GOOD MORNING FROM ELITE AGENT 👋

Turns out timing really is everything - at least when it comes to listing homes. In the U.S, homes listed on Thursday tend to fly off the market and even push above asking price, while Sunday listings… well, let’s just say they like a slow Sunday arvo nap. Think about it, Thursday gives buyers a chance to plan their weekend inspections and keeps your property front of mind before the weekend madness hits. In Australia, the lesson’s the same: pick your day wisely, and you might just turn a casual browse into a bidding frenzy.

In today’s edition of The Brief

• Star agents drive revenue, but at what hidden cost?

• Expert analysis reveals the crucial link between investor policy and rental outcomes

• How to stop AI-savvy clients from derailing your deals, and turn their ChatGPT obsession into your ultimate competitive edge

Today’s read time: 6 minutes, 15 seconds

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OPINION

The hidden cost of keeping a star agent

Every principal knows the feeling. Your top performer walks into the office with that swagger, the numbers to back it up, and an attitude that says everyone else should get out of the way. They're financially lucrative, but they might also be destroying your business from the inside.

The cricket match that changed everything

Success coach and auctioneer Andy Reid uses a recent T20 cricket incident to illustrate the cascading damage of unchecked ego. When one of the world's best cricketers threw his toys out of the pram, the consequences went far beyond a single match – team progress stalled, the brand took a global hit, and future contracts are now in doubt.

"One reaction, massive consequences, and ramifications for all concerned that will last a lot longer than a post-match interview."

Here's what most principals don't see coming...

The 'Animal Farm' effect on your team

When high performers get away with more, the rest of your team notices – fast. Andy breaks down how perceived inequality creates a ripple effect that pushes talented agents out the door and erodes trust in leadership. But the real damage happens where you least expect it.

The contingency exercise you're avoiding

If your gorilla walked out tomorrow, what would your business look like? Andy outlines a practical simulation exercise that feels uncomfortable – but could be the difference between controlled transition and catastrophic loss.

What you'll learn in the full article:

• The six hidden consequences: How one difficult agent affects brand, team, workflow, and future recruitment

• The business vulnerability test: How to identify if you're over-reliant on a single operator

• The contingency planning framework: A practical exercise to simulate your gorilla leaving

• The timing principle: When "hard decisions now" actually saves your business later

The revenue might be real, but so is the damage trail. Andy's full breakdown gives you the framework to decide – and act – before it's too late.

Read the full article.

ICYMI, yesterday: the PM model that fought burnout.

TOGETHER WITH EBM RENTCOVER

Stay ahead of rental risks

Property managers can dramatically reduce insurance claims by spotting risks before they escalate. Last year, landlords lodged 6,000 claims with EBM RentCover, costing $43.5 million in repairs, lost rent, and legal issues.

Key strategies include pre-tenancy inspections, careful tenant screening, regular risk-focused inspections, and open communication with tenants and landlords to catch maintenance, safety, or payment issues early.

By proactively managing these four areas, property managers protect rental income, prevent damage, and keep landlords stress-free.

Read more about how to stay ahead of rental risks with EBM Rentcover here.

POLICY

Renters overlooked in capital gains tax debate

Ray White chief economist Nerida Conisbee argues renters have been left out of the Federal Government's capital gains tax discussion. With private investors owning the vast majority of rental properties, any policy that discourages them directly tightens rental supply. She points to Victoria – house prices rose 20% over five years while rents jumped 34.9%.

PODCAST

When clients trust ChatGPT more than you

What happens when buyers – or their parents – run every recommendation you make past ChatGPT first? Samantha McLean tackles this growing trend with four ready-to-use scripts and an "Above the Line" framework for positioning yourself above the technology. If you've noticed more AI-related pushback in your conversations, this one's worth watching.

HOW IT SOLD

Database drives off-market Mount Colah sale

Nick Berman contacted qualified investors from his database seeking one-bedroom apartments. The Mount Colah unit sold for $490k without traditional marketing spend.

A listing lasts weeks. The case study lasts forever. getailsa.com

CELEBRITY HOMES

Brian Henderson's renovated home asks $15.95m

The 1500-bottle wine cellar wasn't there when Nine News legend Brian Henderson lived here – but the bones of the architecturally designed Middle Cove home he owned for nearly three decades remain. Since selling for $11.5m in 2021, the property has been extensively renovated and is back on the market asking up to $15.95 million. Yes, there's DA approval for a 25m pool.

MOVERS + SHAKERS

Belle Property returns to Bulimba

Kaylee Doyle leads the new office after nine years with the brand and over $1 billion in local property sales experience. More here.

Tom Jones joins DiJones Neutral Bay

The Lower North Shore specialist brings eight years of experience and a track record as a top-performing agent in premium apartment markets. More here.

Jack Freestone expands Buyer Collective

The property developer with over 50 purchases under his belt has established his buyer's agency in Brisbane with recent expansion to the Gold Coast. 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

Your buyers still um and ah? Tell them this: Real estate isn’t a gamble - it’s the game where the house always wins… and so do they. 🎲✅

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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