April 15, 2025 • 32 mins
You will learn:
✅ Why Speed Matters: The agent who responds first often wins – and how to make sure that’s you
✅ Why chasing only “genuine sellers” is costing you listings
✅ Showcasing Success: How to prove you're the local expert – without bragging
✅ Building Trust Before the Listing: Strategies that allow vendors to feel like they already know you
✅ Play the Long Game: How to nurture relationships and stay relevant until the property hits the market
✅ Standing out in a Competitive Market: Practical tactics to stand out and be the agent of choice
WHO IS DANIEL LEE?
Daniel Lee is the Principal of Plum Property and one of the most recognisable digital personalities in Australian real estate.
With a unique blend of creativity and authenticity, Daniel has built a powerful personal brand that both entertains and generates results.
From viral listing videos to market updates, Daniel’s social media content cuts through the noise — proving that you don’t have to be loud, flashy, or fake to stand out.
From years of experience being a sales agent, Daniel understands what it takes to win listings in a competitive market — and he’s here to share what’s working.
This webinar is sponsored by LocalAgentFinder: localagentfinder.com.au/tompanos
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:00):
We are here presented to you today by our great
friends and partners, localAgent Finder, which I now call
LAFF.
And I've got to tell you, dan,local Agent Finder, I remember
10 years ago there I was walkingaround the expo at ARIC and
(00:21):
people were staring at LocalAgent Finder saying they're the
mob that take 20% of my money.
They weren't the favourites,but I've got to tell you, over
the years Warwick, there atLocal Agent Finder, has been
partnering up with agents and Ido work with them.
(00:41):
And he said to me the other dayhe said Tom, who would be a
great person to have on.
I said, well, listen, let'sfocus it on Queensland.
So the whole thing's national.
But I said let's look at aQueensland agent.
And he said, well, listen, danLee does a lot of deals with us
from Plum.
In fact he actually sent me thelatest numbers Plum.
(01:10):
In fact he actually sent me thelatest numbers.
I think you're doing 65 salesand nine leases through Lath.
So I just thought it would bereally, really good to have a
bit of a conversation about someof the things that are
different when you're dealingwith Lath leads, when you're
dealing with Lath leads.
So, if it's okay, can I justask you a few questions, dan, by
(01:33):
the way, because some of thepeople weren't on the four
o'clock real estate gym webinarthat you were on with us.
Just give people the big 60second version of who Daniel Lee
is and who Plum is.
Daniel Lee (01:42):
Yeah, sure Thanks, Tom.
Guys, thanks for joining.
So, Dan Lees, my name.
I've been in real estate 18years, started off as a junior,
went to high performing age andeventually opened my own
business, Plum Property, in 2016.
In 2022, we opened PlumPartners, where we help agents
to create, run and grow theirown real estate business as well
(02:02):
.
So that's a nice 20-secondsummary for you, Tom.
Tom Panos (02:05):
Okay Now Dan, first question how would you describe
your approach to building trust,getting people to like you,
believe you when they're avendor well, a potential vendor
before you even meet them?
Daniel Lee (02:23):
right, yeah, well before you meet them, right?
Yeah, well, before you meetthem.
That's a good question.
So, if we're talking aboutlocal agent, finder leads.
Tom Panos (02:31):
Yeah, yeah.
Daniel Lee (02:33):
Well, if you're talking about local agent finder
leads, I think the mostimportant thing is speed,
because if you're talking to alocal agent find a lead, this is
someone that doesn't have asolid relationship with an agent
.
All right, four out of fivevendors, before they put their
(02:54):
property on the market, have anagent that they have got in
their head that they're going tocall.
Okay, from previous experiences.
So, generally speaking, theones going on local agent finder
, they don't have someone tocall, they don't have a solid
enough relationship with anagent to say, well, I'm going to
reach out to that agent, getthem over.
They've done something for mein the past.
(03:14):
So they're jumping online,they're typing in you know,
sales agent to Wong, to Ringle,whatever your suburb is, and
then they're finding the localagent finder link.
And they're finding the localagent find a link and they're
going through that process,right.
And so what's going to impresssomeone when they're first
reaching out and getting to knowagents?
(03:35):
Who's got the best service,who's getting onto them the
quickest?
It's speed, tom, you've got tobe really, really fast, right?
They're generally going toengage with the first agent that
reaches out.
So and I had a meeting with ourlocal agent finder a couple of
(03:56):
years ago and she was saying youguys are not doing very well,
you're only converting about 9%of the leads coming through.
And I thought, oh, that isn'tvery good.
And we looked at the time thatmy agents were making the call
to the prospective seller andthe average was 20 minutes plus.
(04:20):
Now we've got that down as acompany to.
I think now with most agentsyou know less than three minutes
, I believe, and you know I.
Tom Panos (04:33):
Dan speed's in.
Hey, like you're so right aboutthat, because I think when you
like someone and you trust them,man, if they come back to you
the next day you take that right.
But when it's like one of thesecatch and kill listings,
there's no relationship andlistings are not won 48 to nil.
(04:55):
They're normally won 22-20.
And speed is a big part of thatscoreline, isn't it?
Daniel Lee (05:02):
Oh well, that's the first impression.
You know that's like you don'thave.
You don't have two years ofrelationship with this person
where you've appraised, you'vebeen to their house, they've
possibly done some business withyou and if they called you and
you missed their call and youcalled back four hours later and
said sorry, I missed your call,it would be totally fine, right
(05:23):
, um, because you've got thatrelationship.
But when you don't have thatrelationship, the first
impression is how good are you,how quick are you to call me
when I've made that inquiryright and basically the first
agent to call is going to bethey're going to have a head
start.
That's all I'll say.
Tom Panos (05:42):
Okay.
So, dan, what do you say to theagents?
And I've got a few real estategym clients and I've got to tell
you there's a few agents thatwrite high GCI, that are even
bad at this, and that is thatthey seem to their follow-up on,
(06:05):
like the internet.
Referral leads, like from LocalAgent Finder, might not have
the same intensity, and I don'tknow what it is.
Is it the fact that they've gotto give 20%?
Is it the fact that there's norelationship?
But what do you say to agentswho only follow up when they
think the lead is a hot, genuineseller?
Daniel Lee (06:25):
Well, how do you say to agents who only follow up
when they think the lead is ahot, genuine seller well, how do
you know?
How do you know before you'vemade contact?
That's the question.
Like every single lead shouldbe treated the same until you
know what.
What's wanted, right?
Um, so you know that you justgot to do it on everyone, and I
know that they're not allbrilliant leads.
(06:45):
Some of them are just some ofthem, you know, to be quite
honest, have already engagedwith an agent and then they jump
on there and they lie aboutthat not meeting other agents,
just to get commission valuesand you end up finding out that
they were just commissionshopping after they've already
signed up with someone.
That happens time to time, butyou don't know what the lead is
(07:06):
until you give it a go.
