What do you do when your vendors having private conversations with other agents - particularly in the last 30 days of the agency agreement – and the other agent is saying they have “Buyers”?Diego Traglia reveals one of the best methods to expose the competing agent and call their bluff! The entire training with Diego Traglia (consistently one of the #1 Agents in New Zealand) and his entire SMS System is only in the Real Estate Gym: https://realestategym.com.au/The entire training with Diego Traglia (consistently one of the #1 Agents in New Zealand) and his entire SMS System is only in the Real Estate Gym Join now and SAVE $100 off your ticket to AREC 2024!

When you lose a listing, you don't just lose the commission. You lose the personal branding opportunities, the buyer momentum, and other potential listings on the street. Losing one listing is more expensive than you realise. That's why it's critical to be a Master in Listing Presentations. Liam Cromarty is a Listing Specialist at LOVE Realty with an 85% winning ratio for ISA listings. In this training, Liam demonstrates the art of defending your commission. The entire training is only in the Real Estate Gym

When a vendor is concerned about your level of experience, use this approach to demonstrate your negotiation skills and win the listing. This training also covers what to say when the other agents claim to have “buyers” who will pay more.All the BEST Scripts & Dialogues to win more listings in the Real Estate Gym

And what would you do in my situation regarding: the agent? My Clearance Rate: 4/6 SOLD

Let’s learn from two leading real estate figures on how to make more sales and 'make more time' through the power of a Remote Professional. ✅ How QLD’s #1 agent, Alex Jordan (sold over 130 properties in the last 12 months) works with his 'Wingman' Benj to help him find more prospects, and deliver exceptional results.✅ How Peter Kakos, who specialises in prestige properties with an average sale price of $11 million works with his 'Wingman' Ray to help manage high-stake sales. The office writes approx. $15 million in GCI.✅ Find Your 'Wingman':- Understand how Wingman (aka Remote Professionals) can multiply your effectiveness and efficiency.- Find your Wingman- WalktoARECThis webinar is sponsored by Wingman 

00:00 - Becoming Teflon in the face of rejection and setbacks01:34 - Being detached from the outcome in sales03:18 - The power of social proof in negotiations04:53 - Having multiple buyer inspections for negotiation leverage06:10 - Perceived value in real estate and marketing06:44 - Joining the Real Estate Gym Quotes: *   "The more I didn't want the deal, the more they wanted the deal. Care, but not too much." *   "Smart agents always do multiple buyer inspections. It gives you power in your negotiations."*   "Wine, like water, is just an odourless liquid. But one of them you buy for $20, the other you get for free. It's all about perceived value." 

About the Guest:Kate Smith is an award-winning real estate agent from Harcourts in South Australia. With over 23 years of experience in the industry, Kate has established herself as one of the top agents in the country based on volume. She makes 200-250 sales a year with one support staff and automation. Kate sells properties across a wide range of price points, from $880k to $4.5m. Kate began her career as a professional basketball player before transitioning into real estate. She is also a single mother to two young children.Summary:In this interview, Kate emphasises the importance of maintaining relationships with past clients and utilizing automation tools like Realtair to stay in contact with clients. Kate also highlights the benefits of using video content, particularly drone footage, to showcase properties and attract buyers. She reveals that the majority of her listings come through referrals and discusses her approach to closing deals as well as juggling career and family life.Key Takeaways:Kate Smith transitioned from professional basketball to real estate and found her passion in the industry.Maintaining relationships with past clients and using automation tools are crucial for success in real estate.Video content, especially drone footage, is an effective way to showcase properties and attract buyers.The #TechTuesday training series is a collaboration with Realtair

Interest rates are not going down anytime soon.  Have a look at the unemployment rate. My Clearance Rate Today: 11/14 SOLD

Josh Tesolin has been awarded Australia's #1 Agent (according to RateMyAgent) for a record-breaking 4 times (2020 - 2023). He is the Owner and Principal of Ray White Quakers Hill - The Tesolin Group. In this webinar, Josh will reveal: Why he chooses LocalAgentFinder to get notified about listings just as the vendors are ready to hit the marketHow he wins listing on the spotScripts & Dialogues to make it easy for people to say 'yes'The best listing presentation tactics that even work for new agents in the industry, and moreThis training webinar is a sponsored collaboration with LocalAgentFinder

Get your AREC Tickets now Real Estate Gym members get the best-value deal

Stories from the frontline - including the standout Marrickville auction where a vintage three-bedroom charmer raked in $1.3 million, defying the odds in favour of move-in-ready homes. And I’ll share the results of the day's auctions, insights into buyer behaviour, and even the peculiar antics of a would-be buyer more engrossed in contract pages than the property itself. If you're curious about the real-life theatre that unfolds on auction day, or just want a few laughs and learnings from someone who's seen it all, this is one episode you won't want to skip.My Clearance Rate: 6/8 SOLD

Let’s face it! Outsourcing has had a bad rap across all industries. So how do the top 1% of real estate agents strategically use Outsourcing to grow their business?My guests are Daniel Lee, Director at Plum Property (and one of the funniest agents on social media), and Kevin Dearlove, Director at Stone Beecroft.They will share their firsthand experiences of how they used outsourcing to scale their businesses and helped them achieve unprecedented growth and profitability.Gain practical insights and actionable tips on how to:Expand your market share without cutting corners or paying exorbitant feesKeep up with back-office admin demandsImplement outsourcing within your agencyStart your journey towards becoming a top 1% agentThis webinar is sponsored by Wingman

Kon Stathopoulos is one of the leading thought leaders in our industry and a real estate practitioner. As the Principal & Owner of McGrath West, Northwest & Hawkesbury, he and his team are writing over $32 million in GCI per year. In this webinar, Kon Stathopoulos reveals how he uses Realtair to help him:Encourage buyers to make more offersCreate transparency in the bidding processGet the highest possible price for vendorsIdentify hot buyers and sellersCreate opportunities for targeted prospecting, and moreThe tools will enhance your sales strategy, increase listings, and achieve greater satisfaction for your buyers and vendors.*These techniques will work in both auction and non-auction dominant markets.The #TechTuesday training series is a Tom Panos & Realtair collaboration

My Clearance Rate: 6/11 SOLD (and 2 auctions tomorrow). This market is unpredictable and patchy.

Lots of buyers - but not many sales...My Clearance Rate: 7/16 SOLD (and 1 auction tomorrow)

In this training interview, Alex Jordan reveals the door-knocking method he and his team use to find prospective sellers. He also shares how he categorises and maintains his database on the go.Alex Jordan is known as "The 10x Agent". He is QLD's #1 agent 2021 & 2022 (REB), awarded #1 Top Residential Agent QLD, REA (realestate.com.au), named brisbanehomeprices.com Agent of the Year, for 5 consecutive years and McGrath’s number 1 agent nationally.The full interview 'How To Door Knock with Good Reason' is only in the Real Estate Gym 

My advice to buyers, sellers, and homeowners

What's causing PANIC in the American real estate market?My Clearance Rate Today: 6/10 (60% SOLD)

Matt Lancashire is widely recognised as one of Australia’s leading real estate agents. He and his team consistently sell over $275 million worth of property annually. In this training interview, he reveals the meticulous systems and process that new Sales Associates Ben Osborne, followed to make $9.5m in sales in less than 6 months.Matt has revealed his entire 39-page document on 'How to Write $1,000,000 GCI a Year' in any market. This includes the non-negotiable tasks, the targets, and the processes you've got to have. Because you can't have willpower and luck as your strategy in 2024. This is only available in the Real Estate Gym. Join now and I will be your coach

My Real Estate Market Wrap, and predictions for February 

It's clear - the fastest proven way to 2x your GCI is to have a support team. Because when you have someone looking after your systems, you can focus on listing and selling.But...We also know this can come at a HUGE cost. Not just in finding the right person, but in training and retaining that person.In this webinar, you will get a detailed framework for how to quickly grow a support team at a low cost.We will cover:The biggest misconceptions agents have about outsourcing How you can rapidly 2x your GCI (ideal for agents who are writing under $500k in GCI)The framework for starting an EBU including; job roles and responsibilitiesYou will also get expert guidance from Jonathan Bell, one of the leading thought leaders in Property Management.To find out what it takes to have a Remote Professional Red PA, contact Nick Georges via email: [email protected] or call: 0421 303 032This webinar is a paid sponsorship by Wingman Group

My co-hosts are Pete Matthews (CEO at Realtair & President of the REINSW) and Phil Tarrant (MD at REB Online).Join us for an in-depth discussion of significant insights from the 2023 Macquarie Benchmarking Report and how this impacts you.A state-by-state analysis of Sales vs TurnoverIdentifying major challenges facing the real estate sectorStrategies to overcome these challenges.Technological advancements and how to make tech work for youExploring the role of technology in shaping the real estate industryAdopting cutting-edge technologies to help you list and sell more propertiesThe #TechTuesday training series is a collaboration between Tom Panos & Realtair

My predictions for the year and what are our biggest challenges

Enjoy the comedy show! 

Phil Tarrant (MD of Real Estate Business) and I discuss navigating the complexities of Real Estate: Markets, Affordability, and the Future.The Perth market has experienced a resurgence after 15 years of no growth, with buyers from other parts of Australia taking advantage of the affordability.Interest rate rises are causing confusion in the market, with some areas experiencing a buyer's market while others remain competitive.AI is playing a role in lead prioritization and streamlining administrative tasks for real estate agents.TikTok has become a platform for real estate agents to connect with the market and provide behind-the-scenes insights.The future of the real estate market will be influenced by government regulation, access to money, and the supply of housing.

The data on Uncollectables, Sold Priors and Passed-ins are through the roof across Australia. Plus, we’ve got an undersupply of property because councils are not doing their job.If you’re a vendor, and your agent gave you something within 5% of what you wanted, I would accept it.And what do you do if you’re an agent and there is Zero interest in the property right now? My Clarance Rate: 3/10 SOLD

Louis Christopher is a leading real estate economist, data analyst, and forecaster. He is the founder of SQM Research, a property market research company.Louis is known for his annual Boom and Bust Report, which provides insights and forecasts for the Australian housing market.0:00:00 - Reserve Bank of Australia's decision0:04:09 - Louis Christopher's forecast for housing markets0:07:47 - Positive outlook for Adelaide0:09:10 - Discussion on migration's impact on prices and unemployment0:13:20 - Prediction of one-year housing market downturn0:13:43 - Possibility of interest rate cut next year0:13:55 - Potential impact of events in the Middle East and global economy  on interest rates0:15:43 - The individuals who benefit from rising interest rates and housing prices increase0:18:10 - Why wealthy individuals contribute to inflation 0:20:42 - Negative retail spending can lead to economic recession0:23:05 - Rental shortage expected to continue, building approvals fallingGet the full Boom & Bust Report from SQM Research The #TechTuesday training series is a Tom Panos & Realtair collaboration

Why Australia is the place to be - but not if you want to be a homeowner.The stupidest thing Michele Bullock, Governor of the Reserve Bank of Australia has said so far We have to stop defining human beings based on those who have Property vs those who have not got Property I had a heckler at my auction: https://youtu.be/vB5hxg10mnEMy Clearance Rate: 7/12 SOLD

If you have ever felt that 2x-ing your real estate business was impossible, let's shatter these beliefs.  Alex Jordan is QLD's #1 agent 2021 & 2022 (REB), who transformed his GCI from $380K to $10 million in just a few short years. Alex shares his early fears of rejection, how his health diagnosis served as a turning point, and how he shifted from running a transactional business to becoming an attraction agent. Tune in for a story of resilience and determination that will leave you inspired.For full access, login to the Real Estate Gym 

My Clearance Rate: 8/13 SOLD

Why am I suddenly selling properties for $2m in Campsie when they've previously been $1.5m? Overall, the real estate market is patchy and unpredictable.

