GOOD MORNING FROM ELITE AGENT 👋

In July 2005, Kyle MacDonald posted a red paperclip online and started trading up. Exactly one year and 14 trades later, he owned a two-storey farmhouse in Saskatchewan.

His trades included a camping stove, a recording contract, an afternoon with Alice Cooper, and a movie role.

One paperclip. Fourteen trades. One house.

If that's not the ultimate negotiation story to kick off the year, we don't know what is.

In todays edition of The Brief

• Why sales fundamentals matter more than ever

• How to avoid AML management failures

• Read how a targeted marketing campaign can add tens of thousands to your sale price

2026, let’s get it 🔥

Today’s read time: 6 minutes, 54 seconds

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PROSPECTING & LISTING

Why sales fundamentals matter more than ever in 2026

The human skills that still define high-performing agents

Sales success is not built on scripts or generic tactics, but on mindset, communication and authenticity. Drawing on years spent analysing top sales performers across multiple industries, Tony Morris explains why attitude shapes outcomes, why the quality of questions determines the quality of conversations, and why listening remains the most underdeveloped skill in sales.

For real estate agents heading back to work in 2026, his insights reinforce a simple truth: the fundamentals that drive trust and performance have not changed, even as the tools around them have.

Mindset over mechanics

According to Tony, the strongest salespeople share a disciplined internal narrative. They approach challenges with curiosity rather than resistance and treat feedback as useful information, not personal criticism. Skills can be taught, but without the right mindset, even experienced agents struggle to perform consistently.

Better questions create better outcomes

High-performing sales professionals do not rely on stock phrasing or scripts. Instead, they ask purposeful, well-timed questions that move conversations forward. He argues that effective sales communication is a two-way dialogue, and that the ability to ask thoughtful questions is often what separates progress from stalled negotiations.

Authenticity and listening drive trust

Modern buyers and sellers respond to sincerity, not polish. Tony believes authentic personal brands, supported by honest communication and strong listening skills, now underpin sales credibility. The best agents listen beyond what is said, picking up on hesitation and nuance that reveal real motivation and opportunity.

Read the full story here.

TOGETHER WITH AMLHUB

AUSTRAC action highlights growing AML expectations ahead of Tranche 2 reforms

Managing AML obligations remains difficult even for well-resourced institutions, as shown by AUSTRAC’s recent action against Bendigo and Adelaide Bank over weaknesses in its money laundering risk management framework. AUSTRAC has also launched an enforcement investigation into whether the bank complied with the Anti-Money Laundering and Counter-Terrorism Financing Act 2006, reinforcing the regulator’s ongoing focus on strong compliance.

AMLHUB, which has worked with more than 2,000 organisations, notes that compliance risks vary widely between businesses. CEO Richard Manthel says failures often stem from gaps in AML expertise, insufficient resourcing, and weak risk culture. He says an effective AML regime depends on staff consistently following established procedures across the business.

Read more about AMLHUB here.

DATA: HOUSING MARKET SNAPSHOT

Home prices hit record as apartment approvals surge in supply boost

National home prices edged to a new high in December, rising 0.1 per cent to a median of $880,000, as gains in several states offset softer conditions in Sydney and Melbourne, according to PropTrack. While capital city prices were flat overall, regional markets outperformed, lifting 0.4 per cent over the month.

Adelaide, Brisbane and Perth led growth, while Sydney, Melbourne and Canberra recorded modest declines. At the same time, new supply showed signs of improvement. Australian Bureau of Statistics data reveals dwelling approvals jumped 15.2 per cent in November to 18,406, driven by a surge in apartment and townhouse approvals to their highest level in seven years.

HOW IT SOLD

23 offers and a $91k premium on one duplex

Helen Hillier’s targeted digital campaign generated 23 competing offers in just 20 days, driving a standout result for the Reedy Creek property. The two-bedroom townhouse sold for $91,000 above its initial asking price, with Helen noting that government incentives played a key role in intensifying competition. She said the strategy helped lift the result from what may have been a mid-$700,000s sale to a near-$800,000 outcome, reinforcing the impact of precise digital marketing in high-demand growth corridors.

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

MERGERS + ACQUISITIONS

Brokerage giants seal landmark merger to reshape US real estate

One of the largest mergers in the global housing sector has now been finalised, with the two biggest US property brokerages moving to combine and create a major industry player. Compass and Anywhere Real Estate confirmed that shareholders from both companies have approved the transaction, with the regulatory review period ending without conditions. The merger is now completed ahead of schedule, bringing forward an original timeline that had targeted the second half of 2026.

CELEBRITY HOMES

Ricky Martin parts with Manhattan luxury pad

Pop star Ricky Martin has sold his Upper East Side condominium for US$6.15M after owning it for more than a decade. The 3,000-square-foot luxury apartment features four bedrooms, high ceilings, and floor-to-ceiling windows in a Peter Marino-designed building. This wasn't the "Livin' La Vida Loca" singer's first attempt to sell. He previously listed it in 2016 before finally parting ways with the property that boasts Italian marble bathrooms and access to amenities including a golf simulator and yoga studio.

MOVERS + SHAKERS

Carey Smith appointed Joint Chairman of Ray White.

After 35 years with the group and transforming the New Zealand network into a market leader, he joins Brian White in the top leadership position.

Urban Real Estate opens new Oran Park office.

The group's 17th location strengthens its footprint across Sydney’s major growth corridors, with the new branch set to service the booming Camden and Macarthur regions.

Chris Akkawi pledges $500 per sale to Newtown charity.

The Adrian William agent will donate from every 2026 property sale to Newtown Neighbourhood Centre, supporting those facing homelessness and housing insecurity in Sydney’s Inner West.

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

Welcome back to work in 2026, where real estate is basically dating - lots of interest, careful negotiation, and everyone pretending they are not emotionally invested.💼❤️

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

Wishing you a productive day!

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