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Tom Panos presented at the One Agency Conference 4th July 2013 - this video is a selection of highlights from his Attracting Business & Marketing presentation.

Knocking on doors, interrupting strangers that don't want to talk to you is not what 7 figure agents that write $1,000,000 a year do. Seven figure agents, what they actually do is that they have an ability to attract to them people that want to list a property at that time. Whereas struggling agents seem to do a lot of cold calling, smart agents seem to do smart calling. Smart agents run what I call an attraction business. They attract vendors that want your services. Struggling agents are constantly knocking on cold doors, interrupting strangers, trying to coerce them when these people don't want an agent. I worked out that one of the secrets of these agents was that they have a lot of media in print and online. They're the agents that have got the listings on page 1 and page 2 of the search results.

When the vendor invests in marketing they have skin in the game, and when a vendor has skin in the game they listen to your feedback. Why? Because they paid for the damn feedback. They paid for the feedback so they listen to it. When they don't invest in marketing you can say things to them and they think, "So what? I don't own that feedback, you own it because your time and money has gone into it," but the minute that they paid for the feedback they own the feedback. That's what sells property. Motivated vendors.

When you're marketing real estate you're not only finding buyers you're positioning real estate.

It is not the best product but the best marketed product that has market share. Applies in a lot of industries, too, not just real estate. It applies in personal training with Michelle Bridges, it applies in all businesses, which brings us to a very interesting subject which is that it's not who you know it's who knows you. I want you to understand that you are someone that is got a partnership with One Agency, but in fact you are a brand. Brand is what people say about you at the schools, at the cafes, at the restaurants, at soccer practice when you're not there. I've got to tell you that everything that you do in real estate is either building or destroying brand equity in you.

I've got to tell you that if you want to be one of these real estate agents that's riding over $500,000 in gross commission you've got to move from being a transactional agent and start becoming a brand in a marketplace. Don't get me wrong. You'll still be successful if you choose the path of not doing vendor paid marketing and running an attraction business. You'll still be successful, you'll just do more calls out than calls come in.

Brand is made up of 2 dimensions. Your reputation. Your reputation is what people are saying about you. I know thousands of great real estate agents in Australia, they've got a good reputation. Like someone says they're a good honest person, "He's a really nice person." There's only one issue. They don't make money and the reason they don't make money is only 1 person knows that they're a good person. So it's not enough having a god reputation. What you need is reach. You need a lot of people to be saying that. Unless you're on the first page of search results, you have built a billboard in the forest. No one is going to notice you. Only 3 out of 10 people on a website go to page 2 and beyond, so if you're not on page 1 you may be invisible. Guys, girls, that you so much.

T: 1300 79 23 88
E: info@oneagency.com.au

You can learn more about One Agency by visiting this link here: http://oneagencygroup.com

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Get the book:
‘How To Profit In Real Estate Business Ownership’
by One Agency Founder and CEO Paul Davies with foreword by leading real estate coach and trainer Tom Panos: http://goo.gl/VbDzpD
==============================

One Agency is a revolutionary real estate brand. We are not a franchise but are an operation that allows agents to establish their own agency free from the classic constraints and complexities of a franchise.

Video: https://youtu.be/cJ8cw-NFgj0

Tom Panos presented at the One Agency Conference 4th July 2013 - this video is a selection of highlights from his Sales Scripts & Dialogues presentation.

I want you to understand that this is what closing is. It's the client saying, "Make it easy for me to say yes." That's what sales is. I want you to understand this. Marketing is about getting noticed. Sales is about closing. You won't be closing anyone if you haven't been noticed to be at the house in the first place. I realise that sales has changed a lot. I realise that we've got database systems, we've got YouTube, we've got Facebook, we've got Twitter, but I've also learned that the best people in real estate still close. I want to give you a piece of dialogue that's going to get you more listing presentations. I want these words to become like a prayer to you, and that is at an open for inspection, when people are coming through, you casually just ask them, "Hi, guys. Are you researching buying or selling today?" That question alone will get you more listing presentations than any other question at an open house.

That's one of the great advantages of being in the group that you are. When you know we're holding a conference here on Independence Day, we are talking about allowing your own personality and DNA to be your business. That's exciting because I've got to tell you human beings are buying you. You are the business. That's what they're buying. Don't underestimate nice and likeability in real estate. Leave your ego at the front door. When there's trust in the relationship the terms become negotiable. When I'm talking to someone, I picture that they've got on their forehead a sign that says, "Make me feel important." I want you to understand that, you know what? Vendors call you out for a listing presentation, but deep down they're looking for a good human being to show up. They don't know how to articulate, but that's what they're looking for. How do I get into their world? How do I get into what they're thinking? What actually happens is you win share of hearts, and the minute to you win share of heart you'll win share of wallet. Most people, you want to do it the other way around. They want to win share of wallet before they win share of heart, and what happens is the vendor says, "It doesn't feel right." People forget the words, but they never forget the feeling.

