GOOD MORNING FROM ELITE AGENT 👋

A thousand years. Seventeen generations. One home that has never needed a marketing campaign.

Kirkjubøargarður, a Viking farmhouse in the Faroe Islands, has been continuously occupied by the same family since the 11th century. Built from driftwood and passed down to the eldest son, the property comes with a title too - “King’s Farmer” - and an unbroken obligation to keep the place running. That is long-term ownership in its purest form; no refinance cycles, no renovation debates and no late-night calls about whether now is the right time to sell. If nothing else, it puts today’s succession conversations - and family property dynamics - into a much longer perspective.

In today’s edition of The Brief

• How to lead, negotiate and survive in a family-run agency

• National home prices reach new record

• Why the best listing presentation happens in your office - not their kitchen

Today’s read time: 7 minutes, 6 seconds

New to The Brief? Join us for free 🤝

INSIGHT

When family loyalty becomes a business issue

Family-run real estate agencies are built on loyalty, shared history, and deep personal ties. But those same dynamics can make meaningful change almost impossible when markets shift – especially for agents carrying responsibility without the authority to act.

The exhaustion equation

A recent episode of TED's Fixable podcast features Lily, who works alongside her husband in a business owned by her in-laws. She handles day-to-day performance but can't drive change.

"We are fatigued at trying to influence some positive change," she admits.

Leadership expert Frances Frei identifies the trap immediately: "What you're doing is trying to influence them as owners with decision rights. You gotta stop that." But what comes next? That's where most agents get stuck.

When 35 years of evidence speaks

Much of Lily's frustration stems from generational expectations about how growth should occur. Her father-in-law expects instant results from long-term activity – asking after events, "Well, do you have an order?"

Co-host Anne Morriss delivers the reality check: "You have 35 years of information about how these guys are gonna run the business. It's not changing."

In real estate, this shows up when principals expect instant listings from branding, digital, or community work that takes time to compound. The full episode reveals how to navigate this without burning bridges – or yourself.

What you'll learn in the article:

• The decision rights framework: How to stop influencing and start defining what authority you actually need

• The ultimatum: Frances Frei's exact language for creating clarity without confrontation

• Walking away as agency: How to reframe departure as power, not failure

• The "captive" problem: Why your in-laws (or principals) need to feel you could leave – and how to make that real

If you're carrying the weight of a family agency without the control to change it, this episode offers a way forward that doesn't involve endless meetings or quiet resentment.

Read the full story here.

ICYMI yesterday: the four pillars that will define 2026 success.

PRICES UP

Home prices top $880k as city growth diverges

Australia's national median just passed $880,000 – up 8.4% year-on-year. But the story varies dramatically by city. Adelaide jumped 13.8% annually while Melbourne fell for the third straight month. REA's Angus Moore expects new highs in 2026, though a February rate hike could slow the pace.

ANALYSIS

Why price growth doesn't predict sales volumes

Australian transaction volumes have ranged from 380,000 to 580,000 sales per year over the past 25 years – swinging far more sharply than prices alone would suggest. Ray White Chief Economist Nerida Conisbee explains why: it's less about what homes are worth and more about whether people can actually move. With no rate cuts expected this year, she sees turnover staying below average.

THOUGHT LEADERS PODCAST

Tony Morrison on winning from your office

One in four property transactions in Tasmania go through Tony Morrison's Harcourts network. His edge: bring vendors to your office instead of presenting at their kitchen table. Tony shares why "home ground advantage" works – plus what to do if you haven't made a sale in six weeks.

HOW IT SOLD

Database before portals draws 100 inquiries

Lisa Borstel's Jewells listing attracted more than 100 inquiries after she prioritised her database ahead of the major portals. Two opens brought 46 groups through, seven offers came in, and the four-bedroom house sold for $1,152,500 – above the $1 million to $1.1 million guide. Read the full story

This story started with a 10-minute phone call. Imagine boosting this on socials to your farm area. getailsa.com

CELEBRITY HOMES

$98M villa channels White Lotus on French Riviera

White Lotus (Season 4) starts filming on the French Riviera soon – and if your clients have US$98M to spare, they could live the lifestyle year-round. Domaine de la Belle Étoile on Cap d'Antibes was once the tennis club where Marilyn Monroe, Coco Chanel, and Jackie Kennedy played. The ice jade green marble kitchen and 23-metre glass-walled pool don't hurt either.

AGENTS ON SOCIAL

If views converted straight to listings, half the market would already be sold.😅📱

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, 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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