July 19, 2025 • 9 mins
01:10 – Reheat your pipeline
02:50 – Upgrade your listing presentation
05:26 – Boost your personal brand
06:21 – Create a set-and-forget Sellers' Spring campaign
06:57 – Clean up your CRM
07:23 – Reconnect with all your buyers
07:48 – Set your GCI game plan – reverse engineer your targets
The work starts NOW for the results you want in Spring. Let’s go!
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tom Panos (00:00):
I've got to tell you, geez, that was an expensive
Coldplay ticket that guy bought.
I was listening to him sort ofsay it is a private matter.
If it's a private matter, mate,you don't.
If it's a private matter, youdon't go out where there's tens
of thousands of people at aconcert being streamed.
So we are approximately sixweeks away from spring,
(00:29):
approximately six weeks awayfrom spring commencing, and what
I thought I'd do is justquickly run through with you a
plan for every real estate agentthat they can actually sit back
and do practical things thatare going to help them take
advantage of the best quarter oftheir life, if they set it up
(00:51):
from now.
So it starts in six weeks.
It starts in six weeks, right,and it's going to be September,
october, november.
Let me run through the thingsthat I think agents should be
focused on.
Number one you've got to makesure that you reheat your
(01:11):
pipeline.
You've got to make sure thatyou get onto your pipeline and
you have a great staying touchstrategy.
This is the time to makecontact with them, and I'm
talking about not just the nowsellers, right?
Everyone is really good at thenow sellers.
Everyone's really good at theseller that says I'm selling
(01:32):
right now, right, everyone'schasing that person.
That is what I call the hot,hot lead.
I'm also talking about yournurturing work being your medium
hot leads and even your colderleads.
So what I'll be doing is I wouldbe calling, smsing all your
past appraisals in the last 18months and simply letting them
(01:56):
know that you're still there.
As I've said to you, recencytrumps loyalty.
And, number two ask them hasanything changed since we last
spoke?
The reason I'm calling you isI've noticed that there has been
an increase in demand of buyersand I know that there's going
(02:18):
to be a lot of properties comingonto the market in the next two
months, and what I'd like to dois to encourage you, mr and Mrs
Vendor, to come on before thoseother people come on.
And the reason I want you to dothat is that that way, you've
got a front row advantage of allthe buyers before other
(02:42):
properties grab their attention.
That's what I would be doing.
So, number one reheat yourpipeline.
Number two, I would beupgrading your listing
presentation to the nextstandard up.
And what I mean by that?
I mean we so much, for everyreal estate agent is in love
with their listing presentationbecause they're used to their
(03:03):
listing presentation becausethey like their listing
presentation, because they'reused to their listing
presentation because they liketheir listing presentation,
because it feels comfortable.
But I need to remind you thatyour listing presentation has
got you here.
If you want to go to the nextlevel, what you need to do is
upgrade your listingpresentation, and the single one
thing the single one thing thatyou can do to upgrade your
(03:23):
listing presentation is to makesure that when you deliver that
listing presentation, thevendors that are listening to
your presentation are going tofeel that you know what.
I will undersell my property ifI don't give it to this agent.
This agent had a great housemaximization plan.
(03:47):
They were really clear.
They explained to me exactlywhat they would do.
That was different to the otheragents.
That would help me get five to10% more, and because they
believed that, because yourpresentation was so strong, it
was irresistible, it wasunstoppable what they did is
that they turned around and theysaid we're going with you even
though you're half a percentdearer.
(04:08):
The only way that you canincrease your fees is that you
increase your value.
You've got to move away fromthe commodity dungeon.
You've got to show more.
You've got to do more andyou've got to give more, and
your listing presentation has toactually get to the point where
the owners, if they could not,that they're going to do it that
(04:30):
they gave you a standingovation at the end of the
presentation because they feltthat, hey, this person gets us.
So I would upgrade your listingpresentation to the next level
and the next thing I would bedoing 100% is, by the way, on
your listing presentation, thebiggest thing you want to be
(04:52):
doing is rehearsing yourdialogue on how you handle price
at the listing presentation.
That is the single one thing.
Right, that is the single onething.
Does a vendor feel that you'regiving them hope to get their
dream price?
Now, let's be really clear 99.9percent of vendors think their
(05:14):
home is worth more than it trulyis, and when you're going to a
listing presentation, whatyou've got to do is somehow
deliver hope, but, at the sametime, what you need to be doing
is not getting them to believethat they are 100% going to get
that price.
(05:35):
Number three is and, without adoubt, probably the biggest
thing that's changed in realestate in the last five to 10
years than the decades before.
