GOOD MORNING FROM ELITE AGENT

Good news for the construction-starved housing sector: the government’s updated migration skilled occupation list now includes housing trades. This could help tackle the skills gap that’s been holding up vital projects; we finally get some muscle to back up all those new build we so desperately need.

Today’s read time: 4 minutes, 19 seconds.

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SALES

Battling year-end decision fatigue? How to keep clients engaged

As the year winds down, decision fatigue among clients is at an all-time high, making it harder for sales professionals to close deals.

Pancho Mehrotra, CEO of Frontier Performance, explains that clients overwhelmed by too many choices or too much information can become hesitant, disengaged, or even completely stuck.

By recognising these signs and adjusting strategies, such as simplifying options, focusing on emotional benefits, and breaking the process into smaller steps, agents can re-engage clients and help them make confident decisions without adding to the seasonal stress.

Recognising decision fatigue early

Decision fatigue can manifest in subtle ways, such as clients repeatedly asking the same questions or fixating on minor details that weren’t initially a concern. Pancho highlights this as a signal of mental overload: “They’re not disengaged; they’re just mentally drained.”

He also warns against misinterpreting behaviours like vague responses or shut-down conversations as disinterest, emphasising that these are signs to adjust the approach, not push harder.

Simplify and reassure

To combat fatigue, Pancho advises limiting options to prevent overwhelming clients. “When people are tired of making decisions, simplicity is key,” he says. Shifting focus to emotional benefits is another effective strategy. Instead of highlighting features, ask questions like, “How will this make your life easier?” This helps clients reconnect with the value of the offer, cutting through uncertainty and reigniting interest.

Break the process into manageable steps

For clients struggling with the overall decision, Pancho recommends breaking the process into smaller, actionable steps. “Sometimes, they’re too exhausted to tackle the big picture,” he says.

Whether it’s narrowing down options or agreeing on a timeline, simplifying the path forward can alleviate mental strain. If fatigue persists, Pancho recommends pausing the process to give clients time to refocus: “Pulling back shows you’re prioritising their needs over closing the deal.”

ICYMI, yesterday we covered the legal requirements around holiday leave

TOGETHER WITH CALL ME SUCCESSFUL

In the latest episode of Call Me Successful, marketing powerhouse Tia Petch steps into the spotlight to share her game-changing vision for real estate marketing. With over eight years of expertise across industries like beauty and health, Tia’s dynamic approach is reshaping how agents connect with clients. Now leading as Head of Innovation and AI at Ray White AKG, she’s spearheading a revolution in how technology enhances genuine client relationships.

Tia doesn’t hold back, calling out the real estate industry for relying on disconnected, flashy tactics rather than fostering trust. She introduces custom-built AI tools that take the grind out of mundane tasks, freeing agents to focus on building meaningful connections.

Tune in to hear Tia’s ideas and transformative solutions here

SMART SNIPPETS

Two more cities joining the million-dollar club
Brisbane and Adelaide are set to cross the million-dollar median house price threshold by the end of 2025. Domain forecasts house price growth of 5-7% for Brisbane and 7-9% for Adelaide next year, despite economic headwinds. These smaller cities are emerging as standout performers, challenging the dominance of Sydney and Melbourne.

Housing approvals hit two-year high
Australia's construction sector is showing strong signs of recovery with dwelling approvals reaching their highest level since 2022. Latest data shows a 4.2% increase in October, with 15,500 new dwellings approved nationwide. Western Australia is leading the charge with a remarkable 42% increase in detached house approvals and a stunning 109.7% jump in multi-unit approvals.

NZ property market finds its sweet spot
New Zealand’s property market is in a rare “Goldilocks” phase, offering stability for buyers and sellers alike, according to realestate.co.nz. With property prices steady between $850,000 and $890,000 for nearly two years, November saw record-high stock levels not seen since 2015, giving buyers more options. Falling interest rates, with the OCR now at 4.25%, are also boosting affordability.

MOVERS + SHAKERS

Celebrating 500 property sales success with @realty
Rural property expert Lyn Sills has hit a major milestone, surpassing 500 property sales and doubling her income since joining @realty in 2014. 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

How to motivate employees in the lead up to Christmas

As the holidays approach, summer distractions like beach weather, holiday planning, and end-of-year pressures can impact productivity. In today’s curated listen, we discuss how to keep teams motivated by introducing flexible work schedules, personal goal-setting, and recognition of achievements.

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

Read the report from Recruiter.co.uk here

AGENTS ON SOCIAL

Don’t you hate it when you’re dealing with a jammed lockbox and the client watches on in uncomfortable silence. “Don’t cry,” you tell yourself. “Save the tears for when the Wi-Fi doesn’t work inside.” 🔐😭

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.

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