🍖 Stop speaking economist. Start speaking BBQ.

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

The term duplex was originally used to describe a property with two front doors, while triplex referred to a home with three storeys.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Stop selling the market, start solving problems

• Four key changes announced to CGT reforms

• National house prices hit fresh high

Today’s read time: 4 minutes, 50 seconds

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PROSPECTING

Why hesitant buyers still need you right now

Falling clearance rates and cautious investors might suggest a market in retreat, but auctioneer and trainer Andy Reid says the buyers and sellers still engaging are often motivated by life circumstances rather than market conditions. Rather than trying to convince clients it's a "good time" to transact, Andy encourages agents to uncover the deeper reasons behind a move.

"The people who are in the market now have a purpose," he says, arguing that understanding that purpose is what helps agents move clients from uncertainty to action. His approach centres on asking layered questions that uncover the real motivation behind a purchase or sale, allowing agents to focus conversations on solutions instead of market noise.

Andy also believes agents are missing opportunities by stopping at surface-level information; if a prospect identifies as a first-home buyer, for example, that's only the starting point. The crucial insight comes from the follow-up question that reveals why they're buying and what outcome they're chasing.

He says this technique is becoming increasingly important as buyers move through property cycles faster than previous generations, creating future listing opportunities. At the same time, he warns agents against overwhelming clients with economic commentary and industry jargon. Instead, he advocates using "BBQ language" – simple, relatable explanations that help customers understand what market developments actually mean for their situation, rather than adding to the confusion.

What you'll learn in the full article:

• The safety-to-solution reframe: How purpose-driven questions move hesitant customers past psychological hurdles

• Buyer nurture like a seller pipeline: Why drip-feeding tips via SMS and reviewing non-negotiables builds connections most agents miss

• The BBQ language filter: How to translate market noise into customer-specific, jargon-free insight

• The experimentation window: Why right now is the ideal time to test new approaches while competitors stay quiet

Andy's full piece is packed with practical moves you can put into action this week – not theory, not motivation, just clear adjustments for a market that rewards the agents willing to think differently.

Read the full article

ICYMI yesterday: If everyone agrees with you, there could be a problem.

POLICY

Labor backs down on four CGT measures

The small business CGT concession threshold jumps from $2 million to $10 million – the biggest of four concessions the federal government announced after sustained pressure from investors, small business groups, and industry stakeholders.

Testamentary trust income will also be exempt from the proposed 30% minimum capital gains tax, and a new concession for start-up founders is on the way. The broader package – including replacing the 50% CGT discount with an inflation-indexed model from July 2027 and changes to negative gearing – stays in place.

MARKET

National home prices jump 12% in a year

A 12% annual rise has pushed the national median house price to $1,146,864 – the strongest yearly growth since March 2022, according to REIA's March quarter data. Darwin stood out with a 7.1% quarterly gain, while rental vacancies fell to just 1.7% nationally, with Brisbane and Adelaide at 0.7%.

HOW IT SOLD

Zero ad spend and $25k above guide

Dominic Pike posted an organic Facebook and Instagram reel before his Muswellbrook listing even hit the portals – and within 48 hours, he was hosting a champagne viewing. The three-bedroom property at 17 Burgundy Street attracted 9,744 views, 12 inspections, and five competing parties, selling via private treaty in just 16 days for $25,000 above the vendor's expectations.

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

CELEBRITY HOMES

Meg Ryan lists her Hamptons farmhouse - this time, she's keeping it modest

After her Montecito estate sat unsold for months at an overambitious price, Meg has listed her Bridgehampton farmhouse for US$15.25 million (A$21.35 million) — a modest 11 per cent markup.

MOVERS + SHAKERS

Ben Ikin appointed CEO of SearchX

The former Queensland Rugby League CEO and Brisbane Broncos Head of Football will lead the next phase of growth for SearchX and its PropRT group of businesses, including SignedX, PropRT Conveyancing and WealthApp. More here.

Nicky Talbot appointed Head of Property Management at Harcourts Inner East

Talbot brings nearly 30 years of industry experience to lead one of the largest property management teams in the Harcourts network. 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

Your husband said ‘no’ to this house? No problem - we have so many other options 🆕 🤵🏻

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

TRUE OR FALSE:

The term duplex was originally used to describe a property with two front doors, while triplex referred to a home with three storeys.

And the answer is …

False. The term duplex has nothing to do with doors or floors. They come from Latin words meaning "two-fold" and "three-fold," reflecting multiple living units combined within one structure.

Wishing you a productive day!

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