Elite Agent
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Four pillars shaping the most successful real estate agencies in 2026
From value-based fees and precision marketing to human-centred AI and personal brand, Matt Giggs explains the four pillars he believes every serious agency must prioritise to remain competitive in 2026.
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Tony Morrison: Why Your Best Listing Presentation Happens in Your Office, Not Their Kitchen
Most agents are taught to get into the vendor’s living room. Sit at their kitchen table. Build rapport on their turf. Tony Morrison, CEO of Harcourts Tasmania, spent decades proving the opposite works better. His network now facilitates one in every four property transactions in the state. The approach that helped him get there? Flip the script entirely and bring…
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Josh Deluca returns to WA with CBRE appointment
Perth-born Josh Deluca has been appointed to a newly created Capital Markets role at CBRE's Western Australia Industrial & Logistics team.
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Why speed and systems can’t replace judgement in real estate: “You can automate tasks. You can’t automate care.”
As real estate leans harder on automation and AI, performance gaps are emerging. Kiarni Hall explains why judgement, trust and relationships still underpin strong agency results.
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If it’s not searchable, it may as well not exist
In an industry where sold prices are visible but strategy rarely is, structured editorial content offers a way to place professional judgement, decision-making and methodology on the public record.
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The two things that have the greatest impact on a real estate career
Luke Evans, General Manager of Sales NSW/ACT for The Agency, says the agents who have great real estate careers focus on two main things.
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John McGrath’s 10-year bet on a very different kind of real estate business
As compliance tightens and expectations rise, John McGrath believes the real estate industry is being forced to grow up. In Kon Stathopoulos’ McGrath West Group, he sees a partnership model built for that shift - and he has entered into a new ten-year agreement franchise designed to support it.
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Why Candice Whinnett Dedicates One Day a Week to AI
While most real estate professionals are still figuring out how to write a decent ChatGPT prompt, one Queensland property management leader has carved out an entire day each week to build the future of her business. In an industry where no one ever reaches the bottom of their inbox, that kind of discipline is rare – and it’s paying dividends.…
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When leadership shifts from selling to setting standards
When Tristan Brown talks about leadership, he does not start with targets or market share. He talks about presence - the energy in the room, and the difference between telling people what to do and creating an environment where expectations are clear without being imposed.
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Lucky socks and the long game: the superstition behind Nick Roche’s $34.6 million week
From golden retriever socks to off-market street records, 25-year-old Ray White Ascot agent Nick Roche reveals how small rituals, relentless follow-up and years of relationship-building culminated in a $34.6 million sales run across Ascot and Hamilton in little more than a week.
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As a leader, you need to learn your entire business
If you’re growing a real estate agency, you know there are different departments and verticals of the business.
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The 6-stage sales script: turning conversations into commitments
A trust-based approach to sales that shows agents how to listen better, lead conversations with purpose, and close with confidence.
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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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