much about the people around you as it is about personal grit.

Taking the big swings

Early in his career, Daniel embraced the idea that he’d rather “crash trying” than play it safe. That aggressive mindset paid off in Miami last year when he held off Carlos Sainz’s Ferrari for a fourth-place sprint finish during a challenging season. “You just don’t know if that day’s gonna come again soon… I’m glad I took thirty minutes to enjoy that moment,” he says.

The power of pause

Despite his high-octane career, he has resisted the temptation to leap into the next thing just for the sake of momentum. Instead, he’s used downtime to reconnect with family, explore side passions like winemaking, and assess his next move. “Not jumping into something has been quite hard… but it’s given me time to keep assessing everything.”

In real estate, where the urge to keep sprinting is constant, but as Daniel explains, making space to think could be the ultimate competitive advantage.

Read the full story here.

ICYMI, yesterday we discussed why offshoring entry-level roles could backfire long-term.

LEADERSHIP VERSUS MANAGEMENT

Decision-making secrets from Harvard and Ray White

At Connect 2025, Harvard Professor Boris Groysberg and Ray White Chairman Brian White AO explored what truly separates a leader from a manager. Mr Groysberg says even smart teams can make poor calls if they fall into traps like “narrow framing,” sticking with bad ideas, or letting a “shut-up culture” take hold.

His advice? Ask for three options before deciding, and make space for healthy debate. Mr White shared pivotal moments, from his father refusing to sell the family business to going national. Throughout it all, he’s stayed firm on auctions, marketing, and the belief that passion is the heart of leadership: “When you love something, you can be a leader.” Both agree - great leadership means creating the conditions to get the right answer.

MARKET SHARE

The White brothers’ growth playbook

Dan, Sam, and Ben White lifted the lid on how Ray White is growing fast while keeping trust and community front and centre. Loan Market now writes one in five Australian mortgages, and Sam says it’s all thanks to happy customers spreading the word. Ailo has rocketed from 6,000 to more than 100,000 properties in three years, with Ben pushing to rebrand property management as an ongoing community connection, not just rent and repairs.

Their “Three Horizons” strategy blends rock-solid core businesses with fresh ideas, the same way Loan Market once grew from a simple concept. And while Dan sees AI playing a bigger role, he’s clear its real job is to strengthen relationships and help everyone, from business owners to property managers, get a bigger slice of the pie.

THE NEXT STAGE

“We remain the hunter”: Dan White on what comes next

Dan White says Ray White’s history is more than nostalgia, it’s the foundation for the future. Achieving market leadership 15 years ago was no reason to rest; “Simply being the market leader was absolutely no guarantee of future success,” he told the audience. The Springboard era was about creating an environment ambitious leaders wanted to join, building technology in-house, and keeping leadership fresh.

The next chapter, We Bring the Whole Team, promises to put the full resources of the network (market size, relationships, and technology ), behind every customer. Regulatory change, Dan says, should be embraced: “It’s an advantage. It’s a differentiator.” And at the heart of it all is respect for “the privilege… to represent [customers] in the sale of their property.” His final rallying cry: “Remember, we remain the hunter …”

DATA INTELLIGENCE

From algorithms to living rooms

Ray White’s Mark McLeod says agents are 400% more likely to win a listing if they meet a homeowner inside their property - and the right technology should be used to free up time for those face-to-face moments. His vision draws on Ray White’s rich database of buyer and seller behaviour, built over years of tracking activity across the network. NurtureCloud CEO Michal Kot explained how the platform processes millions of calls and buyer portal views each year, feeding AI that can match buyers to listings, pre-fill proposals, and launch targeted campaigns automatically.

LUXURY REAL ESTATE

From Paris fashion week to $21.5m sales: Vivien Yap’s luxury agent secrets

Vivien Yap didn’t just dream of living in Perth’s Mosman Park - she made it happen, then sold her own dream home for a record $21.5 million. For her, luxury real estate is equal parts hustle, high-touch service, and a little bit of sparkle. She elevates client experiences with Chanel scents, Dior candles, and even her own hand-painted art, while forging partnerships with brands like Rolls-Royce, Louis Vuitton, and Moët Hennessy.

CELEBRITY HOMES

Lily Collins makes millions on historic mid-century gem

Lily Collins has sold her architecturally significant Pasadena home for US$6.13M in an off-market deal, pocketing a tidy profit after purchasing it from Kristen Wiig for US$3.9M in 2021. The 1947 residence is part of the prestigious Case Study House program, featuring classic mid-century elements like post-and-beam construction and floor-to-ceiling glass. Collins and husband Charlie McDowell carefully renovated the property while preserving its historical integrity.

MOVERS + SHAKERS

Ray White Rural celebrates top performers

The network recognised its standouts at their annual Gold Coast awards, with Matt Cleary named Top Salesperson and Ray White Emerald taking Top Office honours. More here.

RWC Northern Corridor Group takes top honour

Michael Shadforth, Chris Massie, and Ashley Rees won the prestigious Directors Cup at RWC's record-breaking Annual International Awards at The Star Gold Coast. More here.

Success doesn’t rest on weekends! 
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Wishing you a productive day!

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