What percentage of buyers with a pre-approved loan purchase within their pre-approval period?Matt Lahood, CEO of The Agency, reveals why you should focus your energy on working with buyers with pre-approved loans, especially before they get re-rated. Login to the Real Estate Gym and get your November & December end-of-year plan. Plus, 2 months FREE extended access on the best-value annual plan

We are moving towards a buyers’ market in November & December.Here’s what we can expect:1)Vendors are vulnerable at the moment. The optimism has gone as rates may continue to rise. 2)This is great news for buyers My Clearance Rate: 5/13 SOLD

The ripple effects of the Reserve Bank's rate rise have put an undeniable financial strain on Australians, leaving many struggling with increased loan repayment obligations.Mark Bouris and I do a deep dive into the impact of interest rates on the economy and household finances.We examine the: current state of the housing marketrental crisispotential threat of a market crashinflux of new immigrants, andwhat's likely to happen nextWe also discuss the potential ripple effects of this decision; the widening wealth gap, the skyrocketing cost of living, and the government's role in providing relief. Is this the rate rise that stops the nation, or the recession we had to have?

How to Find, List & Sell More Homes. This webinar is a sponsored collaboration with iD4me. Book a demo with iD4me now

✅ Negotiation Tactics: Learn how to leverage Pest and Building Inspection reports to negotiate better deals for both buyers and vendors.✅ Building Trust: Discover how transparency with inspection reports can enhance trust and credibility with clients.✅ Overcoming Objections: Strategies to address potential buyer concerns using the insights from the reports.✅ Efficiency in Sales: Tips on fast-tracking the sales process using the information from Before You Bid.✅ Case Studies: Real-life examples from David Walker's experience where inspection reports made a significant difference.About David Walker: As a Ray White Upper North Shore director and licensee, Ray White’s No 1 Selling Principal, David Walker leads one of the most successful real estate teams in Australia. A licensed agent for more than 20 years, David is consistently ranked in the REB top 100 and #1 in the Rate My Agent - Agent of the Year (Wahroonga)This webinar is a Tom Panos & Before You Bid sponsored collaboration. Speak to an expert at Before You Bid

Not surprisingly, the market is reacting to rate rises. Buyers are being cautious, and vendors are having to realign their expectations.  5/11 SOLD

My Clearance rate:  8/11 SOLD  and 1 more auction on Sunday tomorrowWe are seeing the effects of a market where buyers have been re-rated.My thoughts on Chinese buyers.And why I wouldn’t rule out another interest rate rise.

Gain a solid understanding of digital prospecting and its impact on your personal brandObtain valuable hacks from Daniel Starr's successful prospecting strategiesTech strategies for better listing and sales outcomesOur special guest Daniel Starr is one of the Company Directors at Starr Partners. Selling over 100 properties a year has placed him in the REB Top 100 for 5 consecutive years. Additionally, Daniel holds the prestigious title of the No. 1 selling agent in the Greater Parramatta region.The TechTuesday training series is a Tom Panos & Realtair sponsored collaboration. > Get More Listings 

There are signs of lower buyer confidence and discrepancies all over the place. I would have expected more stock locked away for this October but the sold prior and withdrawals are growing. Cracker homes are still getting cracker prices. But not the rest...

Liam Cromarty is a Listing Specialist at LOVE Realty. He attends up to 20 listing presentations a week. Once the appraisal is secured, he takes over from there. In this interview, Liam reveals how you can demonstrate to the vendor that their home could be worth more when they list with you. His strategies are GOLD!The full training and Liam's 7 pre-listing questions are only in the Real Estate Gym 

Even during the long weekend in New South Wales, my auctions were buzzing with buyer activity. A property in Hurstville took everyone by surprise. Selling for over $1.4 million compared to the previous price of $1.07 million, with no work done on it. My Clearance Rate: 10/11 SOLD 

✅ How to get a buyer to commit without commission breath✅ A tool that can prevent and reduce sales from falling through✅ How to show value at a listing presentation to win the listing over fee cuttersSpecial guest: Amit Nayak - McGrath Estate Agents he and his team have sold 150+ properties in the last 12 months, and he is Top 29 Agent NSW by AREA.This webinar is a Tom Panos & Before You Bid sponsored collaboration.

This technique Su Reynolds uses to get price alignments is genius. Because she presents the data in a way that allows the vendor to realize they are overpriced.In fact, when this technique is delivered with sincerity, the vendor will often suggest a price reduction before you do.Su Reynolds is one of the Directors at Byron Bay First National. She is consistently ranked in the top 1%  for the First National Group nationally. Su is known for her warm, caring and effective negotiation style.The full interview is only in the Real Estate Gym

Here’s the truth on what influences clearance rates. It has nothing to do with interest rates. It has nothing to do with the kind of property. It has nothing to do with the market. But it has everything to do with a concept called Operator Error.Operator error refers to the ability of a real estate agent to actually put a deal together using the auction system. And what a lot of the people in the marketplace aren't aware of, is that there are agents who understand how to use an auction system, and there are real estate agents who don't.Not surprisingly, agents who know how to use the auction system have a higher clearance rate.I also explain, the terms ‘Uncollectibles’ and ‘Preliminary results’. And my forecast for the real estate market leading up to Christmas.My Clearance Rate: 5/9 SOLDWhat was it like in your market? Comment below...

Jordan Bain reveals 3 simple hacks to increase your following & engagement on social media.Building a following - should you focus on numbers or engagement? We address the elephant in the room - the pitfalls of fake followers. Jordan reveals the concept of 'value-tainment' - the magical blend of information, education, and entertainment that will make your content stand out. And why collaborating with other real estate agents and competitors, can catapult your content to a whole new level!My guest Jordan Bain is a personal brand & growth strategist on a mission to solve problems for real estate agents. Connect with Jordan: https://jordanbain.com.au/

Our guest is Matthew Everingham, tech-savvy Principal of one of the fastest-growing real estate offices in Australia, Richard Matthews. He has been recognized as one of Australia's TOP 100 AGENTS by Rate My Agent in 2020 and ranked #11 in the REB top 100 Agents in 2023. By leveraging innovation, Matthew and his team have been able to streamline processes, gain insights into client behaviours, and amplify their efficiency, all while preserving the crucial element of human connection. You'll hear key insights on data responsibility, ensuring your messages hit home and don't become intrusive. And why Realtair's Pitch has become a game-changing tool for the team at Richard Matthews Real Estate Imagine having a treasure trove of prospecting scripts, dialogues, and templates at your fingertips, all courtesy of the Realtair. This #TechTuesday training series is a Tom Panos & Realtair sponsored collaboration: https://realtair.com/tompanos/

Oliver Lavers, the Associate Director at TRG (The Rubinstein Group) wrote close to $3m in GCI and was recently awarded No. 1 NSW/ACT City Salesperson and No. 5 International Salesperson at the Ray White awards. Most agents associate Oliver as being integral to Gavin Rubinstein’s success. What most people don’t know is his personal story of resilience. Oliver lost his father at the age of 11 whilst his mother raised four children while battling her own health issues. He is a testament to how suffering builds perseverance and character strength.In this interview, Oliver reveals how you can nurture relationships and fast-track sellers without sounding like a desperate salesperson. The entire training is only in the Real Estate Gym

Josh Tesolin knocks on the door of a past vendor of his that was on the market. The home didn't sell because the vendor wouldn’t accept the price. As soon as the husband opens the door, he starts shouting at Josh, “What are you doing here? I told you to never sell my house again!”Josh squeezes past the door and the vendor keeps yelling at him. “My son hates you! We all hate you!”That’s the moment when Josh brings out his secret weapon. Spoiler alert: Josh re-signs up the listing. But not in the way that you would expect…Josh Tesolin is Australia's #1 Agent (RateMyAgent). He wrote over $1m in fees in the month of August 2023. The entire Josh Tesolin System is only in the Real Estate Gym: 

Starting from scratch in a new market, Amit Kumar faced the double challenge of growing his business while dealing with family adversity. Within 2 years, Amit has gained 70% market share in Schofields. He has sold 140+ properties in the last 12 months and is the Principal at Amit Kumar Property. In this interview, Amit reveals how he gained market share so quickly. His story is a testament to the power of determination and hard work. The full interview is only in the Real Estate Gym 

Jared Zak is the Principal Solicitor of Dott & Crossitt and has more than 15 years of experience in law and finance.  In this training, he reveals: 7 Things Agents NEED to Know About Contracts:The repercussions for buyers who default on their contracts - a potential additional liability of 5%The significance of structured deposit clauses in New South Wales, and highlight the potential losses - some unquantifiable - that can result from a contract default.The complexities of signing a contract on behalf of a company. What happens when a company Director is absent, the role of Corporate Powers of Attorney, and why you, as an agent, need to be well-versed in this areaThe potential consequences if the company fails to fulfil its contract obligationsThe risks associated with releasing a buyer's deposit in the case of a long settlement date.This is essential listening!For more info on Jared Zak.*DISCLAIMER: The information provided in this video is general in nature only and for education purposes. The information provided does not constitute as personal legal advice. Tom Panos Pty Ltd does not accept any liability for any decisions made based on the information provided. Tom Panos Pty Ltd strongly encourages you to seek professional legal advice to discuss your personal circumstances.

Alex gives us a backstage pass to his client nurturing strategy. We also discover how Alex has harnessed technology to build his brand, why humility is key, and the importance of providing useful information to clients. This insightful discussion is filled with practical applications for both seasoned and budding real estate agents.Alex Jordan is known as "The 10x Agent". The is QLD's #1 agent 2021 & 2022 (REB), awarded #1 Top Residential Agent QLD, REA (realestate.com.au), named brisbanehomeprices.com Agent of the Year, for five consecutive years and McGrath’s number 1 agent nationally.The #TechTuesday training series is a Tom Panos & Realtair sponsored collaboration.

It’s a property-dependent market. People want quality and the ones that have an issue need an owner to drop to sell. 

I discuss what the pause in interest rates have had on people.My Clearance Rate: 3/8 SOLD

Are you protecting your commission on the agency agreement? Lisa Jemmeson reveals the nuances of agency agreements and the consequences of overlooking the details. From a case where a minor error led to a client forfeiting a $40,000 commission, to why it's essential to pay close attention to warning signs like multiple mortgages or second-tier lenders on a title. We also cover the critical discussion on trust money and the importance of understanding your contractual obligations as a real estate professionalLisa Jemmeson is the Head of Litigation and partner at Jemmeson & Fisher - Solicitors and Accountants. Lisa has a Masters of Law, majoring in Commercial Litigation, and is a fierce defender of her client's rights. She is renowned for her no-nonsense and commercial approach to litigation. Lisa is a trusted advisor to many in the real estate industry: The entire training is only in the Real Estate Gym

Have you ever thought about the power of a digital hello? Real estate professionals, you're in for a treat! Join us as we pick the brain of Jake McKenzie, sales manager at Realtair, on the art of crafting engaging digital introductions in real estate. Grasp the essence of creating a strong and memorable first impression—something that resonates with your potential clients and builds trust from the get-go. Jake shares how to strike the right balance of simplicity, elegance, and relevance in creating a pre-listing kit that not only captures attention but also communicates effectively.Together, we navigate the process of creating a captivating digital introduction template. Jake imparts his wisdom on using well-crafted questions to expose competitors' strengths and weaknesses. We also delve into how to strategically utilize data from Comparative Market Analysis (CMA) and how being selective with awards and statistics can make a difference. Adding a personal touch to your digital introduction with an introductory video? Jake explains why this could be a game-changer!Delving deeper into the world of digital transformation in real estate, we explore the power of knowing when clients interact with documents. Jake details how the Real Tear platform can help agents leverage this data to their advantage. We further delve into the integration of Property Suite CRM with Real Tear Pitch and how this integration can significantly impact how real estate agents operate. Curious about how Jake McKenzie's insights can enhance your engagement with clients? Tune in to unravel the innovative ways of improving client interactions in the digital age of real estate. Buckle up, this is an episode you don't want to miss!

