The Australian property market has changed. Prices are down, buyers are cautious, transaction volumes have fallen and agents are feeling the pressure.

But while others are trying to pick the exact bottom, I’m looking at quality property that’s already 15–20% cheaper and seeing opportunity.

Could prices fall further? Absolutely. But I’m buying for the next decade, not the next 90 days.

The market isn’t going to apologise for being tough. Stop waiting for rates, headlines or buyers to save you. The Great Real Estate Agent Reset is happening now, and the agents who adapt, tell the truth and sharpen their skills will own the recovery. 💪

I'm calling it. August 2026. The housing policy that came out on 11 May 11 has officially failed.

Today, I had just one auction scheduled. I normally conduct 10, 12, sometimes 15 on a Saturday. That one auction attracted zero registered bidders, making it two Saturdays in a row without a single registration.

This isn’t about Labor versus Liberal. It’s about outcomes. Investors are waiting. First-home buyers are waiting. Vendors are waiting. Developers are waiting. And when property transactions stop, the pain spreads to agents, brokers, conveyancers, tradespeople, retailers—and ultimately renters.

Markets don’t care about political intentions. They respond to incentives. The housing policies announced in May have now collided with reality, and from where I’m standing, they’re not working.

Real leadership means examining the evidence and having the courage to say: “We got it wrong. Let’s fix it.”

Australia matters more than anyone’s political ego.

How would you handle that vendor's "friend"?

Not a single buyer today!

02:17 – If we have a rate rise in August and more stock in Spring…
03:41 – Property prices have already dropped 20% in some marketplaces
06:20 - How the volumes are affecting agents

My Clearance Rate: 0/6 SOLD

00:00 - Who takes responsibility if young buyers go into negative equity?
01:38 - Why the people they thought would celebrate these reforms are now some of the loudest critics.
03:00 - Investors aren't buying because of negative gearing.
05:10 - Bad news is better than uncertainty.
08:48 - Can 75,000 homes in 10 years solve the housing crisis?
10:02 - The real reason everyone is upset.

After 11 auctions today, 7 SOLD (which was surprising to me). Investors were actively bidding.

• 00:00 “They’re going to regret this.” Vendor rejects deal over $20K
• 01:50 Why buyers are frozen before the Federal Budget
• 03:06 Uncertainty is worse than bad news
• 03:32 The grandfathering warning ⚠️
• 04:41 “You never actually lost the $300K.”
• 05:39 “Cash is king.”
• 06:45 Why people are losing trust in politicians
• 07:57 Is intergenerational fairness just spin?
• 08:58 Young buyer asks: “How does this help me?”
• 10:18 Why there may be a rush of buyers before July

My Clearance Rate: 1/10

0:31 – Today’s reality: low clearance rates (3/8 result)
0:49 – Forecasts got it wrong… here’s why
2:47 – Tax changes incoming? What’s likely
3:29 – Capital gains tax: indexation explained
4:07 – Why negative gearing changes WILL impact demand
5:20 – The rental squeeze
5:59 – “Grandfathering” – who’s protected?

• 00:00 - New developments will be the new favourite, why?...
• 02:42 - If you can only Negative Gear 2 properties - THIS will happen with prices
• 04:12 - The next 4-5 weeks will define the real estate market for years to come

My Clearance Rate: 8/13 SOLD

When uncertainty hits - war, interest rates, capital gains tax, inflation - confidence disappears. And when confidence disappears, so do the buyers.

If you’re a vendor - April may not be the best time to sell. Although this is the prefect upgraders' opportunity:

• 0:00 – My clearance rate: 2 out of 9
• 1:00 – What was happening 5–6 weeks ago (this is the key)
• 2:25 – Fear, uncertainty, and frozen buyers
• 3:00 – What great agents are doing right now
• 3:40 – Should vendors sell… or wait?
• 4:45 – Interest rates, inflation & what’s coming
• 7:17 – The danger of rejecting pre-auction offers
• 8:50 – The reality vendors need to accept
• 10:55 – When will things improve?
• 11:20 – Why this could be an upgrader’s opportunity
• 12:00 – The truth about clearance rates

“Consumer confidence has fallen off a cliff, and it's the worst that it's been in this generation at this point in time. And that’s usually a big indicator we’re going into recession.” - Louis Christopher

Louis Christopher, is one of Australia's most recognised and respected property analysts. 

He reveals what’s actually unfolding in the economy.

From collapsing consumer confidence to rising interest rates and supply shocks, this is the kind of environment that has historically led to recessions.

