PROSPECTING + LISTING
-
They don’t need a new friend — they need a better agent
Real estate isn’t group therapy. Sellers don’t invite you in to make friends — they want a confident expert who can get the job done. Yet too many agents are prioritising likeability over credibility. If you’re losing listings you should be winning, this might be why.
Read More » -
Ailo’s Ben White and Elite Agent’s Samantha McLean launch free course to guide Property Management into a new era of growth
Industry veterans Ben White and Samantha McLean launch a free five-day course guiding property management agencies toward a "Third Wave" business model focused on personalized investor experiences. "The most successful agencies are realising that exceptional, tailored service is the key to sustainable growth," says White.
Read More » -
Why asking the right questions beats making the perfect pitch
It’s easy to assume that success in sales comes down to a polished pitch or a well-timed close. But the agents who consistently win listings and build trust aren’t necessarily the best talkers, they’re the best listeners. By asking thoughtful, open-ended questions, you shift the focus from selling to understanding.
Read More » -
Agents’Agency partners with realestate.com.au to deliver bigger, better results
realestate.com.au has announced a new national partnership with Agents’Agency, which is set to deliver more value across the agency’s membership network.
Read More » -
The soft skills closing hard deals
Every agent knows the script. Build rapport. Handle objections. Present your value. Close strong. But in the real world — where stress runs high, trust is thin, and sellers have heard it all before — it’s often not the pitch that wins the listing.
Read More » -
Should you ever negotiate your commission as a real estate agent?
Commission negotiation is a hot topic in real estate, but the truth is, discounting your commission isn’t always the right move. Whether you hold firm or make strategic concessions, the key is understanding when, why, and how to handle these conversations like a pro.
Read More » -
Mastering the art of booking more appointments
In real estate, everything starts with a simple formula: book appointments, get contracts signed, and repeat. Yet, as 2025 unfolds, many agents are struggling to do just that. Whether they’re new to the industry or seasoned professionals aiming to scale their business, the challenge remains the same: how do you consistently generate enough appointments to hit your goals?
Read More » -
From Cluttered to Clear: How Matterport’s Latest Tools Transform Property Presentations
This is part one of a four-part series examining Matterport's latest releases and their impact on property marketing. Throughout this series, we'll explore how these tools are changing the way agents present and market properties. In Part 1, Elite Agent Editor Samantha McLean speaks exclusively with Steven Kounnas, Co-Founder and COO at Captur3d (one of Matterport's Australian Platform Partners), to…
Read More » -
Mastering the art of cold calling
For real estate agents, the first 10 seconds of a cold call can determine success or failure.
Read More » -
Bringing the “magic” back into sales
Learn how to move beyond being an order taker in real estate. Master the art of selling, improve conversion rates, and bring humanity back to your sales strategy for better results.
Read More » -
It’s Not Just The Extra Mile; Every Inch Counts
MANY agents do not have enough contact with the owners of homes in their territories. But these people could so easily have been – with some structure and process – customers for life. A CHRISTMAS EMAIL IS NOT THE ANSWER As it’s nearly December you may be thinking about your Christmas card list. Every year I get Christmas cards and…
Read More » -
Andy Reid: The value of loyalty – affinity, attachment and trust
One of the biggest leaks in the bottom line of a business P&L can be attributed to concerns around loyalty, from both customers as well as the people in your business.
Read More » -
Five video content ideas to boost your online brand
Video continues to become more important in the world of real estate, and clever videos can attract a huge number of views from interested onlookers.
Read More » -
Mark McLeod: What to do when things don’t go as planned
It is unlikely to expect or assume that a long-term career in real estate is not going to be faced with challenges and its ups and downs.
Read More » -
How agents can get more out of their CRMs in 2024
Prospecting in the digital age presents agents with a huge range of opportunities, but it can be complicated to navigate getting the best out of the tools available.
Read More » -
Darren Krakowiak: Stop procrastinating, start prospecting
Trust me, I get it - I too have blurred the lines between prospecting and procrastination.
Read More » -
Marnie Beauchamp: Unconventional strategies for nurturing your pipeline
One of the biggest challenges as an agent is effectively managing your sales or property management pipeline.
Read More » -
Andy Reid: 5 things to avoid to maintain your commission level
One of, if not the, most common challenge agents I work with, is maintaining commission levels.
Read More » -
7 ways you can build trust with your clients today
In real estate, trust is the currency that powers success.
Read More » -
Darren Krakowiak: The questions to ask before you pitch
The ability to effectively qualify opportunities before you pitch for the business is an indispensable skill in commercial real estate.
Read More » -
High value and high heels: How Natalie Tonks redefined real estate
When vendors sign Natalie Tonks to sell their home she promises them four things - high energy, high value, high numbers and high heels.
Read More » -
Jimmy Burgess: How to reengage a prospect that ghosted you
In the ever-evolving world of real estate, mastering the art of conversation can significantly impact your success.
Read More » -
Andy Reid: why you need to become a farmer, not a hunter
Whether you are cold calling, door knocking, using AI or the latest algorithm-busting social media ads to generate opportunities, you still need to know how to convert those leads into business.
Read More » -
Bianca Denham: Don’t skip past laying the foundations for success
There’s an interesting, and somewhat surprising statistic about the career trajectory of a real estate agent - most will peak at around year five and then move into decline.
Read More » -
14 tips to keep you on track when the latest real estate prospecting trend comes knocking
Being a top-tier real estate agent is a simple business. Why? Because there’s just one thing you need to do to succeed. But, we easily lose sight of this.
Read More » -
Mark McLeod: Make sure you’re open for business
The State of Origin night in Queensland is big, and the famous Caxton Hotel knows it.
Read More » -
What to do and say when a client doesn’t want to pay
“Your fee is too expensive.” It’s a phrase many in the business arena have heard multiple times, and for real estate agents, business development managers and property managers, it’s no different.
Read More » -
Bianca Denham: Why your metrics matter in a shifting spring landscape
As a southern-state resident I, like many of my compatriots, am incredibly excited about spring.
Read More » -
Imogen Callister: Triple your business with text
Do you remember the olden days? The days where a phone sat on a wall. You would have to walk to it, to make a call or receive one.
Read More » -
Jimmy Burgess: The 7 lies unsuccessful agents believe
Top US real estate agent Jimmy Burgess says there are seven lies unsuccessful agents believe that ruin their careers.
Read More » -
Bianca Denham: What’s an appraisal for?
Our group has just completed its 12th Real Estate of Origin event, a group wide appraisal drive where the entire Ray White network hits the phones, generating appraisal opportunities.
Read More » -
Claudio Encina: Three of the best
They say it can be hard to find good advice, but that’s certainly not the case when it comes to real estate coach Claudio Encina.
Read More » -
Caroline Bolderston: Beware the ‘resistance zone’
Have you ever considered how the words that you use might have a profound impact on your outcomes?
Read More » -
Rik Rushton: Are you productive, or just busy?
As we approach each day with our ‘to do lists’ there is a genuine risk that our days can be spent being ‘busy’ with ‘activities’ as opposed to being productive on specific outcomes. When you consider that as agents, we are paid for results and not time and effort, Rik Rushton says that it is critical that you are conscious…
Read More » -
Sun rises on Melbourne Real Estate with infinity loop strategy
Melbourne Real Estate’s business philosophy is a simple one - it wants to be the sun in each client’s universe.
Read More »