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When the Federal Government approved construction of Sydney’s long-awaited second airport at Badgerys Creek on December 12, 2016, it set in motion one of the biggest shifts Western Sydney has ever seen. What was once farmland and light industry began transforming into a major economic and residential hub, drawing investors, builders and homebuyers eager to be part of the growth story.

The Western Sydney International (Nancy-Bird Walton) Airport has become more than just a transport project, it’s a property powerhouse. New suburbs, housing estates and business precincts have sprung up across Bringelly, Luddenham and Austral, supported by infrastructure spending and job creation

Today’s read time: 6 minutes, 33 seconds

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SALES AND INFLUENCE

Why familiarity shapes client decisions more than you think

How the MAYA principle helps agents influence with confidence

Author Derek Thompson explores why people warm to certain ideas and resist others, offering agents a practical framework known as MAYA - Most Advanced Yet Acceptable. His argument is straightforward: people believe they want novelty, yet they instinctively lean toward the familiar. For anyone selling property or their own expertise, understanding this tension can shape more effective conversations, marketing choices and client relationships.

Familiarity builds trust

Derek explains that repeated exposure has a powerful effect on human preference, remarking that, “The mere exposure of any stimulus to you over time will bias you toward that stimulus.” This principle is highly relevant to real estate.

Boards, newsletters, social posts and community involvement all help your name feel steady and familiar. By the time a seller is ready to act, you have already established psychological comfort without saying a word.

Fresh ideas need reassurance

At the centre of Derek’s message is the idea that people want something that sits “right at the intersection of the familiar surprise.” His MAYA concept highlights that clients accept new strategies more readily when they recognise elements within them.

Linking a proposal to nearby sales or showing clear outcomes from similar campaigns helps clients feel steady. As he puts it, “To sell something surprising, you have to make it familiar.”

Persuasion starts with their priorities

Derek also stresses the value of framing advice through the other person’s lens. He explains that, “It’s always more beneficial to begin with the code of ethics of the person that we’re talking about.”

For agents, this means grounding conversations in what matters most to the client, whether that is timing, financial caution or neighbourhood ties. When you reflect their concerns first, your recommendations are far more likely to be accepted.

Read the full article here.

ICYMI, yesterday, we discovered, five direct mail campaigns to make 2026 your best year yet

TOGETHER WITH CROSSUB

The Uber-style approach revolutionising property management

Sydney-based firm Crossub, is transforming rental property management by handling the back-office workload while agencies maintain client relationships. In just three years, they've grown to manage over 4,000 properties across Australia using AI as their core operating system and employing an Uber-like model for inspections. Their expansion has now reached the UK, with 600 homes in Oxford soon to be added to their portfolio.

Read more about how this new approach is changing property management.

MISSING OUT

The housing ladder is missing its bottom rungs

First home buyers in Australia now need a household income of $180,000 to access just 12% of available housing, a dramatic drop from 30% five years ago with a $150,000 income. Even South Australia, the most accessible state, has seen affordable options plummet from 75% to merely 25% of homes. The situation is worsened by new construction trends, with homes priced under $800,000 representing just 12% of new developments, down from one-third two years ago.

BOOM TIMES

Property hotspots for 2026 revealed

Australia's next property boom areas have been identified in the annual realestate.com.au Hot 100 list. Experts predict suburbs near major infrastructure projects will lead the market, with Western Sydney's airport corridor and Brisbane's Olympic-related developments featuring prominently. Darwin has emerged as a surprising comeback story, with more suburbs making the list than in the previous three years combined. The list spans all price points, from affordable areas under $400,000 to premium locations exceeding $3 million.

BUBBLE TROUBLE

Worldwide markets are not in bubble territory yet

Despite concerns about housing bubbles, a new UBS report suggests most global markets will remain stable. Miami tops the risk list with price-to-rent ratios exceeding 2006 peak levels, while traditional hotspots like San Francisco and New York show surprisingly low bubble risk. Limited new construction is keeping supply tight enough to prevent dramatic price drops in most cities, good news for homeowners, but offering little relief for struggling buyers.

CELEBRITY HOMES

Lowes CEO lists Whale Beach luxury estate with private golf course

A clifftop compound in Sydney's Whale Beach has been listed for $30 million by Lowes CEO Linda Penn and her husband. The couple transformed the property after purchasing it for just $3.075 million in 2012, adding an 18-hole golf course inspired by St. Andrews. Built from over 1,000 tons of local sandstone, the five-bedroom mansion features an infinity pool, spa, and panoramic ocean views. The Penns are selling as they spend more time at their French Riviera property.

MOVERS + SHAKERS

Knight Frank launches Private Office in Australia.

Ari Petrovs has been appointed to head the new division serving ultra and high-net-worth individuals with bespoke property services across all sectors. More here.

Nick Thornton returns to Harcourts.

The veteran agent with nearly four decades of experience is launching a new office in Chermside after achieving over $575 million in settled sales throughout his career. More here.

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AGENTS ON SOCIAL

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Wishing you a productive day!

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