So I just think you've got togo in hard, you've got to go in
quickly, and if you do thatyou're going to win more of them
.
And we got our.
Tom Panos (07:17):
I had an agent yesterday and I was talking to
him about it and he goes.
Anyway, he goes time to getsome rubber on the road.
I go.
What do you mean by that?
He goes.
Oh, it's three o'clock to fouro'clock.
I go out, I do my door knocking.
I said, hey, you're going outand doing door knocking right,
that's a good thing.
But you're going off tointerrupt strangers who don't
(07:39):
know you, who, quite frankly,might not be home, who might be
a tenant, it might be housingcommission, and you're telling
me that you actually think thatthis lead that's come here is
not as important as going outthere knocking on doors.
I found that bizarre.
Daniel Lee (07:58):
Yeah, well, another thing you mentioned that a lot
of agents treat the local agentfinder leads as if they're all
selling right now, when a lot ofthem are kind of at that stage
of just checking things out.
They might not.
They're like any lead.
You get an obligation-freeappraisal from someone.
(08:18):
Generally it's three to sixmonths until they're selling.
Well, the same goes with a lotof these local agent finder
leads.
They're not all selling today,but they're selling sometime in
the next three, six, possibly 12months.
And you just got to treat itlike everything else be quick
off the market at the beginningand then nurture, and I'm
telling you you can beconverting a lot of these leads
(08:41):
in three to six months that youdidn't get immediately.
Tom Panos (08:50):
And I'd go as far as saying what one agent said to me
.
He said, tom, whether it's aprice update and they want to
sell in nine months, not now, orwhether they want to be an
immediate seller to me, they'reexactly the same.
And then he went on to furthersay in fact, they're probably a
little bit better if they're aprice update.
I said why is that?
He said very simple.
He said because if it's a priceupdate, the competition is
going to be less fierce becausethey're going to drop off,
(09:13):
because they're terrible at thefollow-up.
They're going to be there.
They want it now.
They're like the pokey player.
I want to win now, right?
So what he said is they'll dropoff, I'll be the last man
standing and then I will earnthe right to do business on my
terms, because I've proven it tothem.
Daniel Lee (09:31):
That's exactly right .
I mean, the longer therelationship it is, the stronger
chance you have of getting thelisting and getting it with your
largest advertising packagewith your highest commission
right.
Largest advertising packagewith your highest commission
right.
Tom Panos (09:47):
If you're going into the Dan, what are the small
touches you reckon you've foundthat are effective when
nurturing these longer-termleads who aren't ready yet?
I mean, put Local Agent Finderaside for a moment.
There's a lot of listings thatactually feel into that category
.
They're not coming on themarket in April.
They're coming on the market inNovember, right.
Daniel Lee (10:09):
Yeah, exactly, I think really importantly is just
trying to categorize differentpeople in your pipeline.
I would always, as an agent,categorize people as an A, b or
a C.
An A was listing in the next 30days, a B was listing between
30 and 90 days and a C waslisting 90 days plus, right, and
(10:33):
so I would move people from a Cto a B to an A and, depending
on which category they were in,they would receive different
levels of communication from me.
If you're an A listing in thenext 30 days and you haven't
signed, you're getting, at abare minimum, a weekly call,
right, and I'm trying to engage,I'm trying to provide some
(10:53):
value, some insights, someupdates, some price information
or whatever.
I'm trying to get my foot backin the door.
If you're murmuring that you're60, 90 days away, it might be
fortnightly, every three weeksor something like that.
But on top of that, thosecategories would get other.
Basically everyone gets amonthly suburb report if they're
(11:17):
in my core area and easilygenerated through RP data or
even Realtair these days, andyou can get your assistant to
just set that up on autopilot sothat these leads they're
getting monthly email, somethingin the mail, right?
Add them to social media.
Hopefully they follow you backif you can find them, and then
(11:40):
they'll get sent your leads andyour ads and things like that.
And then the phone calls.
So you're just trying to hitthem at every angle beautiful,
beautiful, beautiful.
Tom Panos (11:51):
Now, dan.
Um, the next question I wasgoing to ask you.
I'm trying to think of ouraudience and thinking to myself
the things that would be of gooduse.
Right at the moment, there's alot of noise going on.
The noise well, right at thismoment we've got the federal
election.
That's noisy.
(12:11):
We've got Easter, schoolholidays, anzac Day We've got a
melting pot of events going on.
There's a lot of noise going onIn a world of noise, and this
is more noise than ever at themoment.
How do you stand out withoutbeing over the top or
(12:32):
inauthentic?
Now, I mean, real estate, andsocial media predominantly, is
clouded with agents showingsuccess and affluence to the
point where, in the worst ways,it can be actually sick to look
at and so sick that people makefun of it.
Outside of real estate, I meanall you've got to go look at the
(12:55):
jobs that they make fun of onTikTok, and real estate fits in
there.
They laugh at us for the waythat we quote prices for the
stuff that we say.
You know, you are amazing atthe way that you laugh at the
own industry, right,particularly when you were
listing and selling and doingyour own property videos
yourself.
(13:15):
You were in the videos.
How do you, yeah, have thosetouch points, have awareness be
seen, have the attention, but,at the same time, not be over
the top or inauthentic yeah,okay, well, I guess.
Daniel Lee (13:31):
Yeah, real estate's cringe as fuck.
Um, to be honest, most of themarketing out there in the
marketplace is I've sold 100million dollars of real estate.
I got 200 grand over, uh,reserve price.
I'm suburb record holder, blah,blah, blah.
Who gives a shit?
What does even any of thisstuff mean?
(13:53):
And and you know, it's prettyeasy to look at that stuff and
cringe, right?
So anything I look at andcringe and go that's fucking
stupid.
I'm not doing it.
That's pretty.
It's like use your brain.
Do you really want to look likeone of those Muppets?
If you want to look authentic,don't talk about yourself.
Get someone else to talk aboutyou.
That's probably the easiest way.
(14:14):
So focus on testimonials fromyour sellers that you've done a
really good job for and get themto tell the story about you
rather than you telling thestory about you.
That's a really good way to beauthentic.
And when you're doing that,don't sit in the camera with
your vendor and say, hey, canyou tell everyone how good I was
(14:35):
?
It's like you're holding a gunto their head.
So you know just different waysin which to say the same
message.
I'm very successful at what I'mdoing.
I'm providing a great service,but without being the, you know,
cringy real estate boaster.
Tom Panos (14:53):
Okay, While we're on that, to the audience that's
watching, if you're not on amobile phone, pull out your
mobile phone, because what I'dlove you to do is take some
ideas of things that I think youcan be talking about.
That will make you look like acommunity agent.
(15:13):
That will give you credibilitybut, at the same time, not have
the hashtag look at me hashtag.
I mean this whole hashtag.
Hashtag number one hashtagmillion dollar mom hashtag.
