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.

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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

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• 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