GOOD MORNING FROM ELITE AGENT 👋

A German study compared two halves of a store: one lit with LEDs, the other with traditional fluorescent lights. The LED side saw 6% higher sales and noticeably more foot traffic, even though prices and products were identical. Shoppers spent longer in LED-lit areas, picked up more items, and were more likely to buy.

Researchers say LEDs show colours more accurately, make products look better, and create a more premium feel. When prepping homes for open inspections, it’s worth keeping in mind: that old fluorescent kitchen light might be quietly hurting the sale.

In today’s edition of The Brief

• Find out how energy efficiency and liveability features are becoming the new benchmarks for property value

• Industry leaders warn tax changes could cut 45,000 homes

• From stress to strategy: closing the auction confidence gap

Today’s read time: 6 minutes, 4 seconds

New to The Brief? Join us for free 🤝

PROPERTY APPRAISALS AND ENERGY EFFICIENCY

Why energy smart property knowledge beats lead generation

Two industry leaders with 50 years of combined experience have a blunt message: agents have stopped being property experts. As energy ratings prepare to become as standard as bedroom counts by 2030, Cecille Weldon and Chiara Pacifici reveal why the agents who master this shift will command premium fees – and those who don't will struggle to justify their commission.

The language that's killing your conversations

Cecille Weldon, Founder of Future Agent Academy, argues that one word is shutting down vendor and buyer conversations before they even start. "When it's framed as sustainability, agents just switch off and consumers switch off because it's not clear what that means," Cecille explains.

The fix? A complete reframe that turns technical jargon into lifestyle benefits. But here's what most agents miss about how to actually have these conversations...

The knowledge gap agents can’t afford to ignore

Cecille highlights a growing blind spot in the profession: too often, vendors are more informed about energy efficiency than the agents representing their homes. The full article explores what agents need to understand now – and shares a practical framework for uncovering it at every appraisal.

The fourth pillar banks are already pricing in

Major lenders including CBA and ING are now offering specialised loans for energy upgrades. Why? Because energy efficiency has become what Cecille calls the "fourth pillar of property investment" – alongside location, size, and condition. "The banking and financial sector now need to report on the climate risk of their loan book," she explains. What this means for your valuations and vendor conversations is significant.

What you'll learn in the full article:

• The "Vibe Diagnostic": Five specific questions that identify hidden value in every property – features vendors take for granted but buyers will pay a premium for

• The Walk-Through Method: A room-by-room questioning framework that transforms standard appraisals into high-value assessments

• The rent roll opportunity: Why Cecille believes property managers will be "the big winners" when regulation arrives

• The disclosure question: Chiara's "golden rule" question that shifts vendors from sceptical to collaborative

The agents who master this now won't just survive the 2030 shift – they'll own it.

Read the full story here.

ICYMI yesterday: What do today’s buyers really want from listings

TOGETHER WITH THE BDM SUMMIT

How leading agencies outpace the market

In this competitive property management market, overall rent roll growth is slowing, but not for the top-performing 10%. While many agencies wrestle with fee pressure, informed landlords, and a saturated market, high-performers are pulling ahead by redefining their value proposition and executing strategies with precision.

Traditional “rinse-and-repeat” approaches are failing, leaving some teams reliant on fee discounting and inconsistent conversion. In contrast, agencies that focus on superior positioning, consistent follow-up, and interactive learning are turning enquiries into sustainable growth.

Events like the BDM Summit 2026 are designed to bridge this execution gap, offering practical, hands-on strategies that translate directly into results. With market conditions the same for all, the differentiator is now the ability to apply knowledge effectively; small improvements can yield significant commercial impact.

Read more about the BDM Summit 2026 here.

POLICY

Tax changes could cut 45,000 homes, industry warns

Joint modelling from Master Builders, HIA, Property Council, and REIA warns proposed changes to negative gearing and CGT discounts could see nearly 46,000 fewer homes built by decade's end. With two in five new homes investor-backed, the groups say taxing investors harder will worsen both supply and rents.

AUCTION

Auction anxiety grips Aussie buyers

One in four Australian homeowners say buying was "very stressful" and the same proportion believe nothing will ever make them confident at auction. Loan Market's Kris Faife says the problem is buyers anchoring to listed price guides instead of comparable sales data. If you've got first-home buyers leaving auctions discouraged, his advice is worth a read.

HOW IT SOLD

Two opens plus live alerts drove the premium

Eriks Draiska listed a four-bedroom Greenwith home with a 10 per cent price range and scheduled just two inspections to concentrate buyer activity. Digital offer management software notified registered buyers the moment new offers landed – creating urgency that pushed the final sale well above range in under 10 days.

Stories like this build your online reputation long after the sold sticker comes down. Want yours told? getailsa.com

CELEBRITY HOMES

Comedian Jo Koy lists sculptural Vegas mansion for $17.8M

Jo Koy's Las Vegas home has hit the market at AUD$17.8M – and the interior is as wild as his comedy specials. The Summerlin property features a spiral staircase wrapped in what looks like a giant tree trunk, plus a two-story sculpture made entirely of lightbulbs. Yes, some of them actually light up.

MOVERS + SHAKERS

Daniel Petch joins RE/MAX Aspire as Managing Partner

He brings strategic marketing and media expertise to the Gold Coast agency's leadership team alongside owners Jarryd and Ryan Fisher. More here.

Grant Simpson returns to Ray White

The commercial agent has joined RWC Northern Corridor Group after selling his independent agency, reuniting with longtime collaborators in Brisbane's north. More here.

Dylan Rakich opens Acton | Belle Property Karratha

The local with 21 years in the region is leading the brand's first office in the Pilbara mining hub. 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

With petrol so pricey, agents are now scootering to listings in blazers and heels, proving multitasking now includes marketing and two-wheeled skills. 🚦💨

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.