Killing it, Like the equivalentin other industries would be
for a painter Hashtag 10 unitspainted this week.
(15:34):
Hashtag $10,000 a week.
Right Dentist hashtag for rootcanals today, it doesn't happen,
right?
So, let me bring up on thescreen just a couple of slides
that I think can give you ideasof content, that you can be
(15:55):
doing it.
The first one is take yourcameras out.
Local neighbourhood contentvery easy community hotspots,
events, highlights in your area.
This is how you can stay awarewith people and be looked like a
community agent.
Best place for hey, it's DanielLee here from Plum.
The best place to start yourmorning.
(16:18):
I started here at this beautifulcafe in West End, whatever it
is.
Then we've got content.
Proof of success.
This is your just listed justsold client stories,
testimonials, life, successfulauctions.
Proof of authority marketsummaries, economic updates.
Then I like the clientquestions.
I love those ones.
(16:39):
These are the ones where youturn around and you've got a
question in a red banner andthen you answer it.
Example should I auction onelection day?
Example should I put my home onthe market when rates come down
?
Example should I buy first,then sell?
What's the next suburb that'sgoing to take off?
(16:59):
The stuff that's trending inpeople's minds?
Create the thumbnail and thatstuff.
There you're not closing people, you're educating people, which
one day will give you the rightto close people, but first
you've got to educate them.
There's so many things, but Ireckon, dan, what you did really
really well is you made people.
(17:22):
It's not mandatory that youmake people laugh on every video
and every social, but it wasvery entertaining, wasn't it?
You enjoyed that.
You did your style.
You did you.
Daniel Lee (17:33):
Yeah, I did me.
I did my style, which wasunique, and I was always trying
to make it entertaining becauseyou're going to get more
likelihood of people watching.
But you know, like there's somereally easy ways to be doing
entertaining videos.
Like you know, I don't evenmake up all the ideas for some
of the funniest style videosthat I do.
(17:54):
Honestly, like you go throughtrends on TikTok and Instagram
and find videos that are veryeasy to make.
Like if you go through myprofile and just have a look at
some of the recent funny ones,like I didn't even come up with
those ideas, I just copied them.
But I just did it in my way andit could be a little short
(18:17):
video about a different industry, but you can relate it to real
estate and literally some of thevideos that take me 30 seconds
get the best views because it'sa copied trend video from
someone else.
Tom Panos (18:31):
It's funny you say that, dan, because I was
watching on TikTok this guy thathe's not fit right, he looked
overweight and he went on fitright, he was a, he was a little
, he looked overweight and hewent on there and he turned
around he says I'm training tobecome a professional football
player.
Have a look, me training andhe's, and he's, and he's running
, and you can tell the guy'sunfit right, but he's trying to
(18:52):
run like he's a, he's a pro.
And then it just had likemillions of views because people
were finding that hilarious andI thought to myself you, you
know what I'm going to do.
I'll do some push-ups, but I'lldo push-ups that look shit
right, and you wouldn't believeit.
It went crazy.
Oh, do you call that a push-up,mate?
That's not a push-up.
Look at the old guy.
He can't even do a properpush-up.
(19:13):
You can actually get a lot ofideas of things, as you said, if
you look that they've hadmillions of views in one area,
you could easily copy andduplicate it in your own way in
your own industry.
Daniel Lee (19:32):
Yeah, absolutely.
But it's also important not toget too caught up on those sorts
of big numbers on views andfollowers and things like that,
because at the end of the day, alot of real estate agents they
don't really like doing socialmedia.
They want to do as least aspossible and just get results.
So if you want to just getresults right, the best thing to
do think about your audience,right.
We all work in a particulararea or suburb.
(19:52):
There might be 10,000 peoplethat live in a suburb.
That's a big suburb.
There's probably 2,000 to 5,000people in an average suburb.
We all get caught up with howmany followers you got, how many
views you got.
Mate, I'm telling you, 1,000views from people in your area
is worth way more to you than amillion views from all over the
(20:15):
world.
Okay, 1,000 views in your localarea is worth more than a
million views from all over theworld.
So, and how can you get thosethousand views?
You can sponsor 50, 100 bucksto little educational videos
about your suburb, about themarket, a story about a great
sale, a great auction result, atestimonial, a local business
(20:38):
review, a school event.
You know there's a thousandthings in one.
You can chuck it in chat GPTand just grab ideas.
But the best thing you can doif you just want to get off the
you know, do something.
Do local stuff right, whereyou're highlighting your
neighborhood, highlightingresults in the area, don't big
(20:59):
note yourself and sponsor ahundred bucks to your suburb
through you know meta businessand then retarget people over
and over and over and over againRight.
And then when you get VPA foryour property videos, you
absolutely slam the area andmake sure every screen is
getting hit with that five timesin the month.
Tom Panos (21:29):
Dan, have you ever had a situation I'm sure you
have?
Well, you'll tell me whensomeone's called you months
after calling you like callingyou in, no, so nothing happens.
And then, out of the blue, 10months later, you get this
random call Come over, you had achat with us, right?
So this is your typical priceupdate thing.
(21:52):
You covered it a little bit,but can you tell me in that 10
months, is it mainly emails thatyou're sending out to that
people to stay on top of them?
Obviously, if you make animpression on them, the view is
that they loved you so much thatthey just feel I've got to go
with Dan.
But you know, there's a sayingrecency trumps loyalty and if
(22:15):
someone's very recent in theirface, that can change things.
Daniel Lee (22:20):
Oh, absolutely.
And how many times have we hada buyer who's bought a property
off us and we were so helpful.
They got the property, theyloved it, we had a great
relationship and then settlesand you're like, if you ever
sell, if you ever need anything,let me know.
It's all you know.
(22:40):
It's all hugs and kisses.
And three years later you seethat poppity pop up online.
You're like what the fuck justhappened there?
I thought I was, we had this,but then you think I haven't
talked to them in over a year.
Right, and why should they beloyal to me?
I haven't done anything.
(23:02):
I forgot about them and theyforgot about me.
So, yeah, it's so.
The nurturing process in realestate.
I reckon the real experts inreal estate are the ones that
really know how to nurture adatabase properly.
They're the proper expert.
And I'll tell you what younever go hungry If you've got a
pipeline and you nurture, you'reguaranteed success.
Tom Panos (23:26):
I guarantee to all our viewers live and those that
are going to be watching this onreplay, if you simply
incorporated, sharing is notturned on.
I'm going to send a request.
I'm hoping I can share a slideI have.
I've got it now.
Thank you so much.
Every agent, I don't care whoyou are if you, on a Monday
(23:48):
morning, have a simple plan andmake the main thing the main
thing being the main thing,chasing the listings, the hot
buyers that you've got and yourcurrent vendors, by simply
writing out this action plan ona Monday morning, you're going
to be able to focus on theimportant, not the urgent.
