🙂‍↕️ When humility holds back real estate careers

GOOD MORNING FROM ELITE AGENT 👋

TRUE OR FALSE?

In Manhattan, a wave of ultra-thin “pencil towers” were built because developers could buy air rights from neighbouring buildings. Some are so narrow that only a few apartments span each floor.
(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• When humility holds back real estate careers

• New VIC reserve price laws may prompt vendors to abandon auctions

• King’s Birthday Honours: property leaders recognised in national list

Today’s read time: 5 minutes, 50 seconds

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SALES STRATEGY

Is there a career cost to being “too humble” in real estate?

In real estate, one of the most common career blockers isn’t a lack of skill, it’s the hesitation to confidently step forward at the moment of decision. Shane Kempton, CEO of Harcourts Western Australia, says many capable agents, BDMs and leaders are “friendly, approachable, hard-working, and all round great humans,” yet struggle when it comes time to clearly ask for the business.

“But when the moment comes to confidently step forward and say: ‘I believe we are the best choice for you’… they retreat,” he says.

He recalls a sales professional who could easily build rapport, deliver value, and complete strong appraisals, but consistently failed at the final step.

“He would build great rapport. Provide advice. Complete the appraisal. Then leave without confidently asking, ‘Are you ready for us to help you achieve the best result?’”

He thought asking felt pushy, but by not asking, all he really did was warm the clients up for the next agent who was willing to confidently recommend themselves.

Over time, he argues, this becomes “fear disguised as humility,” where hesitation is mistaken for professionalism, but ultimately costs listings and opportunity.

At the core of the issue, Shane says, is a misunderstanding between arrogance and conviction - and the impact of failing to communicate the difference.

“Arrogance says: ‘I’m better than everyone else, ... Confidence says: ‘I genuinely believe I can help you achieve a better outcome.’”

He extends the lesson into leadership, where many professionals assume visibility will come from performance alone, but, he warns, the market and your organisation cannot reward value it cannot clearly see.

For Shane, the shift often comes down to “five seconds of courage” - the willingness to ask, recommend, and clearly articulate value without shrinking back.

“Your next level in business and leadership, sits on the other side of one uncomfortable conversation.”

What you'll learn in the full article:

• The "five seconds of courage" concept: What separates agents who close from those who hesitate

• Fear disguised as humility: How to recognise when you're hiding behind "niceness"

• The invisible value problem: Why markets and organisations can't reward what they can't see

• Transactional vs transformational framing: Two real examples of how to describe the same role differently

Read the full article

ICYMI yesterday: the changing face of the Brisbane housing market.

TOGETHER WITH BDM SUMMIT

Rent roll growth is dead without serious BDM sales training

Property management businesses are facing a tougher growth environment as rising compliance costs, tighter rental supply and ongoing fee pressure squeeze margins from all sides. According to industry trainers Sarah Cincotta and Hermione Gardiner, the days of relying on referrals, investor demand and sales team leads to grow a rent roll are over, with agencies now needing far more deliberate business development strategies to win and retain managements.

They argue that in a market with fewer investor-owned properties available and greater competition for every landlord, BDM conversion skills have become a critical differentiator. Agencies that invest in prospecting, objection handling, fee negotiation and structured sales processes will be better positioned to grow, while those relying on traditional lead sources risk falling behind.

The pair say successful rent roll growth is increasingly being driven by conversion rates and communication skills rather than lead volume alone. Join the Rent Roll Growth Summit to understand exactly how leading agencies are adapting their BDM strategy, lifting conversion rates, and building scalable pipeline systems for a tighter market. Registrations are now over 70% full and closing July 14.

Read more about BDM Summit here.

VIC AUCTION LAW

REIV warns reserve disclosure rules will backfire

From 1 October, Victorian agents will need to publish a property's reserve price seven days before auction, and the REIV says the rule could push vendors away from auctions entirely. CEO Toby Balazs says 94% of Victorians surveyed would rethink their sale method under the reforms. He said the industry body had been weeks away from proposing its own alternative when the government announced the legislation: "If the objective is to improve transparency and confidence in the market, there were better ways to achieve that outcome.”

KING’S BIRTHDAY HONOURS

Property leaders feature in King's national list

From agency founders to institutional property chiefs, this year's King's Birthday Honours has a notable real estate thread. Philip Webb, founder of Philip Webb Real Estate and former REIV President, received an OAM for service to Melbourne, while strata pioneer Phillip Duggan was honoured posthumously. Dexus Chair Warwick Negus and QIC Real Estate's Deborah Coakley both received AM honours, though most were recognised for philanthropy and community work rather than property directly.

HOW IT SOLD

Builder transparency and 12 competing groups deliver $1.2m Clearview prior-to-auction result

A four-bedroom Clearview new-build sold for $1.2 million prior to auction after just 14 days, with a liveability-first campaign positioning the boutique builder's reputation and transparency as the primary point of difference over volume competitors. Rachel Lawrie of Stadium Real Estate attracted 12 competing buyer groups by staging the home to highlight space efficiency and quality finishes, securing an offer that the vendors accepted ahead of auction day.

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

CELEBRITY HOMES

Football legend Roberto Carlos picks Fort Lauderdale

The Brazilian icon, widely considered one of the greatest left-backs in football history, has bought not one but two units at Fort Lauderdale's new Viceroy Residences tower. The 45-storey building features a private members club by the team behind LA hotspots Delilah and The Nice Guy.

MOVERS + SHAKERS

First National returns to Carlingford with Co Bridge appointment

First National Real Estate has strengthened its Sydney footprint with the appointment of Charles Fu as Principal of First National Real Estate Co Bridge Group in Carlingford. More here.

Award-winning auctioneer joins Ray White Malan + Co

Jordan Curd, the 2025 REIQ Auctioneer of the Year takes on a newly created Chief Auctioneer and Head of Performance role across the Gold Coast. More here.

Pinakin Patel opens REMAX Sapphire in Pakenham

The new office covers residential, commercial, and property management under one roof. 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

‘We added a mansion tax, a flipping tax a property tax and a transfer tax.’ You’re welcome … ☕️💰

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

TRUE OR FALSE:

In Manhattan, a wave of ultra-thin “pencil towers” were built because developers could buy air rights from neighbouring buildings. Some are so narrow that only a few apartments span each floor.

And the answer is …

TRUE. Manhattan’s “pencil towers” exist because of a zoning mechanism called transferable development rights, commonly known as “air rights.” Under New York City’s planning rules, every building is allowed a maximum amount of floor space it can legally build (based on its lot size and zoning designation). If a neighbouring building is underbuilt, (often older churches, townhouses, or low-rise structures), it may have unused development capacity. That unused capacity can be sold to developers and effectively “added” to another site, allowing a new tower to rise far higher than the original plot would normally permit. The result is buildings with extreme height-to-width ratios, sometimes with only one or two residences per floor.

Wishing you a productive day!

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