GOOD MORNING FROM ELITE AGENT

Compass is making waves in the US real estate world, reportedly in talks to acquire Warren Buffett’s HomeServices of America. With 820 offices and 270 franchisees under brands like Berkshire Hathaway HomeServices, this would be a major shake-up in the industry. If the deal goes through, it signals confidence in the future of real estate - even in a slower US market. Stay tuned for what could be one of the biggest brokerage moves of the year.

Today’s read time: 5 minutes, 10 seconds

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CLOSING DEALS

What real estate agents can learn from an FBI hostage negotiator

Want to close more deals and navigate tricky negotiations like a pro? Former FBI hostage negotiator Chris Voss has five game-changing strategies that can give real estate agents the upper hand.

From tactical empathy to the power of silence, Chris reveals how understanding, patience, and a well-placed "no" can turn any deal in your favour. As he puts it, “Negotiation is not a clash of arguments; it’s a journey to find out what the other side really wants.”

The power of ‘No’
While many agents push for a quick “yes,” Chris argues that “no is not the end of the negotiation; it’s the beginning.” When clients feel pressured to agree, they may become defensive.

Instead, reframe questions to allow for a “no,” such as, “Would it be a bad idea to consider an offer in this range?” This approach helps clients feel more in control and, ironically, makes them more likely to engage in meaningful discussions.

Listen first, speak later
One of the biggest mistakes agents make is focusing on their response rather than truly listening. Instead of rushing to counter objections, agents should slow down, engage with empathy, and encourage clients to share their concerns.

Techniques like mirroring, such as repeating key phrases, can help build rapport and keep the conversation moving.

Aim for ‘that’s right’
Chris stresses that the phrase “that’s right” signals true understanding, whereas “you’re right” often indicates dismissal. By accurately summarising a client’s concerns, “So what I’m hearing is that you want the highest price, but you also need to sell quickly. That’s right?”, agents can reassure clients and move negotiations forward.

When a client feels heard, they become more open to compromise and solutions.

Read the full story here.

ICYMI, last week we discussed why some deals may not be worth the effort.

TOGETHER WITH DIRECT CONNECT

Direct Connect expands services with Oly Partnership
Direct Connect has teamed up with Oly to offer novated leasing, making it easier for SMB employees to access tax-saving car finance. Backed by McMillan Shakespeare, Oly simplifies the process, from sourcing vehicles to managing finance and insurance. Eligible electric vehicles also benefit from the EV FBT Discount, allowing lease payments to come entirely from pre-tax salary.

Read more about Direct Connect’s novated lease offering here.

SMART SNIPPETS

Taxes make up half the cost of a new home
Australian homebuyers are now spending up to 15 years of their mortgage just paying off government taxes and charges. In Sydney, these costs have reached a staggering $576,000 – approximately half the price of a new house and land package.

Brisbane has seen these charges more than double over the past five years, increasing by $179,000. Housing industry leaders are calling the situation "incongruous," suggesting homes should be renamed "house and tax packages."

Five years of change: COVID-19’s ongoing impact on housing
Five years after the pandemic began, Australian home values have risen 38.4%, adding $227,000 to the median dwelling price. Houses have outpaced units, while regional markets have seen stronger growth than capital cities. Perth, Adelaide, and Brisbane led price increases, while Melbourne saw the weakest growth.

Rental relief in Wellington and Auckland
New data from realestate.co.nz shows rental prices in Wellington and Auckland have fallen. Wellington saw the biggest drop, down 8% to NZD $673 per week, potentially saving renters $3,016 annually. Auckland rents fell 4.1% to NZD $689 per week, equating to $1,560 in savings.

CELEBRITY HOMES

Priyanka Chopra Jonas offloads Mumbai real estate
Hollywood star Priyanka Chopra Jonas has sold four apartments in Mumbai's Andheri suburb for a whopping Rs 16.17 crore ($2.9M). The properties, spanning 5,045 square feet across the 18th and 19th floors of Lokhandwala Complex, include a duplex that alone fetched Rs 6.35 crore ($1.15M). This continues her pattern of divesting her Indian real estate since relocating to Los Angeles in 2018 with husband Nick Jonas.

MOVERS + SHAKERS

Barry Plant’s IWD lunch champions women in real estate
Barry Plant’s sold-out International Women’s Day Lunch featured inspiring stories from female leaders on resilience, equality, and success in real estate. The event highlighted the industry’s progress and the ongoing commitment to supporting women in business. More here.

Kale Kirk opens Ray White Pyes Pa  
The high-performing agent who started his real estate career in 2019 brings a team of six to his new business in the Tauranga region. More here.

Success doesn’t rest on weekends! 
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SOUNDWAVES

Getting the deal done (even with people you don’t like)

In real estate, you won’t always click with every colleague, but that doesn’t mean deals can’t get done. Instead of focusing on what irritates you, try reframing their traits - what seems “pushy” might actually be persistence.

This curated listen encourages you to learn from different working styles, communicate clearly, and set boundaries to keep things professional.

Dive straight into the listen below or the deeper dive here.

Read the article from Hudson here.

AGENTS ON SOCIAL

After endless calls, contract chaos, and buyer meltdowns, the deal is finally done. The agent? Smiling on the outside, traumatised on the inside … but ready to do it all over again. 🤪 🙌🏻

Seen an Agent On Social we should include? Let us know here (email link)

Wishing you a productive day

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.

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