(24:12):
The urgent is, oh shit, thebooking deadline I've got to get
it in.
The important is the stuff thatneeds to get done on an ongoing
basis.
The world won't fall apart ifyou don't do it.
But guess what?
Your money will fall apart ifyou don't do it, because the
real money in real estate isyour chase list, your next 10
(24:34):
listings, your hot buyers andyour vendor management.
The reason I show this is thatyou obviously are treating the
listings you're going to chasein the next 30 days different to
the listings that you'rechasing over a 10-month period.
Right?
You can't be ringing up Dan,the person that's coming on the
market in 10 months, going areyou ready Next week?
(24:55):
Okay, Are you ready?
Right, you can't do that.
That's called commission breath.
We don't like commission breathpeople, do we?
Because it smells.
We've got to be anti-commissionbreath, right?
Daniel Lee (25:07):
Yeah, we'll be providing value along the way.
However, you can do that.
It's not all you know it's.
Sometimes you want this stuffto kind of be on autopilot.
But you know, have somestrategy around it.
But you know, have somestrategy around it.
But easy things like you know,making sure that those potential
sellers are getting a monthlyyou know sales report that you
can refer to if you give them acall.
(25:28):
They're getting a text or anemail about a sale that's
happened in their street, evenif it wasn't from you, if it was
from another agent.
You know, don't be scared tohighlight other sales in the
area that weren't yours.
It's first to notify them aboutit, not who did it.
Okay, the relationship is inthe communication.
So, yeah, all sorts of stufflike that.
Tom Panos (25:51):
Okay.
So, dan, we've had a questionthat's come in here that might
be relevant to a lot of people.
What do you do?
As soon as you have receivedthe lead?
You call, left a voicemail anda text message and they don't
respond.
And I've got to tell you, withLocal Agent Finder I notice a
lot of softer type agents say,oh Tom, I rang him.
(26:13):
They never rang me back.
Right, listen, team, we're insales.
We don't ring once, we ringagain.
And if we don't ring the rightway example to the Shah that's
asked this question the firstthing I would say, the first
thing I would say to you is whenyou leave a message, a really
nice way of leaving a message ishey, the Shah, tom Panos, here,
(26:37):
0419 916 503, 0419 916 503503,0419-916-503.
Give me a call, I have somenews.
Take the word real estate outof it, short, sharp, fast, give
them your number and basicallysay I have some news.
When they ring, you make sureyou've got some news.
Don't say ha ha, ha, tricked,you got no news, but you rang me
(26:57):
back.
I think it's a faster way.
The second thing I was going tosay, dan, is that, listen, you
know, if they haven't respondedto you once you know have
another one or two goes.
I don't think it's a bad thingto actually go doorknock on
someone and say, hey, listen,I'm not sure if it's for you,
but I have been trying to reachyou.
(27:19):
I don't think you may have gotmy message or you may have and
you don't want to speak to me,but I wanted to cover my bases
and make sure and then talk tothem.
But is there anything else thatyou know, like people that
don't respond to your voicemailor a text message, which is
quite yeah, it's common.
Daniel Lee (27:39):
It's common Sometimes, these local agent
final leads, you don't get ahold of them, and you know.
But if you want a truesalesmanship is great follow-up
and not giving up after thefirst time.
So I would call, I would leave,I would have the same text
message template and I'd havethree of them, okay, so,
(28:00):
whatever your first one is hithere, sally, it's Daniel Lee
from Plum Property.
I got your details from localagent finder.
I'm really looking forward totalking to you the next day.
Try and calling again.
No answer.
It would be a second text.
Hey, just checking in again,really interested to help you
(28:20):
out with any information aboutyour home, daniel Lee.
And then maybe a third text onthe third day, if you've tried
calling for a third time.
Hey, I don't want to beannoying, but I'm really
interested in talking to you.
Please give me a call back whenyou're free.
I'll, you know.
Maybe something softer, like Iwon't bother you any further, if
you're okay, you know.
(28:41):
And maybe something softer,like I won't bother you any
further, if you're okay, youknow, but at least three
attempts before you, you know,throw in the towel.
Tom Panos (28:49):
Well said, Dan Lee, we're coming to the end of this
presentation and I've got totell you, by the way, everyone,
by the way, pretty excited.
I spent a lot of time with DanLee this morning because we did
one training session with Plum,we did one training session with
the real estate gym and we'vedone this and I'm going to be
spending four or five days withhim, including my birthday,
(29:09):
because I'm going to Plum toBali on the 10th of June, 8th,
9th, 10th of June.
Can I ask, Dan and we've gotplenty of my real estate gym
members that actually work underyour platform I just want to
ask what do you say to thepeople that are watching this
live or even on replay that isnot using Local Agent Finder?
Daniel Lee (29:34):
Oh, I think you're crazy.
Why wouldn't you?
Why wouldn't you?
I mean, if an agent called youup today from out of area and
said hey, I've got a listing foryou it's a mate of mine, but
can you give me 20%, what wouldyou say?
I'd take it.
It's a listing.
I never would have got thatlisting.
I might get 80% or whatever,but you know it'll help me to
(29:57):
get the next listing.
Market share will get you morelistings anyway.
So if I'm getting, I know somepeople think that local agent
finder are taking our money butthey're only taking what hasn't
been.
You haven't earned right.
You haven't earned the respectof that call from that seller,
(30:17):
who may have called you directlyif you'd done your job properly
and got in touch with them andbecame their agent before they
were at that decision point, butyou haven't done that.
So I think it's a personally, Ithink it's a very fair
commission split to be workingwith the local agent finance, a
lead that I never would have got.
Tom Panos (30:37):
Listen, you keep 80, they take 20 thereabouts.
I think it's maxed out around5k.
So, basically, you don't payunless you win, right though.
Having said that, there is atool.
I'm just going to touch on itquickly.
They've got a prospecting toolwhere they'll give you the list
of 25 people.
They can't give you the directhouse because it's against
(30:58):
privacy, but the 25 people thathave inquired uh, that haven't
gone the next step and itactually becomes a more targeted
approach in your prospecting.
This has been very kind enoughto put in the chat box the local
agent finder URL for those thatwant to either explore local
agent finder or look at theprospecting tool that I
(31:18):
mentioned.
That's also signed up bysuburbs, so it may or may not be
available.
It's best to check with localagent finder.
Daniel Lee, thank you so much.
I've got to go to an auctionbelieve it or not, on a Tuesday,
Is it Tuesday?
It is Tuesday On a Tuesdaynight because of the Easter, a
lot of auctions being broughtforward on weekdays.
I want to thank you so much.
It forward on weekdays.
(31:41):
I want to thank you so much.
It's been a pleasure spendingtime with you on a computer.
Daniel Lee (31:44):
But it'll even be better spending time with you at
Bali.
No problem, tom and anyone thatwants to follow me on Instagram
.