We explore the cutting-edge concept of digital proposals.Tom eloquently takes us through the fundamentals of digital proposals and why this isn't just another tech addition but a powerful strategy to sign up more listings faster. Learn how to craft compelling digital proposals that include key factors such as pricing, method of sale, marketing examples, and the campaign timeline.We'll navigate through features such as adding recent sales and current listings from data providers, creating case studies, and utilizing preset marketing quotes. Plus, we'll explore the calendar feature that allows agents to efficiently plan out property campaigns and convince prospective clients about starting without delay. By the end of this episode, you'll be well-equipped to introduce this game-changing tool into your real estate prospecting process and stand out from the crowd.The Rocket Fuel training series is a Tom Panos & Realtair collaboration: - https://realtair.com/product/real-estate-proposals/- https://realtair.com/resources/tom-panos-prospecting-rocket-fuel/- https://realtair.com/signup/

What if the Australian property market is on the edge of a cliff, and you're one of the 1.3 million being impacted? Imagine what it would be like if your mortgage repayments doubled or even tripled because of interest rate hikes. As challenging as that sounds, this is the reality for many Australians this year. Is the dream of home ownership becoming unreachable for the younger generation? A new report suggests that those who don't buy a home by their early 30s are less likely to ever be homeowners. This raises questions for those trying to step onto the property ladder but are priced out.LIVE on 2GB with Ben Fordham

 I'm predicting there'll be 1-2 more Interest Rate Rises. And here is my best advice to buyers & sellers in this market. My Clearance Rate: 2/9 SOLD (1 sold prior)

But is this a problem? LIVE on 2GB with Ben Fordham. Do you see many Chinese buyers fighting for property in your market?

Inspirational story! My coaching client Aisha Coe proves that you can transform your life in a few short years. Aisha is consistently the #1 sales agent in her office at McGrath Geelong. But at one point in her career, she needed to sell her car to stay in the country and was a car-less agent for about 9 months. Today, all of her dreams have come true! She purchased her first home, is on-track to write $1m in GCI, helped her mother move to Australia and, obtained her Australian citizenship.  To access the 'Letter From The Future' coaching template & download her Listing Form, login to the Real Estate Gym

There is more stock on the market this July than there has been in the last 5 years (Source: CoreLogic). Why waiting to sell in Spring is a bad strategy. My Clearance Rate: 7/10 SOLD

There is a record number of appraisals this Winter. Now is the time to sell, so you can be a buyer in Spring. My Clearance Rate: 4/5 SOLD

Louis Christopher, founder of SQM Research is one of Australia's most respected, impartial, and accurate research property analysts. Louis Christopher, founder of SQM Research is one of Australia's most respected, impartial, and accurate research property analysts. In this episode, we dissect:The RBA's recent decision to pause on interest rate risesThe role of inflation in thisHow reduced listings and APRA's buffer regulations have spurred a ripple effectHow interest rate hikes influence various demographics differently, and moreShare this with your vendors and buyers so that you can help them make informed decisions.

This is the video the banks don't want you to see. And the reason they don't want you to see is because it goes against their profits and their strategy. I'm telling you straight - if you're coming off a fixed rate and going on to variable, you can negotiate. I know they're going to communicate to you, “This is your new rate, this is your new loan repayment”. I'm telling you straight if there's a time to negotiate, it's now! Once you're locked in, it becomes much harder. When you went on a fixed rate, you had no choice, that was the rate. But now on variable, you can.And not only that, contrary to what a lot of people are saying, if you can show grounds that you're going to struggle with making payments, you can talk to them about turning your Principal + Interest Loan to be only Interest only for a period of time to help you through a cash flow position. This may be a better option than actually putting your home on the market and having to sell it. So, team, now's your chance to refinance. Now's your chance to get a better deal and give them notice that you're looking at other options. In fact, you should be doing it right now, doing your due diligence for other options.Forward this to help your clients negotiate their rates!

Ever felt cheated by the constant boasting of record-breaking property prices by real estate agents, only to be confronted with an entirely different narrative when it's your turn to sell? In today's Real Estate Market Wrap, I discuss how the investor sell-off has begun, and the gap between what agents say online vs. what they say to the vendor; a disconnect that leaves many sellers feeling misled and deceived. Plus, there is a mass exodus of real estate agents leaving the industry. My Clearance Rate: 9/11 SOLD

This episode is a goldmine, as we chat with a personal brand and growth specialist in the real estate industy - Jordan Bain Jordan reveals practical strategies for creating unique content to help you stand out in your marketplace.There's advice on what to do (and what not to do) when creating content that gets the attention it deserves. From replicating techniques used by viral TikTokers, to capturing the right photos, the advice will prevent your buyers and sellers from scrolling past your posts and thinking, 'A boring just sold post from a boring agent'!Follow the practical advice in this insightful episode and get better engagement from the people that matter - your potential vendors. 

Discover the reasons behind the low arrears rate in this insightful episode, where we discuss the impact of transitioning from fixed to variable rates and the strategies for buyers and sellers in the current market. We also uncover the increasing number of investor properties coming onto the market in Sydney and Melbourne and explore why investors are feeling the pinch. Forward this to your vendors to help them make informed decisions. 

Kieran Bresnahan (McGrath - South Hurstville) has been in real estate for 23 years, 16 of those as a Principal. With his business partner, they have grown from 1 office in 2007 to 6 offices today in 2023. Kieron reveals the key factors that contribute to a prosperous and enduring profession in the industry. He also shares powerful tips for staying present and focused in this demanding profession, highlighting the importance of practising resilience. As a mentor to many in the industry, this episode is packed with invaluable advice for young professionals looking to carve out a successful career in real estate. This is one of the episodes of the AREC 2023 Backstage Interviews. To get the entire program, join the Real Estate Gym and claim an EOFY tax rebate**Check with your tax accountant

Are you ready to revolutionize your real estate game? Join us and our tech-savvy guest, Jake McKenzie from Realtair, as we uncover the secrets of personalized, digital prospecting and how it can skyrocket your success in today's cutthroat market. In this insightful conversation, we explore the power of the digital price update, a game-changing tool that allows agents to stay informed while engaging clients on a personal level.We dive into the automation process, discussing how integration with all major CRMs simplifies data entry and keeps you in the loop. Learn from real-life case studies of agents who've experienced astonishing transformations in their listing numbers, and understand the importance of being frequent and relevant when prospecting. Moreover, discover the customizable templates offered by Realtair, designed to help you represent your brand and stand out from the competition.Don't miss our upcoming episodes where we'll dig deeper into tech-driven prospecting and becoming a high-tech, high-touch agent. Stay tuned as we continue to explore the world of digital price updates and reveal how you can harness the power of technology to grow your real estate business. Remember, in the real estate hunger games, only the well-prepared survive!For more information, get The definitive guide for agents who want more listingsThe Prospecting Rocket Fuel training series is a Tom Panos & Realtair collaboration.

Simplify the decision-making process for your vendors and help them go from overwhelmed to empowered.In this training session, I reveal the power of presenting two clear options to your vendors. Listen as I role-play a scenario where a property is overpriced, and the owner is reluctant to come down on price. Offering them two courses of action: doing nothing and risking a significant drop in property value, or making an adjustment now and becoming a buyer in the Spring. Plus, discover the benefits of joining the Real Estate Gym, where members receive videos, mentorship, scripts, dialogues, templates, and personal accountability systems to help them make more calls, get more appointments, and secure more listings. Join the Real Estate Gym now & claim this training investment on your EOFY tax rebate!* *Check this with your tax accountant

Real Estate Market Wrap: I'm still furious about the decision made by the Reserve Bank of Australia. BUT... Interest Rates will come down before the Election. My clearance Rate today: 5/9 SOLD As a real estate professional selling 250 homes a year, I urge sellers to come to the market now and not delay until September, as competition will be fierce. Forward this to your vendors and buyers to help them avoid missed opportunities.

What if your home loan repayments suddenly skyrocketed? Discover the alarming reality of Australia's potential recession, with the Commonwealth Bank now confirming a 50% chance of its occurrence. In this Real Estate Market Wrap, we examine the impact of rate rises on vulnerable homeowners and the best course of action for navigating these uncertain times.As we explore the implications of increased loan repayments, we discuss the three options for struggling homeowners - borrowing from relatives, refinancing, or selling. With the tone of the Reserve Bank's language shifting to suggest that a hard landing may be unlikely, we delve deeper into the factors contributing to this change and the potential consequences for the Australian property market. Don't miss this insightful analysis as we help you take control of your position and avoid greater financial hardship in the future.

"Can I trade within 5km radius if I leave?" Yes, BUT... Lisa Jemmeson explainsJoin us for a captivating conversation with Lisa Jemmeson, the Head of Litigation and partner at Jemmeson & Fisher - Solicitors and Accountants - a legal expert who provides valuable insights on navigating these tricky situations. We discuss the differences between contractors and employees, the enforceability of non-compete and non-solicitation clauses, and why membership in Reef is critical for employers.Our guest shares essential advice for employees leaving a job, including the risks of downloading CRM data and the benefits of negotiating with your employer before involving lawyers. We also explore the consequences of attempting to hide your tracks. Don't miss this episode packed with information that could save you time, money, and headaches in the real estate industry!Lisa has a Masters of Law, majoring in Commercial Litigation, and is a fierce defender of her client's rights. She is renowned for her “no-nonsense” and “commercial” approach to litigation. Lisa is a trusted advisor to many in the real estate industry.

What's the true impact of the RBA's recent interest rate announcement on the Australian economy and society? Mark Bouris dissects the consequences of this decision and its ripple effect on various segments of the population. We tackle the alarming proportion of Australia's net income going towards loan repayments, the pressure on individuals and businesses, and the question of who's really fueling inflation.Together, we explore the delicate balancing act the Reserve Bank faces when setting interest rates, as well as the importance of empathy in politics and the need for clear, timely communication from leaders. Mark Bouris also offers his thoughts on potential changes to the Reserve Bank's understanding of their role following their upcoming review, and what this could mean for Australians. As we ponder the possibility of further interest rate hikes and the implications of such decisions, we also reflect on the importance of leadership that truly cares about the people as much as themselves. Don't miss this eye-opening conversation that will leave you with a deeper understanding of the intricate interplay between inflation, interest rates, and our everyday lives. Tune in, learn and become part of the conversation shaping our economic future. Please share this episode. 

"The (Reserve Bank’s) strategy is ‘let’s keep putting rates up’. You’re impacting people that are going to make mortgage repayments. What you’re not impacting is the wealthiest group of people."

My final Clearance Rate: 4/11 SOLD

Right now, the ‘Calendar Close’ method is the most powerful way to fast-track sellers onto the market. In this training, I explain the Script & Dialogue you need to use for the 'Calendar Close'. And Australia's #1 agent, Josh Tesolin reveals a brilliant one-liner that can help you win more listings. To access the entire LIVE Listing Presentation Role-Play with Josh Tesolin, login to the Real Estate Gym

Real estate legend John McGrath reveals:(00:02:42) - The Evolution of Real Estate Technology: How Technology Has Changed the Industry(00:05:55) - How Technology is Leveling the Playing Field in Real Estate(00:24:17) - The Impact of COVID-19 and Working from Home on Real Estate in Australia(00:31:21) - Discussion on the Property Lifecycle and Impact of Interest Rates(00:35:17) - Analysis of Mortgage Stress and Distress Selling in Australia(00:38:54) - Realtair Products and TechnologyThis TechTuesday training series is a sponsored collaboration with Realtair

My guest is Seth Watts, Co-Founder of CampaignAgent and industry thought leader. Seth reveals the best ways agents can use ChatGPT & AI to grow their personal brand and local real estate business:(00:00:00) - The Evolution of Real Estate in the Last Four Decades(00:02:52) - Exploring the Impact of ChatGPT on the Real Estate Industry(00:05:50) - Overview of ChatGPT and AI and its Impact on Real Estate(00:07:27) - Exploring the Benefits of ChatGPT: A Step-by-Step Guide(00:11:03) - Using ChatGPT to Generate Content for Agents(00:15:01) - Creating a Point of Difference(00:16:34) - Exploring How ChatGPT Can Help Agents Become Better Professionals(00:18:04) - How ChatGPT can be Your Personal Coach(00:26:38) - Exploring AI-Powered Tools to Streamline Real Estate Businesses(00:32:57) - Exploring the Possibilities of Multilingual Video Content Creation(00:34:27) - AI-Powered Solutions to Increase Productivity and Efficiency(00:39:07) - Adapting to the Changing Workforce: Recognizing the Implications of Generative AIThe #TechTuesday training series is a sponsored collaboration between Tom Panos and Realtair

(00:00:00) - How to lock in 50 appraisals a year, every year. This is what I did when I was an agent 30 years ago. It's still just as effective today.  (00:02:53) - Scripts & Dialogues to use in this market to get more listings and sales(00:03:43) - When your vendor says, “I’m not ready yet…” The entire training from the 'Josh Tesolin Conference 2023' is only in the Real Estate Gym

If the vendors are not signing up with you - you've got to withhold this piece of information. It's a killer technique to win the listing, and not let fee get in the way.  The full training is only in the Real Estate Gym

