GOOD MORNING FROM ELITE AGENT

As Donald Trump takes office in the US today, real estate professionals are eyeing the potential benefits his administration could bring to the housing market. Love him or loathe him, with a history rooted in real estate development, there’s hope that Trump will prioritise policies that stimulate growth, including deregulation, tax incentives for property investments, and potential infrastructure projects that could drive demand in key markets.

Today’s read time: 4 minutes, 8 seconds.

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MOTIVATION

Unlocking the emotional drivers behind real estate decisions

Tapping into emotional drivers is a game-changer for real estate agents, reshaping how they connect with clients and influence decisions.

Caroline Bolderston from Being Bold Coaching highlights the power of digging deeper into what truly motivates clients, beyond surface-level goals like "upsizing" or "downsizing."

The Influence of emotional drivers

According to Caroline motivations in real estate are rarely just about the property itself. Clients’ decisions are shaped by deeper emotional needs, such as comfort, security, or personal fulfilment. For agents, identifying these subconscious motivators is crucial. A stated goal like "upsizing" might stem from a need for greater privacy or a sense of achievement. By understanding the emotional underpinnings of these motivations, agents can provide more meaningful assistance.

Strategies for identifying clients’ true motivation

Agents can uncover clients’ true motivations through strategic questioning. Caroline suggests starting with the client's stated reason and then probing deeper using open-ended questions, such as, “How will this change improve your daily life?” or “What challenges are you facing that this move will address?”

She said active listening is key, as it helps agents pick up on both verbal and nonverbal cues.

What are the benefits?

Acknowledging emotional drivers creates multiple advantages for agents and their clients. Understanding these deeper needs fosters trust, strengthens relationships, and enables agents to offer personalised solutions. 

Caroline said it also ensures smoother transactions by proactively addressing concerns that might otherwise lead to obstacles. ”Without recognising these deeper emotional drivers, it's far more challenging to guide clients towards the best possible outcomes.”

ICYMI, last week we spoke to Josh Tesolin about his auction-only approach.

TOGETHER WITH THE ONE CONFERENCE

Peter Diamantidis has transformed his career and business since becoming the Selling Principal of Ray White’s Diamantidis Group in Sydney. Starting with no market share, his team now controls up to 70% in some areas. Over three years, they’ve expanded from five people to 83, growing annual sales from 100 properties to over 800, while property management surged from 200 properties to 2,500 under management.

Peter will share his real estate journey at The One Conference.

SMART SNIPPETS

Strong jobs market keeping rate cuts at bay
Australia's resilient job market continues to surprise, with employment growing by 56,000 people in December despite unemployment edging up to 4.0%. While mortgage holders are hoping for interest rate relief, the strong employment growth suggests the RBA won't be cutting rates anytime soon.

Regional powerhouse: Riley Neaton’s rise in real estate leadership
At just 28, Riley Neaton, principal of Ray White Rockhampton and Yeppoon, has achieved Chairman’s Elite status, placing him in the top 2% of the Ray White network. Leading a team of 100 and commanding 50% market share in Rockhampton, Neaton attributes his success to strategic recruitment and mentorship, growing his team from six agents to 27 lead agents. 

See Riley’s interview with Bianca Denham here.

Rising costs keep over a third of US homeowners from selling
A recent survey commissioned by Redfin reveals that more than one-third (34%) of US homeowners have no plans to ever sell their home, while an additional 27% say they wouldn't consider selling for at least another 10 years

CELEBRITY HOMES

Jessica Simpson's Hidden Hills haven hits the market

Following her separation from Eric Johnson, fashion mogul Jessica Simpson has listed her stunning Hidden Hills estate for US$17.9 million. The 13,274-square-foot mansion, which has been the family's home since 2013, sits on 2.3 acres and features a resort-style pool complex, seven bedrooms, and a detached guesthouse.

MOVERS + SHAKERS

Sabrina Zhang launches Ray White Milldale

The experienced agent brings her high-performing team and track record of 800 property sales to establish a new presence in the growing community. 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.

SOUND WAVES

Supercharge your productivity

Find out how reorganising your workspace can significantly enhance productivity by optimising space and reducing inefficiencies. It’s easier than you think!

Dive straight into the listen below or the deeper dive here.

Read the article from BDC here

AGENTS ON SOCIAL

Let’s be honest: kidnapping a real estate agent is like signing up for a nonstop listing presentation where the hideout will be described as a “cosy, off-market opportunity with endless upside potential.” 🪢🚙

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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