Elite Agent
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Fear of rejection never really goes away … and that’s a good thing
Fear of rejection never fully disappears in real estate, but coach Kevin Ray Ward says waiting for confidence is the real mistake. Progress comes from taking action first - even when it feels uncomfortable.
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If you’re the smartest person in the room, you’ve hired the wrong team
Strong real estate leaders are not the smartest person in the room. Harcourts NSW CEO Andrew McCulloch explains why hiring people who challenge you is the difference between building a team and holding one back.
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Richard Manthel: Why July 2026 Is the Finish Line, Not the Start Line for AML Compliance
Nearly two decades after Australia first began discussing bringing real estate under anti-money laundering laws, Tranche 2 is finally underway. From 1 July 2026, Australian real estate businesses that provide an AML/CTF “designated service” must comply with AML/CTF obligations and have an AML/CTF program documented and approved before providing those services. The clock is ticking, and the agents who leave…
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AI trap in real estate: poor implementation burns clients and brands
AI has enormous potential to improve efficiency in real estate, but when implemented poorly it risks damaging the very trust the industry relies on.
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Why owner-occupiers are outbidding investors: Jackson Rameau’s guide to the ’emotional commercial market’
From 14-day settlements on $14 million assets to outbidding calculated investors, RWC's Jackson Rameau explains why emotion is the new driving force in industrial real estate.
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Super Saturday: The January auction play that turned a ‘quiet month’ into a yearly engine
What began as a blunt response to a January with no sales has become a disciplined, data-led auction strategy. Super Saturday was born after Kon Stathopoulos realised December had produced one sale and January had produced none. Backed by buyer behaviour data and executed as a team event rather than a marketing stunt, the single-day auction model has since grown…
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The real skills that will drive sales success in 2026
Sales trainer Tony Morris explains why mindset, questioning and listening remain the defining skills for high-performing agents, and what real estate professionals need to focus on in 2026.
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Tom Panos: Your 90-Day Playbook for a Fast Start to 2026
The real estate year doesn’t start after Australia Day. According to Tom Panos, if you’re waiting until the tennis wraps up to get serious, you’ve already given away your best advantage. In the first Thought Leaders episode of 2026, the trainer, auctioneer, and founder of The Real Estate Gym shared his playbook for the next 90 days – covering everything…
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Urban Real Estate Expands into South-West Sydney with New Oran Park Office
The launch marks Urban’s 17th office as the network continues its expansion across the Hunter, Greater Sydney and Illawarra regions. The new branch will service the fast-growing communities of Oran Park and the broader Camden and Macarthur districts, offering the full suite of the group’s residential sales and property management services. Located within one of Sydney’s most significant master planned…
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Why AML compliance isn’t just a big bank problem
Managing Anti-Money Laundering (AML) obligations while meeting legislative requirements and AUSTRAC’s expectations continues to present significant challenges, even for well-resourced financial institutions. Recent regulatory action highlights these challenges. As announced by AUSTRAC, Bendigo and Adelaide Bank has been required to address weaknesses identified in its money laundering risk management framework. AUSTRAC has also commenced an enforcement investigation into whether the…
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Inside Ben White’s Optimistic Framework for AI-Enabled Property Management
The conversation around AI in real estate in 2025 has reached fever pitch. Some agencies have gone all in this year, deploying everything from inspection report generators to tenant communication bots. Others remain paralysed in a wait-and-see mode, unsure whether artificial intelligence represents an opportunity or an existential threat. What’s missing from most discussions is the framework that actually predicts…
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The hidden detail that made buyers stop and look again
A hidden detail in a BresicWhitney listing encouraged buyers to linger, offering a reminder that restraint and authenticity can be powerful marketing tools.
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A hierarchy of human connection
Most of us wake to emails we instantly delete, mistaking noise for communication. As Mark McLeod explains, real estate agents who outperform understand a simple truth: not all communication is equal, and the highest-impact conversations still happen face to face.
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Google’s home listing trial signals a shift for online real estate platforms
Google is trialling expanded home listing features in Search, signalling a potential shift in how buyers find properties and how real estate portals compete online.
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“Empathy is the new black”
REMAX Select’s Leanne Druery proves you do not need a hard edge to lead a high performance real estate office, using empathy, structure and genuine care to win repeat business and strong results.
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How commercial property managers can reduce vacancy risk
Vacancy remains one of the biggest threats to income stability in commercial portfolios, but Ray White Commercial’s Leteicha Wilson says the strongest defence is a proactive approach months ahead of lease expiry. By tracking critical dates, maintaining regular communication and keeping a close eye on tenant signals, property managers can avoid being blindsided by sudden departures.
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Russell Wilson and Ciara list California estate for record-breaking price
NFL quarterback Russell Wilson and Grammy Award-winning singer Ciara have put their lavish Rancho Santa Fe estate on the market for $54.9 million (AUD $82.8 million), potentially setting a new price record for San Diego County.
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Beyond the clues: why real growth demands more than easy answers
Tina Ashton, Harcourts Australia's Chief Growth Officer says it's time we traded our comfortable clichés for something more challenging.