My guest is Matt Lahood, CEO of The Agency. We discuss the good old days from fax machines to when we would carry our client contacts in a box (literally). And I am so thrilled for Alexander Galanis who went from earning $60k a year to $300k commission in one week!The #TechTuesday training series is a collaboration between Tom Panos & Realtair

When Will Phillips landed in Byron Bay, he knew no one in the area. Within 18 months, Will is now one of the Principals at Byron Bay McGrath. He and his team also successfully sold the $22.5 million property on Wategos Beach. The campaign result went viral. When Will left Sydney, he was averaging 100-150 sales a year and writing $3-4m in GCI consistently for around a decade. In this training interview, Will reveals:His top strategy for how to dominate a new market within 12 monthsHow he won 100% of his first 10 listings - when he had zero market share. The entire training (plus a copy of Will's weekly market report, and his intro DL card) is only in the Real Estate Gym

Rosy Sullivan, Principal at the Australian College of Professionals will reveal everything you need to know to comply with the 2022 NSW CPD requirements. This affects NSW Property Agents (Class 1 and Class 2) ... and the deadline is fast approaching!The training in the Real Estate Gym meets the requirements for Elective CPD for NSW Property Agents.Find out more: Australian College of Professionals (ACOP)

I share 2 stories that have been light bulb moments for me. When I was a sales agent, I would suddenly go off-track when everything was going well. It turns out – I had a big problem with money.  I hope this sparks a light bulb moment in you. If you want to get to the bottom of what’s really holding you back – ask yourself this:How is what I’m currently doing keeping me safe? How are my current habits serving a purpose?Let me know… 

What were the best tech tools agents used to get listings in 2022?How you can armor yourself and your real estate business for 2023 and beyond.Hosts: Tom Panos & Pete Matthews (CEO at Realtair & President of REINSW)The #TechTuesday training series is a collaboration between Tom Panos & Realtair

Louis Christopher, founder of SQM Research is one of Australia's most respected, impartial, and accurate research property analysts. In this market forecast, Louis reveals:The 4 scenarios that are likely to happen to Australia's real estate market in 2023What he is most concerned aboutWhy the banks generally get their predictions wrong. The full 'Boom & Bust Report 2023' which includes a suburb-by-suburb breakdown is available at SQM Research Share this video with your buyers and vendors to help them stay educated about the market and make well-informed decisions. 

00:00 – The most useful prospecting you can do in November & December 00:55 – The Pocket Listing Dialogue01:37 – Buyers will drive you broke if you're not working with qualified people: Ask these 6 essential buyer questions to make more sales in this changing market.02:25 – Negotiating with buyers in this changing market - help them understand that their borrowing capacity is being re-rated03:11 – Script & Dialogue: When your vendors are rejecting a good offer, they’re essentially gambling away cashRemember, Christmas starts on the 25 December - not the 25 November.Let’s get to work! The Real Estate Gym doors are open for 2023 intake. Membership is around $2 a day. I look forward to being your coach for the next 12 months and beyond!

In this Prospecting Blitz, Jay Helprin reveals his best prospecting hacks for:How to stay focused and self-accountable when prospecting How to batch your calls depending on the day of the weekHow to make your calls hyperlocal and relevantJay Helprin is the Sales Associate to Michael Kollosche. As the real estate coach for the Kollosche group, I'm pleased to announce that the business wrote $51m in GCI, and Michael's EBU wrote $10m in GCI (within a 12-month period). You can join us for Prospecting Blitz every Tuesday as a member of the Real Estate Gym

Adam Joske is a multi-award-winning agent with a residential sales career spanning 25 years and a high-performance coach & trainer. In this webinar, he reveals his best hacks for using iD4me to:Prospect around current campaigns to find sellersMaintain long-term client nurturingHave engaging conversations when making OFI callbacksProspect daily and never run out of numbers to call, and more!This webinar is a sponsored collaboration between Tom Panos & iD4me

With over 30 years of industry experience, Ric Serrao is regularly ranked in the REB top 100, has frequently been awarded Raine & Horne’s #1 Salesperson and Principal worldwide since 2012, and has spoken at AREC.In this deep-dive interview, he reveals:05:44 – His EBU structure09:12 – Why the current market presents great opportunities for agents 13:30 – What is Ric’s definition of success?15:28 – Mental health: How to stay sane when you’ve lost a series of listings 17:00 – Best advice for young agents starting in real estate21:00 – The one-stop proptech platform that makes life easier: Realtair* 24:50 – How to manage the highs and lows of being a real estate agent29:06 – The best piece of life advice Ric Serrao gave me 25 years ago 31:40 – The best success quote For the month of October 2022, all new customers are eligible for 3 months of FREE extended access with Realtair*TechTuesday is a sponsored collaboration between Tom Panos & Realtair.*Terms & conditions apply. 

Kevin Buchanan from Manor Real Estate is a 26-year-old agent writing over $2m in GCI.In this interview, he reveals:02:27 – How tech can help you get into more doors & win more listings05:37 – His EBU structure: roles and responsibilities 07:47 – How he works with his videographer to produce social media content11:49 – How he uses Realtair to make the auction process efficient 14:50 – The sacrifices he’s had to make20:47 – Mental health Kevin Buchanan uses Realtair to be high-tech and high-touch. For the month of October 2022, all new customers are eligible for 3 months of FREE extended access with Realtair*TechTuesday is a sponsored collaboration between Tom Panos & Realtair. *Terms & conditions apply. 

The seamless process of getting deals doneHow tech can get you a competitive result at auctionHow to devastate your competitors at listingsWhat to send for database nurturing, moreStuart Bourne, Director at Raine & Horne - Lower North Shore, is ranked in the top 1% of agents in Australia. He's the #1 selling agent in Lane Cove for 5 years consecutively. The #TechTuesday training series is a sponsored collaboration between Tom Panos and Realtair

This has got to be one of Australia's best-kept secrets for traineeships within the real estate industry 🤫 Rosy Sullivan, Founding Director & College Principal at ACOP (Australian College of Professionals) reveals how the NSW and Federal Government can provide your real estate business with financial support for a trainee.Find out more: https://acop.edu.au/courses/government-funded-2/

UPDATE: Since this tool was featured on Tom Panos’ sponsorship platforms, iD4me are now limiting the number of agents who can get a licence to access the data. Find out if you qualify This is the most comprehensive data sourcing platform that every agent needs to use to find contacts, instantly. Originally designed for the debt collections industry, iD4me allows agents to access clean homeowner data that is washed every 24 hours.This prospecting tool can help you:Find the name, phone number and email of the homeowners in your core market (including expired listings and absentee owners)Get back in contact with past clients who have changed their contact detailsRecover lost contacts (e.g. orphaned data)Significantly increase your call connects, and generate more appraisalsDownload the list of homeowners of the whole street and export the listAccess consumer intel that you may not find on any other platformSimply put, 'iD4me - Data Software Solutions' will enable you to find anyone - anywhere – anytime!

Here is what you can expect in our NEW course: The Changing Market Series 📣 In this 4-part series, I will reveal:The step-by-step processes on what the best of the best are doing to: Handle priceBe proactive with buyers and educate themManage vendors and get price alignmentsPrice properties to sell The essential do's and don'ts of prospectingHow to list a property based on the process, not on priceThe listing presentation agenda every agent should have, and more...The Changing Market Series is only available in the Real Estate Gym

Taney Jain is the Winner of Agent of the Year for Australia 2022 (REIA). He consistently makes 100 sales a year with an avg sale price of around $600K. In this webinar, Taney will reveal the prospecting system he is using to get more appraisals.The #TechTuesday training series is a sponsored collaboration between Tom Panos and Realtair

What do you do to win expired stock if the vendor doesn’t want to spend any more money on marketing?* One of the most innovative agents in Australia, Lisa Novak reveals how she’s been able to list 50% of the expired stock that other agents haven’t been able to sell - and achieve prices that are beyond the vendor's expectations. This solution can help you win listings in the next 30 days. Remember, your vendors need a dealmaker - not an order taker.Lisa Novak - Novak Properties is widely recognised as one of the most innovative agents in the industry. She’s ranked in the top 100 agents by REB 2022 and has been an AREC 2021 speaker.Download Lisa Novak's: Expired listings hand-written note, expired listings direct mail, and 3min SMS campaign in the Real Estate Gym *Terms & Conditions from realestate.com.au:1. The Pay On Sale option is only on Premiere All 60 contracts with available Campaign Flex Points. A Pay On Sale listing will incur a 20% premium on top of the Premiere listing cost.2. A 50% Change Agency discount is only available for a Premiere listing that was originally listed within the previous 6 months.

Make the comeback greater than the setback! Aman Gulia left real estate after 6 months. When he returned, this Real Estate Gym member wrote over $3.5m in GCI within 2 years, effectively 10x-ing his business. In this interview, Aman reveals: 07:40 – How he 10x-ed his business 18:04 – How to manage your personal brand when 80% of the comments on your social media are negative22:05 – How to decide if you should stay or leave real estate 26:55 – How best advice for struggling / new agentsAman is currently ranked #11 Agent for Harcourts Internationally (2021) and #1 Agent in Auckland for Harcourts (June21/June22).You can train with and learn from the top 1% of agents like Aman Gulia in the Real Estate Gym

The #1 agent at Stone Real Estate, Tristan Rowland used these $0 marketing strategies and wrote nearly $4m GCI for the last calendar year. Even if you have 0 contacts in your database, and $0 to invest in marketing, these simple strategies will help you become an Attraction Agent, and build clients for life. But here's the thing, whilst these strategies are simple, they can be the hardest to do.  Find out why...Tristan is a Real Estate Gym member and all of his 9 strategies + the download: "50 ways to get 500 contacts even if you have $0 to spend" is only in the Real Estate Gym

Agents often get very nervous when they're asked, "How much do you think my home is worth?" 😬 This is one of the best dialogues to handle price.When used correctly, this line will help you win the listing regardless of whether you're selling luxury properties or apartments.Michael Kollosche (Managing Director of Kollosche) opened his office in Jan 2019 with 8 people. As the coach for his business, the Kollosche office is now writing $50m in GCI with a team of 29, and Michael's EBU writes $10m in GCI with a team of 4 people.  Michael also reveals how to negotiate with buyers by educating them on the value.More training like this is available in the Real Estate Gym

Live with Peter Matthews (CEO of Realtair & President of the Real Estate Institute of New South Wales)Remember, the real market is between your ears  The #TechTuesday training series is a Tom Panos and my sponsor Realtair

In this changing market, lots of agents are asking me:"Should I keep auctioning in marketplaces where there is significantly less buyer energy?""Should I keep auctioning if the clearance rate is dropping?""Should I keep auctioning if the result was so bad, I’m embarrassed to look at the vendor?"Well, let’s have a look at the facts. And the facts say we should be running TOWARDS auctions, not away from them 🏃‍♀️ This is why…

When your competitors slag you off, use Josh Tesolin's method to turn bad publicity into listings. This training includes what to do and say when you're face-to-face with the vendor.Josh Tesolin started training in the Real Estate Gym when he began his career. Today, he is the Principal at Ray White Quakers Hill, writing $7.5m GCI having sold 350+ properties in the last 12 months.You can train with and learn from the top 1% of agents in Australasia. The entire 'Josh Tesolin System' is only in the Real Estate Gym

My clearance rate: 1/6 SOLD. We had almost NO buyers today 😬 Yet I still think vendors should sell now (rather than wait until Spring), here’s why…This is my message to the Reserve Bank of Australia Plus, John McGrath told me that 25 economists across Australia agree on this one thing – the real estate market will get worse before it gets better. 

