GOOD MORNING FROM ELITE AGENT

Barbie debuted at the American International Toy Fair in New York on March 9, 1959 wearing a black-and-white striped swimsuit, high heels and a confident stare. Sixty-plus years later, she's had more than 200 careers, from astronaut, vet, pilot, architect, CEO, and yes, real estate agent. Barbie understood early what many agents know today: personal brand matters. Presentation matters. And, of course, substance matters too. Because it’s not just about the outfit (though the outfit helps) - it’s about showing up, knowing your stuff, and adapting with the times. Happy birthday, Barbie.

Today’s read time: 5 minutes, 27 seconds

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BEST PRACTICE

The silent productivity killer costing you two months a year

Every real estate agent knows that making calls leads to listings. And yet, many of us find ourselves avoiding the phone like it’s radioactive.

According to behavioural expert Pancho Mehrotra, this isn’t just a time management problem, it’s a mindset issue that could be costing you up to two full months of productivity every year.

So, why do smart, ambitious agents still procrastinate on the very activities that drive their income? Pancho says it boils down to this: the fear of failure. And more specifically, the fear of being seen as a failure - by peers, clients, or even ourselves.

Call reluctance isn’t a time problem … it’s a thought problem

Drawing on both research and real-world sales coaching experience, Pancho explains that procrastination often stems from distorted thinking patterns, or what psychologists call catastrophising. We convince ourselves that one awkward call could ruin our reputation, so we stall.

The consequences go beyond missed opportunities and commissions. Procrastinators also stunt their own learning and growth, remaining stuck in holding patterns that can last for months - or even years.

Three triggers behind the habit

To break the cycle, it helps to understand what’s driving it. According to Pancho, procrastination is typically fuelled by:

• Behavioural habits (what we repeatedly do)

• Cognitive distortions (what we think)

• Environmental influences (who and what we’re surrounded by)

The key isn’t to try and eliminate procrastination overnight but to build emotional intelligence and self-awareness. That starts by recognising the thought patterns that spark avoidance, and disputing them.

From avoidance to action

There’s no one-size-fits-all fix, but small, consistent actions are the path forward.

Whether it’s reframing thoughts, talking with a mentor, or mapping successful behaviours from one area of life to another, the goal is simple: take the first step - even a small one. Because overcoming procrastination isn’t about being fearless. It’s about acting in spite of fear.

Read the full article here.

ICYMI, yesterday we looked at why “soft skills” gain the edge in complex negotiations.

TOGETHER WITH RAY WHITE

Turning prospecting into a team sport

There’s boot camp - and then there’s what Ray White Upper North Shore did. When they joined the Prospecting Boot Camp (PBC), led by Ashley Van Deyk, they didn’t just follow the playbook. They rewrote it. Think daily check-ins, a WhatsApp group for real-time accountability, weekly Time Trials, and actual prizes up for grabs. It was part competition, part camaraderie, all with the same goal: more conversations, more connections, and more confidence picking up the phone.

Read more about the team’s PBC playbook here.

DEPT OF MARKET TRENDS

$230k in five years? Not bad at all

Over the past five years, Australian home values have quietly climbed 39.1%, adding about $230,000 to the median price tag. It’s not the frenzy of previous booms, where values nearly doubled, but in straight-up dollars, it’s still a standout run. That said, things are cooling off a little. Properties are now taking about 40 days to sell, up from 30 this time last year.

DEPT OF INTERNATIONAL BUYERS

Overseas buyers back off from UK property – lowest interest since 2008

It’s been a quiet start to 2025 for overseas interest in UK property. According to a new report, only 1% of buyers so far this year have come from outside the UK, which is the lowest level since 2008. A few things seem to be putting them off: higher stamp duty, the phasing out of the non-dom tax perks, and that lingering post-Brexit uncertainty.

DEPT OF AI

How you can prioritise like a pro (and not lose your mind)

Ever sat down with a to-do list so long it needed its own postcode? You’re not alone. Between open homes, client calls, admin chaos, and that one marketing task you keep avoiding, it’s easy to feel like you’re busy all day but not actually getting anywhere.

Here’s the good news: the old-school Eisenhower Matrix (yes, the one from the U.S. President) still works a treat for sorting out the madness. But now, with a bit of AI on your side, you don’t have to do it alone. Think of it as having a very clever assistant who doesn’t take lunch breaks.

CELEBRITY HOMES

Hop to It: Kurrajong Hills home comes with Peter Rabbit’s doors

Tucked away in Sydney’s Kurrajong Hills, a $2.5–2.65 million country home has a storybook twist - four original doors from the Peter Rabbit movie set. Shipped in from the Cotswolds and used in the shoot at Centennial Park, the doors once belonged to Beatrix Potter’s cottage and Mr McGregor’s house. Set on 4.65 hectares and just an hour from the city, the home has that blend of rustic charm and a touch of movie magic.

MOVERS + SHAKERS

Michael Wood appointed GM of Sales at The Agency Victoria

The acclaimed auctioneer brings 15+ years of Melbourne real estate experience to help expand the brand's presence across Victoria. More here.

BresicWhitney updates website to reflect evolving buyer needs

BresicWhitney has refreshed its website with a more intuitive, content-led design, supporting its ongoing focus on better connecting with clients and the Sydney property market. 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.

AGENTS ON SOCIAL

If anyone’s looking for me, I’m still at Saturday’s open home... Trapped in the front yard by a neighbour who “just popped over to say hi” 45 minutes ago.

Send snacks. Or a buyer. Either will do. 🗣️⏳

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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