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Before 1961, owning an apartment was legally murky everywhere in the world. If you wanted to buy a flat, you'd purchase shares in a company that owned the building - and banks hated lending against it. No separate title, no security, no deal. Then New South Wales created strata title.

The Conveyancing (Strata Titles) Act 1961 allowed each apartment to have its own title deed; bought, sold, and mortgaged independently. The world's first strata plan was registered on 28 July 1961 for 18 units in Burwood. The building still stands. Within two decades, Canada, Singapore, South Africa, New Zealand, and a dozen other countries had copied the model.

In today’s edition of The Brief

• When stress dominates, decision-making deteriorates

• AML rules are coming - if a deal doesn’t pass the “pub test”, ask questions

• Adelaide properties snap up in just weeks

Today’s read time: 7 minutes, 47 seconds

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LEADERSHIP

Why great leaders dampen stress, not amplify

When deals fall over and targets look uncertain, most leaders amplify the pressure. Reika Dzupinka, VP of New Development Sales and acting VP of Commercial Sales at Domain, has spent her career learning to do the opposite – and it's transformed how her teams perform.

The one question that changes leadership

Early in her career, someone gave Reika a framework that stuck: managers are either stress amplifiers or stress dampeners. It sounds simple, but the implications run deep.

"Even if I'm feeling pressure myself, I try not to show that to the team," Reika says.

Confidence, she argues, is the foundation of sales performance. When stress dominates, decision-making deteriorates. But here's what most leaders miss about building that confidence...

The mindset shift hiding in plain sight

Reika uses what she calls an "above the line" approach to assess whether team members are operating from growth or scarcity. People move between these states constantly – sometimes within a single day. The leader's role? Recognising the shift and helping people navigate back.

She also swears by a communication tactic so simple it's often overlooked: repeat everything three times. The full article reveals why this works and how to implement it without sounding redundant.

Turning disadvantage into surprise

As a woman in male-dominated sales environments, Reika has been mistaken for someone far more junior countless times. Rather than fight it, she reframed it entirely.

"I decided to see lowered expectations as an opportunity – it gives you the element of surprise."

What you'll learn in the full article:

• The dampener test: How to assess whether you're amplifying or reducing team pressure

• The "above the line" framework: Recognising scarcity vs growth thinking in your team

• The sponsor difference: Why advocacy beats mentorship for career acceleration

• Career ownership: The preparation mindset that puts you in control

Reika's leadership philosophy offers a masterclass in staying calm when everything around you isn't. The full profile reveals how she applies these principles daily.

Read the full story here.

ICYMI, last week: why saying less can lead to higher conversion rates.

TOGETHER WITH RIVERSTONE PARTNERS

“Does it pass the pub test?” Navigating Australia’s new AML rules

From July 28, 2026, Australian real estate moves from handshake trust to strict anti-money laundering (AML) reforms, requiring agents to verify clients and apply the “pub test” to ensure integrity. “If you don’t know your client, you’re on the wrong side of the law,” says Lucas McEntee, CEO of Riverstone Partners.

Agents must understand who is behind a transaction and where the money comes from. “You can’t just rely on someone presenting ID. You need to understand the context, the source of funds, and whether the transaction makes sense.”

The pub test flags deals that don’t add up and unusual transactions, such as high-value units through complex trusts or sudden offshore deposits, should be escalated. “It’s a simple test, but it captures the essence of professional judgment in a market under closer scrutiny than ever before.”

While some fear client relationships may suffer, Lucas explains that transparency builds credibility. “By asking the right questions, documenting the process, and applying the pub test, you actually increase credibility. People respect professionalism when it’s handled thoughtfully.”

Read more about Riverstone Partners here.

FAST MOVER

Adelaide homes sell faster than any other capital

While Sydney and Melbourne homes take closer to a month to sell, Adelaide's median is just 22 days – and in suburbs like Bridgewater and Blackwood, some properties are gone in 14 days flat. REISA's Andrea Heading points to tight supply with listings are down 10% year-on-year, and she expects prices to keep climbing.

TECH

One prompt turns AI into your honest critic

Ask ChatGPT to review your listing presentation and you'll probably hear "This is excellent!" – not exactly useful feedback. Samantha McLean shares a prompt that reprograms AI to push back on your ideas, surface blind spots, and ask the questions your vendor would have asked. It takes five minutes to set up – test it with something you're genuinely mulling over.

HOW IT SOLD

Deadline strategy sealed $1.69m in 34 days

Gabrielle Nagy gave buyers a clear choice: submit your best offer by a set date or miss out. The McGrath Berowra agent's structured approach on a Berowra Heights four-bedroom generated competitive tension and delivered a $1,686,588 sale – 14 days faster than the suburb's median time on market.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Demi Lovato lists Hollywood Hills estate for $15.7M

Perched directly above the Chateau Marmont, the pop star's four-bedroom hilltop estate spans more than an acre with views from Downtown LA to the Pacific. It's listed at US$11 million (about $15.7 million AUD). You'll want to see the rooftop bar with those skyline views.

MOVERS + SHAKERS

Cameron Brain and Aamir Sethi become shareholders at Ray White Austar Realty

They're joining Craig Smith and Len Day to drive growth across the West Auckland business. More here.

Tim Allen transitions from finance broker to buyer's agent

After years of mortgage broking and helping clients with purchases, he launched IPS Buyers Agents across Southeast Queensland. More here.

Hayley Van de Ven expands REMAX The Limitless Group

She's merged with Locate Property's Suzana Wade to launch REMAX Locate in Tingalpa, growing her presence across Brisbane's eastern suburbs. 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.

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Wishing you a productive day!

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