GOOD MORNING FROM ELITE AGENT

Remember when fun didn’t need a calendar invite? Today is Be a Kid Again Day, a fun reminder for agents and PM’s to take a break from the hustle and reconnect with their playful side. Whether it’s eating an ice block or building a pillow fort with your kids (or cats), it’s about embracing a moment of lightness.

In our industry, where you’re constantly negotiating, prospecting, and juggling vendor expectations, play isn’t a luxury, it’s a secret weapon. A playful mindset keeps you creative, resilient, and ready to handle whatever curveballs the day throws your way.

Today’s read time: 6 minutes, 24 seconds

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MANAGEMENT

Leading without listings

Why stepping back from sales helped Ben Kingsberry scale a thriving real estate business

When Ben Kingsberry returned to his family’s real estate agency in 2011, he didn’t expect to hang up his sales hat so quickly. But after closing just two deals, he realised his true value wasn’t in listings, it was in leadership.

Now the CEO of Harcourts Kingsberry, Ben has built a high-performing agency by doing what many principals avoid: stepping away from personal sales entirely. His decision to become a non-selling principal has redefined how his agency operates, and it might just offer a blueprint for other leaders ready to grow beyond their own production limits.

Rewriting the principal’s role

In an industry where the top biller often wears the boss hat, too, Ben’s move seemed radical. But he saw the tension inherent in competing with his own team. “If you're going to scale a business and develop a team of salespeople,” he writes, “it simply doesn't feel right to be selling against them.”

That belief, rooted in both personal conviction and lived experience, became a cornerstone of his agency’s culture. By removing himself from the sales floor, Ben created a team-first environment where trust and collaboration could truly flourish.

Investing in the team, not the trophies

Instead of chasing GCI, Ben reinvests his time in what matters most: people. As a full-time leader, he coaches his team, drives strategic growth, and ensures cultural alignment. His role, he says, is about “working on the business rather than constantly in it.”

That clarity has translated into better outcomes across the board, from stronger staff retention to individual agent success. Some of his team now hit 50-60 sales per year without personal assistants, backed by streamlined admin systems and clear leadership.

Scaling with purpose, not just profit

Going non-selling doesn’t mean going passive. Ben stays sharp by attending opens, mentoring in strategy sessions, and staying plugged into market movements. But it’s his time freed from commission-chasing that allows him to drive innovation, from completing an MBA to overseeing an office redevelopment.

The trade-off? Short-term revenue for long-term scale. And while this model isn’t for every agency, Ben’s journey shows that for principals ready to grow something bigger than themselves, stepping back might be the boldest - and smartest - move of all.

Read the full story here.

ICYMI, yesterday, Michael Choi broke down how agents can achieve financial freedom.

TOGETHER WITH DOMAIN

Free social media guide from Domain helps real estate agents grow their brand online

Domain has launched a free downloadable guide, How to stay ahead on social media, to help real estate agents improve their online presence and generate more leads. As the most engaged Australian property portal on social media¹, Domain leverages its insights to deliver platform-specific strategies tailored to agents. The guide includes expert tips for TikTok, Meta and LinkedIn, along with practical advice from leading real estate coach Josh Phegan.

Read more about Domain’s free guide here.

¹ Based on: 1) Hootsuite data as at 29/01/25, relating to average estimated engagement per in-feed post versus realestate.com.au on Facebook and Instagram, from December 2023 – December 2024. Average estimated engagement is calculated by Hootsuite as the sum of estimated engagement for the date range, divided by # of days in date range, and includes A) for Facebook, reactions, comments + shares, B) for Instagram, likes + comments. 2) Highest total number of profile likes on TikTok (i.e. # of times a user has liked a post) as at 29/1/2025, versus realestate.com.au and view.com.au.

URBAN PROPERTY

Apartments now outpacing house prices

Apartments are stealing the spotlight in Perth, Adelaide, and Brisbane, with unit prices now rising faster than houses. The catch? We're building far fewer of them, completions have dropped over 40% since the peak, and what's left is mostly high-end stock aimed at premium buyers.

COST OF LIVING

Cost-of-living relief for some, but renters still doing it tough

A new Finder survey shows that 44% of economists believe Australia’s cost-of-living crisis is over, though most still see ongoing financial strain. The data reveals mortgage stress has dropped to a two-year low, and average household savings reached a record high of $932 in June. But the divide between property owners and renters is widening. While homeowners are beginning to feel some relief, many renters continue to face high costs due to persistent housing shortages.

SPOTLIGHT ON INDIA

India’s property market leaves APAC neighbours in the dust

India is smashing it in the commercial property stakes, topping the Asia-Pacific charts while traditional heavyweights like Australia and China cool off. Office leasing is on fire, especially in cities like Bengaluru and Mumbai, with sentiment hitting over 70 per cent, the highest in the region. Retail is holding strong too, with no sign of store closures and retailers still expanding in high-traffic metros.

CELEBRITY HOMES

Slugger’s Sanctuary: Yoenis Céspedes lists $30M Florida ranch with big-league amenities

Former MLB slugger Yoenis Céspedes is selling his 400-acre Port St. Lucie estate, complete with horse stables, a batting cage, and a wild boar backstory, for USD $30 million (approx. AUD $45 million). Known as “La Potencia II,” the property features a 16,000 sq ft home with six bedrooms, a spa, pool, chef’s kitchen, and Céspedes’ personal barbershop. It’s also where he famously injured his ankle during a run-in with a wild boar in 2019 (true story!)

MOVERS + SHAKERS

Harcourts Unite joins forces with Harcourts Connections

Tara and Steve Hawley are stepping back from daily operations while Robbie Lofaro's team takes the helm in this strategic partnership that began in June. More here.

Catherine Dixon returns to BresicWhitney

The Eastern Suburbs agent brings team members William Hesketh and Kane Dunkley to strengthen the agency's presence in the Paddington 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 real estate agents gave post-closing interviews like athletes...

"Yeah, look, the buyers came in strong early, but we stuck to the game plan: pre-approval, solid communication, and a killer auction day strategy. Credit to the vendor, they really trusted the process. Just happy to get the deal across the line for the team." 😅🥊

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.

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