☎️ He rang the number on a sale sign. Now he owns the office

GOOD MORNING FROM ELITE AGENT 👋

TODAY'S FEATURE

Why top agents don't run on motivation

The agents who perform consistently, rather than in peaks and troughs, aren't necessarily the most talented in the office. Olivia Chammas, Director of Talent at Urban Real Estate, has worked closely with agents for the last 10 years and seen the same pattern repeat. It shows up in how you treat your database, how you handle a slow month, and whether you keep prospecting when results are delayed. Her answer comes down to two words, and neither is talent.

What you'll learn in the full article:

• The pipeline-building switch: The shift from deal chasing to pipeline building that Olivia says often separates top performers from average output.
• The four-activity filter: The four high-value activities the best agents keep for themselves, and what they hand to systems and support instead.
• The slow-month rule: What high performers do when confidence dips and the phone goes quiet (hint: waiting for motivation to turn up isn't it).

Read the full article →

TOGETHER WITH SUCCESS CURIOUS LIVE

Sales gets the trophy nights. Property managers get a "great job, team" Slack message (if that).

Success Curious LIVE is a one-day online show for PMs, hosted by Andy Reid, on showing your value, lowering your stress and turning conflict with owners and tenants into something useful.

Jess Alvial, Jason Colbey and Sarah Cincotta co-host, with Amanda Stevens, Dr Kristy Goodwin, Dara Simkin and Rik Rushton speaking.

It's on Thursday 12 November, 10am – 3pm AEDT. Can't clear the day? Every ticket comes with the recording (and Andy's book in the post). Tickets start at $69.

Get your ticket →

DEPT OF TECHNOLOGY

One Daily Desk app takes out Transform XIV

Rex, Airtable, Outlook, Slack and spreadsheets – Danielle Brown of K&D Properties was jumping between the lot, so she built one app to run her day instead. It pulls action items from her meetings for her to approve, preps appointment documents at lunchtime, and means she won't renew Slack in December. That won her Transform XIV, ahead of Claire Weggery and Erin Marr.

PS. Transform XV starts Monday 16 November.Book your spot →

DEPT OF LEGISLATION

Industry groups ask Senate to rework tax bill

Granny flats and knock-down rebuilds wouldn't count as new housing under the tax bill's definition, HIA's Jocelyn Martin told a Senate inquiry. HIA and the Property Council also oppose the proposed minimum tax on trusts in its current form. If your investors are eyeing new builds, watch the Property Council's push for a 36-month buying window.

DEPT OF DATA

From €1 homes to multimillion-dollar castles, with Aussie TV stars thrown into the mix

It started at the price of a coffee: Shaynna Blaze and Darren Palmer's Sicilian reno, bought for €1, is now on the market for about A$300,000. Before you do the maths, that gap doesn't cover restoration, materials, or labour (the €1 was only ever the entry fee). And yes, there's a castle section for bigger budgets.

HOW IT SOLD

How a familiar face helped a Tallawong sale

Lisa Zhang turns up at open homes around the area so often that the young couple buying this four-bedroom Vaucluse Street house recognised her. The Prestige Estates Group principal sold it by private treaty – and is now keeping in touch with three buyers who missed out.

Find out the story behind how it sold →

How's your findability on AI? The agents who turn up have more content out there. getailsa.com →

MOVERS & SHAKERS

Matthew Farrugia buys LJ Hooker Terrigal from his mentor

It started with a number on a sale sign. At 19, Matthew Farrugia called Tim Andrews on a whim and landed a spot with no role on offer. After 15 years alongside his mentor, the 32-year-old has completed a five-year succession plan to own LJ Hooker Terrigal outright, with new premises early next year and plans to double the Central Coast business in size.

Dean Pieroz takes over Ray White Asset Management Alexandra Hills Every street in Alexandra Hills has had a knock from Dean Pieroz – more than once. Now he's the owner of Ray White Asset Management Alexandra Hills, taking over from his mother and business partner Cathy Pieroz, who opened the business and stays on the team. Backed by Ray White Queensland CEO Jason Andrew, Dean's next focus is systems, new sales talent, and a growing rent roll.

Highland flies top performers to Hong Kong Closing in on two decades in business, Highland said thanks with a harbour view – 26 of its highest-performing agents and senior leaders gathered at the Four Seasons Hong Kong for its annual conference. Founder and CEO David Highland says it's about recognising the people behind the growth, and day two brought a South Side islands cruise, a private beach picnic, and a harbour-view dinner.

Century 21 names new growth director for Queensland offices Century 21 has handed its Queensland expansion to Stephen Lea, who joins as Queensland Franchise Growth Director with more than 25 years in franchise development, business growth and talent acquisition. He's kept a hand in the market too, recently helping take Capri Residences past 50 per cent sold within three months. Next up: recruiting new franchise partners and helping existing offices across the state grow.

Success doesn't rest on weekends!
Get top agent and agency moves every Sunday in Movers & Shakers. Subscribe now.

AGENTS ON SOCIAL

Seen an Agent On Social we should include? Let us know here

TRUE OR FALSE:

There's a street in Humpty Doo, in the Northern Territory, called Cattledog Court – and it's officially named after the dog.

And the answer is …

It's true! Cattledog Court went on the NT Place Names Register in October 2013, named after the Australian Cattle Dog. The register's reasoning reads like a love letter: the breed is "a lasting representation of Australian bush culture", its "legend for toughness and loyalty lives on", and it's one of the three most popular dogs owned in Australia. Finally, a street where being in the doghouse is a compliment. via NT Place Names Registry.