I've just put my handle in thechat and if anyone wants to know
about Plum Partners how wecould help you to grow, create,
run and grow your own realestate agency I'm only a phone
call or a DM away.
Slide into those DMs if youwant to have a chat, and thank
(32:05):
you for having me.
Tom Panos (32:06):
He's a saltman, he's not ashamed, he's proud, he's
putting it out there, absolutely.
Daniel Lee (32:11):
I'd love to talk to any of you about it.
Thank you so much, daniel.
Tom Panos (32:15):
You're welcome.
Thanks so much.
Thank you everyone.
Have a good
We are here presented to you today by our great
friends and partners, localAgent Finder, which I now call
LAFF.
And I've got to tell you, dan,local Agent Finder, I remember
10 years ago there I was walkingaround the expo at ARIC and
(00:21):
people were staring at LocalAgent Finder saying they're the
mob that take 20% of my money.
They weren't the favourites,but I've got to tell you, over
the years Warwick, there atLocal Agent Finder, has been
partnering up with agents and Ido work with them.
(00:41):
And he said to me the other dayhe said Tom, who would be a
great person to have on.
I said, well, listen, let'sfocus it on Queensland.
So the whole thing's national.
But I said let's look at aQueensland agent.
And he said, well, listen, danLee does a lot of deals with us
from Plum.
In fact he actually sent me thelatest numbers Plum.
(01:10):
In fact he actually sent me thelatest numbers.
I think you're doing 65 salesand nine leases through Lath.
So I just thought it would bereally, really good to have a
bit of a conversation about someof the things that are
different when you're dealingwith Lath leads, when you're
dealing with Lath leads.
So, if it's okay, can I justask you a few questions, dan, by
(01:33):
the way, because some of thepeople weren't on the four
o'clock real estate gym webinarthat you were on with us.
Just give people the big 60second version of who Daniel Lee
is and who Plum is.
Daniel Lee (01:42):
Yeah, sure Thanks, Tom.
Guys, thanks for joining.
So, Dan Lees, my name.
I've been in real estate 18years, started off as a junior,
went to high performing age andeventually opened my own
business, Plum Property, in 2016.
In 2022, we opened PlumPartners, where we help agents
to create, run and grow theirown real estate business as well
(02:02):
.
So that's a nice 20-secondsummary for you, Tom.
Tom Panos (02:05):
Okay Now Dan, first question how would you describe
your approach to building trust,getting people to like you,
believe you when they're avendor well, a potential vendor
before you even meet them?
Daniel Lee (02:23):
right, yeah, well before you meet them, right?
Yeah, well, before you meetthem.
That's a good question.
So, if we're talking aboutlocal agent, finder leads.
Tom Panos (02:31):
Yeah, yeah.
Daniel Lee (02:33):
Well, if you're talking about local agent finder
leads, I think the mostimportant thing is speed,
because if you're talking to alocal agent find a lead, this is
someone that doesn't have asolid relationship with an agent
.
All right, four out of fivevendors, before they put their
(02:54):
property on the market, have anagent that they have got in
their head that they're going tocall.
Okay, from previous experiences.
So, generally speaking, theones going on local agent finder
, they don't have someone tocall, they don't have a solid
enough relationship with anagent to say, well, I'm going to
reach out to that agent, getthem over.
They've done something for mein the past.
(03:14):
So they're jumping online,they're typing in you know,
sales agent to Wong, to Ringle,whatever your suburb is, and
then they're finding the localagent finder link.
And they're finding the localagent find a link and they're
going through that process,right.
And so what's going to impresssomeone when they're first
reaching out and getting to knowagents?
(03:35):
Who's got the best service,who's getting onto them the
quickest?
It's speed, tom, you've got tobe really, really fast, right?
They're generally going toengage with the first agent that
reaches out.
So and I had a meeting with ourlocal agent finder a couple of
(03:56):
years ago and she was saying youguys are not doing very well,
you're only converting about 9%of the leads coming through.
And I thought, oh, that isn'tvery good.
And we looked at the time thatmy agents were making the call
to the prospective seller andthe average was 20 minutes plus.
(04:20):
Now we've got that down as acompany to.
I think now with most agentsyou know less than three minutes
, I believe, and you know I.
Tom Panos (04:33):
Dan speed's in.
Hey, like you're so right aboutthat, because I think when you
like someone and you trust them,man, if they come back to you
the next day you take that right.
But when it's like one of thesecatch and kill listings,
there's no relationship andlistings are not won 48 to nil.
(04:55):
They're normally won 22-20.
And speed is a big part of thatscoreline, isn't it?
Daniel Lee (05:02):
Oh well, that's the first impression.
You know that's like you don'thave.
You don't have two years ofrelationship with this person
where you've appraised, you'vebeen to their house, they've
possibly done some business withyou and if they called you and
you missed their call and youcalled back four hours later and
said sorry, I missed your call,it would be totally fine, right
(05:23):
, um, because you've got thatrelationship.
But when you don't have thatrelationship, the first
impression is how good are you,how quick are you to call me
when I've made that inquiryright and basically the first
agent to call is going to bethey're going to have a head
start.
That's all I'll say.
Tom Panos (05:42):
Okay.
So, dan, what do you say to theagents?
And I've got a few real estategym clients and I've got to tell
you there's a few agents thatwrite high GCI, that are even
bad at this, and that is thatthey seem to their follow-up on,
(06:05):
like the internet.
Referral leads, like from LocalAgent Finder, might not have
the same intensity, and I don'tknow what it is.
Is it the fact that they've gotto give 20%?
Is it the fact that there's norelationship?
But what do you say to agentswho only follow up when they
think the lead is a hot, genuineseller?
Daniel Lee (06:25):
Well, how do you say to agents who only follow up
when they think the lead is ahot, genuine seller well, how do
you know?
How do you know before you'vemade contact?
That's the question.
Like every single lead shouldbe treated the same until you
know what.
What's wanted, right?
Um, so you know that you justgot to do it on everyone, and I
know that they're not allbrilliant leads.
(06:45):
Some of them are just some ofthem, you know, to be quite
honest, have already engagedwith an agent and then they jump
on there and they lie aboutthat not meeting other agents,
just to get commission valuesand you end up finding out that
they were just commissionshopping after they've already
signed up with someone.
That happens time to time, butyou don't know what the lead is
(07:06):
until you give it a go.
So I just think you've got togo in hard, you've got to go in
quickly, and if you do thatyou're going to win more of them
.
And we got our.
Tom Panos (07:17):
I had an agent yesterday and I was talking to
him about it and he goes.
Anyway, he goes time to getsome rubber on the road.
I go.
What do you mean by that?
He goes.
Oh, it's three o'clock to fouro'clock.
I go out, I do my door knocking.
I said, hey, you're going outand doing door knocking right,
that's a good thing.
