Tom Panos Rants

You may struggle to make your ideal number of sales unless you have a solid grasp on buyer management. 

From my coaching sessions with some of the top agents across Australia, I've identified the key steps for servicing buyers, and extracting offers from buyers in a changing market:

• Buyer management checklist: What the best agents are doing to create sales
• The 6 questions you need to ask every buyer to qualify them
• How to negotiate with buyers to extract offers

Get the full training on Buyer Servicing in 'The Changing Market Series' course. Only in the Real Estate Gym

Where I think the Reserve Bank of Australia has performed poorly. 

And the Winner of the Vendor Management of the Year Award goes to... 🏆 

My Clearance Rate: 8/12 SOLD

What do you do when the neighbours try to sabotage the sale of the property? 

As an agent, it is your responsibility to mitigate potential legal risks starting from day one of the campaign. 

Jared Zak, Principal Solicitor and Founder of Dott & Crossitt reveals:

• How agents and vendors can resolve neighbour disputes without the intervention of a solicitor 
• Essential questions to ask your vendor upfront to identify and mitigate legal risks
• How to prevent collusive practices prior to auction day

And, I share my best advice on how to handle hecklers at an auction ;) 

Jared's advice is crucial you're running an auction campaign, and it can save you the heartache of seeing sales fall apart at the last minute.

Connect with Jared Zak at Dott & Crossitt



*DISCLAIMER: All content featured in this podcast is for educational purposes only. If you are a real estate agent seeking legal advice, please contact 'Dott & Crossitt' (or other solicitors) in relation to any particular matters you or your real estate organisation may have. Tom Panos Pty Ltd will not accept any liability in respect of this communication. 

It’s clear - buyers are anxious about the upcoming interest rate rise. My clearance rate today is 3/6 sold. This is the lowest number of auctions I have conducted on an opening Spring day in recent memory.

Here is the most important thing you need to do if you’re an auction agent wanting to get stock sold…

I don't think we will have frenzied selling in Spring... but let's see!

My clearance rate: 4/11 SOLD

Here is my real estate forecast: We are heading towards the end of this real estate market correction. These are the 4 factors that will influence and dictate how close we are to the bottom of this real estate market cycle.

Bookmark this to see how accurate my predictions turn out to be. 

My Clearance Rate: 8/9 SOLD

Inspiring story! Around 5 years ago Ryan Houston was a plumber. Today, this Real Estate Gym member is writing $1m in GCI and building incredible personal wealth as a property developer. If you've ever considered how you can balance real estate sales with property development, Ryan reveals all: 

05:45 – Project marketing vs traditional real estate
09:55 – How to build personal wealth as a property developer
17:56 – How to balance real estate sales and property development
18:33 – Winning rituals and habits

You can learn from and train with the top 1% of agents like Ryan Houston in the Real Estate Gym

Incredible success story! When Amit Nayak arrived in Australia, he worked as a kitchenhand. Today, he is the Partner & Sales Agent at McGrath Parramatta. 

Amit has sold 200+ properties in the last financial year, writing $3m in GCI. The average sales price in his market is $780K. 

In this interview, Amit reveals:

• His systems, processes and habits
• Why he uses auctions (even though he is mostly selling units, villas, townhouses)
• His vendor management process
• How he uses Pest & Building Inspection Reports to make the sale frictionless 
• How the Real Estate Gym helped him fast-track his career

00:17 - #1. They're interested, but not committed
03:49 - #2. They lack worth ethic
07:08 - #3. They personalise things
09:41 - #4. They run their life and business based on their feelings
11:49 - #5. They have an external locus of control
14:10 - #6. They lack self-belief
15:28 - #7. They hang out with other loser agents
17:34 - #8. They don’t factor in failure
19:34 - #9. They suck at prospecting


Join me for our weekly Prospecting Blitz in the Real Estate Gym

As the market gets tougher, agents are starting to play dirtier. They're attacking their competitors and spreading lies.

In fact, I’ve had several agents contact me lately, who have become quite distressed after their competitors have been slagging them off in the marketplace. 

This is the advice I gave on how to handle the haters…

00:29 – The psychological profile of an agent who attacks their competitor
05:43 – The 4 strategies and solutions to combat the haters

Remember, no one ever attacks someone they consider irrelevant.

To have me as your coach 24/7, login to the Real Estate Gym