GOOD MORNING FROM ELITE AGENT

June 6 isn’t just any Friday, it’s Queensland Day, the state’s very own birthday bash! Back in 1859, Queensland officially parted ways with New South Wales and started writing its own story. While it’s not a public holiday (sorry, no sleep-ins), it is a great excuse to celebrate all things sunny, spirited, and Queensland proud. For real estate agents, it’s the perfect moment to spotlight local legends, show off some beautiful Brissy homes, or host a cheeky open home with a Queenslander twist. Think community vibes, sausage sizzles, and a whole lot of maroon pride.

Today’s read time: 5 minutes, 48 seconds

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OPINION

When buyers go quiet

Why the best agents pause instead of pitch

In today's emotionally charged property market, silence from a buyer isn't a rejection - it’s a red flag for emotional overload. Sue Ostler, buyer’s advocate and founder of Real Estate Therapy, urges agents to ditch the hard sell and embrace the art of the pause.

Why the best agents pause instead of pitch

In today's emotionally charged property market, silence from a buyer isn't a rejection - it’s a red flag for emotional overload. Sue Ostler, buyer’s advocate and founder of Real Estate Therapy, urges agents to ditch the hard sell and embrace the art of the pause.

It’s not disinterest, it’s decision fatigue

Saturday opens are a sensory masterclass: styled homes, welcoming scents, subtle smiles. But after the inspection comes... silence. Buyers say they'll "think about it" and vanish. But they're not ghosting. They're overwhelmed.

Modern buyers are navigating high-stakes decisions amidst financial stress, family input, and information overload. “They’re not tyre-kicking,” Sue explains. “They’re drowning in options and afraid of making the wrong move.”

The power of real questions over real estate scripts

Rather than slipping into “brochure voice” or defaulting to polished scripts, agents should focus on emotional intelligence. Buyers are often unsure what they’re feeling—and that’s where good questions come in.

Instead of pushing for the sale, Sue recommends asking prompts like:

• “How’s this stacking up to what you imagined?”

• “Is anything about this place bugging you - even a little?”

• “Where do you feel most comfortable?”

These open-ended questions aren’t about closing, they’re about opening buyers up. The goal? Make the property the centre of a conversation.

Why it works

This approach works because buyers naturally trust agents who don’t apply pressure. These gentle, low-stakes prompts help build trust, uncover genuine motivations, and move beyond polite surface-level responses to reach the heart of what buyers are really thinking.

They also offer valuable insights into what aspects of the property are resonating or not. And the bonus? It simplifies the agent’s job, too. No more chasing, no more guesswork. You asked the right question, listened carefully, and gave the client space to think.

Read the full story here

ICYMI, yesterday we highlighted the power of cultural intelligence in real estate.

DEPT OF BIG BUCKS

Luxury homes now start at $2.52 million

The entry price for luxury properties in Australia has surged 72% over the past decade, reaching a staggering $2.52 million. While Sydney remains the most expensive market with luxury starting at $4 million, the Gold Coast has overtaken Melbourne for second place. Today's ultra-luxury buyers are increasingly self-made tech entrepreneurs rather than corporate executives, with wellness features now commanding premiums of 10-25% in high-end properties.

DEPT OF COVID BOOM… CONT

From bargain to boom: Queensland’s wild property ride

Queensland’s property market has delivered five years of big gains, with house prices up 61% and units up 66% since 2020, according to the REIQ. Bundaberg house prices have doubled, while unit values in Logan and Ipswich have jumped more than 100%. Brisbane is now more expensive than Melbourne and narrowing the gap with Sydney. But while owners are winning, affordability is under pressure. The REIQ says boosting housing supply is critical to avoid locking out the next generation.

DEPT OF DIGITAL ASSETS

From dirhams to downloads: Dubai sells out digital property in a day

Dubai’s first tokenised property sold out in 24 hours, with 224 investors snapping up digital slices of real estate for as little as AUD $2,000. Powered by Prypco Mint and backed by the Dubai Land Department, the project attracted buyers from over 40 countries, most first-timers in the market. Each token comes with official ownership rights and a share of rental returns.

CELEBRITY HOMES

From reality TV to real auction

Lights, camera, auction! The historic Kurrajong estate Plynlimmon, featured on Farmer Wants a Wife, is hitting the market. With its 1860s cottage, gorgeous gardens, and a cameo as a wedding prep spot on national TV, this storybook property is full of charm. Just an hour from Sydney, it’s been a B&B, a store, and even a prize-winning venue.

MOVERS + SHAKERS

Harcourts Connections opens three new offices

Robbie Lofaro and Zac Baker have expanded their presence in the Moreton Bay Region with locations in Burpengary, North Lakes, and Margate. More here.

The Agency WA makes three strategic appointments

Brett Hancock, Alayne Meyer-Shaw and Jack Wormington join the leadership team with over 40 years of combined industry experience to accelerate growth. 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

No one chases a weekend like a real estate agent, where sleep-ins are myths and 'relaxing' means three opens and a vendor call. 🏃‍♂️📞

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

Wishing you a productive day!

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