Peter Diamantidis: Smart Prospecting to Get Ahead of "Bin Chickens"

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Once your sale goes unconditional - don’t make the BIGGEST MISTAKE 99% of agents do. 

Before you rush into Just Listed, Just Sold flyers or hit the streets door-knocking, Peter Diamantidis reveals one powerful move that will give you a massive competitive advantage! 

Peter Diamantidis is the Founder and Selling Principal of Ray White Diamantidis Group. I consider his office to be the fastest-growing real estate company in Australia right now. 

With over 15 years of industry experience, he operates 5 offices and personally sells 250 deals a year. Together with his EBU, they have achieved around 300 sales in the past 12 months, with an average house price of $820K.

The entire interview is only in the Real Estate Gym 

Episode Transcript

Tom Panos (00:00):
What sort of activities are the associates
doing in prospecting or theyounger lead agents?

Peter Diamantidis (00:06):
So I'll start with.
Let's say they work in my team.
We've got a property we'reabout to list.
Let's say again 1 Smith Street,st Mary's, is coming onto the
market Before it's on the market, we want to make sure we've
done a few things and it's justnatural.
No, just listed brochures, it'scalled a coming soon brochure,
coming soon, but first on thephones.
You want to be on the phones tothose areas around there.
Hey, and this is a scripteddialogue, hey, sir Peter

(00:32):
Domitides, here from Ray White,just wanted to let you know
we're listing a property in yourstreet.
Are you aware?
Number five is coming on themarket.
What are they going to say?
No, correct no.
What are they going to say then, oh, how much.
And what do we say is, at thisstage, we're going to be out
there for a few weeks.
We're running an auctioncampaign.
However, do you have any buyersthat would be interested, tom?
And you're going to say, oh,probably not.
No, that's right.
Well, we'll be out there foraround four weeks with a

(00:52):
marketing campaign.
Do you want us just to pop infor five or ten minutes?
What are they going to say?
No, you're going to say yes,right, so you need to give
before you take.
What we're giving is we're doingthe calls, we're doing the door
knocks before a property islisted, when a property is sold,
before it goes unconditional.
And the reason why we do thisis smart agents.
If you've got smart agents inyour area before you, when you

(01:14):
press that button and you putsold on them, I call them bin
chickens.
You know what a bin chicken is?
They're going to be yappingaround trying to get your
listing.
You know what I mean.
Mean and it happens.
So I do this.
It's true, some of us in thisroom is in my market, but this
guy knows they're like snappingat your heels and you're like,
how did it?
You're knocking on the door.
Oh, you know we've sold the one.
Oh no, someone already doorknocked me.
Who?

(01:34):
Oh, that other office.
It happens because they've got.
So guess what, before you putunconditional on REA domain or
whatever it is, hit the area up,hit your database up about the
sale.
So they're doing just listed,they're doing your just solds,
they're doing their prospectingthrough there.
But in my team, pete's Academy,because I'm the selling

(01:56):
principal, if they get a listing, guess who goes on the listing?
They do not me.
So if you see any listings?
Now I want you to.
If you go online you look up myteam, look at a guy called Ray.
Ray's just become a standaloneagent.
On the 1st of January he was myassociate.
He's got 21 properties sold asa main agent.

(02:16):
Why I take no credit from them.
Remember I needed to leave myego at the door.
I need to let them grow, andthe only way I'm going to let
them grow is I can't have myface on them.
Now imagine if I took all theirleads as well.
I'll be at 500, 500 sales.
Okay, I'm so good, but guesswhat?
Where's the legacy?
Where's the team growing?
So Ray's growing, ellie'sgrowing, all these people

(02:37):
growing.

Tom Panos (02:40):
So they become the main agent.
Okay, so a lot of those agentsare using existing listings that
are coming on the market andwhen they're being sold, to have
conversations with the peoplearound there to either get an
appraisal or put stuff in thedatabase.

Peter Diamantidis (02:59):
Correct.
So when it works, if they'reworking as an associate under,
let's say, another standaloneagent, of course that data will
go to that agent.
Once they get to that buddysystem, which hits that six
months where they know they wantto transition to be a
standalone agent, any data thatthey bring in will be their own
data.
So at least for that six monthsthey've already got data to
prospect with.
Another thing where some ofthem are actually doing as well

(03:20):
is going to strata meetings.

Tom Panos (03:25):
And you probably think that's boring, isn't it?
Tell me what's the benefit ofthat.

Peter Diamantidis (03:27):
So if we've got, for example, a property
that we manage and let's say,for example, the meeting comes
in and it could be, let's say,one station, street, Penrith,
for example we can go on behalfof the owner.
Owner's asked us giving us aproxy what happens at the
meeting at six o'clock.
Who turns up?
Or the owners?

(03:47):
I'm just acting on behalf.
I work for ray white.
I won't do it myself, but theagents I work for, ray white got
a proxy here on behalf of thisowner.
No problem, to have adiscussion.
What do you reckon?
Some of those owners are goingto ask how the market is, how's
the market, what's the value?
No problem, sir, why door knockfor the whole afternoon and for
days and weeks in when you canjust turn up to a meeting?
Yeah, guess what it's.
At six o'clock, seven o'clock,you might have plans to go to

(04:08):
the city or whatever you want todo, but they're at the meeting.
They're getting the details,the names, numbers.
Now, remember we don't own thestrata management, we're just
turning on behalf of one of ourlandlords.
So if you work for a businessand you can have access to those
property managements, ask theproperty managers.
Can we get notified when themeetings are on.
Why Turn up?
There's a guy that I know inthe Ray White network.

(04:30):
His name's Dom Maxwell.
You know Dom, really good,he'll turn up to every Strata
meeting.
He'll download and you can dothis.
On Strata searches, strata rolesDid you know that?
Do a Strata search, get astrata roll.
You can get who lives at thepremises.
Why second guess it?
Why try to look on RP datawhich is not correct?
You've got to get smarter andthat's why I say be the purple
cow in your paddock, bedifferent.

(04:50):
And this is why being differentis you know your strata rolls
and all this type of stuff.
Yeah, it sounds time consuming,but you're building that
database.
At what?

Tom Panos (05:00):
point.
Do you say you're ready to goto the next level?
You know, like the trainingwheels?

Peter Diamantidis (05:06):
I call it a few different things and
everyone might think it's justabout getting listings.
It's not just about gettinglistings.
Ray's a good example.
Ray was getting listings galoreand I wasn't even going into
appraisals with him.
He was doing everything himself.

Tom Panos (05:18):
But what he lacked was.
I know the video has just ended, but I've got good news for you
.
If you resonated with this andyou want to take the next step
and move from just being a sayerto a doer, this is your sign to
join the real estate gym, whereyou can get enormous amounts of
content, scripts, dialogues,techniques, processes to help
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(05:41):
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