Tom Panos Rants

Before you think you have a listings shortage... Watch this!

I’ve had multiple agents say to me lately that they want to leave real estate.  They're not getting the listings, they're not making the sales, and it's becoming all too hard.  If this is you, listen to me carefully…  Before you decide to throw in the towel, let’s sit back and let's have a serious chat. Because a listings shortage is NOT your real problem.  

Why is todays Interest Rate Rise a HISTORICAL moment? Mark Bouris explains

How will this impact everyday Australians with variable home loans?  Please Share this 

The Mortgage Cliff: Real Estate Market Wrap & My Best Advice to Sellers

My Clearance Rate: 7/10 sold

RANT: There are now signs of distressed selling

Interest rates have had their impact. And I don’t know how this is going to play out… My final Clearance Rate: 9/10 SOLD

Real Estate Market Wrap: A surprising market that has just knocked everyone off their feet!

We were right in the middle of absolute turmoil...  Clearance rates plummeted, buyers weren't pulling the trigger, and prices were dropping. Then, all of a sudden, BANG! Prices start going up.  It defies logic. How is it possible? We've had 10 rate rises in a row.  On Tuesday there's a chance that there might not be a rate rise. There's no decision that's been made.  What would I do right now if I was the seller? I'd put my home on the market. There's not a lot of stock. There's not a l...

Real Estate Market Wrap | 100% SOLD today!

My clearance rate: 6/6

Real Estate Market Wrap | Prices are still going up & Record sale in Newtown

My final Clearance Rate: 5/8 SOLD *Apologies for not sounding like my usual self. Still recovering from deviated septum surgery. 

Market Wrap 📰 The market in Sydney is definitely going up

The market is showing strong signs of recovery. The rest of Australia is expected to follow in 6 months. Some of my properties have sold for hundreds of thousands over reserve. My clearance rate: 6/8 SOLD

Real Estate Market Wrap: 💯 Clearance Rate

The market shifted in November 2022. It's bottomed, and it's moving up - especially in Sydney.  Here is my advice for buyers and sellers in this market. 

Real Estate Market Wrap: You get married to the home, but you only date interest rates

How to have your properties sold in this market. And yes, I’m still confident we’ve surpassed the bottom of the real estate market. Prices are better now than they were last year.  My Clearance Rate today: 7/11 SOLD 

Weekly Market Wrap: Why have property prices not dropped further?

100 Clearance Rate today! 7 out of 7. My best result since May 2022.  My rant about the RBA  The confusing part about borrowing capacity dropping by 25%  Why have prices not dropped further? How was it in your market?

10 Laws for Selling in a Time of Crisis 😵‍💫

Interest rates are high, buyer energy has changed, and vendors aren’t getting record prices.  You need the right mindset to survive this market.  Inspired by Joe Polish & Dan Sullivan, here are the 10 Laws for Crazy Times: 00:34 – Law #1: Forget about yourself, focus on others 00:47 – Law #2: Forget about your product, focus on your relationships 01:12 – Law #3: Forget about your sale, focus on creating value 01:44 – Law #4: Forget about your losses, focus on your opportunities 02:11 ...

You've survived one of the most turbulent markets! What’s next?

If you’re a Real Estate Agent listening to this, Congratulations! You have survived one of the most challenging markets. What’s next…? Will there be distressed selling in 2023? Plus, what are the essential KPIs you need for your 2023 Business Plan? I will guide you and be your coach in the Real Estate Gym

Real Estate Market Wrap: Short supply of stock & very few signs of distressed selling

We still have a short supply of stock and there are very few signs of distressed selling. What does this mean..?  And, the biggest mistake I see vendors make every week - they're giving buyers negotiation power. How? My Clearance Rate today: 6/11 SOLD 

Will the Real Estate Market get better? Real Estate Market Wrap

My Advice for Vendors: You can’t keep a property on layby whilst you wait for yours to go up. It’s called ‘The changeover figure’. My Advice for Agents: Have your pre-auction buyer meeting and your pre-auction vendors meetings. What happens on auction day should not be a shock to your clients.  My Clearance Rate today: 4/10 SOLD

The Risks involved with Chasing Expired Listings 😬 Who gets the commission?

