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.

Jab, jab, jab, hook

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Be their agent before they need an agent

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.

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

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

Extracting Offers

“Is there a price to excite you to purchase this property?”

Bottle of wine or box of chocolates competition

Building Perceived Value

Building Perceived Value

Building Perceived Value

Building Perceived Value

The Buyer Sources

The Buyers • ACTIVE • PASSIVE • LOCAL • OUT OF AREA

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

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]

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

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

SCRIPTS & DIALOGUE

“ART”

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Two Great Measuring Devices

Start Early Work Harder Stay Later

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Year 1 Success Formula =

Delayed Gratification – The Marshmallow Effect

HARD WORK pays off in the FUTURE

LAZINESS pays off NOW

(Prospecting to get contacts, not to get listings)

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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%

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

The Gift

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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

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