GOOD MORNING FROM ELITE AGENT

April 16 marks World Voice Day, celebrating the importance of effective communication. For real estate agents, our voice is one of our most powerful tools. From negotiating deals to building client relationships, how we convey our message has a huge impact on our results.

It’s how we reassure nervous clients, build trust, and guide people through life-changing decisions. So today’s a good day to check in on your most important tool. Not just how often you use it but how well it’s landing.

Today’s read time: 4 minutes, 59 seconds

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OPINION

Why mindset, not market, defines your potential

If your numbers are lagging, it might not be your skillset or your market.

According to Ray White Shore Group’s Andrew McCulloch, the real barrier most agents face isn’t external… it’s mental.

See it to believe it

Andrew used to ride dirt bikes when he was young and can remember that no one in his group could backflip a bike - until one person did. Then suddenly, everyone could. “The bikes hadn’t changed. The ramp hadn’t changed. What changed was their belief that it could be done.”

That same shift happens in real estate. When agents see what’s possible, whether it’s writing $10 million in commission or doubling productivity, they start to believe they can do it too.

The leaderboard effect in action

Ray White’s Pulse app puts performance in plain view. Andrew watched agents like Josh Tesolin, Vivian Yap, and Gavin Rubinstein use real-time leaderboards to fuel competition and growth. “One writes $3 million, then it’s $5 million, now $10 million. That escalation only happens because they’re seeing others push the limits.”

It’s the real estate version of Roger Bannister breaking the four-minute mile. Once the record breaks, it’s open season.

Transplanting belief across markets

After relocating to the Gold Coast, Andrew noticed a more laid-back culture, and with it, self-imposed performance ceilings. So, he got to work shifting mindsets. He flew one of his agents to WA to shadow Vivian Yap. Not for training. For exposure. “It’s not about telling someone they can write $5 million. It’s about showing them.”

His vision was to build a $40 million business by helping agents reimagine what’s achievable.

“I’ve seen businesses go from good to extraordinary when people stop limiting themselves,” he says. “The moment you see what’s possible, everything changes.”

Read the full article here

ICYMI, yesterday we found out why it's time to ditch the 'Properties Per PM' metric.

TOGETHER WITH REAPIT

Data integration becomes the new competitive edge

Real estate agencies are discovering a powerful advantage through integrated data systems. Reapit's new ‘Golden Profile’ tool is changing how agencies track client relationships by unifying sales, property management, and client interactions into a single view. The technology allows agents to instantly spot opportunities across a client's lifetime journey, from renter to homebuyer to investor.

“With these insights in their hands, agents can instantly spot underperforming properties, maximise revenue and make sharper decisions,” said Reapit Chief Product Officer, Matt McGown.

Read more about Reapit’s ‘Golden Profile’ tool here.

DEPT OF RETAIL

Retail property investment picks up pace

Australia's retail property sector is experiencing a strong recovery, with investment volumes jumping 39% to $9.9 billion in 2024. Retail sales are up 3.6% and are expected to grow 3.5% in 2025 as economic conditions improve with falling inflation, interest rate cuts, and real wage growth. New South Wales is leading the charge with $3.6 billion in transactions, while yields have stabilised at 5.7% as investor confidence returns.

DEPT OF SELLING

US vendors are happy to sell

American homeowners are feeling confident about selling their properties this year, with 70% believing it's a good time to sell despite high interest rates. A new survey reveals 81% expect to receive their asking price or higher, and three-quarters anticipate their homes will sell in average time or faster. However, half of potential sellers with mortgages feel "locked in" by high rates, especially among those who've been considering selling for over a year.

DEPT OF AI

AI puts on its thinking hat

Looking for a fresh approach to your next big business decision? AI assistants can now help you apply Edward de Bono's Six Thinking Hats method, analysing problems from multiple perspectives. By prompting AI to adopt different thinking styles, from data-focused to creative to critical, you can uncover blind spots and overcome biases that might otherwise cloud your judgment. This is particularly useful for complex decisions like taking on challenging real estate listings or evaluating business proposals.

CELEBRITY HOMES

Supercars to stables: Paul Weel’s $7.35M Southern Highlands exit

From race tracks to rolling paddocks, former Supercars star Paul Weel has waved goodbye to his luxe Burradoo estate — selling the four-hectare equestrian gem for $7.35M. Dubbed Stables on Songline, the property blends high-end country living with Olympic-grade dressage facilities and designer interiors. Styled to perfection and saddled with prestige, the estate was snapped up less than three years after purchase

MOVERS + SHAKERS

RPG Real Estate expands to Dubai

Auz Rana has transformed his family's Parramatta agency into an independent brand with international reach, implementing AI and data-driven platforms while maintaining their people-first culture. More here.

Success doesn’t rest on weekends! 
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AGENTS ON SOCIAL

POV: Your buyer insists on offering $150k under asking because "you never know unless you try." (sigh)

Real estate agents: add “miracle worker” to your résumé.😮‍💨 🤷🏻

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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