The blog, the online course, the training seminar you go to, starts working when you do the work. My recommendation is care, but don't care too much because buyers and sellers can smell anxiety a mile away. That many times you should walk away. When I say walk away, I don't mean that literally. Many times realise that walking away is part of the negotiation, and that time heals the negotiation. Guys, girls, thank you so much.

T: 1300 79 23 88
E: info@oneagency.com.au

You can learn more about One Agency by visiting this link here: http://oneagencygroup.com

==============================
Be sure to SUBSCRIBE to our Channel for More Videos
https://goo.gl/0rG7os
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Facebook: https://www.facebook.com/OneAgencyGroup
LinkedIn: https://www.linkedin.com/company/one-...
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Blog: http://oneagencygroup.com/blog
==============================
One Agency Corporate Website: http://oneagencyglobal.com
One Agency Membership Enquiries: http://oneagencygroup.com/membership-...
==============================
Get the book:
‘How To Profit In Real Estate Business Ownership’
by One Agency Founder and CEO Paul Davies with foreword by leading real estate coach and trainer Tom Panos: http://goo.gl/VbDzpD
==============================

One Agency is a revolutionary real estate brand. We are not a franchise but are an operation that allows agents to establish their own agency free from the classic constraints and complexities of a franchise.

Video: https://youtu.be/x_7ilH1Rh2U

Tom Panos presented at the One Agency Conference 4th July 2013 - this video is a selection of highlights from his How to be the Best Version of You presentation.

There will never be enough time to do everything, but there will always be enough time to do the most important things, because real estate is actually two things. It's either a day of accidents or it's a day by design. That's exciting, because every day you can choose to be the CEO of your day. I said it earlier on, you'll never going to have enough time to do everything but you'll always have enough time to do the most important things.

There are two reasons why agents struggle, they either don't know what to do or they know what to do and don't do it. Work harder on yourself than the job because you are the job. Your real estate life is basically a reflection of what's going on internally in your life. A one million dollar person externally is a one million dollar person internally. A person who is a mess on the outside is a mess on the inside. Success is an inside job.

Your altitude in this business is highly dependent on the attitude that you wake up and start your day. The way that you start your day highly determines how your day is going to unfold. By the way, guess what? People can slag you off, people can say a lot of things, but you know what? You control your attitude that's there inside of you.

Here's a key takeaway point. When you love what you're doing and you're good at it, you always smash it. When you love the job and you're passionate about it, you don't look at your watch at seven o'clock and [00:02:00] say, "I wish I wasn't at this listing presentation." You're immersed in the conversation. It doesn't feel like work.

Being happy is a contributor to being successful, so feeling happy and grateful. Most people do it the other way around, they say, "If one day I have this, I'll be happy." Flip it upside down. The minute you act and behave that you've got everything in your life is the minute that magic happens in your life.

You have to understand, there's always going to be someone smarter, better looking, richer, bigger boat, better house, but there will never be a better you than you, so you can actually win the competition each day of being your best you. The best real estate people that I know strive to be better each day. If you're only one percent better each day, the numbers don't lie, you'll be three hundred and sixty-five percent better at the end of the year.

What I'm telling you is that after years and years of study in research in business and excellence, they have worked out that you do need to do the hard work, you need to get into the queue, and you need to pay a price. It's not about whether you fall down. It's whether you get back up. I'll even go further. It's how long you're down for.

Knowledge is no longer about power. It is order and execution of that knowledge. Everyone has got the knowledge. You type it into the Google space.

I noticed that successful people are really grateful. I noticed successful people believe that they're the best agent in the area. I know that successful people going to a listing presentation might carry themselves from a position that is that I'm the best person to serve this vendor, and because [00:04:00] they act and behave from that, that is the energy that they give out to their person. That's actually the Law of Attraction, not thinking of it, being it.

Many of you have taken these scripts and dialogues that we talked about at the first part of the day, but there is not going to be a big group of you that are going to turn around and have the courage to go out and execute. The value is in the execution. Strategy is overrated, execution is underrated.

One Agency people I say this, you are independent, you are unique. There are seven billion people on this planet, but you are unique human beings and I want you to understand that the minute that you drop who you think you should be and you start being who you really are is the minute the client, the prospect, the buyer, the seller drops who they think they should be, and they start being who they really are. That's when magic happens. Guys, girls, thank you so much.

T: 1300 79 23 88
E: info@oneagency.com.au

You can learn more about One Agency by visiting this link here: http://oneagencygroup.com

==============================
Be sure to SUBSCRIBE to our Channel for More Videos
https://goo.gl/0rG7os
==============================
Facebook: https://www.facebook.com/OneAgencyGroup
LinkedIn: https://www.linkedin.com/company/one-...
YouTube: https://www.youtube.com/user/OneAgenc...
Blog: http://oneagencygroup.com/blog
==============================
Get the book:
‘How To Profit In Real Estate Business Ownership’
by One Agency Founder and CEO Paul Davies with foreword by leading real estate coach and trainer Tom Panos: http://goo.gl/VbDzpD
==============================

Video: https://youtu.be/e1wBOyf3YjA