7. Which One Do You Want to be?
UNFOCUSEDFOCUSED
YOU
YOU
TITLE
BUYERTOUR
INSPECTION
CALL BACK
CMA
TRAINING
SHOWINGS
VPA
PROSPECT
STAY IN TOUCH
LIST
SELL
YOU Have Two Choices: Be FOCUSED or BE UNFOCUSED
12. 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
13. RP Data Media Maximiser – The Sunday Times
Source: RP Data Feb 1st 2013 to Nov 30th 2013 RP Data Media Maximiser
58%
50%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
ONLINE and PAPER ONLINE ONLY
Success Rate
58
78
0
20
40
60
80
100
120
ONLINE and PAPER ONLINE ONLY
Average DOM
$520,709
$509,671
$504,000
$506,000
$508,000
$510,000
$512,000
$514,000
$516,000
$518,000
$520,000
$522,000
ONLINE and PAPER ONLINE ONLY
Average Sale Price
14. RP Data Media Maximiser – The Sunday Times (Houses)
Source: RP Data Feb 1st 2013 to Nov 30th 2013 RP Data Media Maximiser
63%
49%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
ONLINE and PAPER ONLINE ONLY
Success Rate
49
71
0
20
40
60
80
100
120
ONLINE and PAPER ONLINE ONLY
Average DOM
$605,218
$473,975
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
ONLINE and PAPER ONLINE ONLY
Average Sale Price
15. RP Data Media Maximiser – The Sunday Times (Units)
Source: RP Data Feb 1st 2013 to Nov 30th 2013 RP Data Media Maximiser
69%
61%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
ONLINE and PAPER ONLINE ONLY
Success Rate
50
82
0
20
40
60
80
100
120
ONLINE and PAPER ONLINE ONLY
Average DOM
$513,222
$506,622
$502,000
$504,000
$506,000
$508,000
$510,000
$512,000
$514,000
ONLINE and PAPER ONLINE ONLY
Average Sale Price
16. • Can’t control the price but can control method of sale and
marketing
• Must go fishing in an ocean not in a pool
• We know where 100% of the buyers come from – just don’t
know where the best buyer will come from
• Your marketing investment is equal to half a bid auction
• Are you comfortable with not talking with 100% of the
buyers
• What’s more important to you the 3k marketing or the risk
of underselling your property by 30k
• You need to decide whether we whisper in the room or
scream from the mountain tops
Marketing Dialogue
17. • Your home’s value is dependent on 4 things
• If we don’t use 100% of the resources, how will we know
we have achieved 100% of the potential price
• Just so I understand first buyer or best buyer?
• Wolf on Wall Street analogy
• Home is on the market in competition not in isolation
• Active intellectual internet vs passive print
• When you watch the news you notice the news reader
• I don’t want a buyer saying it wasn’t meant to be
• We are taking out insurance
Marketing Dialogue
19. • It’s the process not the promise of a price
• I can see the logic in meeting one extra agent…
• We can debate price for hours today between ourselves
but the main conversation about price must be with the
new owner
Listing Dialogue
20. • You won’t be buying this home in isolation with the
owner but under competition – can I show you how
to win?
• Are you going to make a decision for your family
based on the market or based on your life?
• Thank you that price level has already been tested
Buyer Dialogue
21. • Were you enquiring about this property in regards to
buying it or comparing it to something you currently own
• Are you researching, buying or selling
• I have 2 buyers who are hot to trot should we quote
yours
Prospecting Dialogue
22. • When do you want me to start
• When can I start work
• Do you have a spare key or should I get one cut
• When should we start bringing the buyers through
Closing Dialogue
23. • 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
www.tompanos.com.au
Life Transforming Rituals
24. 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
