GOOD MORNING FROM ELITE AGENT

Sydney’s inner west was buzzing with auction action, as buyer competition spiked following last month’s interest rate cut. Homes flew well above expectations, with fierce bidding battles driving prices hundreds of thousands beyond reserve.

A standout sale? A modest three-bedroom home in Abbotsford, in need of some TLC, sold for $5.4 million - a staggering $900,000 over reserve. Despite no water views, ten eager buyers fought for the 690sqm block near the Parramatta River.

Today’s reheating time: 5 minutes, 15 seconds

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MOTIVATION

Why a client’s “No” today might be a “Yes” tomorrow

A client’s rejection isn’t always final - it’s often just a matter of timing, priorities, or understanding.

Many decisions are based on circumstances that can shift over time, meaning a well-handled “no” can eventually turn into a resounding “yes.” Pancho Mehrota, CEO of Frontier Performance, says that by recognising why clients initially decline, maintaining persistence without pressure, and reframing the conversation, you can increase your chances of being their first choice when they are ready to move forward.

“If you’ve done your job and the client says no, don’t let that be the end of the conversation,” he says. “It’s easy to walk away, assuming your next step is to move on. Be patient, don’t pressure them,  and continue to offer value.”

The long game
Think about a seller who rejects your initial listing pitch. Maybe they’re hesitant because they’re not emotionally ready to move, they believe the market will improve, or they’ve spoken to another agent who promised them an unrealistic price.

Instead of writing them off, Pancho advises you keep the dialogue open. Share relevant market updates, provide insights on recent sales in their area, and stay in touch with valuable advice rather than constant pressure. Over time, as their situation evolves, they may realise you were the agent who truly understood their needs from the start.

Timing is everything in property decisions
Buyers and sellers make decisions when the timing feels right for them, not necessarily when it’s right for you. A hesitant buyer might initially say no because they haven’t secured financing or are unsure about their long-term plans.

But as interest rates shift or their circumstances change, their priorities realign. If you’ve remained a helpful resource instead of a pushy salesperson, you’re the one they’ll return to when they’re finally ready to take action.

Reframing value
Sometimes, a seller rejects your recommended price because they see their home’s worth differently. Rather than arguing, Pancho says you need to reframe the conversation by showcasing similar properties, highlighting buyer trends, or presenting data that demonstrates the true market value. When sellers view your expertise as a guide rather than a sales pitch, they’ll be more likely to trust your judgment when the time comes to make a decision.

A “no” isn’t an endpoint - it’s often just a step in the client’s journey. Stay patient, provide value, and position yourself as the obvious choice when their mindset shifts.

Read the full story here.

ICYMI, yesterday how tragedy transformed the life and career of one CEO.

TOGETHER WITH @realty CRM

Boost productivity and save time
@realty CRM is helping over 850 real estate agents across Australia and New Zealand save up to five hours per listing with its AI-powered automation, smart prospecting tools, and seamless listing management. The cloud-based system streamlines lead nurturing, bulk communication, and reporting, allowing agents to focus on closing deals. With automated workflows and real-time insights, it’s designed to boost productivity by 53%. Read more about @realty CRM here

SMART SNIPPETS

Buyers get less in Sydney's luxury market
Sydney has cemented its place among the world's most expensive luxury real estate markets, now ranking 11th globally. Knight Frank's Wealth Report reveals that US$1M buys 33% less prime Sydney real estate than it did a decade ago.

For better value, wealthy buyers are increasingly looking to the Gold Coast, where the same amount secures 119 square metres of luxury property, compared to Sydney. Despite economic headwinds, Sydney's prime market is projected to grow 1% in 2025.

Victoria bans ‘No Reason’ evictions in major renter reforms
Victoria has passed new laws strengthening renter protections, including a complete ban on ‘no reason’ evictions, bringing the state in line with NSW. The reforms also introduce Rental Dispute Resolution Victoria (RDRV) for faster conflict resolution and extend notice periods for rent increases and evictions from 60 to 90 days.

Hartford tops U.S. housing market as buyers pay over asking
Hartford, Connecticut was ranked the hottest U.S. housing market in February, with homes selling nearly twice as fast as the national average. New Jersey is also seeing fierce competition, with properties selling in days and well above asking.

CELEBRITY HOMES

Selena Gomez's $35 million love nest
Selena Gomez and Benny Blanco have taken their relationship to the next level, purchasing a sprawling Spanish-style mansion for US$35M. The estate, coinciding with their engagement announcement, features seven bedrooms and twelve bathrooms on a rare double lot in one of LA's most prestigious neighbourhoods. Previously owned by "Joker" director Todd Phillips, the property boasts a private gym, home theatre, spa, and meticulously landscaped gardens across nearly an acre.

SOUNDWAVES

How 2025’s biggest trends are reshaping real estate

As we move further into 2025, real estate is being shaped by sustainability, AI-driven decision-making, and shifting office demand due to hybrid work. This curated listen reports on how global economic shifts and geopolitical tensions will impact investment and affordability.

Dive straight into the listen below or the deeper dive here.

Read the article from Forbes here.

AGENTS ON SOCIAL

Real estate agents don’t just wear one hat - they’ve got a whole wardrobe. They’re a negotiator, a tour guide, a photographer a marketer and then some. Ooft, that’s exhausting! 🎩👒

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

Wishing you a productive day

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.

Stories marked with * are sponsored, including 'Together With' and the weekday 'Movers & Shakers' sections. Interested in promoting your brand to Elite Agent’s audience? Learn more at eliteagent.com/advertise.

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