November 15, 2025 • 8 mins
- 0:00 - Maximise Real Estate Deals Before Christmas Break
- 2:19 - Market Dynamics and Auction Regulation Changes
- 4:44 - Ensuring Compliance in Auctions with AI Monitoring
- 6:31 - The Importance of Home Staging
- 7:43 - Agents Need Perspective on Their Work
My Clearance Rate: 12/13 SOLD
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:00):
Everyone that is a real estate agent that is on
here right now, listen to me andlisten to me very carefully.
You need you need to operate ina way as if there is a speed
camera every 50 meters.
That's right.
(00:20):
You need to be operating with aview that everything that you
say and do is actually beingseen.
It is the middle of the month,and uh that makes it four weeks
left of real work in realestate.
That's what we've got.
Because as far as I'mconcerned, 16th of December to
(00:44):
around the 24th of December ischallenging to actually make an
impact on any of thoseconversations.
You can, but realistically, whydon't you actually give
yourself a bit of a break andspend time with your family and
do some shopping and and thatsort of stuff, even though
(01:05):
having said that, there's a lotof deals done in that last week
as well.
I myself bought my house thatI've lived in for 15 years on
the 24th of December at fiveo'clock.
And that's right, because I wasan emotional buyer that wanted
to bring closure, and I want tolet you know there's a lot of
(01:26):
people that are in thatcategory.
They are emotional and theywant to bring closure to it, and
that is on both sides of thefence.
Even vendors need to know thatthere's a sole buy up so they
can sort of get on with theirlife and not be thinking, oh,
we've got to have the houselooking good again early in
January and back into the uh uhopen for inspection saga.
(01:47):
So for me, right now is not atime for actually clocking off.
For me, there's a time foractually raising your
visibility, raising yourconversations, raising your
frequency, and ensuring andensuring that do as many deals
as you can this side ofChristmas and make sure that you
have deals set up for the newyear.
(02:08):
Enough of that.
I want to let you know thattoday I conducted 11 auctions
and I'm about to do one more,and it's gonna sell.
So I can tell you my statisticsare gonna be 11 from 12 for the
day.
So again, on the surface, thatlooks good.
On a week last week, I think itwas 13 out of 14.
(02:29):
Actually, no, I did twoauctions on the Sunday, so that
makes it 15 out of 16.
So on the surface, it soundslike, you know, wow, we got a
booming market.
I have to tell you, there's noquestion about that.
Ever since we had the ReserveBank change its tone and
commentary on the last uh rateannouncement, which was on
(02:50):
Melbourne Cup Day, uh we wereexpecting a cut, we never got
it.
In fact, the dialogue's changedcompletely.
No rate cuts coming, mostlikely, till the middle of next
year, if you were to go off andask the bankers who got surveyed
by the uh mainstream media.
So, team, that's the storythere.
That is the story there.
(03:11):
The sentiment is gone a littlebit.
Look, the fear of missing outhas eased a little bit, is I
suppose what I'm saying.
It was a big week in realestate auctions as well, because
as you know, I was actuallygonna go in.
I was in Melbourne, um, and Igot a phone call on Thursday by
(03:36):
sunrise, channel nine, and alsoBen Fordham's show called with a
view of that I would go in andgive them my views on the press
release that came from theOffice of Fair Trading on Friday
morning, which was that theyare putting proposed changes to
(03:57):
auctions, uh, specifically aboutthe challenging matter of
underquoting.
Um obviously I was inMelbourne, so I couldn't end up
going, but I followed it throughand read the mainstream press
and read the press release, andI've got to say to you, everyone
that is a real estate agentthat is on here right now,
(04:20):
listen to me and listen to mevery carefully.
You need you need to operate ina way as if there is a speed
camera every 50 meters.
That's right.
You need to be operating with aview that everything that you
(04:40):
say and do is actually beingseen.
And that's gonna mean do theright thing.
Example auctions.
Now I'm pretty certain theprocess is in place where you
have AI that actually goes tothe back end, has a look at what
(05:00):
price filter you've uploadedthe property in.
It then looks at when theproperty gets sold, what it's
sold for, it then looks at allproperties that have got a
variance of 20%, all propertiesthat have got a variance of 20%,
and then what it looks at is umthen they will request your
(05:22):
file.
This is what I believe theprocess is in place.
And the reason I say it isthere were files and files and
files that were requested by theOffice of Fair Trading this
week.
There's a very good chance thatpeople that are watching this
right now are people that haveactually actually prepared files
to give into the Office of FairTrading next week.
Let me go through the process.