But you're going off tointerrupt strangers who don't
(07:39):
know you, who, quite frankly,might not be home, who might be
a tenant, it might be housingcommission, and you're telling
me that you actually think thatthis lead that's come here is
not as important as going outthere knocking on doors.
I found that bizarre.
Daniel Lee (07:58):
Yeah, well, another thing you mentioned that a lot
of agents treat the local agentfinder leads as if they're all
selling right now, when a lot ofthem are kind of at that stage
of just checking things out.
They might not.
They're like any lead.
You get an obligation-freeappraisal from someone.
(08:18):
Generally it's three to sixmonths until they're selling.
Well, the same goes with a lotof these local agent finder
leads.
They're not all selling today,but they're selling sometime in
the next three, six, possibly 12months.
And you just got to treat itlike everything else be quick
off the market at the beginningand then nurture, and I'm
telling you you can beconverting a lot of these leads
(08:41):
in three to six months that youdidn't get immediately.
Tom Panos (08:50):
And I'd go as far as saying what one agent said to me
.
He said, tom, whether it's aprice update and they want to
sell in nine months, not now, orwhether they want to be an
immediate seller to me, they'reexactly the same.
And then he went on to furthersay in fact, they're probably a
little bit better if they're aprice update.
I said why is that?
He said very simple.
He said because if it's a priceupdate, the competition is
going to be less fierce becausethey're going to drop off,
(09:13):
because they're terrible at thefollow-up.
They're going to be there.
They want it now.
They're like the pokey player.
I want to win now, right?
So what he said is they'll dropoff, I'll be the last man
standing and then I will earnthe right to do business on my
terms, because I've proven it tothem.
Daniel Lee (09:31):
That's exactly right .
I mean, the longer therelationship it is, the stronger
chance you have of getting thelisting and getting it with your
largest advertising packagewith your highest commission
right.
Largest advertising packagewith your highest commission
right.
Tom Panos (09:47):
If you're going into the Dan, what are the small
touches you reckon you've foundthat are effective when
nurturing these longer-termleads who aren't ready yet?
I mean, put Local Agent Finderaside for a moment.
There's a lot of listings thatactually feel into that category
.
They're not coming on themarket in April.
They're coming on the market inNovember, right.
Daniel Lee (10:09):
Yeah, exactly, I think really importantly is just
trying to categorize differentpeople in your pipeline.
I would always, as an agent,categorize people as an A, b or
a C.
An A was listing in the next 30days, a B was listing between
30 and 90 days and a C waslisting 90 days plus, right, and
(10:33):
so I would move people from a Cto a B to an A and, depending
on which category they were in,they would receive different
levels of communication from me.
If you're an A listing in thenext 30 days and you haven't
signed, you're getting, at abare minimum, a weekly call,
right, and I'm trying to engage,I'm trying to provide some
(10:53):
value, some insights, someupdates, some price information
or whatever.
I'm trying to get my foot backin the door.
If you're murmuring that you're60, 90 days away, it might be
fortnightly, every three weeksor something like that.
But on top of that, thosecategories would get other.
Basically everyone gets amonthly suburb report if they're
(11:17):
in my core area and easilygenerated through RP data or
even Realtair these days, andyou can get your assistant to
just set that up on autopilot sothat these leads they're
getting monthly email, somethingin the mail, right?
Add them to social media.
Hopefully they follow you backif you can find them, and then
(11:40):
they'll get sent your leads andyour ads and things like that.
And then the phone calls.
So you're just trying to hitthem at every angle beautiful,
beautiful, beautiful.
Tom Panos (11:51):
Now, dan.
Um, the next question I wasgoing to ask you.
I'm trying to think of ouraudience and thinking to myself
the things that would be of gooduse.
Right at the moment, there's alot of noise going on.
The noise well, right at thismoment we've got the federal
election.
That's noisy.
(12:11):
We've got Easter, schoolholidays, anzac Day We've got a
melting pot of events going on.
There's a lot of noise going onIn a world of noise, and this
is more noise than ever at themoment.
How do you stand out withoutbeing over the top or
(12:32):
inauthentic?
Now, I mean, real estate, andsocial media predominantly, is
clouded with agents showingsuccess and affluence to the
point where, in the worst ways,it can be actually sick to look
at and so sick that people makefun of it.
Outside of real estate, I meanall you've got to go look at the
(12:55):
jobs that they make fun of onTikTok, and real estate fits in
there.
They laugh at us for the waythat we quote prices for the
stuff that we say.
You know, you are amazing atthe way that you laugh at the
own industry, right,particularly when you were
listing and selling and doingyour own property videos
yourself.
(13:15):
You were in the videos.
How do you, yeah, have thosetouch points, have awareness be
seen, have the attention, but,at the same time, not be over
the top or inauthentic yeah,okay, well, I guess.
Daniel Lee (13:31):
Yeah, real estate's cringe as fuck.
Um, to be honest, most of themarketing out there in the
marketplace is I've sold 100million dollars of real estate.
I got 200 grand over, uh,reserve price.
I'm suburb record holder, blah,blah, blah.
Who gives a shit?
What does even any of thisstuff mean?
(13:53):
And and you know, it's prettyeasy to look at that stuff and
cringe, right?
So anything I look at andcringe and go that's fucking
stupid.
I'm not doing it.
That's pretty.
It's like use your brain.
Do you really want to look likeone of those Muppets?
If you want to look authentic,don't talk about yourself.
Get someone else to talk aboutyou.
That's probably the easiest way.
(14:14):
So focus on testimonials fromyour sellers that you've done a
really good job for and get themto tell the story about you
rather than you telling thestory about you.
That's a really good way to beauthentic.
And when you're doing that,don't sit in the camera with
your vendor and say, hey, canyou tell everyone how good I was
(14:35):
?
It's like you're holding a gunto their head.
So you know just different waysin which to say the same
message.
I'm very successful at what I'mdoing.
I'm providing a great service,but without being the, you know,
cringy real estate boaster.
Tom Panos (14:53):
Okay, While we're on that, to the audience that's
watching, if you're not on amobile phone, pull out your
mobile phone, because what I'dlove you to do is take some
ideas of things that I think youcan be talking about.
That will make you look like acommunity agent.
(15:13):
That will give you credibilitybut, at the same time, not have
the hashtag look at me hashtag.
I mean this whole hashtag.
Hashtag number one hashtagmillion dollar mom hashtag.
Killing it, Like the equivalentin other industries would be
for a painter Hashtag 10 unitspainted this week.
(15:34):
Hashtag $10,000 a week.
Right Dentist hashtag for rootcanals today, it doesn't happen,
right?
So, let me bring up on thescreen just a couple of slides
that I think can give you ideasof content, that you can be
(15:55):
doing it.
The first one is take yourcameras out.
Local neighbourhood contentvery easy community hotspots,
events, highlights in your area.
This is how you can stay awarewith people and be looked like a
community agent.
Best place for hey, it's DanielLee here from Plum.