But here’s the twist… this isn’t a normal cycle.

This is what you need to know:

• 0:00 – The big forecast downgrade (from 6–10% growth to 0–3%)
• 1:45 – Why fuel prices impact EVERYTHING (not just petrol)
• 2:30 – Inflation heading to ~5%… what that means next
• 3:00 – What actually defines a recession (simple explanation)
• 4:15 – If the war ended tomorrow… does anything really change?
• 6:00 – The “perfect storm” hitting the market right now
• 6:45 – Buyers are spooked… but not quite COVID-level panic
• 7:00 – Consumer confidence collapse (the biggest warning sign)
• 7:40 – Why this recession risk is different to the past
• 8:30 – Real-world impact: businesses already passing on costs
• 9:45 – Government dilemma: support the economy or fight inflation
• 11:00 – What happened in the 1970s (and why it matters today)
• 12:00 – What’s happening in the property market right now
• 13:00 – Why April could be a “dead zone” for transactions
• 14:00 – Stagflation explained (and why it’s dangerous)

The entire 1hr discussion of insights and how this translates to buyer and vendor management is only in the Real Estate Gym

0:00 - War, Ultimatums & Global Uncertainty

1:35 - How Global Fear Impacts the Property Market

2:40 - Even lower price points are starting to feel the pressure.

3:20 - The story of the vendor wanting another $50k 

5:05 - Meet Clients Where They’re At

Clearance Rate: 5/12 SOLD + 5 more auctions tomorrow 

00:00 - I had the same conversation with every vendor today

01:10 - Agents who "wing it" won’t survive the headwinds

03:15 - First auction using the 2% deposit scheme. The government takes 30% ownership, buyer puts in 2% deposit

05:10 - Office of Fair Trading attending NSW auctions

05:50 - Price guides are coming to NSW

07:40 – My Clearance Rate: 8/13

09:40 - Market forecast: lower price points performing; housing supply is the real issue; taxing investment properties raises rents; tenants are the most vulnerable

Yes, rates have gone up. But here's the important part most agents are missing...

This is not bad news. This is your moment. 

Historically, some of the best years in real estate happen in tough markets. 

Because in a harder market, there's more stock, more motivated vendors, and less competition. 

When I had my own office, the biggest growth period was from 1990 to 1994.

This was widely considered one of the toughest markets Australia has seen. 

Rates were pushing 17–18%.

Yet, in our Marrickville office, my business partner George and I developed a simple framework: The 2-4-6-8 Strategy...

 There is so much FEAR in the market right now…
 
 0:00 – 💸 "Real estate agents don't make as much as people think..." — Breaking down why that $600K commission figure you saw on TV is very misleading.
 
 3:45 – 🏗️ "I haven't seen ONE property built yet." — Chris Minns announced zoning changes a year ago. Where are the houses?
 6:10 – 📉 "Buyer depth is diminishing." — 8 out of 13 auctions cancelled or sold prior. What this really means for the Sydney market.
 
 9:00 – 📬 "Some opens had ZERO groups through." — Fear is gripping the market. Rate rises, inflation, and what it means for buyers right now.
 
 11:20 – 💍 "You're dating interest rates, but you're marrying the house." — Why you shouldn't let temporary rate fears drive a 25-year decision.
 
 13:00 – ⚠️ "Capital gains tax changes are coming — and they can't grandfather it." — Here's why that matters more than people realise.
 
 15:30 – ✅ "I'll give the Victorian Labor government a pat on the back." — Mandatory sale prices published. Why this one's actually a win for transparency.
 
 17:10 – 🔍 "Mandatory pest & building inspections — good idea or not?" — The detail matters. Here's the problem nobody's talking about.
 
 20:00 – 🚨 "Real estate agents, you are on notice." — The market has changed. If you're still listing on price, not process, you're in trouble.
 
 
 My clearance rate: 8/13 (70% of which were sold prior / cancelled) 

Diego Traglia is a top Auckland agent with a track record of selling one home every 48 hours. He arrived in New Zealand with $5,000 and built one of the most successful real estate businesses from scratch. In this webinar, Diego shares the exact prospecting habits, scripts, and mindset that got him there:

0:02:53 - Why AI hasn’t replaced the phone call yet

0:09:13 - The number one mistake newer agents make: The Social Media Trap

0:12:13 - Diego’s origin story: $5K, Burger King, and a blank canvas

0:14:20 - How Diego built from zero: flydrops, expired listings, and private sales

0:15:42 - The mindset shift that changed everything

0:21:32 - How to handle “where did you get my number?”