A bot goes into the back end,has a look at what price you've
(05:45):
uploaded it at, looks at whatproperty uh the what price the
property got sold at.
Then anything that I think hasa variance of more than 20%, you
get alerted to send in thefile.
So I've got to say to you, dothe right thing.
And I also got to let you knowthat I've actually uploaded um a
course.
You can go to my Instagram fromthe other day, we will send it
(06:08):
to you free of charge, and thatis the irrefutable guide to
running auctions in New SouthWales to do it successfully and
not break the law, and thatinformation has been built for
agents, also buyers and sellers.
I'm gonna make sure that wehave the link somewhere in the
comments available for you toactually start doing it because
there's no excuses.
The information is out there onwhat needs to get done.
(06:31):
Couple of other things I wantto say to you that, you know,
today I saw a property that uhshould have been staged that
wasn't.
Staging is around a five to tenthousand dollar investment, and
on most properties will get youat least five to ten times what
you invest in the staging.
I think it gives people afeeling that it's a warm home,
(06:54):
and particularly with a lot ofpeople that are building these
new duplexes, I've got to tellyou, take away that clinical
sterile feel and make it a home.
Make it a home.
The last thing I'm gonna say toyou is I had a look at a graph
that came through, and it's theusual stuff where real estate
agents, politicians, I thinkmedia, uh down the bottom of the
(07:17):
list, down the bottom of thelist, you know, and if anything,
right, I've got to say to you,it is self-inflicted.
It is self-inflicted.
Because, you know, there's abunch of real estate agents
walking around there.
There's a bunch of real estateagents walking around there
thinking that every day they'redoing heart surgery when in fact
(07:37):
all they're doing is takingnames and numbers down, looking
at contracts and returning phonecalls.
Get real.
Getting tired.
Oh, it's a busy day.
I'm tired.
Oh, what a day.
I had four opens.
Hey, relax.
There are other nurses doingtwelve hour shifts.
Get over yourself.
Man, they laugh at us.
(07:59):
I mean, it was only a couple ofweeks ago.
There was a satirical videogoing around where people were
making fun of real estatethinking that we're saving
lives.
We aren't saving lives, ladiesand gentlemen.
We're showing toilets, we'reclosing doors, right?
We get paid really, really wellfor it.
We get paid handsomely for it.
Real estate's the highest paidhard work and it's the lowest,
(08:21):
easy, easiest paid work, right?
So don't get me wrong.
I totally understand theconcept that we go from the
heights of exhilaration to thedepths of depression in 24
hours.
But for God's sake, get someperspective.
Everyone that is a real estate agent that is on
here right now, listen to me andlisten to me very carefully.
You need you need to operate ina way as if there is a speed
camera every 50 meters.
That's right.
(00:20):
You need to be operating with aview that everything that you
say and do is actually beingseen.
It is the middle of the month,and uh that makes it four weeks
left of real work in realestate.
That's what we've got.
Because as far as I'mconcerned, 16th of December to
(00:44):
around the 24th of December ischallenging to actually make an
impact on any of thoseconversations.
You can, but realistically, whydon't you actually give
yourself a bit of a break andspend time with your family and
do some shopping and and thatsort of stuff, even though
(01:05):
having said that, there's a lotof deals done in that last week
as well.
I myself bought my house thatI've lived in for 15 years on
the 24th of December at fiveo'clock.
And that's right, because I wasan emotional buyer that wanted
to bring closure, and I want tolet you know there's a lot of
(01:26):
people that are in thatcategory.
They are emotional and theywant to bring closure to it, and
that is on both sides of thefence.
Even vendors need to know thatthere's a sole buy up so they
can sort of get on with theirlife and not be thinking, oh,
we've got to have the houselooking good again early in
January and back into the uh uhopen for inspection saga.
(01:47):
So for me, right now is not atime for actually clocking off.
For me, there's a time foractually raising your
visibility, raising yourconversations, raising your
frequency, and ensuring andensuring that do as many deals
as you can this side ofChristmas and make sure that you
have deals set up for the newyear.
(02:08):
Enough of that.
I want to let you know thattoday I conducted 11 auctions
and I'm about to do one more,and it's gonna sell.
So I can tell you my statisticsare gonna be 11 from 12 for the
day.
So again, on the surface, thatlooks good.
On a week last week, I think itwas 13 out of 14.
(02:29):
Actually, no, I did twoauctions on the Sunday, so that
makes it 15 out of 16.
So on the surface, it soundslike, you know, wow, we got a
booming market.
I have to tell you, there's noquestion about that.
