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TRUE OR FALSE?

A personal, heartfelt letter with the offer can influence a seller. (Or is it just fluff?)

(Scroll to the bottom for the answer!)

In today’s edition of The Brief

• How to build trust in a sales negotiation

• Why CGT and negative gearing tax reform has the industry panicked

• Which luxury suburbs are driving the strongest sales activity

Today’s read time: 8 minutes 35 seconds

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SALES NEGOTIATION

Why this agent ditched the percentages

Most agents think the deal begins when the offer hits the table. Maddie Harris, property consultant at OBrien Real Estate Berwick, has discovered it actually starts much earlier – in every interaction leading up to it.

“You cannot suddenly switch on empathy,” she says, and by building trust from day one, she sets the stage for smoother, more confident pricing conversations at the listing stage.

Early in her career, Maddie focused on percentages and dollar differences, but today, she guides clients with their story in mind: “Yes, $5,000 might hurt now, but when the kids can walk to school every day, it is going to feel much easier.” Even when a deal could affect multiple commissions, her priority is doesn’t change. “Guiding my clients to make the best human decision is more important than worrying about the money.” This approach turns negotiation into a strategic, trust-driven process – not just a numbers game.

What you'll learn in the full article:

• The pre-offer trust framework: How Maddie builds negotiation capital long before offers arrive

• The "story-first" technique: Using buyer motivations to reframe price objections

• The market responsibility shift: Her approach to setting realistic expectations without losing listings

• The isolation principle: Why treating every deal as unique protects your integrity and your results

Read the full article here.

ICYMI yesterday: How to deal with call reluctance.

Together with ELITE AGENT: CAREERS

Get a recruitment boost with FREE job listings

Real estate leaders searching for their next standout hire now have a powerful new tool at their fingertips: Elite Agent is rolling out a FREE job board designed to connect employers with one of the most engaged professional audiences in the industry. The platform allows agencies and proptech companies to promote roles directly to readers already consuming Elite Agent’s market insights, coaching content, and breaking news - a community of career-focused professionals focused on being the best real estate practitioners they can be.

The process is built for speed: employers simply sign in, add their job details (or use the built-in AI writer), and listings go live after a quick review. Every listing is automatically published with Google Jobs structured data, giving each role maximum visibility across search. Once live, jobs become searchable by thousands across all sectors of real estate, from sales and property management to leadership, marketing, and AI/PropTech.

For employers wanting additional reach, optional boosts can feature the listing across The Brief newsletter, Elite Agent’s social channels, and premium placements on the job board.

A recent example includes Ray White AKG’s Head of Digital Influence role in Brisbane, which was featured on the platform as part of its national recruitment push.

Agents and job seekers can also subscribe to receive the latest opportunities straight to their inbox, ensuring they never miss a role.

Ready to hire? Post your job for free here.

TAX OVERHAUL

61% of investors may pull back on tax changes

With the May 12 budget set to slash the CGT discount from 50% to 33% and cap negative gearing at two properties per investor, a Money.com.au survey finds 61% of investors could rethink their portfolios. Experts warn this may tighten rental supply and push up rents, while industry veteran Tom Panos weighs in on what the changes could mean for the market.

MARKET

Top-end suburbs driving strongest sales nationwide

Australia's priciest suburbs are now its busiest. Hotspotting's Autumn 2026 data shows Sydney's premium LGAs leading sales activity, while Adelaide's upper-end markets have overtaken the traditionally popular northern suburbs. Even Hobart's inner-city recorded a 16% sales jump last quarter.

HOW IT SOLD

Renders turned an un-renovated home into $4.45m

A seven-bedroom South Coogee house had already failed to sell once. Nick Papas took a different approach for round two: he commissioned architectural renders to show buyers what the un-renovated property could become. The 27-day private treaty campaign ended at $4.45 million – with buyers who, according to Nick, "can't wait to get in there and start this renovation."

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

CELEBRITY HOMES

Jean Harlow's hidden speakeasy mansion hits market

There's a bar concealed behind a bookcase door – and the walls still have scratches from Jean Harlow and her 1930s Hollywood circle. The screen legend's custom-built Holmby Hills estate has listed for US$16.8 million (about $27 million AUD). That Prohibition-era speakeasy alone is worth the click.

MOVERS + SHAKERS

Daniel Ferris launches RE/MAX Heartland Real Estate

The former property manager has opened RE/MAX's first office in Queensland's Western Downs region in Dalby, partnering with local agent Donna Cook. More here.

Liam Kirkwood appointed Ray White Rural National Livestock Manager

The 2021 national young auctioneers champion and Townsville principal takes the network's top livestock role after a rapid rise through the ranks. 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

Ten years in the game … zero fluff, all deals. 💼✨

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

TRUE OR FALSE:

A personal, heartfelt letter with the offer can influence a seller. (Or is it just fluff?)

And the answer is …

TRUE. Real estate experts say that when buyers include a sincere personal letter explaining why they love a home and why they’d be a good new owner, it can help their offer feel more memorable and sometimes gives them an edge when multiple offers are on the table, especially in battleground situations where price and terms are similar.

Wishing you a productive day!

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