🏃What Happens When You Stop Chasing the Sale?

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Italy, a property can still be advertised for sale after it has been legally sold if the seller hasn’t emotionally accepted the deal.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• Why trust beats hustle

• Sydney, Melbourne under pressure

• Budget boosts commercial property appeal

Today’s read time: 5 minutes, 30 seconds

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EMOTIONAL INTELLIGENCE

Why hesitant buyers still need you right now

For Matt Micallef, one of the most valuable skills in real estate isn't negotiation, prospecting or market knowledge - it's curiosity. The Ray White TMG Owner and Selling Principal believes many agents lose trust because they rush to solutions before fully understanding what clients are experiencing.

He points to recent conversations with two divorcing couples as an example.

Rather than pushing for a listing, he questioned whether selling was the right outcome at all, suggesting alternatives including therapy and buyouts.

"Every other agent had come in and gone straight to the appraisal and the listing presentation," he said.

By slowing the process down and focusing on the people behind the transaction, Matt says agents can build stronger relationships and uncover opportunities others miss.

At the centre of his approach is a surprisingly simple tool: the letter "Y". By repeatedly asking questions that begin with "why", he digs beneath surface-level answers to uncover a client's real motivations.

It's a skill he deliberately trains into his team through weekly Wednesday morning scenario sessions that focus less on scripts and more on reading human behaviour. Agents are taught to notice subtle cues - changes in tone, body language, hesitation and silence - that reveal what clients may not be saying directly.

For Matt, emotional awareness isn't a soft skill; it's a commercial advantage. "The best salespeople aren't the best talkers," he said. "They're the best listeners."

What you'll learn in the full article:

• The permission framework: The exact opening line Matt uses before every difficult conversation – and why it removes defensiveness instantly

• The "Y" method: How one letter reshapes client meetings from transactional to trust-building

• Behavioural cue training: What Matt teaches his agents to notice that most professionals miss entirely

• The scarcity-to-care shift: Why the best work only begins once agents stop needing every conversation to produce a deal

Matt's approach is a masterclass in what happens when you treat emotional intelligence as a commercial skill.

Read the full article

ICYMI yesterday: Three rituals to build a bigger life - and business

TAX

Historic tax reform package clears Parliament

The Albanese government has passed its landmark tax reform bill, reshaping Australia's real estate landscape by restricting negative gearing to new builds and overhauling capital gains tax from 1 July 2027. While property professionals face a major structural shift, an eleventh-hour lift to the small business CGT concession threshold to $10 million provides relief for some agency principals.

FORECAST

Sydney and Melbourne tipped for house price falls

Domain's FY27 forecast projects Sydney houses falling 3–7% and Melbourne dropping up to 6% – potentially pushing its median below $1 million for the first time since 2021. Three rate hikes have slashed borrowing power by roughly 8%, yet Brisbane, Adelaide, and Perth are still tipped to hit record highs.

COMMERCIAL

Budget tax shift sends investors to commercial

Federal Budget tax changes are expected to tilt investor demand toward commercial property, with full negative gearing retention boosting its relative appeal. Early data shows rising listings across industrial, retail and medical assets as investors reposition away from residential markets.

CELEBRITY HOMES

An eighth-generation farmer’s custom vantage point

Maroochydore’s last pioneering family farmer, the late Peter Wise, custom-built his Buderim home on the escarpment for one reason - to watch over his farm without ever leaving the house.

MOVERS + SHAKERS

Ray White's call-a-thon books 10,021 appraisals across Australasia

The network's 21st Real Estate of Origin event saw 3,247 people across 340 offices make 126,773 calls in a single day, with Ray White Manukau taking top honours. More here.

Ty Read returns to LJ Hooker as Head of Learning and Development

The industry trainer, who started his career with LJ Hooker Darwin 20 years ago and has since coached more than 4,000 agents, rejoins the network ahead of its centenary. More here.

Belle Property opens in Bundaberg

Principal Brad Barth, a lifelong local with six years in the industry, leads the brand's newest office into one of Queensland's fastest-growing lifestyle markets. 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

Door knocking: where rejection builds resilience and the next knock can turn into your next listing. 🚪🔔

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

TRUE OR FALSE:

In Italy, a property can still be advertised for sale after it has been legally sold if the seller hasn’t emotionally accepted the deal.

And the answer is …

FALSE. In Italy, once a preliminary contract is signed, the deal is legally binding - so pulling out because you've fallen out of love with the property isn't really an option. Italians may be passionate, but they're far more likely to change their mind about a World Cup prediction than a signed property contract. Once the paperwork is done, the transaction is expected to go all the way to settlement.

Wishing you a productive day!

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