Martelli Buyers Agents feature at the Harcourts National Conference 2026

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Each year, Harcourts brings together more than 2,000 sales agents, support staff, management and property managers for a dedicated two-day conference focused on training, supporting and elevating their people. The 2026 event was held at the stunning Te Pae Christchurch Convention Centre and featured an exceptional line-up of guest speakers: Sir John Kirwan on mental wellbeing, Jason Gunn on motivation and connection, top-performing agent Mat Steinwede on sales excellence, and Bruce Cotterill leading a powerful session on performance and leadership for franchisees and business leaders.

Alex Martelli was invited to present on “Winning the Buyer Mindset”, outlining five critical requirements to win more buyers for your listing, keep them engaged, and build stronger relationships when representing sellers in a tough sales market - especially as the media continues to frame this as “a buyer’s market”.

The one thing agents must get right in 2026

There is one critical point we discussed that applies to every agent in 2026 - and one we would like to see improved across the industry: knowing your property.

Too often, we walk into a home where the sales agent has not read the LIM, let alone understood what it might contain. We recently visited an Auckland home asking $11m with a professionally bound LIM sitting on the kitchen bench. When we queried why there was no Code of Compliance Certificate (CCC), the agent had no idea.

In this market, buyers flinch and run at the first hint of issues. Three factors are driving this:

• The media tells them it’s their market, and they believe there will be countless cheap options.
• Property prices are falling for the first time in decades, which is terrifying for buyers trying to decide whether to commit or wait.
• Fear of slips, flooding, zoning changes and insurance risks makes buyers nervous about anything questionable on any document.

An agent who doesn’t understand the property only amplifies that nervousness and erodes trust.

Add to this the rise of AI. Buyers are supposedly more informed than ever - between AI summaries and OneRoof algorithms, they’re absorbing large amounts of data. But it’s not helping them buy a good home sooner. From a buyer’s perspective, the market right now is confused.

The lesson for agents

Agents need to read and understand the LIM and Title before launching the home, and be ready to answer questions—seeking legal and building advice where needed—before buyers stroll through the open home. Buyers are still looking to you for comfort and clarity. Learn the property. Have the answers ready for the inevitable questions.

On leadership and the future of real estate

Bruce Cotterill is an excellent leadership coach and gives brilliant insights to any business looking to improve their performance.  To listen to the podcast (hit the read article link below) that Alex recorded with Bruce Cotterill on Leaders Getting Coffee. In this episode, we discuss the future of the real estate industry, starting a buyers agency from scratch, and the importance of international experience in New Zealand.

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