The best place to start yourmorning.
(16:18):
I started here at this beautifulcafe in West End, whatever it
is.
Then we've got content.
Proof of success.
This is your just listed justsold client stories,
testimonials, life, successfulauctions.
Proof of authority marketsummaries, economic updates.
Then I like the clientquestions.
I love those ones.
(16:39):
These are the ones where youturn around and you've got a
question in a red banner andthen you answer it.
Example should I auction onelection day?
Example should I put my home onthe market when rates come down
?
Example should I buy first,then sell?
What's the next suburb that'sgoing to take off?
(16:59):
The stuff that's trending inpeople's minds?
Create the thumbnail and thatstuff.
There you're not closing people, you're educating people, which
one day will give you the rightto close people, but first
you've got to educate them.
There's so many things, but Ireckon, dan, what you did really
really well is you made people.
(17:22):
It's not mandatory that youmake people laugh on every video
and every social, but it wasvery entertaining, wasn't it?
You enjoyed that.
You did your style.
You did you.
Daniel Lee (17:33):
Yeah, I did me.
I did my style, which wasunique, and I was always trying
to make it entertaining becauseyou're going to get more
likelihood of people watching.
But you know, like there's somereally easy ways to be doing
entertaining videos.
Like you know, I don't evenmake up all the ideas for some
of the funniest style videosthat I do.
(17:54):
Honestly, like you go throughtrends on TikTok and Instagram
and find videos that are veryeasy to make.
Like if you go through myprofile and just have a look at
some of the recent funny ones,like I didn't even come up with
those ideas, I just copied them.
But I just did it in my way andit could be a little short
(18:17):
video about a different industry, but you can relate it to real
estate and literally some of thevideos that take me 30 seconds
get the best views because it'sa copied trend video from
someone else.
Tom Panos (18:31):
It's funny you say that, dan, because I was
watching on TikTok this guy thathe's not fit right, he looked
overweight and he went on fitright, he was a, he was a little
, he looked overweight and hewent on there and he turned
around he says I'm training tobecome a professional football
player.
Have a look, me training andhe's, and he's, and he's running
, and you can tell the guy'sunfit right, but he's trying to
(18:52):
run like he's a, he's a pro.
And then it just had likemillions of views because people
were finding that hilarious andI thought to myself you, you
know what I'm going to do.
I'll do some push-ups, but I'lldo push-ups that look shit
right, and you wouldn't believeit.
It went crazy.
Oh, do you call that a push-up,mate?
That's not a push-up.
Look at the old guy.
He can't even do a properpush-up.
(19:13):
You can actually get a lot ofideas of things, as you said, if
you look that they've hadmillions of views in one area,
you could easily copy andduplicate it in your own way in
your own industry.
Daniel Lee (19:32):
Yeah, absolutely.
But it's also important not toget too caught up on those sorts
of big numbers on views andfollowers and things like that,
because at the end of the day, alot of real estate agents they
don't really like doing socialmedia.
They want to do as least aspossible and just get results.
So if you want to just getresults right, the best thing to
do think about your audience,right.
We all work in a particulararea or suburb.
(19:52):
There might be 10,000 peoplethat live in a suburb.
That's a big suburb.
There's probably 2,000 to 5,000people in an average suburb.
We all get caught up with howmany followers you got, how many
views you got.
Mate, I'm telling you, 1,000views from people in your area
is worth way more to you than amillion views from all over the
(20:15):
world.
Okay, 1,000 views in your localarea is worth more than a
million views from all over theworld.
So, and how can you get thosethousand views?
You can sponsor 50, 100 bucksto little educational videos
about your suburb, about themarket, a story about a great
sale, a great auction result, atestimonial, a local business
(20:38):
review, a school event.
You know there's a thousandthings in one.
You can chuck it in chat GPTand just grab ideas.
But the best thing you can doif you just want to get off the
you know, do something.
Do local stuff right, whereyou're highlighting your
neighborhood, highlightingresults in the area, don't big
(20:59):
note yourself and sponsor ahundred bucks to your suburb
through you know meta businessand then retarget people over
and over and over and over againRight.
And then when you get VPA foryour property videos, you
absolutely slam the area andmake sure every screen is
getting hit with that five timesin the month.
Tom Panos (21:29):
Dan, have you ever had a situation I'm sure you
have?
Well, you'll tell me whensomeone's called you months
after calling you like callingyou in, no, so nothing happens.
And then, out of the blue, 10months later, you get this
random call Come over, you had achat with us, right?
So this is your typical priceupdate thing.
(21:52):
You covered it a little bit,but can you tell me in that 10
months, is it mainly emails thatyou're sending out to that
people to stay on top of them?
Obviously, if you make animpression on them, the view is
that they loved you so much thatthey just feel I've got to go
with Dan.
But you know, there's a sayingrecency trumps loyalty and if
(22:15):
someone's very recent in theirface, that can change things.
Daniel Lee (22:20):
Oh, absolutely.
And how many times have we hada buyer who's bought a property
off us and we were so helpful.
They got the property, theyloved it, we had a great
relationship and then settlesand you're like, if you ever
sell, if you ever need anything,let me know.
It's all you know.
(22:40):
It's all hugs and kisses.
And three years later you seethat poppity pop up online.
You're like what the fuck justhappened there?
I thought I was, we had this,but then you think I haven't
talked to them in over a year.
Right, and why should they beloyal to me?
I haven't done anything.
(23:02):
I forgot about them and theyforgot about me.
So, yeah, it's so.
The nurturing process in realestate.
I reckon the real experts inreal estate are the ones that
really know how to nurture adatabase properly.
They're the proper expert.
And I'll tell you what younever go hungry If you've got a
pipeline and you nurture, you'reguaranteed success.
Tom Panos (23:26):
I guarantee to all our viewers live and those that
are going to be watching this onreplay, if you simply
incorporated, sharing is notturned on.
I'm going to send a request.
I'm hoping I can share a slideI have.
I've got it now.
Thank you so much.
Every agent, I don't care whoyou are if you, on a Monday
(23:48):
morning, have a simple plan andmake the main thing the main
thing being the main thing,chasing the listings, the hot
buyers that you've got and yourcurrent vendors, by simply
writing out this action plan ona Monday morning, you're going
to be able to focus on theimportant, not the urgent.
(24:12):
The urgent is, oh shit, thebooking deadline I've got to get
it in.
The important is the stuff thatneeds to get done on an ongoing
basis.
The world won't fall apart ifyou don't do it.
But guess what?
Your money will fall apart ifyou don't do it, because the
real money in real estate isyour chase list, your next 10
(24:34):
listings, your hot buyers andyour vendor management.
The reason I show this is thatyou obviously are treating the
listings you're going to chasein the next 30 days different to
the listings that you'rechasing over a 10-month period.
Right?
You can't be ringing up Dan,the person that's coming on the
market in 10 months, going areyou ready Next week?