What I say to vendors before every auction: “What’s your Plan B if you don’t sell?” Remember, when you adjust the price, the magical buyer always appears.My clearance rate today: 2/9 SOLD

To get more scripts and dialogue to use in a changing market, join the Real Estate Gym. Doors close EOFY 30 June

Too often we see properties that have been re-listed and sold by another agent and we think, "But I could have sold it at that price!" 😡In this training, Shane Beaumont reveals the process of effortlessly getting a price reduction.Shane Beaumont is a $2m GCI agent in a marketplace where the average price is around $400K. He is a Real Estate Gym member who sells around 200 transactions a year and has won many awards, including Agent of the Year in WA (2018 – 2022) based on the RateMyAgent awards.The entire training includes:How to manage vendor expectations when you’re not getting large numbers of buyersThe difficulty of convincing owners to take a lower figureCreating energy and urgency in the market where there is very littleThe 3 things you need in every vendor report, and moreThis is only in the Real Estate Gym

✔️ How to help your clients get top dollar in a low-absorption market✔️ Why Hybrid Auctions are one of the most effective tools to use right now✔️ How to correctly use the 'Hybrid Auction' strategy✔️ The conversations you need to have with your vendors so they don't miss out on good offers, and much more!My guest is Ben Mitchell. Ben has been an award-winning Agent, Principal & Auctioneer. Today, he leads Realtair’s key relationships with leading agents.The #TechTuesday training series is a collaboration between Tom Panos & Realtair

Here's a great piece of dialogue I picked up from Matt Lahood. When the vendors ask, "How much do you think my property is worth?" Use this response to win the listing in a changing market, "There is no recommended retail price in real estate."The '29 ways to get listings' course (mentioned in this video) is only in the Real Estate Gym

Jared Zak is a solicitor at 'Dott & Crossitt Solicitors' with over 15 years of experience in property. Most of what is discussed here is relevant to NSW legislation. How to prevent your deals from falling apart and being potentially liable for the consequences:After the hammer has gone down can the buyer put the contract in a company / another name?How legally enforceable is the fall of the hammer?Is the reserve legally enforceable?Can you amend a contract after the auction?How to correctly handle GST exclusive bidsFor more info on Jared Zak*DISCLAIMER: The information provided in this video is general in nature only and for education purposes. The information provided does not constitute as personal legal advice. Tom Panos Pty Ltd does not accept any liability for any decisions made based on the information provided. Tom Panos Pty Ltd strongly encourages you to seek professional legal advice to discuss your personal circumstances.

Important training video. Rik Rushton reveals what to say to get your listings sold before the federal election (in the next few days). This strategy is both transparent and educational because it helps the vendor realise that it's in their best interest to adjust their price. In the full training video, you will also get access to:The List-to-Sold LadderThe 'diagnose and prescribe' approachHow to respond if vendors blame the agent? and more in the Real Estate Gym

Be a dealmaker. Not an order taker.Training with Tom Panos & Lee Woodward (Head of Digital Education at Realtair)This training webinar is a collaboration with Realtair

Jordan is both an agent and the go-to person for all real estate social media advice. In fact, he runs my Facebook ads. In this training you will find out: How do Facebook ads compare to traditional marketing, like letterbox drops?How can agents maximise their engagement on socials?What do agents need to avoid?What is re-targeting?Are personal branding ads necessary for an agent?

Jordan Bain is both an agent and the go-to person for real estate social media advice. He cuts through all the BS 💩 and reveals...Why aren't agents getting decent leads through social?What's the difference between 'boosting' vs 'advertising' on Facebook?What sort of ads should agents be running?How do Facebook ads compare to traditional marketing, like letterbox drops?Do agents really need their own website/landing page? How can agents get more engagement on social? and more...To get advice on how to improve your social media strategy, get in contact with Jordan Bain directly +61 434 573 444 📲This is part 1 of our Real Estate Social Media FREE Training series.

This is how Max Wagschall (The Agency) wrote $1m in GCI with no PA 🤯 He also has a young family of 4. Max shares the tools he uses to have work-life balance.✔️ How to make decent money in real estate and have a great life✔️ Tech tools to help you win more listings in the current market ✔️ How to automate your lead nurturing / stay-in-touch strategy, and moreMy co-hosts are Peter Matthews (CEO at Realtair & President REINSW) + Lee Woodward (Realtair's Head of Digital Education). This training webinar is a collaboration between Tom Panos & Realtair 

Peter Matthews (CEO at Realtair & President of the REINSW) and I reveal:✔️ How technology can help agents become more trustworthy✔️ How technology has changed the real estate process✔️ The secure 'digital-deposit' system✔️ Why 'timed auctions' are the new method of selling, and moreThis training webinar is a Tom Panos & Realtair collaboration: https://realtair.com/tompanos/

My co-host is Lee Woodward, real estate industry innovator. In this educational session he reveals:How to list what sellsHow to present the benefits of a digital sale to your vendorsHow to pitch a timed-sale to a prospective vendorThe seamless digital deposit processTime management hack to manage all your listings in one placeThis webinar is a Tom Panos & Realtair collaboration.

Not every property you list this year is going to bring you commission. We clearly know the list to sell ratio has been dropping, and is expected to keep dropping. Here are 2 crucial tools that you should use if you want to make more sales in a market that’s going from 'Nuts to Normal':01:37 – Keynote speakers at AREC 2022…02:52 – LIST WHAT SELLS03:33 – Should I list this property? Matrix to determine if this listing is an Asset or Liability06:02 – The Buyer-Seller Meeting: What to do to get sold TODAY? (I used this strategy when I had my own real estate office 35 years ago and interest rates were at 17%) 08:52 – Scripts & Dialogue to see if your vendors will accept the 'sell today price' 11:09 – Where most of the money in real estate is madeRemember, real estate is the highest paid hard work, and the lowest paid easy work. If you're committed to putting in the hard work, I will be your coach in the Real Estate Gym

The biggest blockage agents have with putting on a PA, is they think they will lose $50k if it doesn't work out. In this training video, I reveal why this thinking is flawed. Plus, I will give you a bullet-proof technique so you won’t hire the wrong person.  The entire training system on EBU structure, roles and job descriptions for each staff member, how to incentivise, remunerate, and keep them accountable is only in the Real Estate Gym

Valentina Borbone has helped many top-performing agents - including Lisa Novak - design and implement strategies to grow their real estate business.She is the CEO of the Banter Group marketing agency. In this interview, Valentina reveals:The purpose of social media for a real estate businessExamples of the best posts agents post on socialWhat not to do on social media i.e. What are the biggest mistakes you see agents make?Advice for agents who find it all too overwhelmingAdvice for an agent who’s not getting much engagement on their social postsBest hacks for each platform (Facebook, LinkedIn, Insta, YouTube)Should agents be on TikTok given that over 60% of the platform is users under the age of 30?To get more real estate social media strategies, login to the Real Estate Gym

Australia's #1 agent* Josh Tesolin reveals what he does if he doesn't get the listing in the first appointment. In the Real Estate Gym, Josh reveals how he kick-started his career (again) with zero stock and zero database. The Josh Tesolin system is only in the Real Estate Gym.*awarded by Rate My Agent 2020 - 2022

In this webinar, Lee Woodward, who is an industry innovator and AREC speaker, reveals how you can write $700K in GCI without an assistant:Digital prospecting toolsStop interrupting people who don't want to talk to youGet notified by clients when they're ready to listHow to claim the doors in your areaThis webinar is a collaboration with Realtair

Dr Fred reveals some harsh truths to help agents manage the rollercoaster of emotions 🎢Dr Fred Grosse is the best coach an agent can have to unblock self-limiting beliefs and transform their lives. He has been my coach, and also coached countless million-dollar writers and industry influencers including John McGrath.The entire interview is only in the Real Estate Gym. This is part of our Mindset Mastery series - link in bio to join the waitlist.

Agents often lose the business because they fail to handle price correctly at a listing. John McGrath reveals how the pros win the listing without overpromising.This is part of the Rapid Coaching series that Real Estate Gym members get regularly. 

The holiday is over. From Monday through to Easter, it's GAME ON 🔥 Let's build a real estate life with intention 💡 ELF: Effortless, Lucrative, Fun. Have a set-and-forget process. Download the 12 month Marketing Calendar in the Real Estate Gym. Doors closing on 31 Jan for 2022 intake!

Make no mistake. We have quickly gone from a high-absorption market to a low-absorption market. Which means agents will be rewarded for their skills. You will be making less money this year and have less market share, unless you are competent in these 7 areas…Every week, Real Estate Gym members will get direct coaching from me on how to get offers and make more sales in this market.

This is my advice to any agent new to real estate. Here are 3 practical things you can do immediately to build your client base. You can download the entire 'Daily & Weekly Checklists to make your first 100 sales a year' in the Real Estate Gym

Fact: 90% of Australians would rather text a local agency than pick up the phone or email 🔥 In this training session with Aaron Kelly from Podium, I will reveal:How to never miss a conversation with a potential vendor ever again! How you can use webchat + human connection to capture and convert more ISAs (immediate seller appointments)How to rapidly and organically grow your agency reviewsLanguage that will intrigue your customers and get you into the doorsPlus, changes in consumer behaviour trends, and moreThis webinar is presented in collaboration with Podium - ask for the TOM PANOS special deal (available for a limited time)!

The 'End of Year Summary Calls' you to make to your buyers and vendors is non-negotiable. These calls will help you secure new 'pocket listings' for 2022. During these prospecting calls, you discuss what happened in your suburb(s) in 2021, what you predict will happen in 2022, and how you can help people with their real estate decisions. Where do you get the data and insights?Louis Christopher, founder of SQM Research is one of Australia's most respected and impartial research property analysts in Australia. In this in-depth webinar, he reveals:03:05 – What's covered in the Boom & Bust Report 2022?04:30 – Will the housing market peak in 2022 and what’s triggering this?06:44  – Is APRA likely to further restrict lending?10:50 – Do we have an over-supply of listings in Sydney at the moment?13:15 – There are only 15 suburbs left in Sydney where the median house price is under $1 million14:55 – Will there be more growth between now and June 2022?16:45 – Will there be a housing market crash?17:35 – Prediction on how interest rates and inflation rates will affect the housing market25:05 – Prediction on immigration 25:50 – Regional Australia 30:30 – Why the housing market correction was adverted in 202033:12 – Perth forecast 34:09 – South Australia, Adelaide forecast35:10 – Units – hot or not?36:36 – Summary of this webinar 39:49 – My advice to auction clients 42:42 – My advice to people thinking of coming onto the market Download the entire Boom & Bust Report 2022 at SQM Research

Now is the time to have listings ready to launch in Jan-Feb 2022. With only 6 weeks until Christmas, this webinar will provide you with action steps on what you need to do now.What you’ll learn:1. How to approach your yearly summary market call2. The three must-haves before you wind down for Christmas3. Tips for elevating your brand to create a lasting impressionThis training webinar is presented in collaboration with the #1 CRM - Agentbox

Kon Stathopoulos is the Principal and Owner of McGrath Parramatta, he leads over 300 agents across 32 offices.He will reveal his leadership strategies for producing a consistent high-performing sales team.

The three questions you need to ask yourself

I had the privilege of auctioning Josh Packham & Luke Packham's property from The Block 2021.  In this unscripted interview, they reveal everything you didn't see on the screens. Joining us is their agent, and my Real Estate Gym member, Kevin Chokshi.Let's find out:what are you going to do with the money you earned - $530,000 over reserve?what did you do at nights during The Block who was your favourite other couple? are you sensitive when people try and put you downwhat's their next chapter? and more...

What you’ll learn:The digital letterbox drop How to use SMS to prospect What the #1 agent in Australia* Josh Tesolin sends out to his pipelineThe best pre-listing text messagesText messaging vs other forms of communication The latest data & research on consumer behaviour*according to RateMyAgent

Shifts in consumer behaviour. What you need to knowHow you can adapt and attract buyers and sellers looking to make a moveThe new real estate model post lockdown The new game-changer in vendor managementThis webinar is presented in collaboration with Agentbox

"Can you drop your fee by 0.5%?" If you've struggled with this objection, use this technique to get full fees at your next listing. You won't believe how simple and effective it is!In fact, when Karen Terry* - McGrath, started using this technique, she signed up 9/10 of her listings (without negotiating her commission) and became 'REB Top 50 Female Agents in Australia 2021'.*you can train with Karen Terry and countless REB award-winning agents in the Real Estate Gym

As part of the new COVID-Safety plan starting Monday 11 Oct 2021, there are 2 major changes that affect the real estate industry.The CEO of REINSW, Tim McKibbin he has informed me that it appears:If you are in a 'General Area' you can commence OFIs and on-site auctions as of Monday 11 Oct 2021. But if you are in a 'Stay At Home Area' you cannot conduct OFIs or on-site auctions yet. Although, we are still waiting for the Government to specify these areas.       2. All potential buyers in 'General Areas' must be Fully Vaccinated in order to enter an OFI. This means it is the agent's responsibility to ensure anyone wanting to attend the OFI shows their vaccine passport prior to entering.We will provide you with updates once we know more.NB: This information is delivered to the best of our knowledge. Please refer to the Public Health Order for the latest updates. 