Chasing other agents' expired listings is often the best way to get a listing sold quickly.  But, to get your commission, you need to know how to protect your position as the outgoing or the incoming agent: 01:41 – What are the risks involved with chasing expired listings? Will you get your commission? 04:10 – Is it wise for an agent (working on an expired listing) to target buyers introduced by the previous agent? 06:51 – If an agent is chasing their commission from a previous listing, ...

If you haven't sold by late November...

Real Estate Market Wrap: My best advice for vendors; 'Don't go to the 'casino'.  Why December is a great opportunity if you're a buyer.  Will the real estate market get worse next year?  My Clearance Rate today: 5/10 (50%) 

If you haven't sold by late November...

Real Estate Market Wrap: My best advice for vendors; 'Don't go to the 'casino'.  Why December is a great opportunity if you're a buyer.  Will the real estate market get worse next year?  My Clearance Rate today: 5/10 (50%) 

24hrs after The Block 2022 Grand Finale with the winners Omar & Oz

House 5 sold for $1,568,999.66 over reserve and broke every record on The Block history! The winners Omar & Oz are here with their great agent Aaron Hill - Ray White Sunbury

24hrs after The Block 2022 Grand Finale with the winners Omar & Oz

House 5 sold for $1,568,999.66 over reserve and broke every record on The Block history! The winners Omar & Oz are here with their great agent Aaron Hill - Ray White Sunbury

3 things Smart Agents start doing on 1 November 🤓

01:22 - #1. How to convince vendors to 'List Now and Sell Now' 02:11 - #2. How have stock signed and ready to sell in Jan 2023  - 'List Now and Launch Later' 03:24 - #3. Make your end-of-year summary calls 📲 04:11 - The one thing you MUST NOT DO ⛔ 05:52 - Gift your clients with this memorable Christmas gift idea🎄 Agents tell me the 'Letter to Santa Campaign' gets them the BEST results compared to any other marketing they do all year. For a step-by-step guide on the 'Letter to Santa Campaig...

My first sales lesson was from a doctor 👨‍⚕️👩‍⚕️

How do you know when it's time to end a vendor relationship? 💔

It's not WHAT vendors want - it's WHY they're selling that really matters.  And my advice for agents who are doing it tough in this changing market

Real Estate Market Wrap 😎 There is a definite increase in buyer confidence

The Script & Dialogue I used today to get a vendor to accept an offer that was $50k short of the hope-to-get price.  Plus, Ray White head office share with me their stats and insights on buyer sentiment.  My clearance rate: 4 (possibly 5) out of 10 SOLD 🔥  What was it like in your market? Comment below...

Real Estate Market Wrap: Why there is no distressed selling 🤔

What’s different about this market downturn?  When there is a long-term drop in real estate, you normally see it aligned with unemployment. But that’s not the case in this market where there is a skills shortage. This is why there are almost no signs of distressed selling. The uncertainty is over. Right now, buyers and sellers are transacting. My Clearance Rate: 6/11 SOLD 🔥 What was it like in your market? Comment below

Real Estate Market Wrap: Why there is no distressed selling 🤔

What’s different about this market downturn?  When there is a long-term drop in real estate, you normally see it aligned with unemployment. But that’s not the case in this market where there is a skills shortage. This is why there are almost no signs of distressed selling. The uncertainty is over. Right now, buyers and sellers are transacting. My Clearance Rate: 6/11 SOLD 🔥 What was it like in your market? Comment below

The biggest problem buyers have is NOT prices 💰 The banks aren't lending them as much money

I said this 6 months ago, and now it’s official 🗞️  The rate of increase in interest rates is overtaking the rate of decline in property prices. In this current real estate market, buyers have roughly a 25% decrease in borrowing capacity (all other things being equal). The biggest problem buyers have right now is not the price of the property - it’s that the bank is not lending them the same amount of money they previously would have approved. My Clearance Rate over the long weekend: 4/8...

