GOOD MORNING FROM ELITE AGENT 👋

Buyers decide in just three seconds! That's all the time it takes for a potential buyer to form their first impression of a property - before they've even stepped inside. Research shows the brain processes visual signals almost instantaneously, with up to 90% of homebuying decisions influenced by colour alone.

This explains why staged homes sell 73% faster than unstaged ones, according to the National Association of Realtors. The Real Estate Staging Association found staged properties averaged just 23 days on the market compared to 184 days for unstaged homes. And here's the kicker – they sell for 5–10% more too. Three seconds … that's less time than it takes to unlock the front door.

In today’s edition of The Brief

• Strategies behind growth and team performance

• NSW and Victoria brace for slowdown as record supply and high rates hit property

• Ireland pitches $32B housing plan

Today’s read time: 8 minutes, 07 seconds

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PEOPLE AND PROCESS

How to scale without losing culture

Kylie West joined Highland Property Group when the team was just six people. Nearly two decades later, as CFO and original partner, she's helped shape its expansion across multiple offices – from Cronulla to Double Bay, the Southern Highlands, Newtown, and the Gold Coast. Her approach to scaling offers a blueprint most agents never think about.

The one leadership habit that earns credibility

Kylie didn't arrive with a real estate background. She learned by stepping directly into operations – admin, accounts, property management support – and adapting fast. That hands-on approach became foundational to how she leads today.

"You have to be in the trenches. Make decisions, make mistakes, and own them. That's how people learn and how leaders earn credibility," she said.

The full article reveals the specific leadership framework she now uses across every department. But here's what most agents miss about credibility – it starts well before the results show up.

Why one-size-fits-all management is costing you talent

Kylie manages teams across sales, property management, and marketing – and treats each person differently. She's noticed a pattern with younger staff and retention that most principals overlook. Her response isn't what you'd expect, and it ties directly to how Highland maintains performance across offices.

The trust equation that makes scaling possible

Highland runs what Kylie calls a "corporate model" – but it's not about rigid hierarchy. It's about combining professional systems with something most businesses struggle to define. The article explains how trust, clarity, and a specific organisational structure allow teams to operate independently while staying accountable.

What you'll learn in the full article:

• The learn-by-doing leadership model: How Kylie built operational credibility from scratch – and why it matters more than formal qualifications

• Tailored team management: The approach to understanding individual strengths that drives retention and performance across multiple offices

• The diversity advantage: Why Kylie deliberately builds leadership teams with balanced perspectives – and the measurable impact on decision-making

• Systems that scale culture: The "corporate model" framework that keeps Highland's standards consistent from Cronulla to the Gold Coast

Kylie’s nearly 20 years at Highland Property Group offer rare insight into what it actually takes to grow a real estate business without breaking it. The full article lays out her approach – people, process, and the one thing that connects them.

Read the full story here.

ICYMI yesterday: Tom Ferry broke down how top agents keep winning after a rate rise.

TOGETHER WITH REALESTATE.COM.AU

Realestate.com.au adds energy comparison tool for homeowners

Realestate.com.au has added an energy comparison feature to its owner dashboard in partnership with One Click Switch, helping homeowners find cheaper electricity and gas plans.

REA Group Chief Product Officer Jonathan Swift said: “By bringing energy comparison directly into the realestate.com.au My Property dashboard, we’re making it easier for owner occupiers to see how their most important asset is performing and whether they’re paying more than they need for essential services like their home loan, electricity and gas.” One Click Switch CEO Rob Ward said the service provides a “fast, hassle-free way to check for savings,” with customers saving an average of $375 annually. Households on old plans may be paying $221 more per year, according to the ACCC.

Read more about REA’s new comparison tool here.

MARKET

Record supply could trigger 2027 price correction

Australia added 54,000 new homes in the December quarter – the biggest quarterly jump since 2016 and 25% above average. Primara Research says there's a seven-quarter lag before new stock hits prices, pointing to a possible correction by late 2027. NSW and Victoria are most exposed, while WA is forecast to surge 16.3%.

INTERNATIONAL

Ireland pitches $32B housing plan

At MIPIM in Cannes, Ireland is chasing €20 billion (AUD$32 billion) in annual development finance to deliver 300,000 new homes by 2030. Housing Minister James Browne told delegates the target – including 72,000 social homes and 90,000 starter homes – is "a floor, not a ceiling." This is an interesting case study in how governments are competing globally for development capital.

AI

Most agents are stuck in AI mode one

If your AI use feels stuck at "ask a question, get an answer", you're in what Samantha McLean calls Freelancer mode – and most agents are right there with you. Episode 2 of The AI Edit introduces a four-mode framework that explains why some agents get transformative results while others don't. Definitely worth watching if you've wondered why your prompts feel hit-or-miss.

HOW IT SOLD

Four offers and $1.41m in just 14 days

Danielle Pittson's new-to-market launch for this Mount Pleasant property drew over 50 inspection groups across three tailored viewings. The winning buyer was a regional WA family specifically attracted to the home's security features – a perfect match for France-bound vendors who wanted their property in the right hands.

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

CELEBRITY HOMES

‘King of Queens’ star Kevin James drops $26M on Boca Raton luxury estate

The comedian has snapped up a US$17.15 million (AUD$26 million) estate in Boca Raton's ultra-exclusive Royal Palm Yacht & Country Club. The contemporary 800 sqm home sits on a golf course lot and features six bedrooms, dual kitchens, and a full wellness suite with infrared sauna. Wait until you see the wine room.

MOVERS + SHAKERS

Jellis Craig acquires Croydon office

Jellis Craig has opened a new Croydon office in Melbourne’s outer east, led by director James Wilson. More here.

OBrien marks decade with record Coast Guard fundraiser

The Carrum Coast Guard Fun Run raised more than $29,000 this year – a record for the event OBrien Real Estate has sponsored for a decade. More here.

RW Capital expands into Asia with new Seoul office and CIO appointment

RW Capital appoints Peter Shear as Chief Investment Officer and opens its first Asian office in Seoul, driving international growth and strengthening investor partnerships. 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

Real estate agents: built tough and somehow still smiling after the market throws a curveball… or three. 💪🎢

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

Wishing you a productive day!

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