Ever since we had the ReserveBank change its tone and
commentary on the last uh rateannouncement, which was on
(02:50):
Melbourne Cup Day, uh we wereexpecting a cut, we never got
it.
In fact, the dialogue's changedcompletely.
No rate cuts coming, mostlikely, till the middle of next
year, if you were to go off andask the bankers who got surveyed
by the uh mainstream media.
So, team, that's the storythere.
That is the story there.
(03:11):
The sentiment is gone a littlebit.
Look, the fear of missing outhas eased a little bit, is I
suppose what I'm saying.
It was a big week in realestate auctions as well, because
as you know, I was actuallygonna go in.
I was in Melbourne, um, and Igot a phone call on Thursday by
(03:36):
sunrise, channel nine, and alsoBen Fordham's show called with a
view of that I would go in andgive them my views on the press
release that came from theOffice of Fair Trading on Friday
morning, which was that theyare putting proposed changes to
(03:57):
auctions, uh, specifically aboutthe challenging matter of
underquoting.
Um obviously I was inMelbourne, so I couldn't end up
going, but I followed it throughand read the mainstream press
and read the press release, andI've got to say to you, everyone
that is a real estate agentthat is on here right now,
(04:20):
listen to me and listen to mevery carefully.
You need you need to operate ina way as if there is a speed
camera every 50 meters.
That's right.
You need to be operating with aview that everything that you
(04:40):
say and do is actually beingseen.
And that's gonna mean do theright thing.
Example auctions.
Now I'm pretty certain theprocess is in place where you
have AI that actually goes tothe back end, has a look at what
(05:00):
price filter you've uploadedthe property in.
It then looks at when theproperty gets sold, what it's
sold for, it then looks at allproperties that have got a
variance of 20%, all propertiesthat have got a variance of 20%,
and then what it looks at is umthen they will request your
(05:22):
file.
This is what I believe theprocess is in place.
And the reason I say it isthere were files and files and
files that were requested by theOffice of Fair Trading this
week.
There's a very good chance thatpeople that are watching this
right now are people that haveactually actually prepared files
to give into the Office of FairTrading next week.
Let me go through the process.
A bot goes into the back end,has a look at what price you've
(05:45):
uploaded it at, looks at whatproperty uh the what price the
property got sold at.
Then anything that I think hasa variance of more than 20%, you
get alerted to send in thefile.
So I've got to say to you, dothe right thing.
And I also got to let you knowthat I've actually uploaded um a
course.
You can go to my Instagram fromthe other day, we will send it
(06:08):
to you free of charge, and thatis the irrefutable guide to
running auctions in New SouthWales to do it successfully and
not break the law, and thatinformation has been built for
agents, also buyers and sellers.
I'm gonna make sure that wehave the link somewhere in the
comments available for you toactually start doing it because
there's no excuses.
The information is out there onwhat needs to get done.
(06:31):
Couple of other things I wantto say to you that, you know,
today I saw a property that uhshould have been staged that
wasn't.
Staging is around a five to tenthousand dollar investment, and
on most properties will get youat least five to ten times what
you invest in the staging.
I think it gives people afeeling that it's a warm home,
(06:54):
and particularly with a lot ofpeople that are building these
new duplexes, I've got to tellyou, take away that clinical
sterile feel and make it a home.
Make it a home.
The last thing I'm gonna say toyou is I had a look at a graph
that came through, and it's theusual stuff where real estate
agents, politicians, I thinkmedia, uh down the bottom of the
(07:17):
list, down the bottom of thelist, you know, and if anything,
right, I've got to say to you,it is self-inflicted.
It is self-inflicted.
Because, you know, there's abunch of real estate agents
walking around there.
There's a bunch of real estateagents walking around there
thinking that every day they'redoing heart surgery when in fact
(07:37):
all they're doing is takingnames and numbers down, looking
at contracts and returning phonecalls.
Get real.
Getting tired.
Oh, it's a busy day.
I'm tired.
Oh, what a day.
I had four opens.
Hey, relax.
There are other nurses doingtwelve hour shifts.
Get over yourself.
Man, they laugh at us.
(07:59):
I mean, it was only a couple ofweeks ago.
There was a satirical videogoing around where people were
making fun of real estatethinking that we're saving
lives.
We aren't saving lives, ladiesand gentlemen.
We're showing toilets, we'reclosing doors, right?
We get paid really, really wellfor it.
We get paid handsomely for it.
Real estate's the highest paidhard work and it's the lowest,
(08:21):
easy, easiest paid work, right?
So don't get me wrong.
I totally understand theconcept that we go from the
heights of exhilaration to thedepths of depression in 24
hours.
But for God's sake, get someperspective.
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