The Australian property market continues to face significant challenges. With rental vacancies at record lows and first home buyers priced out of many markets, how are successful real estate businesses responding? 

As a real estate mentor with years of experience helping principals transform their agencies, I’ve observed distinct patterns among those who thrive despite these conditions.

One characteristic that separates leading agencies from the rest is their approach to referral partnerships. Rather than viewing their business in isolation, successful principals develop strong connections with partners like:

• Mortgage brokers who can assist clients facing financial strain
• Financial advisors who provide long-term guidance
• Accountants who help navigate investment decisions

This approach might not generate immediate revenue, but it strengthens relationships for future business. Too often in real estate, we become fixated on the next listing or sale. However, the leaders who excel in today’s market understand that helping clients navigate financial challenges creates loyalty that transcends immediate transactions.

The rental market has been particularly tight across Australia, with soaring prices creating both opportunities and ethical considerations for agency principals. During my recent interviews with top-performing agency owners, a clear pattern emerged: businesses experiencing rapid growth typically maintain strong rent rolls connected to their sales teams.

This integration creates multiple benefits:

• Diversified revenue streams
• More client relationships to nurture
• Increased opportunities for cross-selling services

However, the rental division requires careful attention, particularly around staff retention. 

“That’s where good culture comes in,” as one successful principal noted during our discussion. 

Agencies with strong culture and systems retain property managers longer, creating stability for both the business and tenants.

The post-COVID era saw many buyers looking to regional markets for affordability and lifestyle benefits. This shift created new price pressures but also opportunities for agencies with comprehensive systems.

Interestingly, sustainability features have become increasingly important to today’s buyers, whether in metropolitan or regional areas. Properties advertising features like:

• Solar panels
• Double glazing
• Energy-efficient design

According to data from realestate.com, these properties attract more views and potential buyers. Forward-thinking agencies are highlighting these sustainable features in their marketing to capitalise on this growing trend.

With investment properties becoming increasingly unaffordable for many Australians, how should agencies respond? Rather than dramatically changing marketing strategies, successful agencies focus on maintaining relationships through market cycles.

As I advise the principals in our Lead Agent Success System coaching program, implementing a Client Care Profit system is crucial. This ensures that potential investors aren’t forgotten when agents become reactive or busy with immediate sales.

“Someone who might come along to your business might not go on and buy for twelve months or two years,” I often explain to my clients. “But your ability to maintain an ongoing relationship with that person means they might still bring a property back to your business to manage, even if they purchase elsewhere.”

Throughout all these market challenges, one truth remains constant: systems create sustainability in real estate businesses. In our coaching program, we work with agency leaders to identify and implement new systems quarterly.

For agencies facing today’s housing challenges, our client care profit system proves particularly valuable. This system ensures a dedicated team member maintains contact with long-term prospects even when sales agents become overwhelmed with immediate business.

This systematic approach to client relationships ensures no opportunity falls through the cracks—especially important in a market where each client relationship represents significant future value.

When facing housing affordability challenges, rental pressures, and changing investor behaviours, successful real estate businesses focus on enduring relationships rather than transactions. By building strong referral networks, maintaining robust rent rolls, highlighting sustainability, and implementing client care systems, your agency can thrive in any market condition.

Ready to implement these systems in your real estate business? Book a Brainstorm Call to discover how our Elite Agency Success System can transform your agency’s performance.