GOOD MORNING FROM ELITE AGENT

On this day in 1987, standing at the Brandenburg Gate in Berlin, US President Ronald Reagan famously declared: “Mr. Gorbachev, tear down this wall!” A bold line aimed at ending decades of division and one that would go down in history.

In real estate, we might not be dismantling Cold War relics, but we do spend a fair chunk of time tackling walls of our own: pricing expectations, low stock, sluggish buyers. Consider this your reminder that persistence, timing, and the right message can shift even the most stubborn barriers.

Today’s read time: 6 minutes, 19 seconds

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PROFILE

Trackpants, trust, and $34 Million: The sale that launched Paul Neshausen’s career

How a midlife crisis (and a Lotto winner) sparked a real estate reinvention

He had the title, the perks, and the six-figure salary, but one morning, Paul Neshausen walked away from it all. No plan, no safety net. “I just can't do this corporate gig anymore,” he said, waking up to what he called an epiphany (his friends preferred “midlife crisis”). What followed wasn’t a sabbatical; it was a full reset. A year without income, followed by a complete career pivot into real estate with zero experience.

Here’s how a guy with “bugger all” knowledge of the industry turned a hunch and a dose of self-belief into a top sales career - and what you can take from his bold, unfiltered approach.

The Lotto buyer that changed everything

In just his second month as an agent, Paul found himself face to face with an unlikely walk-in - an older man, dressed super casual and who the rest of the office dismissed as a time-waster.

“It was one of those ‘you take him’ moments,” Paul recalls. But after showing the man a beachfront property, the conversation took a sharp turn: “I’ve just won $34 million,” the man revealed.

That client went on to buy a dozen homes through Paul in the following year, including gifts for family and even a Porsche he mistook for a Ferrari. “He had to like me. He had to trust me. He could’ve picked anyone. But he picked me.” That trust kickstarted Paul’s new career, but it didn’t define it.

The anti-agent approach: ditch the scripts, be real

From day one, Paul vowed never to blend into the “sea of sameness.” Forget “I’m number one” and canned scripts. His brand is built on directness, raw honesty, and the occasional F-bomb.

“You either got it or you haven’t,” he says. His authenticity has attracted high-net-worth clients and built credibility in a competitive market.

One of his proudest moments? Not a luxury listing, but helping a struggling family sell their home, only for them to stay together after the outcome. “That really resonated with me,” he says, referencing his own upbringing in a split family.

Still hustling, still innovating

Now leading a top-performing team at Barfoot & Thompson, Paul isn’t coasting. He’s experimenting with AI, crypto, and sustainable practices, and even asked an AI bot how to become Auckland’s best agent. The results? A to-do list he’s now executing.

What drives him? “I want the opposite of the upbringing I had,” he says. “For things to change, you absolutely have to back yourself.”

That, more than any Lotto win, is the real takeaway.

Read the full story here.

ICYMI, yesterday we discussed how in real estate, you’re not just closing deals—you’re opening life chapters.

TOGETHER WITH EBM RentCover

Pets are purr-fectly reasonable with the right cover

NSW has joined other Australian states in making pet-friendly rentals the norm, with new laws allowing tenants to keep up to four animals. While some landlords worry about potential damage, insurance expert Sharon Fox-Slater believes this shouldn't be a concern with appropriate coverage. Landlords can get up to $70,000 in pet damage protection without sub-limits, giving them a financial safety net that makes pet-friendly properties beneficial because they can attract higher rents.

Read about pet-related cover here.

DEPT OF NATIONAL MILLIONAIRES CLUB

One million bucks and climbing: Aussie home prices hit new high

Australia’s average home price has cracked the $1 million mark for the first time - just barely, at $1,002,500, but it still counts. The ABS says property values jumped $130.7 billion last quarter, pushing the total housing stock to a cool $11.37 trillion. Queensland made headlines too, leapfrogging the ACT to become the second most expensive market behind NSW. Meanwhile, the Northern Territory keeps its crown as the most affordable place to buy.

DEPT OF MARKET INTEL

Why buyers are rethinking the ‘Land is King’ rule

Apartments are now outpacing houses in price growth across key capital city markets, according to new data from Nuestar and Hotspotting. In the year to May 2025, 62.9% of apartment markets delivered equal or stronger median price growth than houses, with Brisbane (76.3%), Perth (75%), and Sydney (71.4%) leading the shift. The numbers are challenging long-held assumptions, with lifestyle, affordability, and strong rental yields making apartments more appealing to both buyers and investors. Agents working in growth corridors and urban renewal zones may find apartments outperforming expectations and providing better returns.

DEPT OF UK LUXE

Foreign buyers retreat - locals rush in to snap up luxury homes

London prestige property markets are undergoing a major shift as foreign buyers are stepping back and local buyers are seizing the moment. In the UK, tax changes have pushed non-doms out of elite postcodes, triggering price drops and record days on market.

CELEBRITY HOMES

Hollywood stuntman sells his slice of tropical paradise

After decades of stunt work with stars like Clooney, Roberts and Crowe, Aussie stunt co-ordinator Jimmy Christiansen is selling his Oak Beach retreat near Port Douglas. The six-bedroom beachfront home, listed for over $1.799 million, comes with ocean views, a separate studio, and serious holiday vibes. Jimmy, now based back on the Gold Coast, said the move was about being closer to family and work.

MOVERS + SHAKERS

REMAX drops bold new look

REMAX has unveiled a globally unified, digital-first brand evolution that simplifies its identity, with Australian offices among the first to adopt the fresh new look. More here.

Success doesn’t rest on weekends! 
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AGENTS ON SOCIAL

Real estate: where every deal is just a fun little obstacle course, complete with flaming hoops, blindfolds, and a vendor asking, ‘Can we get $400K over market value?’ 🏃‍♂️🔥

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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 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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