Tim McKibbin, CEO of REINSW explains how the current Public Health Order affects real estate agents and our clients. Forward this to a colleague so our industry can continue to service customers safely.

Marshall White Director (Bayside) and 2020/21 ARERA’s Victorian Sales Agent of the Year, Matthew Pillios, joined us in an amazing session with Frank Greeff (CEO of Realhub). We discussed:- how to not get into the pyjama slope in the current lockdown- conversations you can have with buyers and sellers who are holding off- how to activate your List-to-Launch plan once restrictions are lifted.Matthew Pillios reveals his secret weapon to send proposals faster and win more listings using Realhub 

"Dear Tom, are there Scripts & Dialogues to overcome the objection that I am not a local agent? What do I say at the listing?" Yes, you simply do this...

This pandemic has become a mental health crisis. Here are 9 useful tools to help you build resilience:1. 06:22 – Circuit breaker2. 07:06 – Exercise outdoors 3. 08:15 – Express yourself 4. 08:55 – Routine5. 10:23 – Journaling (goals & challenges)6. 11:40 – Sleep 7. 12:38 – Gratitude power questions8. 13:38 – Laughter 9. 14:18 – Self-development 

We won the birth lottery big time. You could be in Afghanistan right now fighting for your life. How to use the psychology of reference points and scaling to get another perspective on your situation. Stay safe! 

I know this is controversial. I know this seems divisive. But before you go off at me, let me be clear that this rant is not about politics. It doesn't matter what your individual views are on COVID and vaccinations. That’s your business. But if you're a real estate agent, here's your problem...Listings are drying up, and we need turnover to make a living in real estate. I'm sensing that some agents may find it tougher in the next 4-8 weeks because vendors are too scared to come onto the market. So, take a deep breath and ask yourself:How can I be useful and help my clients in times of uncertainty?What can I do to increase my chances of getting called into the ISA, and sign the listing once I'm there? How can I be part of the solution? Safety Sells. Protecting your clients could be your competitive advantage, and it could keep your business active.

Guidance for residential sales and property management activities in NSW

“I can’t do opens, and vendors don’t like virtual auctions. Let’s wait until this lockdown is over” This is flawed logic. You can’t live your life and run your business based on a daily press conference. Get off the Pyjama Slope! What are the smart agents doing? They’re implementing this ‘List Now - Launch Later’ Strategy.In fact, Mat Steinwede told me he just signed up a listing after he showed a potential vendor the segment from 03:37-04:24.  The entire systems on vendor and buyer management, is only in the Real Estate Gym

I’m predicting that in Spring 2021, we will have the largest surge of properties on the market in living memory. There is a listing shortage across Australia and New Zealand right now, but once these properties hit the market in Spring, it will become a buyer's market. Send this to your vendors to help them understand the concept of 'Absorption Rate' because this is their best chance to 'sell high + buy low' 🔥

Tim Mckibbin, CEO of REINSW reveals what agents need to know about the latest Residential Eviction Moratorium in NSW. Thank you Tim for keeping our industry compliant and operating! 

This Million Dollar Family Man writes $1.3m and over 100 sales a year in Perth.

Tim Mckibbin, CEO of REINSW discusses what's included in the latest  Public Health Order and how this affects what real estate agents can and can't do.DOWNLOAD: Public Health Order - Real Estate Practice 19July21  (PDF)

We have no news - we're waiting on the Public Health Order - and we have good news. What's the good news? You can still make prospecting welfare calls! Stay tuned for more announcements. Stay safe

Practice sexual discipline. Day 1/10 - NEW Course: The Disciplined Mind 🧠

02:35 – Is Pfizer better than AstraZeneca?06:22 – If someone is fully vaccinated what is the efficacy?08:50 – How bad is the Delta strain?12:09 – "I don't see any benefit in getting vaccinated"15:46 – Why are schools locked down this time?18:03 – Your views on 'Zero cases'19:30 – What would you do if you were a politician?21:16 – What are the chances of getting to zero cases?23:50 – Mask shaming: Do you need to wear a mask outdoors?Dr. Ross Walker is one of Australia’s leading preventative health experts, in addition to being the father of David Walker (the #1 Selling Principal in the Ray White Elite network). 

What does the new rent moratorium law mean for agents in NSW? with REINSW CEO - Tim McKibbin

06:14 - Updates to the Public Health Order  08:59 - Agents in Greater Sydney 10:35 - The term "Essential Worker"13:27 - Can a Principal force their staff to come to work?Tim McKibbin, CEO of REINSW gives us an update on what real estate agents can and can't do as the lockdown is extended to 30 July. Stay Safe everyone!

Before implementing this advice, please ensure that you comply with the current Public Health Order in your State / Zone. The information provided is only relevant at the time of recording. 

3 key lessons to get momentum (especially if you're a new agent)

Tim McKibbin, CEO of REINSW announces what NSW agents can and can't do in light of the additional COVID restrictions.

What is the #1 Conflict Trap people fall into?  Scott Dutton, Director of Fighting Fair reveals the most common traps agents and property managers fall into that hinder conflict resolution. Plus, we are joined by Rohan Alexander, Lifestyle Property Agency who reveals his biggest tip from implementing Scott's training. Try replacing 'Yes, But..." with "Yes, And..." It can dramatically improve the outcomes and relationships you have with clients 

Shiv Nair from Harcourts Hills Living left medical school to pursue a career in sales. Today, this Real Estate Gym member finished FY20/21 writing over $1.4m in GCI. He was recently awarded the #1 agent for Harcourts in NSW / ACT.  In this interview snippet, Shiv and I role-play how you can generate listing and appraisal appointments from cold calling your database.The entire interview is only in the Real Estate Gym

Louis Christopher, founder of SQM Research is one of Australia's most respected and impartial research property analysts in Australia. In this webinar he reveals: - number of listings year on year- absorption rates- his predictions on interest rates - the potential that the Australian Prudential Regulation Authority (APRA) will restrict lending- the impact of migration on the real estate market- his forecast for the real estate market, and more.

- How to sell properties prior to your Zoom auction?- What's the best way to get the first bid- What's the best way to create momentum when the bidding stops?- When is it a good idea to take things offline?These questions and more are answered by the #1 agent in VIC, Sam Rigopoulos who ran countless auctions online during stage 4 lockdown.  He reveals everything you need to know about how to conduct online auctions flawlessly and get the best possible outcome for our vendors.To access more auction training and strategies from the best auctioneers in Australasia, login to the Real Estate Gym. 

One of the worst rookie mistakes agents make is to go to a listing without any knowledge of the vendor's price expectations. This 'Pre-List Questionnaire' is designed to help you unravel your client's needs, and what they want in an agent. Knowing their expectations means you'll be better prepared to win the listing.This is a sneak-peek into the new course: The Ultimate Listing Presentation. All 15 modules are only in the Real Estate Gym - doors close EOFY. Last chance!To make your pre-list kits look 'Vogue-style' use Realhub Engage

The impostor syndromeThe last 10% is where the magic happens The competition is not as strong as you think If you don't ask the question - the answer is always no What does it take to be a master negotiator? (based on research from Harvard)7 questions you need to ask yourself before starting the new yearThe British rowing team analogyReal Estate Gym doors close soon for EOFY intake!

Every agent in NSW needs to know this! Live with Tim McKibbin, CEO of REINSW and Leanne Pilkington, the President of REINSW. For real estate agents working in Greater Sydney, Blue Mountains, Central Coast and Wollongong:01:37 – Can I go to a listing presentation?04:59 – Can I take buyers to private inspections?05:58 – Can I go into the office?07:45 – What if I am not in the areas of Greater Sydney, Blue Mountains, Central Coast and Wollongong?09:20 – What if the property is tenanted? Can I conduct a private inspection?14:49 – What if I need to drive from a lockdown area to a regional area?16:47 – Can 2 agents attend a listing together?19:40 – Can I organise photoshoots/pest and building inspections?These questions and more are answered here. Forward this to your colleagues.Let's thank Tim & Leanne for working tirelessly to keep our industry alive. Stay Safe everyone!

"I miss so many listings because I don't have time to nurture my database 😭" This is how agents can get more appraisals and more listings using an SMS system that is intuitive, intelligent, and automated 📱 Scientist Sarah Bell the co-founder of artificial intelligence RiTA by AiRE 🤖 reveals a proven method to generate 24+ appraisals in just 1 week 🤯

Matt Lahood, one of the most influential leaders in real estate and CEO and Founder of The Agency, reveals his top strategies and who you should call and what you should say to get listings within the next 90 days.The entire video is only in the Real Estate Gym

When your vendors say, "You only want my money for VPA because it benefits you!" This is one of the BEST ways to respond to help them understand the value of advertising...I recommend CampaignAgent so your vendors have the option to pay for VPA at settlement. Remove this awkwardness at the time of listing.

Because it's so versatile and effective. Instead of you having your defend your point of view, you allow the other person (vendor, buyer, staff member) to come to an agreement.This is an example of the type of LIVE coaching you'll get every fortnight as a member of the Real Estate Gym. The doors are now open!

This is what some salespeople do 🤦‍♂️ STOP talking about your features and benefits 🛑 START asking, "How can I add value and help these people?" ✔️ People don't care how much you know until they know how much you care. If you know someone who would find this valuable, forward it to them. It might be the best life lesson you ever give them! For 43+ Scripts & Dialogues, login to the Real Estate Gym

Use these 5 Killer Scripts & Dialogues to win the listing, negotiate a sale, and align vendor expectations.For instance, when your vendor won’t accept a good offer because they’ve paid a certain figure for their property, or because they’re moving to somewhere more expensive - how can you easily explain to them the difference between purchase value vs. destination value vs. market value?Or, when you haven’t signed up a listing - how you do follow-up without sounding desperate and needy?Want more Scripts and Dialogues?Everyone who comes to my stand at AREC will get 43 FREE Scripts & Dialogues for 2021. You can skip the wait and get all the training in the REAL ESTATE GYM. The doors are now open!

To win listings, the modern real estate agent needs to solve problems in a digital world. If you want to gain market share you need to work faster, better, smarter. In this webinar with Lee Bailie (GM of Product & Innovation at InfoTrack), we discover:How being the 'High-Tech and High Touch' agent can help you get first mover advantage and win more listingsHow agents can improve their Technology Quotient (TQ)Will agents be replaced by technology?How to deliver easy and secure services to help your vendors and buyers exchange documents faster.Remember, hacking doesn't seem like your problem, until it becomes your problem. In fact, #Securexchange believe in their product so much, they're offering their services to my audience for FREE! For a limited time you can access to:- Securexchange platform- Docusign- Legal contracts- $500,000 Guarantee- Get started for FREE!If you don't like change, you're going to hate extinction.

I used this method to get listings in 1988 when I had zero contacts. It's just as effective today because buyers become sellers. Buyer servicing is one of the best ways to be their agent before they need an agent. Here are my best tips for working with buyers and the script to use to book a buyer assessment meeting.This is one method out of 29 in our new course: Get Listings Now! Only in the Real Estate Gym

Every agent in Australia should know the findings in this report. Louis Christopher, the founder of SQM Research, is one of the most recognised and respected property analysts in Australia. In this webinar, Louis Christopher and I discuss:Why it would be beneficial for agents to have real estate boom run out of steamThe data to help vendors re-align their price expectationsHas the end of JobKeeper affected the real estate market?His predictions of the real estate market, and potential challenges agents may face in the next 12 months.Key insights from SQM's 'Stock on Market Report 2021': Australian residential property listings rose in April 2021 by 2.4% to 262,617 from 256,568 in March. Compared to 12 months ago, listings were down by 10.3%.Nationally, new listings (less than 30 days) fell 2.8% over April, with 81,643 new properties added onto the market. New listings are up 57.5% over the year. Sydney asking house prices jumped 6.1% over the month to 4 May, but oversupply is weighing on unit prices. National asking prices rose by 3.7% for houses but edged 0.2% lower for units.Click here to access the report Total Property Listings Rise in April 2021Forward this to the clients in your database so they can make informed decisions.

