🙅 Pressure is a privilege: Wrong. Possibility is the privilege.

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

Homes with black front doors can sell for thousands more than expected.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Why elite athletes stop “playing” - and what that means for agents under pressure

• Domain says confidence, not data, is now the property market’s biggest problem

• Federal Budget changes could slow sales volumes even if prices hold

Today’s read time: 5 minutes, 10 seconds

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AREC 2026

“You’re either in play or in fear”: The mindset shift re-shaping high-performance real estate

Elite mindset coach Ben Crowe has delivered a sharp reality check to high-performance professionals, warning that most people operating under pressure aren’t actually performing – they’re reacting from fear. Drawing on his work with athletes and teams including Ash Barty and the Boston Celtics, he said the difference between success and stagnation comes down to one shift in state. The message landed with particular relevance at AREC 2026, where performance is constantly measured in listings, negotiations and conversion rates.

Speaking at AREC, Ben told delegates that mindset sits in one of two places only: “The opposite of play isn’t work,” he said. “The opposite of play is fear. You’re either in the play state or the fear state, because you can only be in one of those two states.”

For agents navigating unpredictable markets and intense competition, he said fear often shows up as over-focusing on outcomes they cannot control – vendor expectations, buyer sentiment, or what other agencies are doing – instead of executing on what is directly in front of them.

Ben encouraged a return to controllables: effort, intention and mindset.

One of his most practical tools, already used inside elite sporting environments, is a simple language reset: “I’ve got to” becomes “I get to.” As he put it, “Belief kicks confidence’s butt in a street fight,” because belief allows people to act before they feel ready.

For real estate agents, the shift reframes the daily grind, from prospecting and follow-ups to appraisals, not as pressure-driven obligations, but as opportunities to operate in “play” rather than fear, and bring a clearer, more deliberate version of themselves to every interaction.

What you'll learn in the full article:

• The play/fear diagnostic: How to identify which state you're in right now and what to do about it

• The acceptance and focus formula: The exact two-list system Crowe gives every team he works with

• Two core beliefs: The specific beliefs Crowe considers most powerful for handling uncertainty

• Your to-do list: Five practical exercises to implement these frameworks immediately

The frameworks are simple. The shift they create is anything but.

Read the full article

ICYMI, yesterday we heard how Josh Altman’s small gesture landed him a $12 million listing

TOGETHER WITH DOMAIN

‘More data, less action’: Why confidence is the real property crisis

The property industry’s biggest problem isn’t a lack of information; it’s a collapse in buyer and seller confidence, Domain President Jason Pellegrino told AREC 2026.

Despite unprecedented access to data, listings and digital tools, he said consumers are increasingly stuck. “It’s not because they lack knowledge. It’s not because they lack options. It’s because they lacked one thing: confidence,” he said, pointing to a 25-year decline in transaction volumes and dramatically longer hold periods as evidence that more information hasn’t translated into more action.

Jason said a “supercycle” of rising prices has masked deeper hesitation in the market, where too much data has paradoxically made decision-making harder and he warned that single-price algorithms can scare off both buyers and sellers, arguing instead for a value range that reflects real-world complexity.

“The more information we give, the less confident the market has become,” he said. Domain’s response is to reposition itself around building confidence rather than just supplying data; essentially reducing noise, improving listing presentation, and reinforcing the agent’s role as the person who ultimately turns uncertainty into action.

More on Jason Pellegrino’s AREC 2026 address here.

AREC 2026

How to scale through a crisis

When personal tragedy struck both OC co-founders right when they were trying to expand, their Adelaide agency kept running. At AREC 2026, Nathan Casserly and Alex Ouwens revealed how 15 years of trust, an ownership culture where shareholders pick up the rubbish, and a pit crew of advisers who meet monthly made it possible.

BUDGET FALLOUT

Budget housing measures may slow sales volumes

Prices might hold, but transactions could fall – and that's what really drives economic activity. Ray White's Nerida Conisbee warns that the Federal Budget's changes for investors may prompt buyers to pause and sellers to wait. Stamp duty makes up about 21% of state revenue nationally, and fewer sales mean budget pain regardless of what happens to values.

HOW IT SOLD

Strategic positioning drives $135k above reserve

An Enfield home sold for $2.285 million after a tightly targeted auction campaign generated strong upgrader competition, delivering $135,000 above reserve with five registered bidders. Matthew Blackmore of Strathfield Partners repositioned the property’s narrow frontage as an accessible entry point for local families, driving 93 inspections and a competitive auction result.

Agents across Australia and New Zealand are turning sales into stories. getailsa.com

CELEBRITY HOMES

Tailor-made! Full floor in Ralph Lauren's building hits market

When Ralph Lauren wanted a change in 2022, he didn't leave his Manhattan building - he moved to a different apartment at the same address. Now a 10-room, full-floor residence in his Fifth Avenue building is listed for AUD$17.5 million.

MOVERS + SHAKERS

Jellis Craig hosts Property Event for 350 clients

CEO Andrew McCann told attendees that federal budget changes on negative gearing make now the time to upgrade primary residences. More here.

Greg Brydon wins 2026 Australasian Auctioneering Championship

The Apollo Auctions general manager claimed the industry's top title in Melbourne after years of competition and mentorship from 2024 winner Luke Banitsiotis. 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

POV: your wife’s a real estate agent… congrats, you now work in “content production.” 📸 🥂

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

TRUE OR FALSE:

Homes with black front doors can sell for thousands more than expected.

And the answer is …

True. Research from Zillow found that homes with charcoal or black front doors sold for an average of US$6,271 more than expected. The theory is that darker front doors create a stronger first impression, signalling sophistication, confidence and modern design. It’s a reminder that even small cosmetic details can influence buyer perception and sale price.

Wishing you a productive day!

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