GOOD MORNING FROM ELITE AGENT

Ray Kroc opened the first McDonald’s franchise in Des Plaines, Illinois, on April 15, 1955, unknowingly setting in motion a business model built as much on property as it was on patties. While most saw fast food, Kroc saw the power of prime real estate.

McDonald’s didn’t just grow by selling burgers; it grew by securing high-traffic sites and controlling the land beneath them. As McDonald’s former CFO, Harry J Sonneborn famously said, “We’re not technically in the food business. We’re in the real estate business.”

Today’s read time: 5 minutes, 49 seconds

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OPINION

Why it's time to ditch the 'Properties Per Manager' metric

For years, property management performance has been measured by how many doors each manager can handle.

But Ailo CEO Ben White says this approach is not just outdated, it’s actively unhelpful. As team structures have evolved, so has the need for better, more strategic metrics. The most progressive agencies are moving away from “properties per manager” and shifting focus to staff costs, revenue, and scalable career pathways that support both growth and wellbeing.

“Focusing on the economics of property management and service delivery will help put the ‘properties per property manager’ conversation to bed once and for all,” Ben says. “There are much better conversations we can be having.”

The case against a legacy metric

The old benchmark, properties per property manager, no longer reflects how modern agencies operate. A team might technically have four “property managers” but rely on 18 staff in total, including juniors, admin support, and remote pros. That makes the metric misleading at best. “It’s easy, so it sticks,” says Ben. But that simplicity can lead to poor strategic decisions and an illusion of efficiency that doesn’t match operational reality.

Think dollars, not doors

The smarter move is to focus on financial efficiency: how much it costs in staff time to manage each property, or what percentage of revenue is going to payroll. Great agencies are lowering staff costs from the industry average of 40–50%, while simultaneously motivating teams by talking income, not workload. Ben reframes the conversation this way: “Instead of saying, ‘I want each property manager to handle 180 properties’… what if you said, ‘I want to be able to pay my property managers $150,000’?” One sets a ceiling, the other opens a door.

Let structure follow strategy

There’s no universal staffing formula because every business has different growth goals and cultures. Fast-growing agencies might need to add junior staff each quarter, while mature ones need to offer advancement without constant expansion. The key is building flexible org structures that evolve with the business, much like a river that flows rather than a model frozen in time. “Your structure should always follow your growth and culture strategies,” Ben says, “not the other way around.”

Read the full story here

ICYMI, yesterday we discussed how great agents win awards, but exceptional ones win trust.

TOGETHER WITH DOMAIN

The best things in life are free, after all!?

If you're a real estate agent who's AI-curious but not ready to commit to a full-day course, we have some super cool news for you.

Thanks to Domain, Sam is doing a series of three events - short, informative sessions from 8.30 am to 11.30 am - designed to give you a real taste of how AI can help turn your leads into listings - with tried and tested prompts and resources. We've made these events free because we believe every agent deserves the chance to see what's possible.

Dates
Brisbane 1 May, Special Guest Antonia Mercorella, REIQ
Sydney 6 May, Special Guest Thomas McGlynn, REINSW
Melbourne 8 May, Special Guest Jacob Caine, REIV

Our special guests will also discuss with attendees how they see AI transforming the real estate industry in 2025 and beyond.

Of course, we are limited by room space, so once we’re full, we’re full. Secure your place now at https://fromleadstolistings.com.

DEPT OF PM

Rental market pressures spark rethink among Aussie renters

Australia’s rental market has recorded its sharpest increase since the Global Financial Crisis, with prices rising 14.2% over the past two years - more than double the national inflation rate. Perth has seen the steepest jump among capital cities at 19.9%, and forecasts suggest rents could climb another 18% by 2030.

The trend is prompting change: nearly half of all renters are now considering a move to find more affordable housing. Whether that means relocating within the same city or looking further afield, the rising costs are reshaping how Australians approach renting in a tight market.

DEPT OF DATA

Data centre boom puts Australia at the AI forefront

Australia has emerged as the world's second-largest investment destination for data centres in 2024, attracting $6.7 billion in capital. The country's privileged access to Nvidia AI chips has given it a strategic advantage in the AI race, with Melbourne challenging Sydney's traditional dominance. Worldwide, the data centre market is projected to reach US$4 trillion by 2030, growing at 18% annually as demand for AI-optimised infrastructure surges.

DEPT OF AI

Stop guessing: use AI to work out if ‘You’re the Favourite or the Fool’

Real estate coach Steve Schull says agents walk into most listing presentations already cast as the favourite or the fool. His framework, developed with FBI negotiator Chris Voss, helps you work out which one you are before you waste time preparing. By pairing the strategy with tools like ChatGPT, agents can analyse conversations, qualify sellers more effectively, and focus on listings they’re more likely to win.

CELEBRITY HOMES

Who’s laughing now? Celeste Barber’s real estate side hustle pays off

Turns out making people laugh isn’t her only talent - Celeste Barber has quietly pulled off a tidy little win on the Central Coast. She just sold her Long Jetty home for $1.045 million, which is nearly double the $565,000 she paid back in 2014. Meanwhile, Long Jetty and the broader Central Coast aren’t exactly slowing down. Median house prices in the area have jumped 8.7% in the past year, now sitting at around $1.3 million

MOVERS + SHAKERS

Hayley Van de Ven launches school holiday program for RE/MAX staff

The Limitless Group CEO created the initiative to support working parents at RE/MAX Results and Bayside, with activities including excursions and swim camps. 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

When vendors refuse to leave for the open and suddenly become part of the tour:

“Welcome to the kitchen... and here’s Greg, who’ll be joining us for the entire inspection.” 🙄 🤦🏻‍♀️

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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