GOOD MORNING FROM ELITE AGENT 👋

Good morning from Elite Agent 👋🏻

TRUE OR FALSE?

Sellers in falling markets often overprice their homes because they’re trying to outsmart buyers.

(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• The three beliefs sabotaging your prospecting calls

• Why building costs could keep affordability under pressure

• Hugh Jackman faces a $10M hit on his New York penthouse

Today’s read time: 6 minutes 4 seconds

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INSIGHT

Three beliefs sabotaging your prospecting calls

Three beliefs sabotaging your prospecting calls

That reminder sitting in your CRM right now – the one you've postponed twice already – isn't being ignored because of a bad script. It's being ignored because of what you're telling yourself before you even pick up the phone.

Real estate coach, Caroline Bolderston has identified three specific limiting beliefs that stop agents from making the calls that win listings. The pattern is familiar: a reminder pops up, you see "not doing anything for a few years," and you hit postpone. When that person's circumstances eventually change – as they inevitably do – someone else gets the listing.

What you'll learn in the full article:

• The two-word reframe: Replace "not doing anything" with a belief that transforms your follow-up consistency

• The vague commitment trap: The end-of-call mistake that creates your own call reluctance

• The one-interaction write-off: Why that "not friendly" note is costing you future listings

• Market-proof opportunities: How to find reasons to call even when you feel like you have no good news

These beliefs have a bigger impact when markets are uncertain.

Read the full article here.

ICYMI yesterday, we found out what things AI can't replace

TOGETHER WITH AMLHUB

Real estate AML rules move closer to launch

Australia's anti-money laundering regime is expanding to include real estate – if you haven't started planning for compliance, now's the time. At a recent Ray White workshop, many owners said they'd outsource rather than build capability in-house. AML specialist Tijana Misur believes that technology alone won't cut it, and you need people who know what to look for.

Find out more about what’s required here.

HOUSING PRESSURE

Building costs will worsen affordability despite price cooling

Monthly price growth may be slowing, but Ray White's Nerida Conisbee says the real issue is construction costs – and they're set to climb again. Middle East conflict is pushing up fuel and shipping costs, adding fresh pressure to builders still dealing with labour shortages. Her take is that affordability won't improve while new homes keep getting more expensive to build.

AI TECH

Most agents fail the Portal Test

Cover the address, price, and bed count on your just-sold post – is there still a story? If not, you've failed what Samantha McLean calls the "Portal Test." The Elite Agent Managing Editor shares the full SEO playbook behind our AI journalist Ailsa: URL structure, three-layer titles, and the standfirst formula that does six jobs in one sentence.

HOW IT SOLD

Three offers create certainty ahead of auction

A Hornsby Heights family home held for 60 years sold prior to auction after a tightly run campaign generated three offers in just one week, with the deal secured in 28 days – the contract signed the day before auction. Nick Berman of McGrath Hornsby said aligning both buyer and vendor around certainty was key, particularly given it was the seller’s first move in six decades.

Agents across Australia and New Zealand are turning sales into stories. getailsa.com

CELEBRITY HOMES

Hugh Jackman facing a $10M hit on his West Village triplex

Not even The Greatest Showman could make this one sell at full price. Hugh Jackman and ex-wife Deborra-Lee Furness have re-listed their triplex at US$28.75 million (about $45.5 million) – down nearly US$10 million from their 2022 ask. The entire top floor is one primary suite with spa, sauna, and gym – and yes, building residents get access to a Jean-Georges restaurant.

MOVERS + SHAKERS

Christian Hamilton and Mitch Peereboom acquire Ray White Main Beach

The non-selling principals add a third office to their Queensland portfolio, while former owner Michael Willems returns to sales. 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

Agents are going so far above and beyond at open homes now that cartwheels are basically part of the standard inspection. 🤸‍♂️🏡

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

TRUE OR FALSE:

Sellers in falling markets often overprice their homes because they’re trying to outsmart buyers.

And the answer is …

False. Research from Wharton School shows the real driver is loss aversion, where losses feel far more painful than gains. That’s why sellers anchor to their original purchase price and resist pricing to market. The catch is that overpricing in a falling market typically leads to longer days on market and, in many cases, a lower eventual sale price.

Wishing you a productive day!

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Elite Agent is crewed by Mark Edwards, Catherine Nikas-Boulos, Rowan Crosby, Charmagne Arrubio, Iris Rebello 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.

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