💡 The math and strategy behind a $6.6M income

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

The word "Condominium" (our modern strata unit) comes from the Latin words Con (Together) and Dominium (Ownership). Centuries before it meant sharing a lift or splitting a capital works levy with your neighbours, it was a grand legal term for "joint sovereignty", meaning multiple kings, queens, or empires jointly ruling as absolute monarchs over the exact same piece of land.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Tax revolt: business alliances fight CGT laws

• Why skipping prospecting is selfish

• Worst-performing suburbs of 2016 are now the biggest winners

Today’s read time: 5 minutes, 50 seconds

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PROSPECTING

The unselfish mindset driving a $7 billion real estate empire

Most agents see prospecting as a necessary evil … Tim Smith sees it as a moral obligation. As leader of California’s top Coldwell Banker team with $7 billion in career sales, he believes the biggest hurdle in real estate isn’t fear, it’s selfishness.

He has completely reframed the industry's most avoided activity, arguing that skipping out on lead generation means choosing your own comfort over the people you have the power to help and to bridge the gap between service and success, he relies on a deceptively simple mathematical formula: averaging just one listing appointment per week across forty-two working weeks.

Factor in conversion rates and the natural referral flow that follows, and that steady baseline predictably yields a $6.6 million annual income, proving his core philosophy: "No matter the question, prospecting is the answer."

The secret to hitting those numbers lies in changing the conversation entirely. Instead of bluntly asking homeowners if they plan to sell, Tim uses a subtle linguistic shift that lowers defensive walls and uncovers hidden opportunities, asking instead if they have had "thoughts of selling."

His daily routine demands exactly fourteen of these high-value conversations to keep the pipeline moving.

When he isn't on the phone, Tim focuses on bold, hyper-creative brand building that pulls clients to him - his track record includes a viral $2,200 rap video spoof that racked up 35.2 million views and generated massive buyer interest, alongside brilliant geofencing campaigns targeted at private jet centres.

The results speak for themselves: that targeted campaign successfully found a buyer who had been searching for the perfect property for twenty years, proving that highly focused marketing makes listing appointments happen without the cold calls.

What you'll learn in the full article:

• The one-appointment model: The exact conversion rates and maths behind Tim's $6.6 million income formula

• The language shift: Two follow-up questions that surface hidden listing opportunities

• The 14-conversation formula: How Tim structures his daily prospecting (5-5-4)

• The confidence interval rate: How Tim priced a property $13.5 million higher than competitors suggested – and sold it in thirty-three days

Tim still makes prospecting calls every day. After $7 billion in sales, he comes back to the same thought: choosing not to have those conversations means choosing not to help.

Read the full article

ICYMI yesterday: Why your database is the new ‘open home’

TOGETHER WITH BIZCOVER

EOFY is the right time to audit your agency's operational and cyber risks

Real estate agencies are prime targets for cybercriminals due to the volume of sensitive financial and personal data they handle daily, and EOFY represents a practical opportunity to review more than just the numbers. Insurance provider BizCover says agencies that have grown, restructured or adopted new technology over the past 12 months may have developed operational gaps and compliance exposures that their current processes and insurance cover no longer adequately address.

A practical review should cover three areas: whether internal documentation and handover processes are still fit for purpose, whether access permissions and cyber hygiene measures have kept pace with new platforms and staff changes, and whether existing insurance policies — including Professional Indemnity, Public Liability and Cyber Liability — still reflect the way the business actually operates today.

BizCover enables real estate professionals to compare multiple insurance quotes online from leading Australian insurers.

TAX

Peak bodies unite to block Chalmers' 'rushed' CGT overhaul

An unprecedented alliance of Australia’s most powerful business groups has launched a fierce campaign to demand Parliament reject the Federal Government's capital gains tax changes, warning the policy will permanently damage the nation's economic competitiveness. Fronting a critical two-day Senate inquiry in Canberra, industry leaders cautioned that fast-tracking these complex laws will inevitably stifle productivity and crush business investment.

LONG-GAME WINNERS

Decade's worst suburbs now posting 271% gains

Tallebudgera Valley houses crept up just 16% between 2006 and 2016 – then jumped 271% in the decade since. New REA Group data reveals a pattern: suburbs that recorded the weakest 10-year growth ending 2016 have since become some of the country's top performers. Brisbane, Adelaide, and regional Queensland lead the list.

MARKET SHIFT

More homes for sale, fewer to rent

Sales listings are piling up with a substantial 607,000 active properties nationally, while rental stock heads completely the other way. In Sydney alone, available leases dropped a significant 9.8 per cent over the past year. Ray White Chief Economist Nerida Conisbee warns this gap could widen even further as recent Federal Budget changes systematically push investor owned properties toward owner occupiers.

HOW IT SOLD

42 inspections became eight offers in 15 days

A two-bedroom Noble Park unit sold for $564,500 – 10% above the vendor's initial expectations. Laura Voinea of McGrath Keysborough prepared contracts upfront and used buyer declaration forms to position all bidders to submit their absolute walk-away figures. Strong first-home buyer demand did the rest.

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

CELEBRITY HOMES

Captain America cashes out

The Marvel star is heading back to the East Coast after more than a decade in LA, listing his hilltop retreat for US$6.4 million (A$8.96 million). Bought for US$3.52 million in 2013, the superhero era, it seems, is officially over.

AGENTS ON SOCIAL

In real estate, the first person hired is usually the agent's partner. The last person paid is also the agent's partner. 🤵🏼‍♂️🪧

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

TRUE OR FALSE:

The word "Condominium" (our modern strata unit) comes from the Latin words Con (Together) and Dominium (Ownership). Centuries before it meant sharing a lift or splitting a capital works levy with your neighbours, it was a grand legal term for "joint sovereignty", meaning multiple kings, queens, or empires jointly ruling as absolute monarchs over the exact same piece of land.

And the answer is …

TRUE. If you think dealing with a modern strata committee is dramatic, it’s nothing compared to the original "condominiums." Centuries before it meant sharing an apartment block, a condominium (circa 1700) was a high-stakes geopolitical tool used by the crowns of Europe to prevent all-out war. When two rival monarchs laid claim to the exact same piece of land, they would declare a "Condominium"—an agreement of absolute joint sovereignty. With no borders drawn down the middle, both rulers had to govern the exact same soil together, turning the territory into a shared royal kingdom.

Wishing you a productive day!

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