- The best way to finish 2015 - How to turbocharge your 2016 - Kick Start blueprint to 2x your income - Plus, your questions answered

1. Welcome to
2016 Million Dollar Strategies + LIVE Q&A
Your coach
Tom Panos

2. Letter from the Future
31st December 2016
Dear Tom,
What an amazing year 2016 has been.
I put on my first assistant and this has been a game changer as it’s taken my
numbers to $600k for the calendar year.
I have built my database to 3,500 people.
My fitness levels are at their best ever with a body weight of 80kg.
I enjoyed 4 weeks vacation in Europe and have upgraded my car to a brand
new white Porsche McCann
I purchased an investment property 2 bedroom unit in Newtown and I have
saved a further $20,000 which will go to my next investment property.
Etc, etc

3. 12 Month Blue Print
Step 1: Write out your income goal.
Example: Income goal = $500,000
Step 2: Calculate the average commission in dollars in your office
Example: Average fee = $20,000
Step 3: What is your office split
Example: 50%
Step 4: Your share of that fee = $20,000 x 50% = $10,000

4. 12 Month Blue Print
Step 5: Calculate your list share ratio. You can work this out by looking at total
listings last year vs total sales. Let’s assume for this exercise it’s 80%. That’s
80% of your listings sell. This is called your LIST TO SHARE ratio.
Step 6: Calculate number of sales required to reach your income goal. This is
done by dividing your income goal by your average fee.
Number of Sales = $500,000/ $10,0000 = 50 sales a year
Step 7: Calculate number of listings required to reach your income goal. This
is done by dividing number of sales a year needed by your list to sell ration.
Number of listings = 50/ 80%= 62.5 listings a year
Then assuming you work 11 months of the year divide 50 sales and 62.5
listings a year by 11 which
Total monthly sales = 4.5 a month
Total monthly listings = 5.68 a month

8. Prospecting Dialogue
• USE THIS FOLLOWING UP PEOPLE FROM OPEN FOR INSPECTIONS.
“When you came through the other day were you researching buying
or selling at the moment?”
• USE THIS WHEN TALKING TO PEOPLE AT OPEN FOR INSPECTIONS.
“Most of the people coming through today are either upgrading or
downgrading. What are you doing at this time?”
• USE THIS WHEN TALKING TO A BUYER. “Did you call about this
property because you’re looking to buy or comparing it to your current
home?”

9. Listing Dialogue
• “It’s the process not the promise of a price that will get your home sold for top
dollar. Can we talk about that process?”
• “In selecting an agent I’m curious, will you pick an agent based on the things
they can’t control like the price or the things they can control like the process,
marketing and their negotiation ability.”
• “Would you like me to present you with a strategy to make you happy or a
strategy that will get you the highest price?”
• “Would you like me to present you with a marketing campaign that will
make you happy or one that will get you the highest price?”

10. Listing Dialogue
• “We can debate price for hours today between ourselves but the main
conversation that we must have about the price with the person who is going to
be the new owner of your home.”
• “In selling what is the most important thing you’re looking for in an agent?”
• “Right from the outset I would like to let you know it’s totally OK if I don’t get
your listing. What I like to do today is ask you a few questions to see if I could
help. I may or may not be able to help based on your circumstances and what
you’re looking for. If at the end of this meeting I feel I can assist and you feel
comfortable we can then meet again and talk about what that solution would
look like.”
• “Have you sold a property before? How did it go? What did you like and what
didn’t you like?”

12. The agent that generates the
most appointments wins
Daily Prospecting Targets
AGENT
Calls Connects Appointments
Targets Per Day 75 35 5
Monday
Tuesday
Wednesday
Thursday
Friday
Total
Average

15. The 4 Level Business Unit Model
Agent
Agent
Admin Admin
Agent
Admin Admin
Buyer
Specialist
Agent
Admin
Admin
Buyer
Specialist
2nd Agent
1st Level 2nd Level
3rd Level 4th Level

17. Real Estate Gym Mentors

18. www.RealEstateGym.com.au
Coupon Code: DVD Ends: 23 Dec 2015