GOOD MORNING FROM ELITE AGENT 👋

COMMUNICATION

A hierarchy of human connection

The communication ladder you're probably ignoring

We’re bombarded with messages from the moment we wake up, but are we really connecting? Ray White Chief Strategy Officer (Real Estate) Mark McLeod argues that most of what passes for communication in real estate is just noise.

Real connection, especially face-to-face, is increasingly rare and increasingly valuable. In a digital world of emails, texts, and social posts, Mark lays out a hierarchy of communication that savvy agents can use to move from being ignored to being unforgettable.

Not all communication is created equal

Mark challenges the illusion that sending a message means it’s been received. Think about your morning routine: You probably delete emails before you even get out of bed. Texts? More likely to be read. Missed calls?

They catch your eye. But what really moves the needle? Talking to someone, or better yet, meeting in person. His hierarchy starts at the bottom with letterbox drops, climbs through emails and social media, and peaks at the holy grail of selling: face-to-face conversations.

Social media success does not equal trust

Spending big on brand awareness might get your face on a bus stop, but it won’t build trust. Mark shares an example of an agent who spent $30,000 on social media and billboards but booked 30 fewer appraisals than the year before. The punchline? Someone graffitied devil horns on their bus ad. In contrast, genuine relationships, ones built through actual conversation, drive results. “This is an industry built on trust and relationship,” he reminds us.

Ask yourself this (uncomfortable) question

Mark closes with a challenge: List all the people you “have a relationship with” but have never actually spoken to. That list, he says, holds the answer to your business growth. The takeaway? Technology can amplify your reach, but it can’t replace real human connection. If you’re not spending the majority of your time talking to people, preferably face to face, you’re leaving deals on the table.

Read the full story here.

ICYMI, yesterday we summarised why “empathy is the new black” in real estate leadership.

TOGETHER WITH PM/ONE

PM/ONE confirms 2026 dates following successful debut

PM/ONE will return in 2026 following a successful inaugural event that repositioned Property Management at the centre of the industry conversation. Led by Fiona Blayney, the conference will be held at the Hilton Sydney on 13–14 September and will again bring professionals together with a clear focus on leadership, performance and sustainable growth.

The event was created to provide PM’s with a dedicated national platform that reflects its responsibility within Australia’s housing system. PM/ONE 2026 will feature a curated two-day program designed to support leaders, strengthen teams and improve systems across the sector. The conference aims to continue building alignment and professionalism within a field that supports more than a third of Australian households.

Read more about PM/ONE here.

PROPERTY PERFORMANCE

Record profits for Aussie home sellers

Australian property sellers are celebrating unprecedented success, with 95.5% of transactions turning a profit in the September 2025 quarter, the highest rate in over two decades. The median gain reached a record $335,000, while Brisbane emerged as the star performer with a near-perfect 99.8% profitability rate. However, experts warn this golden run might face challenges in 2026 as some premium markets already show signs of decline.

MARKET FORECASTS

Property forecasts signal uneven growth in 2026

Our property market is heading into 2026 with improving confidence, but forecasts from LJ Hooker and Oliver Hume suggest conditions will vary sharply by location and housing type. LJ Hooker is expecting more affordable capital cities to outperform as buyers focus on value and adjust to a higher-rate environment, while rental pressure is forecast to remain elevated due to ongoing supply shortages.

Their research also anticipates more sellers returning to the market, which may temper price growth in some areas without fundamentally shifting supply constraints. Meanwhile, Oliver Hume’s outlook points to a recovery in Melbourne’s land market after several subdued years, with stabilising prices and improving transaction volumes.

REAL ESTATE PORTALS

What Google’s home listing test could mean for real estate platforms

In the US, Google has begun testing expanded home listing features directly within its search results, allowing users to view property details, request inspections and contact agents without leaving Google. The trial, currently limited to selected markets and mobile browsers, signals a deeper move by Google into property search and discovery.

Industry observers are watching closely amid concerns the change could reduce traffic to traditional real estate portals over time. Analysts say the development could influence how agents allocate marketing spend and how property platforms justify their value to advertisers. For now, Google has not confirmed whether the feature will be expanded beyond the testing phase.

CELEBRITY HOMES

Hollywood's famous filming ranch hits the market

A sprawling 5,600-acre ranch that served as the backdrop for "War of the Worlds" and "Babylon" is now available for US$44M. Located within the coveted "Thirty Mile Zone" near Los Angeles, Rancho Temescal features eight residences, 600 acres of lemon and avocado orchards, and even an active oil drilling operation. The current owners purchased it for just US$3.9M in 2000 and have hosted celebrities like Tom Cruise and Margot Robbie during filming.

MOVERS + SHAKERS

Andrew McCalman joins Besser+Co as Sales Manager.

The Melbourne agent with nearly two decades of experience will help expand the agency's sales footprint while mentoring agents at all career stages.

Harcourts team partners with Destiny Rescue.

Victor Paz, Kristy Clymo, and their Property Specialists have already helped rescue 16 children from human trafficking this year through the partnership.

Barry Plant Warragul-Drouin acquires major competitor.

The expansion adds a significant rent roll and 12 staff members, taking their total property management portfolio to approximately 2300 properties across their businesses.

AGENTS ON SOCIAL

Explaining to a new agent that there is no base salary is always an interesting moment. There’s a brief pause, a hopeful smile, and then the realisation that commission isn’t the bonus — it’s the job. 😁💸

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

Wishing you a productive day!

Elite Agent is the definitive platform for ambitious agents and industry players. Thought Leaders is the weekly show where top operators reveal how they’re reinventing real estate. AI-Powered Agents is your playbook for deploying AI that sells homes and scales teams.

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.

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.