Using tech tools to saturate your market What works best on social media How to fast-track your LIKES and followers on Facebook Using the algorithms on social to your benefit The best videos to use online to get more appraisals This webinar is presented in collaboration with Agentbox - the #1 Real Estate CRM based on the opinions of agents ranked in the REB Top 100.

Tim Heavyside is consistently one of Australia’s most elite agents. He is the winner of Victorian Agent of the Year 2020 - 2017 consecutively (Rate My Agent). In this session, Tim will reveal his entire listing presentation process: what he does prior to and during the presentation to win the listing:The 3 types of listing presentations Questions he asks at the listingThe exact tools he uses at the listing and during the pre-listThe 66/60 SMS Rule What to say to extract price at a listingThe Rice Analogy to explain competition Analysis of his listing presentation

Agents should use these 5 strategies when the absorption rate is high to find more stock and get more listings: 1. Prepare a personalised CMA with a hand-written note2. How to target investors 3. Raving reviews: your customers become your sales force4. Testimonials of recent successful sales5. Farm area dominationThe webinar is presented in collaboration with David Bliss from Agentbox, Australia’s #1 Real Estate CRM: https://agentbox.com.au/

Industry legend Dane Atherton reveals the expired listing strategy that he teaches his sales agents on how to write $1m in GCI in their first year of real estate. Dane Atherton is the owner of both the #1 and #2 Harcourts offices in Australia Harcourts Broadbeach Mermaid and Harcourts Coastal in addition to being a selling Principal. This is one of the modules in our '21 day Real Estate Training Program'.  The entire course is only in the Real Estate Gym

Every tenant, landlord, agent and property manager needs to know this!

To join me LIVE as I interview DAVID GOGGINS on 26 January 2020, register here: https://www.upgradeyourlife2020.com/panos/. The discount code to SAVE 35% off is PANOSVIP

If you can't create a compelling story to get the listing, you need to have a back-up plan for the agent who uses the 'Highlighter method'. Login to your Real Estate Gym membership and type in the search bar "Win the listing using these 2 letters". If you're not a member yet, the investment is only around $2 a day, because practicing on actual customers is an expensive way for you to learn. Real Estate Gym: https://realestategym.com.au/

Greg Jemmeson is the Principal at Jemmeson & Fisher Solicitors. Prior to practicing as a solicitor, Greg headed up the Real Estate compliance area within Fair Trading. He has been involved in the real estate sector since 1990.DISCLAIMER: Information contained in this video is only relevant to businesses trading in Australia. The information provided in this video is general in nature only and does not constitute as personal legal or professional advice. Tom Panos Pty Ltd does not accept any liability for any decisions made based on the information provided. We strongly encourage you to consult with your solicitor, financial advisor and/or accountant to discuss your personal circumstances.

From university dropout to real estate knockout. Real Estate Gym member Josh Tesolin is 23 years of age and has written over $1.1mil in GCI whilst still in his first year of sales. His average house price is $750K in Quakers Hill (NSW) where he’s acquired 30% market share within 12 months. Josh was awarded Quakers Hill Agent of the Year 2018 (RateMyAgent) and ranked in the top 1% of agents in Australia (RateMyAgent). In this interview snippet, Josh reveals his listing presentation technique.

Greg Jemmeson is the Principal at Jemmeson & Fisher Solicitors. He will answer the most common questions I get asked by agents regarding working arrangements and what are your rights if you leave the office? Prior to practicing as a solicitor, he headed up the Real Estate compliance area within Fair Trading. He has been involved in the real estate sector since 1990.DISCLAIMER: Information contained in this podcast is only relevant to businesses trading in Australia. The information provided in this podcast is general in nature only and does not constitute as personal legal or professional advice. Tom Panos Pty Ltd does not accept any liability for any decisions made based on the information provided. We strongly encourage you to consult with your solicitor, financial advisor and/or accountant to discuss your personal circumstances.

What I've learnt through 5 real estate slumps in my 30 years in this industry + 7 things you can do to seriously 1.5x your income in this market.

One major thing that's going to take your listing presentation to the next level, is for you to have a very clear separation statement. Instead of you just walking in and saying, "Hey, listen, take me through and let's have a look at this property..." what you want to do is do something different to other agents, and this training video reveals what the million dollar agents are doing at the moment. Real Estate Gym doors are now open for a limited time: https://realestategym.com.au/

This is the strategy we use every November to secure and vacuum all the listings out of the market ready for January. It's simple, here's what you need to do...

People will often say to you, "You have to focus on the solution, not the problem. You have to be strong… " but sometimes even the most empowering words feel empty. How do you actually cope and move forward after a tragedy? I share my experiences after the recent loss of my brother. I hope this can help you in your life. This is a snippet of the 3hr workshop I did with my Real Estate Gym members

In this 5min action-packed live presentation, I will share with you the things that you need to do to shift your mindset into the right gear, and exact tools that Million Dollar Agents are currently using to get more listings and sales.

The strategies that Archie Mantsos, Director of Harcourts Wantirna shares in this interview is at a PhD level and can help you get the listing and maximise the sale of the property using buyer psychology.

The strategies that Archie Mantsos, Director of Harcourts Wantirna shares in this interview is at a PhD level and can help you get the listing and maximise the sale of the property using buyer psychology.

Adam Denina was ranked #2 REB Young Guns 2015 under 30 Million Dollar Agent.

The truth no million dollar agent really says but I say it straight!

What I'm about to reveal is going to help you create your best real estate year ever in 2016.

Part 2 of Tom Panos interviews Shannan Whitney. He is the CEO of BresicWhitney, the company is best described as the leading lifestyle property group. Prior to being a business owner of 12 years, Shannan was a top performing sales agent for 8 years.

The next 90 days are make or break. As your coach I will give you an exclusive coaching session with the tools and strategies to increase your marketshare.

James Tostevin is Australia’s #1 agent. His team writes over $5m in GCI per year and he has been consistently at the top of his field for over 2 decades.

Over the next 90-days there will be an exodus of real estate agents leaving the industry.

In part 2 of this interview, you will learn how to turn 1 listing into multiple listings. Megan Jaffe is an inspirational woman who started in real estate less than 10 years ago. Today she is the owner of the #1 Ray White office Australasia. Her office writes $14m a year in GCI.

Megan Jaffe is an inspirational woman who began a career in real estate less than 10 years ago. Today she is the owner of the #1 Ray White office Australasia. Her office writes $14m a year in GCI.

Steven Devine is the Director at Devine Real Estate in Sydney and an award winning agent (including the 'Excellence in Auction Marketing Award' from REINSW). He runs an attraction business and uses some of the best listing presentation strategies that I’ve seen to not only win the listing, but also defend his fee.

Steven Devine is the Director at Devine Real Estate in Sydney and an award winning agent (including the 'Excellence in Auction Marketing Award' from REINSW). He runs an attraction business and uses some of the best listing presentation strategies that I’ve seen to not only win the listing, but also defend his fee.

Patrick McKinnon is the one to watch after being announced as the REB Rising Star Finalist 2015. Within 1 year he has and written over $750K in GCI. In part 2, you will learn how to create new listings that are high-touch, low-tech and develop your own formula to achieve your desired GCI.

Patrick McKinnon is the one to watch after being announced as the REB Rising Star Finalist 2015. Within 1 year he has and written over $750K in GCI. In this interview, you will learn world class buyer management and how to move quickly from hustling to attracting sellers.

This is a snippet from our LIVE Q&A Coaching webinar from the Real Estate Gym: realestategym.com.au

Chris Hassall is part of the new breed of young successful Million Dollar Agents. He has been the Director of Buxton’s Bentleigh (VIC) since 26 years of age. He is now 32 and has just completed the year having written over $1.9m.

Jamie Benjamin has been in sales for just 2 years and is already writing $1.2m in GCI. He is currently ranked #6 in Harcourts Australia. In this interview he shares with us his #1 strategy at listing presentations to prove that he is the area specialist.

Lynette Malcolm has been in sales for just 2 years and is on track to be a Million Dollar Agent. She doubled her GCI from $330k in her first year, to over $750k last financial year. Within 7 years Lynette worked her way up from PA to Partner of Chadwick Real Estate and started a family in that time as well.

Matt Lancashire is the Principal of Ray White New Farm and an award winning Million Dollar Agent at just 33 years of age. In this interview, Matt simplifies how to go from being a chase to an Attraction Agent in a short period of time and rapidly grow your database.

At just 25 years old, Josh Hart from One Agency Launceston, is on track to be a Million Dollar Agent. Having been in real estate sales for just 1 year, he has already written over $400k in GCI last calendar year with an average house price of $236k.

These 9 highly effective habits are used by the top 1% of Million Dollar Agents

What’s holding you back from being a million dollar agent and how to make success a daily habit.

Commercial agent Nicholas Heaton from CBRE wrote $1.4m in 2014 and is on track to write $2m in GCI this calendar year. He is a multiple award-winning agent a finalist as the REI NSW salesperson of the year 2014. He shares with us how he built an attraction business in just 2 years.

From PA to Principal & Top Performing Agent. D'Leanne Lewis has been #1 at Laing & Simmons 15 years in a row and wrote over $165m in sales last financial year. She's won REI NSW agent of the year 3 times and REI Australia agent of the year in 2006. Starting as a PA, she is now the Principal of 2 real estate offices.

John Stack is ranked #2 in Barry Plant. He is under 30 and on track to write $1.4m in GCI for FY14/15. He has a PA working with him since day 1 of being in real estate sales.

Use this tip to show vendors why the cheapest agent is the more expensive agent and never lose a listing on fee again. Pre-register for Real Estate Gym: http://www.tompanos.com.au/12-month-real-estate-gym/

What you should be doing with listings about to come on to the market in the next 30 - 60 days + BIG Announcement.

With an average price of around $600k, Peter Florentzos is considered one of Australia's best agents in getting vendor paid advertising.

Tim Cullen from McGrath has been ranked by REB as one of the top 100 and has consistently been writing 7 figures over the last few years. With over 10 years’ experience he is on track to write $1.7m this year.

Sam Towns is the Managing Director of Petrusma Property and runs the largest independently owned office in TAS. He has helped create a culture where comradery breeds success.

Tom Panos interviews celebrity fitness trainer Christian Marchegiani on how ENERGY can get you the listing and more prospecting.

Gavin Rubinstein is Ray White's #1 salesperson for NSW. In 4 weeks he sold over $50m worth of property and wrote $500k in GCI.

I will show you how to get into more doors and totally devastate competitors who try and under-cut your fee. Last 24 hrs to enrol for "9 weeks to your Best Year Ever!" Register: http://www.tompanos.com.au/9-weeks-online-coaching/

How agents can deliver exceptional value in the new connection economy.

Social media expert Adam Franklin reveals how you can use digital strategies to get more listings and boost your profile.

As CEO of Mike Pero Real Estate, Mike shares with us how to fuel your success by being real estate fit.

Mitch Peereboom attends over 25 listing presentations a month with agents from his brand and has secured hundreds of thousands of dollars in vendor paid advertising.

Mitch Peereboom attends over 25 listing presentations a month with agents from his brand and has secured hundreds of thousands of dollars in vendor paid advertising.

Tim Longmore shares game changing strategies to accelerate your career.

Gordon Spring is a million dollar agent and principal of two LJ Hooker offices. With over 25+ years of experience, Gordon shares with us his ability to be successful not just in real estate but in all areas of life.

Sam Guo & Julia Kuo are one of the best marketing agents in the country, collecting over $10k per marketing campaign for houses over $1m.

Tristan Rowland from Place is a Million Dollar Agent who gets a 98% conversation rate at listing presentations.

Elliott Placks is the #1 Ray White agent internationally and #1 Ray White Principal in Australia. He shares his success tips to be more resilient.

From Marine Biologist to top performing agent, Rachel Lawrie, a single mum with 2 kids wrote $400k in GCI in just her first year of real estate.

Kick Start 2015 is designed to help you turn New Year's resolutions into permanent change. Doors re-opened: http://realestategym.com.au/

Learn game changing rituals to jump-start your new year.

With an average price of under $500k, Tom Hector from Harris Real Estate in Adelaide is a prospecting machine.

Tim Foote writes $3m+ p/a in GCI as well as being the owner of two Belle franchises in Sydney. In this interview with Tom Panos, you will learn how this ex-architect graduate built an attraction business in 13 years.