(24:55):
Okay, Are you ready?
Right, you can't do that.
That's called commission breath.
We don't like commission breathpeople, do we?
Because it smells.
We've got to be anti-commissionbreath, right?
Daniel Lee (25:07):
Yeah, we'll be providing value along the way.
However, you can do that.
It's not all you know it's.
Sometimes you want this stuffto kind of be on autopilot.
But you know, have somestrategy around it.
But you know, have somestrategy around it.
But easy things like you know,making sure that those potential
sellers are getting a monthlyyou know sales report that you
can refer to if you give them acall.
(25:28):
They're getting a text or anemail about a sale that's
happened in their street, evenif it wasn't from you, if it was
from another agent.
You know, don't be scared tohighlight other sales in the
area that weren't yours.
It's first to notify them aboutit, not who did it.
Okay, the relationship is inthe communication.
So, yeah, all sorts of stufflike that.
Tom Panos (25:51):
Okay.
So, dan, we've had a questionthat's come in here that might
be relevant to a lot of people.
What do you do?
As soon as you have receivedthe lead?
You call, left a voicemail anda text message and they don't
respond.
And I've got to tell you, withLocal Agent Finder I notice a
lot of softer type agents say,oh Tom, I rang him.
(26:13):
They never rang me back.
Right, listen, team, we're insales.
We don't ring once, we ringagain.
And if we don't ring the rightway example to the Shah that's
asked this question the firstthing I would say, the first
thing I would say to you is whenyou leave a message, a really
nice way of leaving a message ishey, the Shah, tom Panos, here,
(26:37):
0419 916 503, 0419 916 503503,0419-916-503.
Give me a call, I have somenews.
Take the word real estate outof it, short, sharp, fast, give
them your number and basicallysay I have some news.
When they ring, you make sureyou've got some news.
Don't say ha ha, ha, tricked,you got no news, but you rang me
(26:57):
back.
I think it's a faster way.
The second thing I was going tosay, dan, is that, listen, you
know, if they haven't respondedto you once you know have
another one or two goes.
I don't think it's a bad thingto actually go doorknock on
someone and say, hey, listen,I'm not sure if it's for you,
but I have been trying to reachyou.
(27:19):
I don't think you may have gotmy message or you may have and
you don't want to speak to me,but I wanted to cover my bases
and make sure and then talk tothem.
But is there anything else thatyou know, like people that
don't respond to your voicemailor a text message, which is
quite yeah, it's common.
Daniel Lee (27:39):
It's common Sometimes, these local agent
final leads, you don't get ahold of them, and you know.
But if you want a truesalesmanship is great follow-up
and not giving up after thefirst time.
So I would call, I would leave,I would have the same text
message template and I'd havethree of them, okay, so,
(28:00):
whatever your first one is hithere, sally, it's Daniel Lee
from Plum Property.
I got your details from localagent finder.
I'm really looking forward totalking to you the next day.
Try and calling again.
No answer.
It would be a second text.
Hey, just checking in again,really interested to help you
(28:20):
out with any information aboutyour home, daniel Lee.
And then maybe a third text onthe third day, if you've tried
calling for a third time.
Hey, I don't want to beannoying, but I'm really
interested in talking to you.
Please give me a call back whenyou're free.
I'll, you know.
Maybe something softer, like Iwon't bother you any further, if
you're okay, you know.
(28:41):
And maybe something softer,like I won't bother you any
further, if you're okay, youknow, but at least three
attempts before you, you know,throw in the towel.
Tom Panos (28:49):
Well said, Dan Lee, we're coming to the end of this
presentation and I've got totell you, by the way, everyone,
by the way, pretty excited.
I spent a lot of time with DanLee this morning because we did
one training session with Plum,we did one training session with
the real estate gym and we'vedone this and I'm going to be
spending four or five days withhim, including my birthday,
(29:09):
because I'm going to Plum toBali on the 10th of June, 8th,
9th, 10th of June.
Can I ask, Dan and we've gotplenty of my real estate gym
members that actually work underyour platform I just want to
ask what do you say to thepeople that are watching this
live or even on replay that isnot using Local Agent Finder?
Daniel Lee (29:34):
Oh, I think you're crazy.
Why wouldn't you?
Why wouldn't you?
I mean, if an agent called youup today from out of area and
said hey, I've got a listing foryou it's a mate of mine, but
can you give me 20%, what wouldyou say?
I'd take it.
It's a listing.
I never would have got thatlisting.
I might get 80% or whatever,but you know it'll help me to
(29:57):
get the next listing.
Market share will get you morelistings anyway.
So if I'm getting, I know somepeople think that local agent
finder are taking our money butthey're only taking what hasn't
been.
You haven't earned right.
You haven't earned the respectof that call from that seller,
(30:17):
who may have called you directlyif you'd done your job properly
and got in touch with them andbecame their agent before they
were at that decision point, butyou haven't done that.
So I think it's a personally, Ithink it's a very fair
commission split to be workingwith the local agent finance, a
lead that I never would have got.
Tom Panos (30:37):
Listen, you keep 80, they take 20 thereabouts.
I think it's maxed out around5k.
So, basically, you don't payunless you win, right though.
Having said that, there is atool.
I'm just going to touch on itquickly.
They've got a prospecting toolwhere they'll give you the list
of 25 people.
They can't give you the directhouse because it's against
(30:58):
privacy, but the 25 people thathave inquired uh, that haven't
gone the next step and itactually becomes a more targeted
approach in your prospecting.
This has been very kind enoughto put in the chat box the local
agent finder URL for those thatwant to either explore local
agent finder or look at theprospecting tool that I
(31:18):
mentioned.
That's also signed up bysuburbs, so it may or may not be
available.
It's best to check with localagent finder.
Daniel Lee, thank you so much.
I've got to go to an auctionbelieve it or not, on a Tuesday,
Is it Tuesday?
It is Tuesday On a Tuesdaynight because of the Easter, a
lot of auctions being broughtforward on weekdays.
I want to thank you so much.
It forward on weekdays.
(31:41):
I want to thank you so much.
It's been a pleasure spendingtime with you on a computer.
Daniel Lee (31:44):
But it'll even be better spending time with you at
Bali.
No problem, tom and anyone thatwants to follow me on Instagram
.
I've just put my handle in thechat and if anyone wants to know
about Plum Partners how wecould help you to grow, create,
run and grow your own realestate agency I'm only a phone
call or a DM away.
Slide into those DMs if youwant to have a chat, and thank
(32:05):
you for having me.
Tom Panos (32:06):
He's a saltman, he's not ashamed, he's proud, he's
putting it out there, absolutely.
Daniel Lee (32:11):
I'd love to talk to any of you about it.
Thank you so much, daniel.
Tom Panos (32:15):
You're welcome.
Thanks so much.
Thank you everyone.
Have a good
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!