That is how important thepersonal brand of the individual
, how important the personalbrand of the individual agent is
.
So what I'd be doing is makingsure that I would double down
(05:58):
and that would mean that I wouldincrease my social media
content, the frequency and thequality.
I'd be running tips, I'd berunning a lead generation
campaign on social mediatargeting homeowners.
I would make sure that I wouldbe doubling down on having the
best reviews, testimonials.
So, number three boost yourpersonal brand.
(06:20):
Number four I would create aseller's spring campaign and
what I would do is I would havemy campaign that would go
through September and Novemberset and forget and that would
include SMS, email, dls.
Of course, the calls arehappening all the time and you
know I've got a view thatdoesn't matter where you are in
(06:42):
real estate, you should be doing100 connections a week,
wherever you are.
That's the minimum.
So, number four I would becreating a clear set and forget
plan for the next 90 daysSeptember, october, november,
set up now.
Number five I would be cleaningthe CRM, because I think right
now you've got three weeksbefore real estate gets really,
(07:07):
really hot again as we come outof this winter period and what
you want to do is take advantageof some of the time that you've
got up your sleeve now to cleanthat database, update their
contact details, work out theirmotivation level Are they hot,
medium or cold?
The next thing I would be doingis making sure that I'd be
reconnecting number six with allmy buyers.
(07:29):
Every real estate agent shouldbe working with a minimum of 25
hot buyers at any one time,right, without a doubt.
The single one question that'sgoing to help you qualify
whether a buyer's hot is to askthis question If we were to find
you a home today, will you belooking at making an offer?
And number seven I would setyour game plan.
(07:51):
I would set your game plan.
I would sit down now and I wouldsay I want to set what my GCI
goal is going to be forSeptember, october, november.
I would then create my idealweek, made up of ideal days,
like your days are your life inminiature.
Have five good days in a weekand you've had a good week.
(08:12):
Have four good weeks and you'vehad a great month.
Right, team?
I'm letting you know this isthe time we are about to go into
a really busy period and I needyou to know this six weeks you
can set yourself up to have thebest spring season ever.
(08:32):
So the last thing is set a goalfor GCI, set a goal for the
number of listings you're goingto get, create your ideal weeks,
what gets scheduled gets done,and team make sure that all this
is layered with you being inperfect condition.
(08:54):
As I've said, always workharder on yourself than the job,
because you are the job, you'rethe product, and that
essentially means that if you'regoing to be operating a race
car formula, sleep well, eatwell, exercise well, and on that
point I'm off to the gym.
I've got to tell you, geez, that was an expensive
Coldplay ticket that guy bought.
I was listening to him sort ofsay it is a private matter.
If it's a private matter, mate,you don't.
If it's a private matter, youdon't go out where there's tens
of thousands of people at aconcert being streamed.
So we are approximately sixweeks away from spring,
(00:29):
approximately six weeks awayfrom spring commencing, and what
I thought I'd do is justquickly run through with you a
plan for every real estate agentthat they can actually sit back
and do practical things thatare going to help them take
advantage of the best quarter oftheir life, if they set it up
(00:51):
from now.
So it starts in six weeks.
It starts in six weeks, right,and it's going to be September,
october, november.
Let me run through the thingsthat I think agents should be
focused on.
Number one you've got to makesure that you reheat your
(01:11):
pipeline.
You've got to make sure thatyou get onto your pipeline and
you have a great staying touchstrategy.
This is the time to makecontact with them, and I'm
talking about not just the nowsellers, right?
Everyone is really good at thenow sellers.
Everyone's really good at theseller that says I'm selling
(01:32):
right now, right, everyone'schasing that person.
That is what I call the hot,hot lead.
I'm also talking about yournurturing work being your medium
hot leads and even your colderleads.
So what I'll be doing is I wouldbe calling, smsing all your
past appraisals in the last 18months and simply letting them
(01:56):
know that you're still there.
As I've said to you, recencytrumps loyalty.
And, number two ask them hasanything changed since we last
spoke?
The reason I'm calling you isI've noticed that there has been
an increase in demand of buyersand I know that there's going
(02:18):
to be a lot of properties comingonto the market in the next two
months, and what I'd like to dois to encourage you, mr and Mrs
Vendor, to come on before thoseother people come on.
And the reason I want you to dothat is that that way, you've
got a front row advantage of allthe buyers before other
(02:42):
properties grab their attention.
That's what I would be doing.
So, number one reheat yourpipeline.
Number two, I would beupgrading your listing
presentation to the nextstandard up.
And what I mean by that?
