GOOD MORNING FROM ELITE AGENT

In real estate, success isn’t just about deals - it’s about helping people. National Good Samaritan Day is a reminder that small acts of kindness can make a big difference. Whether it’s offering advice to a first-time buyer, helping a colleague, or checking in on past clients, being generous with time and knowledge builds stronger relationships. Taking a moment to thank those who’ve supported you in your career can also go a long way. After all, in a people-driven industry, kindness is just good business..

Today’s read time: 6 minutes, 15 seconds

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LEADERSHIP

Why character skills could be the missing piece in real estate training

While real estate training traditionally focuses on scripts, dialogues, and objection handling, character skills are emerging as an equally crucial factor for success.

Laing+Simmons CEO and REIA President Leanne Pilkington believes that integrating character development into industry training could elevate agent performance and reshape the profession.

Research supports this: a study highlighted in Adam Grant’s book Hidden Potential found that entrepreneurs trained in character skills, such as discipline, determination, and proactivity, grew their profits by 30% over two years, triple the increase seen by those focusing on traditional business skills.

With the real estate industry often facing ethical scrutiny, enhancing character training could not only improve agent success but also help shift public perception.

Character can be strengthened like a muscle
Character is often seen as something innate, but The Science of Character, a short video by Tiffany Shlain, suggests otherwise. It explores 24 character strengths, including critical thinking, perseverance, leadership, and self-regulation, which can be developed through small, intentional changes.

“The best agents know their character strengths and recognise them in others,” says Leanne, reinforcing the idea that self-awareness and continuous improvement are key to long-term success.

The business case for character training
A study of 1,500 entrepreneurs split participants into three groups: one focusing on traditional business skills, another on character-based skills, and a control group. The results were striking: the character skills group achieved a 30% increase in profits, far exceeding the gains of the business-skills group.

This research highlights that empathy, discipline, and initiative are just as crucial as financial and marketing acumen. “Ours is an industry often maligned for poor ethics,” Pilkington says, “but to ignore that perception does nothing to change it.”

Innovation and leadership will drive change
The real estate sector is known for its innovation, and applying that mindset to education and training could redefine how agents are prepared for success. “There’s no single answer,” Pilkington says, “but the possibilities are endless.”

She emphasises that while innovators must be free to experiment, leaders must take responsibility for driving change. If the industry embraces character-building as a core part of training, it could not only improve agent performance but also enhance the profession’s reputation - shaping a future where ethics and expertise go hand in hand.

Read the full story here.

ICYMI, yesterday we discussed the rise of family-friendly apartments.

TOGETHER WITH THE SUMMIT EVENTS

The Summit Events 2025: BDMs and PMs get their own playbook
The BDM Summit & PM Summit 2025, founded by Sarah Cincotta (RISE with Sarah Cincotta) and Hermione Gardiner (Sidekick Coaching and Consulting), were created to give BDMs and PMs real, practical strategies they can apply immediately.

The BDM Summit (Sydney, 20 June) focuses on lead generation, client conversion, and building long-term relationships, with speakers including Sarah Cincotta, Hermione Gardiner, Erika Cramer, Andy Reid, and Ingrid Maynard.

“The industry is shifting. Investors aren’t just looking for someone to manage their property - they want a trusted advisor who understands their journey and their goals,” says Sarah.

The PM Summit (Melbourne, 7 August) is designed for property managers, business owners, and agency principals who want to improve retention, strengthen client relationships, and move beyond competing on price.

“Landlords can always find a cheaper option, and will continue to if we keep doing things the same as everyone else,” says Hermione.

Speakers for the PM Summit include Craig Harper, Joe Shannon, Kasey Lawrence, Sarah Cincotta, and Hermione Gardiner.

Read more about The Summit Events here.

SMART SNIPPETS

February property market sees increase in listings and buyer activity
Australia’s property market gained momentum in February, with new supply reaching a four-month high and total supply hitting a three-month peak, according to Domain. Sydney recorded its highest February new listings on record, while Melbourne and Brisbane also saw steady annual growth.

Auction clearance rates improved, though volumes remained lower than last year. Buyer enquiry levels rose, particularly in Sydney, following the recent cash rate cut, indicating renewed buyer interest.

100 AI personas picked the perfect podcast name - now it’s your turn
What if you could test an idea before launching it - without spending a cent? That’s exactly what Samantha McLean from AI Powered Agents did when brainstorming names for a new real estate podcast. Using 100 AI personas, she created a virtual focus group of agents, brokers, and industry pros to see which title would grab their attention.

The results? Tech-savvy agents loved modern names, brokers preferred leadership themes, and clear trends emerged fast. Now, the shortlist is in, and the final vote is yours. Which podcast would make you hit play?

US housing shortage reaches 3.8 million homes
America's housing crisis continues to deepen with a shortage of nearly 4 million homes nationwide. At the current pace of construction, it would take 7.5 years to close this gap, though regional timelines vary dramatically from 3 years in the South to a staggering 41 years in the Midwest. The crunch has particularly affected younger generations, with an estimated 1.63 million "pent-up" households as Millennials and Gen Z opt to live with family or roommates instead.

CELEBRITY HOMES

Keira Knightley’s ‘Black Doves’ home hits the market for £5 million
The grand Victorian villa that served as Keira Knightley’s on-screen home in the Netflix spy thriller Black Doves is now on the market for £5 million (AUD $9.7 million). The five-bedroom, four-bathroom home, located in Crystal Palace, southeast London, was used as the residence of Knightley’s character, Helen Webb.

MOVERS + SHAKERS

Pulse Property launches Centre of Excellence
The Sutherland Shire agency has created a hands-on training program to develop the next generation of real estate professionals under expert mentorship. More here.

Jett Templeton joins Ray White Queensland 
The experienced auctioneer takes on the Sales Performance Specialist role after five years with Ray White Toowoomba. 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.

SOUNDWAVES

How to switch off from work and avoid burnout

For real estate agents, switching off from work is often easier said than done, especially in a fast-paced, always-on industry. Research suggests that psychological detachment, which is fully disengaging from work outside office hours, can improve mental and physical health while reducing fatigue. Find out how in this curated listen.

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

Read the article from ABC News here.

AGENTS ON SOCIAL

Real estate isn’t a 3am sport! No one’s signing contracts over a bowl of cereal in the dark. You can still crush deals without sleep deprivation, so unless you're negotiating with an owl, hit snooze and go back to sleep. 💤 🛌

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.

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