From theatre stages to closing deals

Negotiation psychology that works

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Elite Agent Editor
August 09, 2025

THOUGHT LEADERS
REAL ESTATE REIMAGINED

This week: REIQ CEO Antonia Mercorella reveals how she transformed Queensland's century-old Real Estate Institute by doing the ‘boring work’ first. Watch on YouTube, or listen on Spotify or Apple Podcasts.

Theatre degree → Law school → Part-time arts job. "People thought I was a bit potty," laughs Antonia. But that unconventional path taught her to read rooms and negotiate with empathy – skills that became essential when she became REIQ's youngest-ever CEO in 2014.

Her first move? Not flashy tech or trendy initiatives. Corporate governance. "It sounds boring, but you can't build castles on quicksand."

That foundation work enabled RealWorks – now used by virtually every Queensland agent, member or not. "We gave it away to non-members. And that's exactly why it worked."

You can check out the full conversation here 😀 

Why hit play (50< min)

  • Negotiation psychology: How theatre training and dispute resolution training create better deal outcomes and transform difficult conversations.

  • CPD as strategy: Turning mandatory compliance into competitive advantage – why the best agents treat learning differently.

  • 2032 competitive edge: Why studying medicine and other industries will separate top performers from the pack.

"Stop listening to the same successful agents telling you the same things."

Ready to discover how unconventional backgrounds create innovative leaders?

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