I mean we so much, for everyreal estate agent is in love
with their listing presentationbecause they're used to their
(03:03):
listing presentation becausethey like their listing
presentation, because they'reused to their listing
presentation because they liketheir listing presentation,
because it feels comfortable.
But I need to remind you thatyour listing presentation has
got you here.
If you want to go to the nextlevel, what you need to do is
upgrade your listingpresentation, and the single one
thing the single one thing thatyou can do to upgrade your
(03:23):
listing presentation is to makesure that when you deliver that
listing presentation, thevendors that are listening to
your presentation are going tofeel that you know what.
I will undersell my property ifI don't give it to this agent.
This agent had a great housemaximization plan.
(03:47):
They were really clear.
They explained to me exactlywhat they would do.
That was different to the otheragents.
That would help me get five to10% more, and because they
believed that, because yourpresentation was so strong, it
was irresistible, it wasunstoppable what they did is
that they turned around and theysaid we're going with you even
though you're half a percentdearer.
(04:08):
The only way that you canincrease your fees is that you
increase your value.
You've got to move away fromthe commodity dungeon.
You've got to show more.
You've got to do more andyou've got to give more, and
your listing presentation has toactually get to the point where
the owners, if they could not,that they're going to do it that
(04:30):
they gave you a standingovation at the end of the
presentation because they feltthat, hey, this person gets us.
So I would upgrade your listingpresentation to the next level
and the next thing I would bedoing 100% is, by the way, on
your listing presentation, thebiggest thing you want to be
(04:52):
doing is rehearsing yourdialogue on how you handle price
at the listing presentation.
That is the single one thing.
Right, that is the single onething.
Does a vendor feel that you'regiving them hope to get their
dream price?
Now, let's be really clear 99.9percent of vendors think their
(05:14):
home is worth more than it trulyis, and when you're going to a
listing presentation, whatyou've got to do is somehow
deliver hope, but, at the sametime, what you need to be doing
is not getting them to believethat they are 100% going to get
that price.
(05:35):
Number three is and, without adoubt, probably the biggest
thing that's changed in realestate in the last five to 10
years than the decades before.
That is how important thepersonal brand of the individual
, how important the personalbrand of the individual agent is
.
So what I'd be doing is makingsure that I would double down
(05:58):
and that would mean that I wouldincrease my social media
content, the frequency and thequality.
I'd be running tips, I'd berunning a lead generation
campaign on social mediatargeting homeowners.
I would make sure that I wouldbe doubling down on having the
best reviews, testimonials.
So, number three boost yourpersonal brand.
(06:20):
Number four I would create aseller's spring campaign and
what I would do is I would havemy campaign that would go
through September and Novemberset and forget and that would
include SMS, email, dls.
Of course, the calls arehappening all the time and you
know I've got a view thatdoesn't matter where you are in
(06:42):
real estate, you should be doing100 connections a week,
wherever you are.
That's the minimum.
So, number four I would becreating a clear set and forget
plan for the next 90 daysSeptember, october, november,
set up now.
Number five I would be cleaningthe CRM, because I think right
now you've got three weeksbefore real estate gets really,
(07:07):
really hot again as we come outof this winter period and what
you want to do is take advantageof some of the time that you've
got up your sleeve now to cleanthat database, update their
contact details, work out theirmotivation level Are they hot,
medium or cold?
The next thing I would be doingis making sure that I'd be
reconnecting number six with allmy buyers.
(07:29):
Every real estate agent shouldbe working with a minimum of 25
hot buyers at any one time,right, without a doubt.
The single one question that'sgoing to help you qualify
whether a buyer's hot is to askthis question If we were to find
you a home today, will you belooking at making an offer?
And number seven I would setyour game plan.
(07:51):
I would set your game plan.
I would sit down now and I wouldsay I want to set what my GCI
goal is going to be forSeptember, october, november.
I would then create my idealweek, made up of ideal days,
like your days are your life inminiature.
Have five good days in a weekand you've had a good week.
(08:12):
Have four good weeks and you'vehad a great month.
Right, team?
I'm letting you know this isthe time we are about to go into
a really busy period and I needyou to know this six weeks you
can set yourself up to have thebest spring season ever.
(08:32):
So the last thing is set a goalfor GCI, set a goal for the
number of listings you're goingto get, create your ideal weeks,
what gets scheduled gets done,and team make sure that all this
is layered with you being inperfect condition.
(08:54):
As I've said, always workharder on yourself than the job,
because you are the job, you'rethe product, and that
essentially means that if you'regoing to be operating a race
car formula, sleep well, eatwell, exercise well, and on that
point I'm off to the gym.
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