GOOD MORNING FROM ELITE AGENT

Here’s a virtual round of applause to the finalists of the 2024 REA Excellence Awards. Set to be celebrated on 14 November in Melbourne, this year’s event promises more excitement than ever, with 60 data-driven awards, 11 submission-based categories, and a shiny new Excellence in Sustainability Award for the eco-champions of the industry.

Today’s read time: 4 minutes, 27 seconds.

New to The Brief? Join us for free 🤝

SALES

This 10-minute task could boost your business

Growing your real estate business is often not about finding silver bullets or shortcuts - it’s about mastering your processes. Earlier this year, Mark Kentwell shared his proven system for scaling success, with Part 1 focusing on the power of a well-managed database.

Most agents think they’re doing the basics right: storing contacts, sending occasional emails, and maybe setting up some tags. But what if we told you your database isn’t just a tool - it’s your business’s lifeblood?

Here are some strategies from this popular series:

Data is only ‘dirty’ if you never clean it.

“Every contact, no matter how messy, is a potential goldmine.”

Every expert will recommend a clean, lean database, right? Mark’s method is to go big - and then refine. He calls it “capture now, refine later.”

In his early days, Mark says he captured every email and phone number he could access to. Even random emails collected from a band he used to manage. Fast-forward 10 years, and those “random” contacts often become sellers, investors, or referral sources.

Your move: Forget about cleaning out old leads - start by gathering as much data as you can then use AI-powered CRM tools to refine as you go. Software like Hunter.io and Clearbit fill in gaps like emails or addresses, giving you a richer dataset to work from.

Now Segment and Prioritise

“Not all leads are created equal - and treating them the same is costing you money. Master segmentation and turn your database into a deal-making machine.”

A big database is only useful if it's well-organised. Mark suggests categorising your leads into groups, such as “hot buyers” (those ready to act within 90 days) and “potential vendors” (property owners who might sell soon).

Your Move: Go beyond basic tags. Create specific labels like "B1" (buyer with a property to sell), "B2" (active buyer without offers), and "PV" (potential vendor). This way, your follow-ups are laser-focused on priority contacts.

Unlock Hidden Listings with One Simple Question

“If you’re just answering buyer questions, you’re losing business. The real money? It’s in the conversations you aren’t having - yet.”

If your lead management process is just answering the one question the buyer asks, you’re blowing opportunities. Too many agents think their job is to provide answers, but the real value lies in the questions you ask. Why? Because buyers who ask about a property are often also sellers - you just haven’t uncovered it yet.

Mark’s secret? When a buyer reaches out, he doesn’t just answer their question and move on. He goes deeper. “Where are you living now?” or “How long have you been there?” might seem like harmless questions, but they’re powerful tools for uncovering if that buyer is also about to sell.

Your move: Once you’ve got them talking, you ask the big question: “When you find the right property, are you planning to hold onto your current place as an investment - or sell it?”

A challenge for you

Stop what you’re doing and take 10 minutes today to update five of your contacts with fresh information. Ask them if they’re still looking. You may be surprised at how many untapped opportunities you uncover.

If you are a sales agent generating between 0-750k in GCI, this masterclass series is for you, and it’s free. Click here to get access.

ICYMI, yesterday we covered some tips on building long-term connections.

SMART SNIPPETS

RBA keeps rates steady adding pressure to mortgage holders
The Reserve Bank of Australia has kept the cash rate unchanged at 4.35% leaving mortgage holders under pressure - the decision marks nearly four years since the previous rate cut. Read what our expert panel said of the decision here.

Domain helps navigate home-buying trade-offs
Domain has launched a new campaign highlighting the compromises involved in selecting a home. The real estate platform focuses on the importance of local expertise in guiding buyers through decisions like balancing CBD proximity with space. With over 200 localised content versions, the campaign aims to connect agents with buyers in their specific markets, while also showcasing Domain's value to sellers with their "Why List on Domain" messaging.

Jellis Craig launches new real-time platform
Jellis Craig has unveiled Jellis Craig Live which offers vendors live updates on their property's campaign, including open house attendance and buyer interest levels. The innovative system, launching September 30, aims to boost transparency and efficiency in sales campaigns. Clients can now watch their property's performance in real-time, right from their mobile devices.

SOUND WAVES

Skipping lunch to be “more productive”?

Today’s curated listen is why taking a lunch break helps recharge your mental batteries (and keeps you from face planting into the keyboard in an afternoon slump), plus it’s a bonding exercise with co-workers.

Read the article from Megan Rose here

AGENTS ON SOCIAL

This TikTok is the ultimate real estate reality check. You think being an agent means sipping champagne at open houses and cashing commissions, but nah. More likely scenario: it’s 2 am, and you’re still up typing emails, staring at listings like they hold the meaning of life. 🕑🍾

@teamequity_realtors

Selling Sunset who? #realestateagent #realtoroftiktok #lifeofarealtor #dayinthelife #realtorlife #realtorlifestyle #traveloregon #flowers ... See more

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, 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.

If you see a * beside a story, it means it’s a sponsored post. To enquire about advertising with us, visit eliteagent.com/advertise.

Was this email forwarded to you? Sign up here.