Tom Panos Rants

You heard it here first! Book your tickets: https://arecconference.com.au/

P.S. Real Estate Gym members get the best rates out there: https://www.realestategym.com.au/

This 25-year-old is on track to 2x his GCI and write $3m this calendar year using the Fanatical Prospecting Model in the Real Estate Gym. 

Hanan Cawley - Harcourts Coastal is in his 5th year of real estate and in this interview, he reveals the formula he used to write $1m in GCI from Expired Listings as a new agent in a new area. 

•  06:49 – Choosing the right marketplace
• 08:50 – The formula to winning to expired listings 
• 13:20 – Best advice for new agents with zero stock and zero database
• 18:50 – Morning ritual 
• 21:36 – Prospecting: how to make it ELF (effortless, lucrative, fun) and non-negotiable 
• 26:25 – How to close listings against veteran agents
• 37:06 – Mindset 
• 44:47 – How you can totally transform your real estate career in just 90 days

 These are the strategies Hanan has learnt from being a member of the Real Estate Gym since the start of his career. Find out how you can train with and learn from the top 1% of agents in Australasia: https://www.realestategym.com.au/

When there is trust in the relationship, the terms become negotiable. 

I reveal ways that you can create memorable moments of connection in real estate.

• I got COVID twice within 3 weeks
• Your key marketing strategy for 2022 is to get more reviews! Use a platform such as Podium
• You would NEVER say this on a date, so why say this at a Listing Presentation? 
• This is how I would win listings as a new agent. Worked 30 years ago, still works now
• Moments of connection in real estate 
• How to have an honest conversation on price

Practice and internalise these scripts because you will be using them frequently for prospecting, closing, and getting listings sold in a low-absorption market.

• 00:36 – Fast-track sellers onto the market
• 02:19 – Cold doorknocking 
• 03:15 – Competitors who overprice at listings
• 03:56 – Price reductions with vendors
• 04:41 – 3 questions you must ask at a listing
• 05:35 – Closing (at a listing)
• 06:35 – When vendors want to cut your commission
• 07:08 – Buyer qualifying questions 
• 08:08 – Getting more VPA
• 09:34 – Getting offers accepted
• 11:11 – Setting up the listing to sell (aka set-to-sell meeting)

Get more brilliant Scripts & Dialogues and have me as your coach in the Real Estate Gym

This is the Listing Presentation Formula of 2022:

• 01:06 – Listing presentations are divided into these 3 types of audiences
• 03:19 – Why the real victory in real estate is not winning the business 
• 03:51 – Agents deliver these 3 types of presentations (and one this really dumb) 
• 08:56 – Overpricing
• 10:45 – How to get at least half a % more in commission 
• 12:22 – What if you’re up against a dominant agent  

Every week, Real Estate Gym members will get direct coaching from me on how to win more listings and make more sales in this low-absorption market.

"If you pursue transactions you can make a living. If you pursue relationships you can make a fortune." 

You probably remember Todd Duncan from AREC 2019 where he was one of the highlight keynote speakers. 

As a world-leading authority on sales mastery, Todd built one of the most successful real estate and mortgage businesses before committing his life to help others do the same.

In this rant, Todd reveals his formula to help you get more listings and more referrals in a high-trust world:

• 11:03 – Why agents can talk themselves out of the deal
• 13:43 – How to increase your fees by 26-48% and increase your conversations by 72-81% using this one technique
• 20:33 – 3 of the major emotions sellers are looking for
• 24:00 – Script & Dialogue to ask at the listing
• 27:27 – What does active listening involve?
• 29:09 – What is conversational productivity?
• 31:05 – To request a copy of the 'Talk Less Sell More' Whitepaper, email: [email protected]

The psychometric test is called HEXACO. How do you score on these metrics?

Real Estate Gym - doors are now open for 2022 intake! 

Let's get real. Willpower is not a strategy.

To get different results in 2022 - and not just hope that things will be different - we need to first understand the science of behavioural change. 

There are 3 evidence-based tactics to help you have your best year ever: 

• 05:40 – Part 1: Three strategies to crack your goals
• 08:21 – Part 2: Change your reference group
• 09:46 – Part 3: Change your environment

The Real Estate Gym doors are open for 2022 intake! Join and get instant access to the entire 7-day Kick Start course included in your membership!

03:02 – 7 questions to reflect on where you are right now
06:07 – Real estate mastery is life mastery: The 5 categories
13:14 – The Tom Panos goal setting process
15:55 – The most useful habits an agent can have

The Real Estate Gym doors are open for 2022 intake! 🙌 Login and download the templates to create your personal business plan, and so much more 😉

I in 2022, the market won’t be putting the deals together.

Let's face it...

• Amateur agents will make under $50k a year
• Pro agents can make over $1m a year

In 2022, you will need the skills to:

• List a property based on process - not on price
• Get price adjustments from vendors
• Negotiate on getting a buyer up
• Targeting expired listings

Here are the 3 key ratios you need to know to Go-Pro:

1. List to sell ratio
2. Listing presentation to list ratio
3. Prospecting to appraisal ratio 

Download the template to create your personal 2022 Business Plan in the Real Estate Gym - doors open today!