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Today’s read time: 7 minutes, 16 seconds

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OPINION

Stand firm, trade smart, walk away

Mark Carter on the real art of negotiation

Negotiation isn’t a moment in time; it’s a mindset that defines the most effective real estate professionals. Drawing on nearly three decades of experience developing sales teams and designing sales methodologies, international keynote speaker, trainer, and author Mark Carter argues that negotiation runs through every part of an agent’s work, from the first conversation to the final handshake.

He reminds agents that success doesn’t come from last-minute persuasion, but from preparation, positioning, and a clear understanding of value. By mastering the balance between standing firm, trading smart, and knowing when to walk away, agents can turn pressure into confidence and create outcomes that work for everyone involved.

Make a stand: firmly and strategically

Mark says the strength of any negotiation is determined long before the discussion of offers begins. The way agents position themselves, their fees, and their professional value during early conversations can define the outcome. Standing firm doesn’t mean being inflexible; it means understanding your worth and communicating it clearly.

Agents who approach objections with calm confidence, reframing value rather than conceding price, earn respect and retain control. The ability to make multiple strategic stands, without confrontation, transforms negotiation into a conversation built on credibility and trust.

Mastering the give-gets

Every negotiation involves concessions, but the most skilled agents prepare them in advance. Mark encourages professionals to identify what they’re willing to give and what they expect to receive in return - the “give-gets.” He notes that discovery is key: the questions asked early often uncover the leverage points needed later.

Smart agents listen for what truly matters to each party, allowing them to exchange value in ways that feel balanced and fair. Like the story of the red paperclip that became a house, negotiation is rarely about the price tag, it’s about what each side values most.

Know when to walk away

According to Mark, confidence peaks when emotion is removed from the equation. Defining clear walk-away points before entering any negotiation helps agents maintain professionalism and composure when pressure rises. The power to walk away, and mean it, signals strength and self-respect.

When agents detach from needing the deal and instead choose the right deal, they project assurance that often brings the other party back to the table. For him, that quiet confidence is what separates good negotiators from great ones.

Read the full story here.

ICYMI, yesterday we explored why the hardest part of leadership may be stepping aside.

UNAFFORDABLE CITIES

Adelaide loses its 'affordable' crown

Australia now ranks among the world’s most unaffordable housing markets, with new data showing a national median multiple of 9.7; far above the international median of 5.1. The “median multiple” measures affordability by dividing the median house price by the median household income, with anything above 9.0 considered “impossibly unaffordable.” Sydney remains the second least affordable city globally with a multiple of 13.8, while Adelaide has risen to 10.9, overtaking other capitals and ending its reputation as the nation’s “affordable capital.”

VIDEO OF THE WEEK

How Luke O’Kelly built an auction powerhouse in Brisbane’s West End

In conversation with Ray White Semaphore principal Bianca Denham, Ray White West End’s Luke O’Kelly shared how he built an auction-first business in a market where auctions were virtually unheard of. Starting with no database and no prior auction experience, Luke built an auction room three years before calling his first auction and used the method to help clients sell in a challenging apartment market.

Today, he runs a Chairman’s Elite business with a 90 per cent internal auction share, driven by a culture of accountability and high-volume prospecting where every team member makes over 100 calls a day. Luke said success comes down to mastering the basics, tracking calls, appraisals, and auctions, while his team focuses on buyer education and confidence-building through an in-house loan broker.

SCHOOL ZONES

Top school zones add up to 89% to New Zealand property prices

Homes located within the catchment areas of New Zealand’s top public schools can cost nearly 90 per cent more than those outside, according to new data from realestate.co.nz. Auckland’s Epsom Girls’ Grammar School recorded the steepest premium, with in-zone homes averaging NZD $2.45 million (AUD $2.26 million) compared to NZD $1.29 million (AUD $1.19 million) out of zone. Christchurch properties near Girls’ and Boys’ High Schools also surpassed the NZD $1 million (AUD $920,000) mark, about 80 per cent higher than nearby homes.

Hillcrest High in Hamilton showed a 50 per cent gap, while Wellington’s Onslow College posted a 20 per cent difference. However, Wellington College and Newlands College bucked the trend, with slightly cheaper in-zone prices. realestate.co.nz spokesperson Vanessa Williams said the results highlight how much value buyers place on securing the “right address.”

CELEBRITY HOMES

Comedy star's family home hits the market

Sooshi Mango comedy trio member Joe Salanitri and his wife Georgina are selling their Mount Waverley home after a decade of cherished memories. The three-bedroom unit features modern renovations, a massive courtyard, and sits on a corner allotment that "feels like its own home." Located in a sought-after school zone with proximity to public transport and across from a golf club, Salanitri hopes the new owners will create their own special memories in the space where his children were born.

MOVERS + SHAKERS

Harcourts Tasmania delivers groundbreaking AI training.

Over 150 agents participated in the state's first large-scale interactive workshop with Elite Agent’s Samantha McLean, positioning them as Tasmania's most AI-literate real estate group. More here.

Ray White Lower North Shore raises $72,772 for autism.

The team's third annual 10KADAY challenge saw them walk over 12.5 million steps to support Giant Steps School, bringing their three-year total to $213,000. More here.

Success doesn’t rest on weekends! 
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AGENTS ON SOCIAL

Here’s a new jam to add to your Spotify - be worth a listen on way to listing appointments. 🎧🚗

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

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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