For more free Real Estate training tools, visit www.tompanos.com.au

1. Presented by Tom Panos
General Manager, Sales – Real Estate
www.tompanos.com.au

3. Every Job has 2 Jobs

4. If you don’t find them,
they will find you!
Earn people’s attention.

5. Jab, jab, jab, hook

6. www.tompanos.com.au
Be their agent before they
need an agent

8. Biggest Selling Hamburger in the World
Big Mac, McDonalds

9. Ranked Best Tasting Hamburger in the World
Kobe Beef Burger, Park Hyatt Japan

11. Brand = Reputation + Reach
YOUR
BRAND
REACH
REPUTATION

12. The attraction business model is far more
effective than interrupting strangers who
don’t want to talk to you.

14. 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
www.tompanos.com.au
Attraction Seven Figure Agent

15. The Agent Value Proposition
Premium Price
= High Impact Advertising
+ High Impact Negotiation
+ Buyer Emotional Connection
+ Buyer Competition Bidders

19. Full Page Ad Increases Perceived Value of a
Property by 46%
If this property was in your area, how much would it be worth? (Average
response for respondents shown that stimulus; respondents randomised
to see one stimulus each)
$698k
Full Page ad
$592k
½ Page ad
+46%
$476k
¼ Page ad
+24%
Source: Online survey of 196 Australian adults who report they have bought a property in Australia in
the last three years (n=139) or are actively looking now (n=57)
Survey conducted May 2010 with respondents recruited online and offline

20. Extracting Offers
“Is there a price to excite you to purchase this property?”
Bottle of wine or box of chocolates
competition

21. Building Perceived Value

22. Building Perceived Value

23. Building Perceived Value

24. Building Perceived Value

25. The Buyer Sources
The Buyers
• ACTIVE
• PASSIVE
• LOCAL
• OUT OF AREA

26. 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

27. 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]

28. Result = $1,105,000
BID NAME SOURCE
$1,105,000 Kerry Courier Mail
$1,100,000 Sharon REA
$1,095,000 Kerry Courier Mail
$1,090,000 John Domain.com
$1,080,000 Tracey Database
$1,070,000 Kerry Courier Mail
$1,050,000 Daniel Database
$1,000,000 Susan Signboard
$950,000 Kerry Courier Mail
$940,000 Steven Domain.com
27 Smith Street Brisbane
Reserve = $1,000,000
Bidders Template

30. It is unwise to pay too much but it is worse
to pay too little
When you pay too much you lose a little
money and that’s all
But when you pay too little sometimes you
lose everything
Because the thing you bought is not
capable of
doing the thing you needed it to do

32. SCRIPTS &
DIALOGUE
“ART”

33. www.tompanos.com.au
Two Great Measuring Devices

34. Start Early Work Harder Stay Later
www.tompanos.com.au
Year 1 Success Formula =

35. Delayed Gratification – The Marshmallow Effect
HARD WORK pays off in
the FUTURE
LAZINESS pays off
NOW
(Prospecting to get contacts, not to get listings)

36. www.tompanos.com.au
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%
1% + 1% + 1% + 1% + 1% + 1% + 1% + 1% + 1%

37. 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

38. The Gift
www.tompanos.com.au

39. Some of the best gifts come
badly wrapped
www.tompanos.com.au

41. • 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

42. 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

43. Today can be the day you drop the past,
cut your bullshit story, let go of old
wounds and unlearn those lies that have
become your truths and look at life with
a new set of eyes.
www.tompanos.com.au