GOOD MORNING FROM ELITE AGENT 👋

That established tree out the front is doing more than framing the hero shot. Research from the USDA Forest Service and the Arbor Day Foundation shows properties with good tree cover can achieve 7–15 per cent higher sale prices, with one study finding trees added an average of USD $8,870 (AUD $12,600) to a home’s value. Across the US, trees contribute an estimated USD $31.5 billion to residential property values each year.

While the figures are US-based, the buyer behaviour is familiar to Australian agents. Leafy streets, mature gardens and shaded frontages consistently lift first impressions, time on market and emotional buy-in, particularly in established suburbs. The takeaway for agents is simple. Do not undersell greenery. That front-yard tree is not a maintenance issue … it is a value play.

In today’s edition of The Brief

• Why automation without human care is costing real estate agencies more than it saves

• Rental market conditions remain tight in most capital cities.

• Jackie Kennedy–linked UK mansion pops up for sale at a cool £25 million

Today’s read time: 6 minutes, 28 seconds

New to The Brief? Join us for free 🤝

LEADERSHIP

Why efficiency alone won't save your agency

Real estate has never been more automated – or more burned out. While CRMs, AI workflows, and automated follow-ups have transformed how agencies operate, something crucial is getting lost in the process. Kiarni Hall, Harcourts' Head of Business Operations, argues that the industry's obsession with speed is costing it the very relationships that drive long-term success.

The cost of moving too fast

Kiarni has watched agents rely on automation while genuinely believing they prioritise relationships. "Agents will tell you relationships matter, and they genuinely believe that," she says. "Yet they're often the first to avoid a phone call, avoid a visit, or rely on automation instead of a real interaction." The ripple effects go beyond client experience. Here's what most agents miss – it's reshaping team culture in ways that drive burnout and high turnover.

What "whole human" leadership actually means

Kiarni's approach challenges traditional productivity metrics. She argues that strong leaders adapt their management style to the individual, not the other way around.

"Some people do their best work early in the day. Others build momentum later," she says. The full article reveals how this flexibility requires a fundamental shift in how leaders define contribution.

The power of leading vulnerably

One of Kiarni's most defining career moments came from sharing her own challenges publicly, and the response transformed how her peers engaged with her - and with each other. "You don't know what someone is carrying unless you create space for honesty." Here's how this approach builds the psychological safety that drives performance...

What you'll learn in the full article:

• The automation trap: Why agents who believe in relationships still default to avoiding real interaction

• Whole human leadership: How to adapt your management style to individuals and redefine what productivity looks like

• Leading vulnerably: What happened when Kiarni shared her "uncomfortable truths" at a leadership event

• The safety-performance link: Why psychological safety isn't optional – it's what drives results

Kiarni's insight – "You can automate tasks. You can't automate care" – is a provocation worth sitting with. The full article unpacks exactly how to put it into practice.

Read the full article

ICYMI, yesterday: how to turn campaign insights into searchable, enduring content.

TOGETHER WITH @REALTY

Vacancies tick up but rental pressure persists

@realty has capped off 2025 with more than $5.9 billion in property transactions, representing a 30.16 per cent increase in sales volume across Australia and New Zealand. The network completed 5,129 transactions through 161 agencies, supported by 954 real estate professionals. Client feedback remained a key focus, with @realty recording nearly 5,000 five-star reviews on Rate My Agent and Google, consistently praising agent service, market knowledge and smooth sales processes and the results underline @realty’s agent-first model, which allows professionals to retain up to 100 per cent commission while choosing between the national brand or a boutique identity. Backed by proprietary technology, in-house support and performance coaching, @realty says it remains focused on supporting agent growth as it heads into 2026.

Read more about @realty here.

RENTAL MARKET

Vacancies tick up, but rental pressure persists

National vacancies crept to 1.4% in December – a small lift, but SQM Research says it's seasonal turnover, not structural relief. Hobart remains the tightest capital at 0.4%, Perth and Adelaide hover below 1%, and advertised rents rose 2.4% in the past month alone. More pressure expected in 2026.

TECH

Serhant's 144% GCI jump wasn't just about AI

Ryan Coyne, the tech mind behind Serhant's brand growth, says agents who combined AI tools with emotional intelligence drove that result. His view on getting "left behind"? The tools evolve so fast that starting today puts you in the same traffic as everyone else. The piece includes specific prompts he uses to turn AI into a thinking partner rather than a shortcut.

HOW IT SOLD

One listing became two on Hume Boulevard

An expressions of interest period gave Louise Hackmann market feedback on a tenanted three-bedroom at 11A Hume Boulevard, Killarney Vale, before she committed to a price. The strategy worked – vendors then asked her to sell the adjoining property at 11 Hume Boulevard. Louise says the dual-listing approach helped both properties sell.

A listing lasts weeks. The case study lasts forever. getailsa.com

CELEBRITY HOMES

Kennedy family Mayfair mansion lists for $47M

A 22-year-old Jackie Kennedy stayed here in 1951 with her sister Lee before their grand European tour. The Grade II Listed Mayfair mansion has finally hit the market at £25M ($47M AUD) after 30+ years. Nearly 14,000 square feet, Hyde Park views, and yes – the family crest is still on the facade.

MOVERS + SHAKERS

Dean Muriti joins DiJones Castle Hill.

The 22-year Hills District veteran brings his service-driven approach after previously serving as director at a local agency. More here.

Gerard Connell joins REA Group.

The new Executive General Manager of Sales brings over 20 years of experience to lead the national team during the industry's AI transformation. 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

Real estate is the art of smiling warmly while mentally rehearsing how to say “absolutely not” in twelve increasingly polite ways. 😬🙂

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, Iris Rebello 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.

Content in the ‘Together With’ section is sponsored. Interested in promoting your brand to Elite Agent’s audience? Learn more at advertise.eliteagent.com.