How to get explosive growth in real estate. Tom Panos interviews Michael Coombs.

Tony Larkin's training methods are used by 7 figure #AttractionAgents at Barry Plant VIC which he is also a partner of. He shares with us his 2 step listing presentation strategy to get more VPA

Alex Waters, winner of REB Awards 2014 - Rising Star tells us how to get explosive growth and market share very quickly.

Part 2 of my interview with Danny Hayes contains killer negotiation techniques that will help the vendor to get top dollar

Part 1 of my interview with Danny” Hayes – Managing Director of Hayeswinckle, office sales of 1000 homes in only 30 months.

Tim Heavyside is a multiple award winning agent, writing over $1m in GCI per year over the last 5 years

Scott Gray-Spencer from CBRE, a true icon in Commercial Real Estate discusses how to become a million dollar agent in commercial real estate

This is a live role play marketing presentation with Tom Panos. Tom demonstrates how to use effective words, scripts and dialogue to help you master the delivery of vendor paid advertising.

Rick Serrao is the #1 Raine and Horne Agent in sales fees agent. Find out how he came from a humble background to working in the most competitive real estate market in the country

Tom Panos interviews Craig Marshall - Principal with over 30 years of experience.

Amy Kaslar went from door-knocking and cold-calling to now being a Million Dollar Agent & Principal. Find out how

Coaching with Tom Panos

Piers van Hamburg shows us that it's possible to be a dedicated family man whilst writing $2m in GCI per year. I have personally known Piers since his mid-20s, and today he is the part owner of 4 offices in NSW.

Andrew Lutze is a multiple award winning agent who wrote $1.88 million in GCI for FY13/14. His avg sales price is over $1.1m and avg days on market 19.4. Andrew’s philosophy is to be so unique that no one can compete against you.

Michael Clarke shares with us a time when he had no money to pay for petrol. Today, he has just having written over $2.85 million in GCI for FY13/14. He reveals his techniques.

Mark Kentwell has been in real estate for 9 years and has got to over $1m+GST in under 5 years and is on track to write $1.7-$2m+GST this calendar year. This is is action packed with tips that will knock you off your feet!

David Weir has has ruthlessly eliminated the excuse that having one arm is a disability in real estate

I am a passionate believer that to be successful in Real Estate, you've got to have a healthy body and mind. Toop&Toop is the first Real Estate office ever with it's own Wellness Centre.

Brad Beer from BMT is an "ATTRACTION BUSINESS". He reveals leading strategies that he uses in the tax depreciation industry.

Travis Denham started real estate at age 35. Starting with a database of zero, he is now on-track to write $800K in GCI this financial year.

Gavin Rubinstein is living proof that when you free yourself from any self-limiting beliefs, you start to reach your potential. For more FREE real estate training tools, visit http://www.tompanos.com.au

Carmen Stenta is rated amongst the top 1% of real estate agents in Australia. Find out how she does it.

'9 weeks to your best real estate year ever' online coaching. Visit www.tompanos.com.au/pre-register and be one of the first to find out how you can have me as your personal online coach.

If you've ever wondered why the burst of inspiration you felt at a training session didn't stick, you need to listen to this. Go to www.tompanos.com.au/pre-register and be one of the first to find out how you can have me as your personal online coach.

Paul Tonich is regarded as a thought leader and innovator in real estate Social Media. He has used these proven marketing strategies to become a million dollar agent.

Kirsten Mueller started in real estate just 2 years ago and is already on track to write over $1m in GCI for this financial year. Previously a truck driver in the Australian Army, she has proved that with discipline and determination, it is possible transform yourself into a 7-figure agent in a short space of time.

Stephanie & John Williams from Adelaide are on track to write $150m in turnover this year. In this training interview, they reveal: Why you should stop going to " listing presentations", How your attitude can make or break your career, and Tip tips to fast track your real estate career.

Greg reveals: his story, how to beat competitors at a listing, how to respond when you lose business, what you can do to overcome being seen as too young & his 3 most important real estate behaviours.

In just 4 weeks, Marcus Chiminello wrote $650k in GCI - find out how he writes these big numbers consistently.

Marcus Chiminello teaches you how to fast-track your real estate career. Marcus' career proliferated when he discovered his niche market. Over the last 7 years, Marcus attracts 100% of his business from his personal BRAND, not generic leads into the office.

With over 19 years of real estate experience and writing over $1.3 million in GCI per annum, Adam Joske has mastered the art of staying in touch without being an interrupter.

Tom Panos interviews Dane Atherton on top leadership strategies to motivate sales agents, how to get out of a slump, the difference between activities vs. results and more.

Andrew Sorensen became a million dollar agent in a marketplace with an average sale price of $330k. He was a mechanic, and today he is the Principal of Raine & Horne Charmhaven and writing 7 figures in GCI.

Jason Andrew, one of the most respected and sought after auctioneers in Australia, reveals how agents can use evidence based psychology to help vendors get the maximum price on auction day

Matthew Scafidi went from selling packaging to now writing $700k in GCI a year. Find out his best tips for aspiring agents to become an Attraction Agent.

A few years ago Matt Dewan was a truck driver, today he is a part owner at OBrien Real Estate and writing 7 figures in GCI.

Manos & Maria Findikakis are the owners of Eview Real Estate. This training podcast contains exceptional scripts & dialogues for selling VPA, winning more listings, the DNA of Attraction Agents, and some great helicopter insights of our real estate industry.

Powerful & easy to learn - use these Scripts & Dialogues in your next listing presentation to help you triple your VPA

Cam Cooney is owner and director of the Hodges Group of offices. He shares: ways to how to help vendors accept the reality of the marketplace, his secret weapon at listing presentations, and more.

Real estate coach and agent Rik Rushton will teach you, how to overcome vendors who want you to discount your fee, what to say to get more VPA, and closing techniques relevant for today.

At just 30 years of age, Mark is writing $1.2m in GCI per year in an area with medium house price of $700k. He is an award winning real estate agent who revels his strategies for building a 7-figure business.

World class tips to help you get you to the next stage in your real estate career. These tips have formulated by coach & trainer Tom Panos using evidence based psychology.

Brian White (Joint Chairman of the Ray White Group) shares with us his helicopter view of our industry and how his leadership skills, passion and drive has propelled the Ray White Group to grow to 1,000 offices in Australia & NZ

Brian White (Joint Chairman of the Ray White Group) shares with us his helicopter view of our industry and how his leadership skills, passion and drive has propelled the Ray White Group to grow to 1,000 offices in Australia & NZ

Vivien Yap is arguably Australia’s number one female Attraction Agent at the moment. Her key business strategies involve using print and online VPA to go to market and auctions to achieve a premium price.

As the previous owner of Ray White New Farm (Brisbane), Haesley grew the office to get over 30% market share and managed 7-figure Attraction Agents. Today he owns the rental business of Ray White New Farm, is an auctioneer and consults to the Ray White group nationally.

Paul Curtain is the founding partner and Managing Director of Place Estate Agents in QLD. As an agent with fifteen years of experience, he wrote 7-figures in GCI, and is now considered by his industry peers as a thought leader and mentor.

In just his second year of real estate, Chris Gilmour's career skyrocketed and he became a 7-figure Attraction Agent. Now 5 years into his career, Chris is one of QLD’s most reputable agent. His average days on market are 18, with a dominant market share of up to 82% in his area.

Phil Harris is one of Australia’s most well-known and awarded real estate professionals. As Managing Director of Harris Real Estate (SA), Phil has built an Attraction business model, grown his staff to over 50 people and sold over $200 million worth of property in just its first year of operation.

Mat Steinwede is known in our industry as one of Australia’s number one practicing real estate agents who educates other agents to become better and more empowered.

Mat Steinwede is known in our industry as one of Australia’s number one practicing real estate agents who educates other agents to become better and more empowered.

Just 33 years of age, and already the founder of one of the largest independent agency in the Sutherland Shire.

Mark Earle is one of the stars at Buxton Real Estate Group. Over the years he has become a 7 figure Attraction Agent securing over $1 million in GCI per annum. Twenty years in the industry, he is now a partner, leader and trainer to the Buxton Group agents.

Matthew Bourn, Director and Founder of McConnell Bourn (NSW), is one of Australia’s leading boutique independent agencies. Experiencing year on year growth of 28% for the last 7 years, this unique agency prides itself on delivering incredible value and being the dominant player in a niche market.

John Paranchi was recently awarded #1 Sales Agent of the Year at the Australian Real Estate Awards 2013. John from McGrath Hunters Hill consistently writes over $1 million in fees per year.

Nick Renna from hockingstuart is the #1 lister for the group (2013). He writes between $1.5-2.2 million in fees himself per year. Nick is known as the 'king of databasing' and having the best stay-in-touch strategy in the business.

Tony is the owner of RE/MAX Cairns, one of North Queensland's leading and fastest growing offices in the country. Tony shares the winning attitudes and behaviours of Attraction Agents in this current market place.

Bill Malouf is the #1 agent for LJ HOOKER worldwide, 15 years in a row. Bill discusses the critical behaviours that have made him one of Australia’s real estate icons. Straight and hard hitting, this interview is 10mins of gold.

Georg Chmiel is the CEO of LJ Hooker worldwide. Georg covers what he has observed as the key ingredients of a top sales agent and top principal. Having a helicopter view of the industry, Georg has the ability to analyse what’s working and what’s not.

Brad shares with us how his team won The Block - a reality TV series that sells homes after renovation

Matt Sims the Director of Ray White Ferntree Gully, reveals how he uses databasing to become the #1 Ray White Office in VIC.

Harcourts Ouwens Casserly is one of the most innovative, dynamic and forward-thinking offices in SA. The office has grown an attraction business model by focusing on world class marketing and fast-tracking their success by delivering an authentic service.

Adam Flynn has a proven track record as being one of Melbourne's most successful estate agents. As current CEO of Biggin & Scott Knox, Adam reveals the science, psychology and logic that can be applied to any VPA strategy to optimise the sale price and achieve above average sales figures.

John Cunningham is the owner of Cunningham's Property, one of the most progressive, client focused and team centred real estate offices in the country. John covers how he gets average days on market to 29, he discusses some of the non-negotiables, and reveals some golden nuggets on data basing.

John Cunningham is the owner of Cunningham's Property - one of the most progressive, client focused and team centred real estate offices in the country. Tom Panos interviews John on the journey of going from beginner, to top salesman, to running the office and covers systems, ideas and fundamentals of an attraction business.

John McGrath CEO of McGrath Estate Agents, summarises his final tips and ideas on being a world class real estate agent.

John McGrath CEO of McGrath Estate Agents, reveals why fees are not a barrier to getting the listing, how to sell VPA with passion, and how to get the best possible price for a vendor

John McGrath- CEO at McGrath Estate Agents, discusses the traits of attraction agents, what a world class listing presentation looks like, and what would John McGrath say to himself if he met himself 25 years ago.

Chris Hanley runs the No. 1 First National office in NSW ans is one of Australia's Real Estate thought leaders. Chris reveals the critical behaviours and tactics the best agents in Australia use to stand out in a crowded marketplace.

Anthony Toop is CEO and MD of Toop&Toop, one of the country's leading brands. Anthony speaks openly and honestly about winning, attitude, brand building, and his cancer journey

Jason Boon is the no. 1 real estate agent for Richardson and Wrench in Australia (2013). Jason reveals how ones mindset, attitude and ideas are critical for building an attraction based business model.

Andrew Bell talks about his strategies for winning the title of #1 office in the Ray White Group for 20 consecutive years. Andrew reveals how he develops a world class culture, the unique qualities a 7 figure agent, cutting-edge tips for auctions and marketing, and discusses whether a salesperson should take the next step to become a business owner.

Matt Lahood, Director of Sales at McGrath Estate Agents reveals the behaviour and attitudes that star agents and star real estate managers use to increase market share in current times.

Matt Lahood, Director of Sales at McGrath Estate Agents, manages more million dollar agents than anyone in Australia. He reveals building a world class culture, recruitment, and how to manage hard hitters who write seven figure incomes

Matt Lahood is the Sales Director and Partner at McGrath Estate Agents. He manages more million dollar real estate agents than anyone in Australia. Matt covers building a world class culture and how to manage hard hitters who write seven figure incomes.