GOOD MORNING FROM ELITE AGENT 👋

Smart, moderate renovations often deliver the best return on investment. In the US, a minor kitchen update, new cabinet fronts, countertops, and appliances, costs around $28,500 but can add about $32,100 in resale value, a 113% ROI, while a high-end overhaul typically recoups only 51% of its cost. Bathrooms show a similar pattern: mid-range updates return 80%, versus 42% for luxury renovations. According to Zillow, the key takeaway for agents is to guide clients toward improvements that enhance the home but leave buyers room to imagine their own upgrades, helping homes sell faster and for top dollar.

In today’s edition of The Brief

• Why reading clients’ cues are key to real estate success

• Councils unlock surplus land to boost affordable housing supply

• Harnessing AI: the future of commercial real estate

Today’s read time: 6 minutes, 22 seconds

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CLIENT PSYCHOLOGY

What your client's outfit really tells you

Within five seconds of meeting a client, Megan Hill already knows how to communicate with them. The First National Copper Coast director has developed a reading system that starts before a single word is spoken – and it's transformed how she builds trust and wins listings.

The five-second assessment

"In the first five to 10 seconds, you should have a feel for who you're dealing with," Megan says. "Not to judge them - but to adjust yourself."

What someone wears, how they approach, and how they speak all provide immediate clues about their expectations. But here's what most agents miss: the same approach that wins one client will lose the next.

The communication shift that changes everything

Megan believes the golden rule needs an update in real estate. The traditional "treat others as you'd like to be treated" approach? It's costing agents relationships.

"We were taught to scrap that and instead treat others how they would like to be treated," she says.

The full article reveals exactly how to identify what each client needs – and the specific cues that tell you whether to provide efficiency or reassurance.

When market knowledge takes a back seat

Property transactions are rarely straightforward. Megan regularly works with deceased estates, divorces, and families facing life-changing moves. In one recent meeting, a widow selling her home of 30 years was crying across the table.

"This isn't just a house. It's her life," Megan says. "Her memories are in every corner."

In those moments, pricing strategies take a back seat to something else entirely.

What you'll learn in the full article:

• The clothing code: What soft pastels vs all-black outfits reveal about client expectations and communication preferences

• The platinum rule: How to identify and adapt to each client's preferred communication style in real time

• The emotional intelligence edge: Why empathy matters more than ever – and how to develop it

• The long-term payoff: How reading clients correctly builds the referral relationships that sustain careers

Behind every listing is a story. The full article reveals how to read it – and why the agents who truly listen are the ones clients remember.

Read the full story here.

ICYMI, yesterday, we broke down the psychological edge of presenting on your own turf.

TOGETHER WITH EXPLORE PROPERTY

Explore Property launches one-year partnership model

Queensland principals weighing their options now have a shorter on-ramp to test a network partnership. Explore Property has unveiled one-year and five-year agreement models alongside a new website – part of its push into South East Queensland. The network offers 93% commission retention for agents and no joining fees.

Read more about Explore Property here.

HOUSING POLICY

NSW councils to turn surplus land into housing

The NSW Government has published a guide to help councils convert surplus land into affordable housing – think old depots and vacant facilities in established areas. With the state projected to fall 156,000 homes short by mid-2029, council-owned sites are emerging as a supply solution. Projects are already underway in Shoalhaven and Lismore, and for agents in growth corridors or infill markets, this could bring new development stock to your area.

AI

From insight to action: how AI is transforming commercial property

Ray White Commercial’s inaugural 2026 Symposium showcased how artificial intelligence is rapidly transforming commercial real estate. AI specialist Samantha McLean demonstrated tools that turn development sites into visualised projects, generate content, and even create personalised podcasts. Attendees saw how real-time AI collaboration can boost efficiency, while cautioning against over-reliance without human oversight.

HOW IT SOLD

Top-floor studio sold in 14 days

Nicholas Armstrong-Smith combined database marketing, letterbox drops, and digital campaigns across five platforms. The Bondi Junction studio generated 2,800 views and sold prior to auction for $430k.

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

CELEBRITY HOMES

Play School star lists her Moss Vale hideaway

The circa-1910 Moss Vale cottage where Monica Trapaga found her post-pandemic "third act" is on the market at $1.65-$1.75 million. The Play School favourite converted a bedroom to an art studio, planted a veggie patch, and hosted bandmates for jam sessions. Wait until you see the garden hidden behind that white weatherboard facade.

MOVERS + SHAKERS

BresicWhitney hosts 2026 Growth Summit

Thomas McGlynn led the Sydney-based property group's gathering at the Museum of Contemporary Art, focusing on raising industry standards with integrity and community value. More here.

Love Sharma and Samaira Ahuja open Ray White Donnybrook

The market-leading duo with 11.23% market share and 17 years combined experience will expand services to include property management within six months. More here.

Jeanne Anderson joins FOUND IT as Senior Buyer's Agent

The Mornington Peninsula local brings years of residential property experience to strengthen the company's presence in Victoria. 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

When real estate agents strike their best model pose, even the ‘For Sale’ sign starts to blush. 💁‍♂️🏡

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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