GOOD MORNING FROM ELITE AGENT

The Elite Agent Industry Influencers and Innovators Awards are back in 2024 ✨

Who moved you in 2024? Elite Agent’s Top 50 influencers and innovators list will - as always - drop just before Christmas. This year we’re giving things a little twist and asking you who needs to be recognised for the new People’s Choice Top 10 category.

You’ve got about a minute to get your vote in (and counted).

Cast your vote and help shine a spotlight on the changemakers defining the future of real estate. The Influencers and Innovators of 2024 will be revealed on December 20.

Today’s read time: 5 minutes, 6 seconds.

New to The Brief? Join us for free 🤝

MOTIVATION

Bringing the MAGIC back into sales

The real estate industry has become bogged down in a transactional mindset, with many agents reduced to “order takers” rather than true sales professionals.

Andy Reid, accomplished auctioneer and real estate coach, is putting out the call for agents to rediscover the lost art of selling - where agents create emotional connections, instil buyer confidence, and showcase their unique value. From painting vivid pictures of how buyers can live in a property to confidently handling negotiations, Andy shares his actionable tips to help agents move beyond the routine and bring creativity and energy back into the sales process.

The sales mentality vs transaction mindset

Andy points out the need to shift our approach, warning of the harmful impact a transactional mindset can have on real estate success. “We’ve been so busy outsourcing as much thinking and creativity as possible that we are becoming robots, while AI is learning to be human.”

He argues that agents must shift towards a sales mentality, which actively creates perceived value. Instead of merely showcasing a product, agents should generate belief and energy around a property, much like Apple stores do by providing seamless, engaging experiences for their customers.

The power of storytelling

Tapping into emotional engagement, agents can transform property tours into relatable narratives: “Instead of telling people what is there, create an image of them living there by relating parts of the house to their family or personal dynamic.” He shares an example of describing a kitchen: “When you’re stood at the bench, you can see through to the rumpus area which is where we’d normally see toys and games, so you’ll be able to keep an eye on the kids while you’re sorting out dinner.” This approach humanises the property and connects it to the buyer's lifestyle.

Negotiation with confidence

Andy underscores the importance of assertiveness in negotiations, saying, “Don’t be afraid to take the property away.” He suggests that agents should confidently address low-ball offers by redirecting buyers to more suitable properties, demonstrating a non-desperate stance that builds respect. “A part of the art of sales is being prepared to call someone’s bluff.”

ICYMI, yesterday we discussed why follow-ups are the backbone of successful prospecting

TOGETHER WITH VIEW.COM.AU

View Media Group (VMG) has partnered with REIP and Valocity to launch REIP Nexus data on view.com.au, providing access to over 10 million off-market properties and a sophisticated Sales Price Estimate tool. This collaboration enhances property research for buyers and supports agents with accurate pricing insights, while also integrating with VMG's proptech suite, including Acquire and Propic.
VMG Executive Chairman Antony Catalano emphasised the partnership's focus on delivering value to property seekers and agents. ”These tools work hand in hand with agents to stimulate the market and create potential vendors,” he said.

Since its launch 13 months ago, view.com.au has grown to 185,000 active listings, offering a free listings model as a competitive alternative to rising costs on other portals.

Read more about the announcement here

SMART SNIPPETS

No relief for mortgage holders as rates stay put
The Reserve Bank of Australia has kept interest rates at 4.35%, with Governor Bullock saying inflation remains "too high." While headline inflation has fallen, underlying price pressures and a strong labour market are keeping rates restrictive. Markets are now predicting just two rate cuts in 2025, with the first expected around May.

Energy efficiency: a game-changer for modern real estate
Did you know modern homes built after 2010 achieved nearly double the energy efficiency rating of older properties? With banks offering green lending options and potential savings in the thousands, this key differentiator is becoming increasingly important in property transactions. Energy efficiency ratings provide agents with a powerful tool to showcase the value proposition of newer properties while highlighting upgrade potential in established homes.

This is set to be a big thing in 2025; get up to speed here.

Luxury real estate dominates India’s market in 2024
This year, India’s real estate market experienced a notable rise in demand for luxury homes, with properties priced between ₹10 crore (A$1.83 million) and ₹80 crore (A$14.68 million) becoming the preferred choice for affluent buyers.

CELEBRITY HOMES

Bob Dylan’s former NYC hideaway hits the market
Bob Dylan’s former townhouse in Manhattan is officially up for grabs. Listed at US$7.25 million, this five-story property combines elegance with rock-and-roll history. Featuring five bedrooms, 5.5 bathrooms, and a parlour-level terrace overlooking the exclusive Turtle Bay Gardens, this storied home once served as the private escape for the iconic, folk, pop and rock genius.

MOVERS + SHAKERS

Vanessa Jeans returns as Ray White Head of People. The former business owner and consultant rejoins the network to lead Victoria and Tasmania's talent development. 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.

SOUND WAVES

The art of managing small teams

Managing small teams presents unique challenges, including limited resources and increased workload. Today’s curated listen focuses on how to overcome these hurdles with close collaboration, effective communication, and innovation.

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

Read the report from Bordio.com Here

AGENTS ON SOCIAL

Shhhh… listen closely to the home whisperer, its both delicious and perfect 🤫

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, Giverny Pringle, 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.

Stories marked with * are sponsored, including 'Together With' and the weekday 'Movers & Shakers' sections. Interested in promoting your brand to Elite Agent’s audience? Learn more at eliteagent.com/advertise.

Was this email forwarded to you? Sign up here.