Post on 06-Jul-2015
Presented by Tom Panos General Manager, Sales – Real Estate
www.tompanos.com.au
Every Job has 2 Jobs
If you don’t find them, they will find you! Earn people’s attention.
Which One Do You Want to be?
UN
FOCU
SED
FOCU
SED
YOU
YOU
TITLE
BUYER TO
UR
INSPECTION CALL BACK
CMA
TRAINING
SHOWINGS
VPA
PROSPECT
STAY IN TOUCH
LIST
SELL
YOU Have Two Choices: Be FOCUSED or BE UNFOCUSED
Jab, jab, jab, hook
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Be their agent before they need an agent
PV – Chase List
Address Name Phone
Hot Buyer List
Name Phone No. Details
Biggest Selling Hamburger in the World
Big Mac, McDonalds
Ranked Best Tasting Hamburger in the World
Kobe Beef Burger, Park Hyatt Japan
Brand = Reputation + Reach
YOUR BRAND
REACH
REP
UTA
TIO
N
The attraction business model is far more effective than interrupting strangers who
don’t want to talk to you.
www.tompanos.com.au
Stage GCI Focus
7 Figure Agent 1,000,000 Attraction
Elite Brand Agent 750,000 Leverage
Brand Agent 500,000 Marketing
Superstar 350,000 Up skill
Advance 200,000 Fine Tune
Year 1 150,000 Learn
Beginner 120,000 Start
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Attraction Seven Figure Agent
The Agent Value Proposition
Premium Price = High Impact Advertising + High Impact Negotiation + Buyer Emotional Connection + Buyer Competition Bidders
Address Price Marketing Campaign
2 Sunnyvale St, Blackhurst 870,000 $8,700
93 Pointy Blvd, Austin 653,000 $6,730
17 Turner Rd, Preston 420,000 $4,000
43 Orange Rd, Wannanup 1,105,000 $11,500
11 Moon St, Townsville 522,000 $5,520
32 Bentley Cct, Potts Point 985,000 $9,850
88 Jamie Rd, Eagle Vale 454,000 $3,800
31 Benalla Cres, Marayong 793,000 $7,930
315 Wattle St, Broadway 1,024,000 $13,100
8 Oceans Pde, Brisbane 705,000 $9,320
List 10 Sales [Recent Sales – Investment]
Property Address Sale Date Method of Sale
Advertised Price
Marketing Investment
Print Upgrade Online
Video Original Buyer Source
Sale Price
40 Forrester Rd, Erskineville 04/11/13 Auction n/a 17,500
Newspaper 2,100,000
22 Main Dr, Newtown 15/11/13 Private
Treaty 975,000 8,450
Internet 960,000
11 Winters St, Camperdown 28/11/13 Private
Treaty 895,000 8,100
Signboard 883,000
18 Elizabeth St, Newtown 08/12/13 Private
Treaty 980,000 11,000
Internet 980,000
2 Williams Rd Stanmore
12/12/13 Auction n/a 6,500
Internet 800,000
14 Euston St Alexandria 22/12/13 Private
Treaty 1,050,000 9,300
Newspaper 1,040,000
Average 10, 141 1,127,167
Recent Sales
DON’T USE 1,000 WORDS WHEN
50 WILL DO
Prospecting Dialogue
• “Are you researching buying or selling today?” (At Open House)
• “Most of the people are upgrading or down grading at this time.
What are you doing?”
• “Are you checking this out in terms of buying or selling at this
time?”
Listing Presentation
• Are you in love with it or are your vendors in love with it?
• Vendor Presentation vs Agent Presentation
• You vs Them
• Question based vs Statement based
• When there is trust in the relationship the terms become
negotiable
• If 3 presentations are equal, fee becomes the differentiator
• Forget the words but remember the feeling
Extracting Offers
“Is there a price to excite you to purchase this property?”
Bottle of wine or box of chocolates competition
The Gift
www.tompanos.com.au
Some of the best gifts come badly wrapped
www.tompanos.com.au
• 5am Club • 10 before 10 • Saturday afternoon call backs • Live independent of other peoples opinions • Audio Books/ Reading Books • Daily Exercise • Have courage embracing temporary incompetence • Never begin the day until finished in writing • Marketing agent vs transactional agent • 2014 Language – not expired dialogue • Daily Journal (Goals/challenges/gratitude) • Take Risks
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Life Transforming Rituals
In 23 years of Real Estate, I have come to the conclusion that training and coaching is EMPTY without ACTION and COURAGE. Temporary incompetence is a critical behaviour in growth
7 billion people but only 1 you – let go of who you think you should be and start being who you really are
In a world that is constantly trying to change you, authenticity is so attractive