The Real Estate boom is over! But so is the fear of overpaying 🤑

Market wrap: If you’re looking to buy at the bottom of the market - your time is running out... 🏃  My clearance rate today: 7/9 SOLD

The Super-Team Business Model to have a Long-term Career in Real Estate 🦸

01:47 - Roles and responsibilities of team members (agent, admin, associate) 04:34 - When should you hire additional team members? 08:20 - Agents tell me this happens when they put on an assistant… 09:44 - 5 things to cover in every team morning meeting 11:30 - My predictions in the real estate market for the rest of 2022, as confirmed by the Australian Financial Review For detailed coaching on how to structure your ideal EBU (effective business unit), login to the Real Estate Gym

Why the RBA will be conservative with interest rate rises leading up to Christmas 🎄

Real Estate Market Wrap | My clearance rate today is: 5/7 sold Why I think the RBA will be conservative with interest rate rises leading up to Christmas.  And what happens to people who try to pick the bottom of the market 🤦‍♂️ (I’m the worst of them)

Big news! 📰 "New brutal twist for first-home buyers struggling with interest rate rises"

Every day, buyers are being re-rated which means they may have less purchasing power. This is the message you need to send to your current and future vendors to get your existing stock sold and to fast-track sellers onto the market. And for the record, I've been harping on about this for the last 3 months 😛 Click here to access the News article To access the training on The ‘Re-Rated Buyer’ call to fast-track sellers in The Changing Market Series, login to your Real Estate Gym

The 6 questions you need to ask every buyer 🤝 How to create sales in a changing market

You may struggle to make your ideal number of sales unless you have a solid grasp on buyer management.  From my coaching sessions with some of the top agents across Australia, I've identified the key steps for servicing buyers, and extracting offers from buyers in a changing market: Buyer management checklist: What the best agents are doing to create sales The 6 questions you need to ask every buyer to qualify them How to negotiate with buyers to extract offers Get the full training on ...

The RBA has got this wrong 😡 Real Estate Market Wrap

Where I think the Reserve Bank of Australia has performed poorly.  And the Winner of the Vendor Management of the Year Award goes to... 🏆  My Clearance Rate: 8/12 SOLD

How to sell when you have neighbours from hell 😈

What do you do when the neighbours try to sabotage the sale of the property?  As an agent, it is your responsibility to mitigate potential legal risks starting from day one of the campaign.  Jared Zak, Principal Solicitor and Founder of Dott & Crossitt reveals: How agents and vendors can resolve neighbour disputes without the intervention of a solicitor  Essential questions to ask your vendor upfront to identify and mitigate legal risks How to prevent collusive practices prior to auctio...

Real Estate Market Wrap 😰 Buyers are anxious about the interest rate rise

It’s clear - buyers are anxious about the upcoming interest rate rise. My clearance rate today is 3/6 sold. This is the lowest number of auctions I have conducted on an opening Spring day in recent memory. Here is the most important thing you need to do if you’re an auction agent wanting to get stock sold…

Real Estate Market Wrap 😰 Buyers are anxious about the interest rate rise

It’s clear - buyers are anxious about the upcoming interest rate rise. My clearance rate today is 3/6 sold. This is the lowest number of auctions I have conducted on an opening Spring day in recent memory. Here is the most important thing you need to do if you’re an auction agent wanting to get stock sold…

Market wrap: My predictions for the Real Estate Market in Spring ❄️

I don't think we will have frenzied selling in Spring... but let's see! My clearance rate: 4/11 SOLD

I’m calling it 📢 We are VERY close to the bottom of the Real Estate Market

Here is my real estate forecast: We are heading towards the end of this real estate market correction. These are the 4 factors that will influence and dictate how close we are to the bottom of this real estate market cycle. Bookmark this to see how accurate my predictions turn out to be.  My Clearance Rate: 8/9 SOLD

How to write $1m GCI & be a Property Developer 🤑 Ryan Houston

Inspiring story! Around 5 years ago Ryan Houston was a plumber. Today, this Real Estate Gym member is writing $1m in GCI and building incredible personal wealth as a property developer. If you've ever considered how you can balance real estate sales with property development, Ryan reveals all:  05:45 – Project marketing vs traditional real estate 09:55 – How to build personal wealth as a property developer 17:56 – How to balance real estate sales and property development 18:33 – Winning...

From Chef to $3m Agent 👨‍🍳 Amit Nayak reveals his Systems, Processes & Habits

Incredible success story! When Amit Nayak arrived in Australia, he worked as a kitchenhand. Today, he is the Partner & Sales Agent at McGrath Parramatta.  Amit has sold 200+ properties in the last financial year, writing $3m in GCI. The average sales price in his market is $780K.  In this interview, Amit reveals: His systems, processes and habits Why he uses auctions (even though he is mostly selling units, villas, townhouses) His vendor management process How he uses Pest & Building I...

