🏆 The agents who will stand out are those who are genuinely prepared.

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In China, some homeowners refuse to sell and end up living in houses stranded in the middle of major developments.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• The data shift top agents have already made - and why it matters now

• Negative gearing changes could cut investor borrowing power by 20%

• Olympic gold medallist Grant Hackett lists his $8M Brighton property

Today’s read time: 5 minutes, 50 seconds

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DATA INSIGHTS

The data shift top agents have already made

Most agents collect data. Few actually use it to gain a meaningful advantage. With softer conditions emerging across Melbourne and Sydney, that gap is about to become very visible.

Nick Jewitt, Head of Data and Analytics at Harcourts, has spent nearly five years building the network's business intelligence capabilities. He believes agents need to stop treating data as a resource and use it as a tool

With Melbourne and Sydney conditions shifting from selling in “days” to selling in “weeks or months," the margin for error has narrowed. Nick's four-pillar framework helps agents identify exactly where they're falling short - but the real insight is how each pillar connects to the others.

"You've got to make sure you are winning the listings. And if you are winning the listings, you are then able to convert those listings into sales because it's going to get tough,” he says.

What you'll learn in the full article:

• The Four Pillars framework: The specific metrics that separate prepared agents from those caught off guard

• Sharpening your axe: How to identify the exact stage where you're losing listings

• The AI acceleration: How tech-curious agents are building custom tools without coding skills

• Business owner blind spots: The financial visibility gap that could catch principals off guard

The agents who can answer Nick's four questions with actual numbers – not gut feel – are positioned to handle whatever comes next.

Read the full story here.

ICYMI, yesterday, we found out why Chinese buyer demand is no longer confined to traditional hotspots

TOGETHER WITH LJ HOOKER

From agent to principal: LJ Hooker maps the ownership pathway

The move from salesperson to principal is a well-worn path that more agents are taking with the right structure and support. But the transition requires more than sales success. It demands a fundamental mindset shift that many high performers don't anticipate.

High-performing agents eventually realise they can't do everything alone forever. Learning to delegate and trust others is the first real step into leadership.

LJ Hooker’s Head of Growth, Jarita Rayasam, breaks down the key stages, including building a team, developing business thinking, and choosing between a "spawning" model (new office) or "nesting" approach (existing business).

Sanjeev Kumar is one example who went from remote agent to two-office principal with 16 staff in six years.

"LJ Hooker helped me to become a leader by teaching me how to grow a great team, build relationships and recruit the right people," Sanjeev said.

Read more about what a good support structure actually looks like.

PROPERTY INVESTORS

Negative gearing changes may cut borrowing power by 20%

The Budget's negative gearing limits kick in July 2027 – but the impact starts before then. Modelling by mortgage brokers shows that a $100,000 earner's borrowing capacity would drop from $750,000 to $600,000 because lenders factor in tax benefits when approving loans.

FLYING HIGH

NSW lifts granny flat ban near Western Sydney Airport

Homeowners in Wollondilly, Camden, Fairfield, Liverpool, and Penrith can now build secondary dwellings up to 85 square metres in lower-noise zones near the new airport. The reversal supports multi-generational housing in one of Sydney's fastest-growing corridors.

HOW IT SOLD

Patient strategy delivers $1.32m harbour-view result

A Neutral Bay apartment sold for $1.32 million after a carefully managed campaign, with 70 inspection groups over 70 days leading to the right buyer. Geoff Grist used a strategic pause and relaunch to navigate market timing and local disruptions, ultimately securing a premium outcome for the vendor.

Agents across Australia and New Zealand are turning sales into stories. getailsa.com 

CELEBRITY HOMES

Grant Hackett makes a splash with his $8M Brighton home

Olympic gold medallist Grant Hackett and wife Sharlene are diving out of another Brighton property, listing their vacant 1,181sq m Mulgoa Street site with $8–$8.8 million hopes. The couple paid about the same price in 2024, taking their Brighton property sales to nearly $16 million in just 18 months.

MOVERS + SHAKERS

Adam Roberts returns to Ray White after 20 years

The commercial property specialist rejoins RWC Robina and reunites with Steve Mutton, the mentor who gave him his first industry start. More here.

Bryce Gibson builds an award-winning Hunter Valley agency

A chance encounter at Target led to him becoming NSW's first school-based real estate trainee, launching a journey that saw him take over his Cessnock LJ Hooker office at just 21. More here.

Harcourts Tasmania smashes fundraising record

The network raised $30,000 at its annual awards dinner, the highest single-event result for the region. Two offices battled in a live auction for a day with Martin Cooper, who leads the number one Harcourts franchise globally. 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

Gen Z budgets and the property market are currently not on speaking terms 😡😭

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

TRUE OR FALSE:

In China, some homeowners refuse to sell and end up living in houses stranded in the middle of major developments.

And the answer is …

True. In China, these properties are known as “nail houses”, where owners hold out against developers and refuse to move. The result can be striking, with a single home left standing in the middle of a construction site or even surrounded by highways. It’s become a symbol of property rights and negotiation power, showing that even large-scale developments can’t always force a deal.

Wishing you a productive day!

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