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The four-letter code helping agents sell more than just property
Derek Thompson argues that success in selling, whether it is a home or your own expertise, comes from blending the new with the familiar. People think they want novelty, yet their decisions are shaped far more by comfort and recognition. Derek’s four-letter code, MAYA, explains how agents can present ideas, properties and campaigns in ways that feel fresh without unsettling…
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Raising Professional Standards: Will Higher Barriers Protect Consumers or Choke the Talent Pipeline?
Does the real estate industry need higher barriers to entry to protect consumers, or does regulation stifle the diversity needed for innovation? In this episode of Thought Leaders: Edge Case, Samantha McLean moderates a structured debate between two industry heavyweights on the controversial topic of professional standards. We stress-test whether higher barriers would elevate the profession or choke off the…
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How Verified Data Is Changing Real Estate Prospecting
Top real estate agents are revolutionizing prospecting by leveraging verified property data to target the right homeowners at the right time. Rather than cold-calling entire neighborhoods, they're using contextual information to personalize outreach, prioritize high-potential leads, and build meaningful relationships that convert to listings.
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Five direct mail campaigns to set up your best year ever
As 2025 winds down, the best agents aren’t slowing down, they’re setting the stage for their biggest year yet with the help of direct mail.
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What vendors want today from their agent
Today's property vendors seek agents who deliver more than sales pitches—they demand market data, transparent timing advice, and nuanced understanding of buyer demographics. As Melbourne's housing market shows strong auction clearance rates amid affordability challenges, successful agents combine hard data with strategic guidance to replace uncertainty with confidence.
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DIY AML Compliance: Why Real Estate Agencies May Want to Think Twice
As AUSTRAC extends anti-money laundering laws to real estate, agencies face a critical choice between DIY compliance and professional support. Industry experts warn that while self-implementation seems cost-effective, the complex, ongoing nature of AML obligations creates significant legal risks without specialized expertise.
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When data isn’t enough: why great leaders must trust their gut
CEO Harcourts South Australia believes that some of her best decisions as CEO didn't come from spreadsheets or market analyses, they came from that peculiar feeling in her stomach whispering, "This is right."
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What Does AI Say About You?
When AI answers questions about your property market, will it cite you – or your competitors?
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Case for change: Why NSW and Victoria should look north on price at auction
Australia's real estate pricing system faces a crisis of trust, with Queensland's auction model emerging as a potential solution to the underquoting debates plaguing NSW and Victoria. While southern states consider more regulations, the northern approach embraces market competition over price predictions, allowing Adam Smith's "Invisible Hand" to determine true value.
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From the Titanic to the “Breaking Bad” House: The Art of the Comeback
David Christensen is not your typical real estate agent. He is a former Hollywood executive, a Titanic diver (one of fewer than 200 people to reach the wreck), and the agent responsible for listing the iconic Breaking Bad house. In this episode of Thought Leaders, David joins Samantha McLean to break down the specific strategies he used to list a…
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REA Group partners with OpenAI to deliver world class property experiences
Australia's leading property platform realestate.com.au launches realAssist, an AI-powered companion helping homeowners understand property valuations, while expanding natural language search capabilities for all users. The innovations reflect the company's ongoing investment in AI technology to transform the property journey for millions of Australians.
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“One head, many bodies”: a case study in business cohesion
Leaders often mistake good relationships for a unified organisation. Lisa Pennell argues they are not the same. By reshaping decision-making, setting firm boundaries and recognising that people are, as she puts it, “meatbags full of reactivity”, she shows how cohesion can be created through design rather than chance.
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The difference between good and great
High-achieving commercial real estate agents consistently outperform their peers through disciplined systems rather than motivation alone. They meticulously manage their pipelines, maintain prospecting routines regardless of market conditions, and clearly communicate their specialised value to clients. These are habits that separate the top 10% from the rest.
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End-of-year fatigue is real: how real estate professionals can reset
In the high-pressure real estate industry where 70% of professionals experience burnout, one agent's kitchen floor breakdown reveals the warning signs and practical solutions for maintaining wellbeing. From establishing boundaries to scheduling recovery time, the path back to professional fulfillment requires treating personal health as seriously as client needs.
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Tom Harrison: From “Don’t Sign That Paperwork” to Agency of the Year
It was the height of the COVID-19 pandemic. Businesses were shuttering, uncertainty was at an all-time high, and Tom Harrison was standing at a literal and figurative fork in the road. His business coach gave him one piece of explicit advice: “Do not sign that paperwork.” Taking sole ownership of a legacy agency during lockdowns seemed like madness, but Tom,…
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The hidden cost of leadership
Real estate CEO Michael Nitschke reveals the rarely discussed emotional toll of leadership, from mistakes made "in the trenches" to the constant mental burden even successful business owners carry.
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The first 100 days: a property partner’s early lessons in leadership at 23
Moving into a new setting often comes with adjustment, yet Cooper Askew’s first hundred days unfolded differently. Activity lifted quickly, long-term contacts resurfaced, and the foundations laid over the past several years began converting at a faster rate. Rather than focusing on branding or new tools, his early period was defined by structure, consistency and clear routines. The transition became…
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