GOOD MORNING FROM ELITE AGENT 👋

In 1984, architect Piet Blom completed 38 tilted cube homes in Rotterdam, each set at a 45-degree angle atop hexagonal pylons. The design, meant as an “urban forest,” connected two tricky plots of land. For agents, these cubes show how striking design can be both a draw and a challenge. Around a quarter of each 100-square-metre home can’t fit standard furniture, so buyers often need custom pieces. Living here has been compared to life on a sailboat: visually stunning, but requiring creativity.

The homes have even become a tourist attraction, with one owner opening their cube as a mini-museum. The lesson? When selling quirky or unusual properties, telling the story matters as much as showing the space, and being upfront about the practical realities keeps buyers happy.

In today’s edition of The Brief

• Boosting close rates through a carefully staged, office-based experience

• Investor activity shifts from Perth and Queensland toward Melbourne

• What is underquoting? Our definitive dos and don’ts guide for agents

Today’s read time: 6 minutes, 07 seconds

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LEADERSHIP

Why he stopped pitching in vendors' homes

Tony Morrison has spent 37 years in real estate, the last two decades building Harcourts Tasmania into the state's leading network – handling roughly one in three property transactions. Recently inducted into the Harcourts Hall of Fame, Tony shared the unconventional strategies that have kept him ahead, including one listing approach that flips traditional wisdom on its head.

The home ground advantage

Most agents pitch in the vendor's dining room. Tony does the opposite – he brings them to his office.

"Your home ground is your office, not someone else's dining room or kitchen," he says.

The result? Higher closing rates, even for newer agents. But the magic isn't just location – it's the choreographed experience that happens before the agent says a word. The full article reveals exactly how Tony stages these presentations.

From classroom to boardroom

Before real estate, Tony was a music teacher travelling between schools. That background shaped his entire leadership philosophy – and it's why he approaches struggling agents differently than most CEOs.

"Some agents aren't natural closers, and that's fine," he says.

His solution? An environment-first approach that removes the pressure. Here's what most principals miss about building teams...

The relationship equation

After 37 years – from handwriting 100 listing reports weekly to running AI workshops for 170 agents – Tony's core belief hasn't changed.

"The people who have the most relationships earn the most money. Simple as that."

But he has a specific strategy for agents struggling with listings that turns the traditional approach upside down.

What you'll learn in the full article:

• The office presentation playbook: How to stage vendor visits that increase closing rates

• The buyer-to-listing conversion: Why struggling agents should focus on buyers first

• The franchise decision framework: How Tony knew it was time to stop going solo

• The pricing conversation reset: Taking emotion out when vendors resist realistic pricing

Tony's career proves that fundamentals and innovation aren't opposites – they're partners.

Read the full story here.

ICYMI, yesterday, Jimmy Burgess shared how to build a ‘referral machine.’

MARKET

Investors pivot to Melbourne as Perth cools

Melbourne's investor-linked rentals jumped 10.7% while Perth recorded the sharpest national pullback at 38.7%. Brisbane dropped nearly 30% as last cycle's winners cool. FOUNDIT's Kent Lardner says the capital hasn't disappeared - it's just moved, which matters for where your listing pipeline and rent roll may grow this year.

BACK TO BASICS: WHAT IS UNDERQUOTING?

Underquoting – pricing below vendor expectations or comparable sales – is unlawful under Australian Consumer Law and carries specific penalties in several states. But the fine isn't the worst part. Industry leaders say it's the trust you lose with buyers and vendors that follows you far longer.

HOW IT SOLD

Pre-Christmas pressure delivers $820k townhouse result

Rome McGrath ran a compressed 20-day campaign before the holiday slowdown. Two registered bidders pushed the Mount Warrigal townhouse from $760k to $820k at auction.

This story started with a 5-minute phone call. Imagine boosting this on socials to your farm area. getailsa.com

CELEBRITY HOMES

Golden Girls star's Hollywood home lists for $11.9M

The Hollywood Hills property where Estelle Getty lived while winning an Emmy as sharp-tongued Sophia Petrillo is on the market for US$7.65 million (about $11.9 million AUD). The 1948 home sits on nearly half an acre in LA's exclusive ‘Bird Streets’ above the Sunset Strip, with classic mid-century details throughout. The basement, complete with its own entrance and a 1,500-bottle wine cellar, might be the real scene-stealer.

MOVERS + SHAKERS

Daniel Condon joins Area Specialist

After 20 years at the same agency in Frankston, he's doubled his income while maintaining his reputation for honesty and transparency in the local market. More here.

Chris Anderson joins Ray White Clayfield

The accomplished horse trainer brings 15 years of sales experience and local expertise to his new role after ranking as Queensland's 9th top trainer. 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

Some agents can list a house so fast, the ‘For Sale’ sign is still catching its breath 🏡⚡

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.

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