GOOD MORNING FROM ELITE AGENT 👋

Thrift Shop Day isn’t just for bargain hunters, it’s a reminder that value can be found where you least expect it. Real estate agents know the thrill of the “hidden gem” better than anyone: that house with the questionable carpet and avocado bathroom might actually be the best buy on the street once you look past the surface.

Just like in a thrift shop, the best properties aren’t always the shiniest or the most expensive, they’re the ones with potential, character, and a story waiting for the right buyer to appreciate them.

Today’s read time: 6 minutes, 26 seconds

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THE DOORKNOB PHENOMENON

What clients aren’t telling you (and why it matters)

Harcourts NSW CEO Katrina Tarrant wants you to pay attention to the moment when a conversation is winding down and when the client’s hand is metaphorically (or literally) on the door handle.

In the medical world, there’s a term for this: the “doorknob phenomenon,” where patients sit through an entire consultation, only to reveal the most critical detail right as they’re about to leave.

In real estate, the same thing happens. A seller who claims they’re “just testing the market” eventually reveals they’re under pressure from a divorce. A buyer who’s been enthusiastic all along suddenly hesitates at signing, confessing uncertainty about finances. These moments often contain the real truth, and they show up just as everyone’s ready to move on.

Why clients stay silent until the last moment

What’s important, Katrina says, is that this isn’t because clients are trying to be evasive. It’s human nature. People hold back for a variety of reasons.

They don’t want to be seen as difficult. They’re unsure if their concern is valid. They’ve already made assumptions about what can or can’t be done. Or they simply don’t realise what’s bothering them until it surfaces, often unprompted, at the very last moment.

Agents are just as guilty of this, often checking the boxes, running meetings, and ticking off tasks without pausing to dig into what truly matters.

How to hear what’s not being said

If we know this tendency exists, then the question becomes: how do we surface those hidden concerns earlier?

Katrina suggests creating intentional space in conversations. Don’t rush to the next topic. Let silence do some of the heavy lifting. Instead of surface-level questions like “What’s your budget?”, try asking what figure makes them feel nervous—or excited. Watch for the subtle cues: a hesitation, a half-smile, a delayed nod.

That’s your opportunity to lean in and say, “I feel like there’s something else—what is it?” And sometimes, all a client needs is permission to be honest. Phrasing like, “Most sellers I work with have one big question they haven’t asked yet—what’s yours?” can make all the difference.

Because the most important question in any conversation is often the one that wasn’t asked. And the best agents don’t wait until the end to ask it.

Read the full article here

ICYMI, yesterday Samantha McLean discussed why you need to start using AI like a team member.

TOGETHER WITH OPENN

Openn passes $16bn milestone as platform expands beyond auctions

Digital offer management platform Openn has surpassed $16 billion in property transactions, marking a major milestone in its growth. Originally known for online auctions, the platform has evolved into a full-service solution, with more than 90% of campaigns now managed as private treaty sales.

Chief Executive Officer Sean Adomeit said the achievement reflects the strong trust agents have placed in Openn. “We’ve always seen ourselves as the agent’s partner,” he said. “This $16 billion milestone is a testament to the trust agents have placed in us to help them save time, deliver better outcomes for their clients, and ultimately win more listings.”

Openn’s success is underpinned by automation tools that reduce administrative burden, transparency that drives competitive offers, and case studies agents can use to win new listings and on average, properties sold through the platform attract 3.5 buyers, with each making 11.5 offers. Read more about Openn’s milestone here.

PERTH DOMINATES

Perth dominates as Sydney's luxury market resurges

Australia's property growth rankings show Perth maintaining its nationwide dominance for the second consecutive year, with Cottesloe-Claremont leading at $275,000 in median house price growth. Sydney's premium suburbs have made a notable comeback, with Manly and Eastern Suburbs North breaking into the top 10 for the first time since 2023. Ray White puts this down to recent interest rate cuts attracting high-end buyers back to established prestige locations.

AUCTION ACTION

Auction volumes hit four-month high as clearance rates ease

The spring property market is heating up, with 2,455 homes taken to auction last week, which is the busiest week since early June. Despite the lift in supply, the combined capitals’ preliminary clearance rate slipped to 74.8%, the first time in five weeks it has fallen below 75%, though still above the winter average of 72.7%. Auction activity is expected to rise further this weekend, with around 2,630 homes scheduled to go under the hammer.

SCOTTISH PRICE PARADOX

House prices rise despite market slowdown

Scottish property values continue to climb even as buyer demand flattens, with 36% of surveyors reporting price increases over the last quarter. The market faces a curious contradiction of stagnant demand after four months of growth, yet limited housing supply is keeping prices buoyant. Looking ahead, 34% of surveyors expect further price increases, while the rental market faces even greater supply-demand imbalance with 75% anticipating landlord instructions to fall.

Fun Fact: In Scotland, a real estate agent markets and sells properties, handling the sales process and negotiations, while a Chartered Surveyor provides technical property expertise, including comprehensive valuations through the legally required Home Report for sellers and other specialised property advice for buyers and owners. The key difference is that agents focus on the transaction of the property, whereas surveyors focus on its condition and intrinsic value.

CELEBRITY HOMES

Baseball star's US$39 million Malibu flip

Former San Francisco Giants star Hunter Pence has listed his newly completed Malibu mansion for a staggering US$39M. The three-story contemporary home, built on a blufftop property Pence purchased for just US$6.5M in 2016, features floor-to-ceiling glass sliders, a 93-foot lap pool, and panoramic Pacific Ocean views. Despite creating this luxury family retreat, the two-time World Series champion is selling because he spends most of his time in San Francisco as an MLB Network analyst.

MOVERS + SHAKERS

Jellis Craig expands Inner North team

The agency has welcomed Luke and Tommasina Brizzi, Kannan Subramanian, and Rob Norris, bringing over 40 years of combined experience to their Fitzroy, Northcote, and Reservoir offices. More here.

Ray White WA celebrates excellence at annual awards

Mike Tucker received the inaugural Ross Whiteman Award while Vivien Yap's Dalkeith | Claremont office claimed Top Office for the seventh consecutive year. More here.

Success doesn’t rest on weekends! 
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AGENTS ON SOCIAL

Keeping it real: List it right the first time or risk chasing the market 🏃‍♂️💸

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Wishing you a productive day!

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