GOOD MORNING FROM ELITE AGENT 👋

Ever wonder why cathedrals make you feel philosophical while your cozy home office keeps you focused on spreadsheets? Scientists have uncovered what they call "The Cathedral Effect" – rooms with soaring 3-metre ceilings actually trigger more abstract, creative thinking patterns in our brains, while lower ceilings activate detail-oriented, practical thought processes.

University of Minnesota researchers discovered this fascinating ceiling-brain connection, proving that spatial dimensions literally change how we think. It's not just aesthetic preference; it's a neurological response. High ceilings expand mental horizons while lower ones narrow focus.

We’re no longer just selling square meters – we're selling the psychological experience of space itself. 🤔

In today’s edition of The Brief

• Top agents succeed by focusing on simple daily actions, not big promises, treating real estate like an apprenticeship rather than a quick win

• How breaking big income goals into simple daily actions separates million-dollar businesses from wishful thinking

• Why housing costs keep rising despite rate hikes, and what that means for agents navigating affordability pressure

Today’s read time: 6 minutes, 16 seconds

New to The Brief? Join us for free 🤝

FEATURE

Why top agents think like apprentices

Real estate attracts dreamers chasing uncapped earnings and flexible schedules. But the agents who actually build million-dollar businesses understand something most don't. Success is about small, daily actions that most people find boring.

The calculator, not the vision board

When an agent tells performance coach Sam Owens they want to earn $500,000, he doesn't start with motivation or mindset. He starts with mathematics. Sam has developed a reverse-engineering formula that transforms overwhelming goals into manageable daily habits.

"We reverse engineer their goal," Sam explains.

The full article breaks down exactly how 20 daily connects leads to a half-million-dollar income – and why most agents never do the math.

Two years before you earn your stripes

The agents who last approach their first years differently than you'd expect. Instead of rushing toward independence, they think like tradespeople entering an apprenticeship.

"If you were going into a trade industry, you'd expect a two-year apprenticeship before going out on your own," Sam says.

The article explores what that apprenticeship actually looks like – and why it creates agents who hit the ground running.

The one thing that beats charisma

Natural people skills help, but Sam reveals what actually differentiates new agents in a crowded market. Hint: it's something most agents have access to but never bother mastering.

What you'll learn in the full article:

• The $500k formula: How to reverse-engineer any income goal into a specific number of daily phone calls

• The open home reconnaissance method: Why Sam tells agents to visit different agents opens – and exactly what to look for

• From salesperson to adviser: The value-based contact approach that builds relationships over years, not transactions

• The personal drivers conversation: Why Sam's first meetings often don't mention real estate at all

Sam's approach runs counter to how most people think about real estate success. The full article reveals why agents focused on leading indicators - not big wins - are the ones still standing in five years.

Read the full article

ICYMI, yesterday we found out why door knocking is making a comeback.

TOGETHER WITH AUSSIE FOR AGENTS

Aussie partners with Stockdale & Leggo

Agents across Stockdale & Leggo's 30 offices now have access to Aussie Home Loans' 5+ million customer base and VPA-free listings on Aussie's property search platform. The deal also includes a 'Buy Now, Sell Later' solution - vendors can buy their next home first, with Aussie handling the finance, helping agents secure the listing.

Find out more about the partnership here.

PRICE PRESSURE

Rate hikes may be making housing costs worse

Housing costs rose 5.5% over the year – the largest contributor to inflation - yet the RBA's rate hikes may actually be entrenching the problem. Ray White Chief Economist Nerida Conisbee points to a 28% drop in investor loans since rate rises began, while rents jumped 18.3% nationally. She believes rate hikes can't fix a supply shortage.

AI SKILLS

Seven AI skills real estate agents need for 2026

Elite Agent founder Samantha McLean identifies the critical AI capabilities that will differentiate successful agents in the coming year. "If you think you can compete with other agents based on information and convenience in 2026, I would say you are mistaken," she warns. From preventing AI hallucinations to building automated workflows and knowing when human judgment trumps technology, her practical guide to developing AI literacy beyond just chasing the latest tools is worth a few minutes for forward-thinking professionals.

HOW IT SOLD

$43m development site secured off-market

Albert Sassoon leveraged 25 years of Eastern Suburbs relationships to amalgamate three Rose Bay properties into a 1,400sqm development site.

Read the full story

Your competitors know media coverage gets clients. Are you ready to get yours? getailsa.com

CELEBRITY HOMES

Reese Witherspoon's former Malibu retreat lists for $14.5M

The Malibu compound once owned by Reese Witherspoon is back on the market - this time listed by YouTuber Cody Ko for US$14.5M. The 1.86-acre estate near Zuma Beach includes a recording studio, horse barns, and a chicken coop. Before Hollywood moved in, it operated as a wedding venue.

MOVERS + SHAKERS

Janine McDonald joins Harcourts Solutions

The established Alderley agent brings 28 years of local expertise to the brand while remaining in the same location to continue serving her community. More here.

Thomas Georgiou joins FOUNDIT

The buyer's agent veteran with 22 years of experience will head their national Buyer Agent Services and launch the new Buyer's Agent Academy. 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

Not every breakthrough comes from a spreadsheet. Some come from doing something mildly ridiculous, like jumping into the pool in your work clothes or dancing online and surviving it. 🏊‍♂️ 🕺🏻

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

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

Elite Agent is crewed by Mark Edwards, Catherine Nikas-Boulos, Rowan Crosby, Charmagne Arrubio, Iris Rebello 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.

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.