GOOD MORNING FROM ELITE AGENT

As a real estate agent, you spend your days holding doors open, giving free therapy sessions disguised as listing appointments, and smiling through clients’ "just one more question" texts at 11 PM. You reassure nervous sellers, negotiate with stubborn buyers, and pretend not to notice when someone tracks mud through a freshly staged home.

You’re basically a customer service rep, tour guide, financial advisor, and marriage counsellor all rolled into one. So, Random Acts of Kindness Day should be a shout-out to you.

Today’s read time: 5 minutes, 40 seconds.

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MOTIVATION

The power of silence in real estate: talk less, close more

In real estate, the ability to communicate effectively is essential, but that doesn’t mean talking non-stop.

Author Dan Lyons, in his book STFU: The Power of Keeping Your Mouth Shut in an Endlessly Noisy World, argues that the best communicators are the ones who listen more than they speak. Over-talking can overwhelm clients, weaken negotiations, and prevent agents from understanding what buyers and sellers truly want.

Silence, on the other hand, creates space for better conversations, builds trust, and can even increase the chances of closing deals. Dan shares strategies for overcoming talkaholism, handling talkative clients, and using strategic pauses to boost business success.

Silence creates sales opportunities
When an agent makes an offer in a negotiation, staying quiet forces the other side to respond. The same principle applies in listing presentations and buyer consultations, clients feel more engaged when they’re given time to speak and process information.

Dan points to research showing that meaningful conversations, where listening takes precedence over talking, lead to better relationships and, ultimately, better business outcomes.

Managing clients who talk too much
Not only should agents monitor their own talking, but they also need to manage overly chatty clients. Lyons recommends setting clear expectations at the beginning of meetings and using positive reinforcement when clients communicate concisely. A simple “That was really helpful. Thank you for explaining that so clearly” can subtly guide conversations in a productive direction.

Elevate your online presence and authority
Silence is a sign of confidence and control. Dan points out that influential leaders like Barack Obama and Steve Jobs used well-placed pauses to enhance their presence and credibility. In real estate, knowing when to hold back and let a client fill the space can make the difference between a lost opportunity and a closed deal.

Find out more here

ICYMI, last week we looked at the art of appointment setting

SMART SNIPPETS

Million-dollar suburbs club keeps growing
Australia's property market is reaching new heights as 30 more suburbs join the exclusive $2 million median house price club, while another 14 suburbs cross the $3 million threshold. What's surprising is that Brisbane and Perth are now challenging Sydney's dominance, with both cities seeing property values surge nearly 80% since March 2020. Premium suburbs near Perth's beaches and Brisbane's most sought-after areas are now requiring seven-figure budgets.

Sydney turns old infrastructure site into essential worker housing
A former WestConnex site in Sydney's Inner West is getting a $450 million makeover to create affordable housing for the city's essential workers. The development will deliver 200 below-market-rate units for healthcare workers, teachers, and first responders, with an additional 300 units for private residents. Construction begins in 2026, offering hope for workers currently priced out of the Sydney market.

Call to exempt domestic violence victims from Victoria’s short-stay tax
Domestic violence survivors seeking emergency accommodation through Airbnb are being charged Victoria’s new 7.5% short-stay tax, with no mechanism for hosts to waive the fee. BNB Butler CEO Charlotte Brett has called on the Victorian Government to urgently expand exemption criteria to include domestic violence services and verified emergency stays.

CELEBRITY HOMES

Full House' star's mansion gets a price cut
Former 'Full House' actress Lori Loughlin and her husband have relisted their Hidden Hills mansion for US$16.5 million, marking a $1 million reduction from last year's price. The 11,808-square-foot estate boasts six bedrooms, a custom theatre, a gym, and a pool.

MOVERS + SHAKERS

Ray White teams up with AFL heavyweights
The real estate group has secured three-year partnerships with both Collingwood and Sydney Swans focused on high-performance collaboration. 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.

SOUNDWAVES

Trust your gut or follow the data?

When it comes to real estate, should you rely on instinct or hard data? While experience and intuition can help agents make quick calls, a data-driven approach ensures informed, strategic decisions. This curated listen advises a mix of both: trusting your market feel while backing it up with numbers, often leads to the best outcomes.

Dive straight into the listen below or the deeper dive here

Read the article from Business.com here

AGENTS ON SOCIAL

Being a real estate agent means giving yourself a standing ovation… alone, in your car, between appointments. You close a deal? Hype yourself up. A buyer ghosts you? Hype yourself up. Spent 45 minutes perfectly fluffing a couch cushion for an open home no one showed up to? Still, hype yourself up. If you don’t, who will? 👏🏼👏🏼

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, 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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