9 Reasons Agents Struggle in a Changing Market 🤫

00:17 - #1. They're interested, but not committed 03:49 - #2. They lack worth ethic 07:08 - #3. They personalise things 09:41 - #4. They run their life and business based on their feelings 11:49 - #5. They have an external locus of control 14:10 - #6. They lack self-belief 15:28 - #7. They hang out with other loser agents 17:34 - #8. They don’t factor in failure 19:34 - #9. They suck at prospecting Join me for our weekly Prospecting Blitz in the Real Estate Gym

When agents play dirty, here’s how you can end it 👊

As the market gets tougher, agents are starting to play dirtier. They're attacking their competitors and spreading lies. In fact, I’ve had several agents contact me lately, who have become quite distressed after their competitors have been slagging them off in the marketplace.  This is the advice I gave on how to handle the haters… 00:29 – The psychological profile of an agent who attacks their competitor 05:43 – The 4 strategies and solutions to combat the haters Remember, no one ever a...

STOP LYING TO YOUR VENDORS 🤬

Let go of this addiction to rescue them. You cannot control the market. There are 2 prices you need to give your vendors...  Plus, what I predict will happen to the #realestatemarket in September. My clearance rate: 5/10 SOLD (50%) 

13 Brilliant Scripts & Dialogues in a Changing Market

 Scripts & Dialogues are the truth told efficiently. Here are 13 of the most brilliant, tried and tested one-liners to use in a changing market: How to negotiate your commission and get the listing signed in one go How to reframe a negative outcome into a valuable learning experience with your vendors How to present your vendor with an offer that is below their expectations Getting your vendor to accept a lower offer (that is a good offer or market value) What to do next when your vendo...

5 ways to Guarantee You DESTROY Your Real Estate Career 😈

Here are the best ways to ensure you half your income as a real estate agent by the end of this year: 00:28: The AREC 2022 Speaker line-up. Event manager Nichola Byrne answers your ‘Byrne-ing Questions’ 18:06 – #1. Give your vendors a price at the listing presentation and get locked in. 20:09 – #2. Be close-minded. Under no circumstances should you attend any training. 21:38 – #3. Hang around with as many losers as possible and read negative news. 23:08 – #4. Try to save every vendor’s ...

💯 Clearance Rate. Who would have guessed?

I insist all the agents I coach and my Real Estate Gym members to start doing at least 2 vendor reports a week and this...

Interest Rates, Federal Election & How to Fast-track Sellers 🔥 Matt Lahood

We’re about to have our first interest rate rise in 12 years. This is unprecedented for most agents. Matt Lahood (CEO at The Agency) who has over 3 decades of real estate experience and survived a market where interest rates were at 18%, reveals how you can use this to your advantage. 03:22 – Conversations you need to have right now around Interest Rates, Federal Election & fast-tracking sellers onto the market 06:42 – The ‘2-speed’ Pricing Strategy  07:40 – Why the Federal Election is ir...

The biggest problem we have in this Real Estate Market right now 🤨

The biggest problem we have right now is that vendors are explicitly saying, “We don’t have to sell today…” Why auction is becoming the benchmark to sell properties after After the Federal Election, there will be a Listings Blitz, and  What the smart agents are doing right now  My clearance rate: 4/11 What was it like in your market?

How to get off the Desperate Sales Rollercoaster 🎢

The party is over. Agents will be making significantly less money unless they grow their market share. It's time to get good, or get out! To balance vendor management with prospecting, here are the essential skills you need: 02:40 – Learn how to List-Adjust-Sell 03:29 – What is a ‘Low Absorption Market’? 05:02 – How agents can get ahead in a ‘Low Absorption Market’? 06:00 – Now is the best time to increase your commission fees 07:30 – How to balance Vendor Management with Prospecting  Join...

Interest rates are rising 📈 What does this mean if you're buying or selling, or an agent?

We haven’t had an interest rate increase in Australia since 2010. Here are my predictions: There will be a price correction Some homeowners will need to sell If you’re selling, could be risky to wait too long before you buy My predictions for real estate agents:  Agents will be leaving the industry Agents will be making less money compared to last year  Agents will be wanting more in their commission split Remember, don’t hope the market gets better - hope you get better!