1. Adelaide Real Estate Gym March 2014Presented by Tom Panos General Manager, Sales Real Estatewww.tompanos.com.au

2. If you dont find them, they will find you! Earn peoples attention in a noisy world 3. Jab, jab, jab, hook 4. Be their agent before they need an agent 5. The agent that helps the most people wins 6. The Main thing is to keep the Main thing the Main thing CALL BACK INSPECTION TRAININGYOUFOCUSEDSELL LIST STAY IN TOUCH YOUPROSPECT VPAWhich One Do You Want to be?CMATITLESHOWINGSBUYER TOURUNFOCUSEDYOU Have Two Choices: Be FOCUSED or BE UNFOCUSED 7. Listing Presentations begins at the Open 8. PV Chase List AddressNamePhone 9. Hot Buyer List NamePhone No.Details 10. The buyer sources We know where 100% of the buyers will come from but we dont know where the best buyer will come fromThe Buyers ACTIVE PASSIVE LOCAL OUT OF AREA 11. Marketing Dialogue Cant control the price but can control method of sale and marketing Must go fishing in an ocean not in a pool We know where 100% of the buyers come from just dont know where the best buyer will come from Your marketing investment is equal to half a bid auction Are you comfortable with not talking with 100% of the buyers Whats more important to you the 3k marketing or the risk of underselling your property by 30k You need to decide whether we whisper in the room or scream from the mountain tops 12. Marketing Dialogue Your homes value is dependent on 4 things If we dont use 100% of the resources, how will we know we have achieved 100% of the potential price Just so I understand first buyer or best buyer? Wolf on Wall Street analogy Home is on the market in competition not in isolation Active intellectual internet vs passive print When you watch the news you notice the news reader I dont want a buyer saying it wasnt meant to be We are taking out insurance 13. Recent Sales PropertyAddressSale DateMethod of SaleAdvertised PriceMarketing Investment40 Forrester Rd, Erskineville04/11/13Auctionn/a22 Main Dr, Newtown15/11/13Private Treaty11 Winters St, Camperdown28/11/1318 Elizabeth St, Newtown2 Williams Rd Stanmore14 Euston St AlexandriaPrintUpgrade OnlineVideo17,500975,0008,450Private Treaty895,0008,10008/12/13Private Treaty980,00012/12/13Auction22/12/13Private TreatyAverageOriginal Buyer SourceSale PriceNewspaper2,100,000Internet960,000Signboard883,00011,000Internet980,000n/a6,500Internet800,0001,050,0009,300Newspaper1,040,000$10, 141$1,127,167 14. Full Page Ad Increases Perceived Value of a Property by 46% If this property was in your area, how much would it be worth? (Average response for respondents shown that stimulus; respondents randomised to see one stimulus each) +46%$476k Page ad+24%$592k Page adSource: Online survey of 196 Australian adults who report they have bought a property in Australia in the last three years (n=139) or are actively looking now (n=57) Survey conducted May 2010 with respondents recruited online and offline$698k Full Page ad 15. RP Data Media Maximiser Adelaide Advertiser RP Data Media Maximiser - Adelaide Advertiser Average DOMSuccess Rate 120 100 80 60 40 20 0100% 80% 60% 40%74%67%ONLINE and PAPERONLINE ONLY20% 0%6872ONLINE and PAPERONLINE ONLYAverage Sale Price $500,000 $490,000 $480,000 $470,000 $460,000$493,863$450,000 $440,000 Source: RP Data Feb 1st 2013 to Oct 31st 2013 RP Data Media Maximiser$460,040 ONLINE and PAPERONLINE ONLY 16. DONT USE 1,000 WORDS WHEN50 WILL DO 17. Listing Presentation Dialogue I can tell you what the market is doing nowIts the process not the promise of a priceI can see the logic in meeting one extra agentWe can debate price for hours today between ourselves but the main conversation about price must be with the new owner 18. Buyer Dialogue You wont be buying this home in isolation with the owner but under competition can I show you how to win?Are you going to make a decision for your family based on the market or based on your life?Thank you that price level has already been tested 19. Prospecting Dialogue Were you enquiring about this property in regards to buying it or comparing it to something you currently ownAre you researching, buying or sellingI have 2 buyers who are hot to trot should we quote yours 20. Closing Dialogue When do you want me to startWhen can I start workDo you have a spare key or should I get one cutWhen should we start bringing the buyers through 21. Knowledge is not power Google is 22. Success is an inside job 23. Habit 24. Podcasts 25. The things which matter the most dont always scream the loudest