0:23:31 - Live example of a just-sold cold call script

0:25:46 - Golden Rule: stop treating people like prospects, treat them like students

0:26:37 - Other call types beyond just-sold: anniversaries, appraisals, and expireds

0:29:34 - Diego’s daily prospecting schedule: 10 before 10 and afternoon door knocking

0:31:13 - How to bridge a warm conversation toward an appraisal

0:33:02 - How to position yourself as the local market authority on a call

0:37:07 - Diego’s most effective door-knock script for expired listings

0:38:49 - What to say when you have no listings in the area yet

0:41:35 - Three strategies to grow listings from scratch, including the off-market buyer technique

This is GOLD!  

This webinar is sponsored by iD4me. Book a demo

00:00 — Labor's CGT Changes: It's a Cash Grab Not a Housing Fix

01:54 — Why Grandfathering WON'T Happen

02:19 — Why the Banks Are Pushing Government Towards Property

03:33 — Ben Kingsley's CGT Proposal Explained

05:33 — Why This Plan Punishes Flippers But Protects Long-Term Investors

08:34 — The #1 Indicator of Buyer Quality

10:53 — Where the Market Is Breaking Down Right Now

12:14 — The Big Change Coming to Real Estate

🆓 Receive a FREE 7-module course on VPA Mastery. Sponsored collab with CampaignAgent

My clearance rate: 5/10

The market is like a hot air balloon with a small hole in it, and the air is slowly leaking out. It’s being fuelled by:

- Interest rates rising
- Capital gains tax talk
- Negative gearing uncertainty
- Inflation numbers

Overall, this is causing buyers to drop off.

1. Fix Approvals. Kill the Bottleneck.
2. Upzone Around Infrastructure
3.  Incentivise Builders & Developers
4. Protect Mum & Dad Investors
5. Migration Reform + Skilled Trades Boost

Also, congratulations to Thomas Crawford for being awarded '2026 Boutique Independent Agency of the Year' - REB (Real Estate Business)

Thomas contacted me a couple of years ago, and he said, "Tom, I'm doing 200 sales a year. I want to do half. I want to get closer to my family, lose 20 kilos."

He sent me a text message the other day. He's done all of that and made 215 sales in the last 12 months 👏🏻

If the capital gains discount is cut, here’s how it'll unfold:

• Investors make less when they sell
• Many delay selling to avoid the tax hit
• Listings drop
• Turnover slows
• Stamp duty falls
• Rental supply tightens

And when supply tightens?

Rents go up.

This isn’t theory. It’s demand and supply.

And here’s the part no one wants to say out loud 📢

75% of investors own ONE property. They’re not tycoons in Mykonos. They’re nurses, teachers, small business owners negatively gearing with the hope of one future payday.

If you change one lever without increasing supply, you don’t fix housing.

You freeze it.

One lever policy in a multi-layered crisis creates unintended consequences. Migration needs alignment. Construction needs acceleration. Trades need support.

Because if investors stop selling and supply shrinks, the people who wear it first are tenants.

And they’re already stretched.

Think carefully about this

Property doesn’t operate in isolation. It’s an ecosystem.

• 01:32 – The ‘Name & Shame List’ in NSW
• 02:39 – Rosy Sullivan from ACOP will be speaking at KickStart26, 10 Feb, Sydney Olympic Park
• 03:55 – See you in Europe in June & July for real estate conferences and training events
• 04:40 – Each state has its own governing rules for real estate compliance 

My Clearance Rate: 75%

• 00:00 – February is the month that matters as stock floods the market before Easter
• 01:42 – Siblings fighting over money is one of the saddest things I see
• 03:44 – A rate rise is likely this week, but how significant will it be?
• 04:30 – I’m surprised by how strong property prices are right now
• 06:38 – Buyers are going to be spoilt for choice

My Clearance Rate: 75%

Have I got a story for you today!

00:00 – Did this agent have a conflict of interest?

06:18 – Why the real estate data in January is irrelevant

08:26 – February forecast and what’s happening with interest rates?

11:25 – KickStart26, 10 Feb, Sydney Olympic Park 

01:35 - Earlier this week, I met with Angus Abadee, NSW Strata & Property Services Commissioner. There will be massive changes to the price guide legislation in 2026

03:45 – Being branded as an “Underquoting” Agent

05:13 – The market sentiment over Christmas, there’s an  increase in Cancelled, Withdrawn, or Sold Prior

06:25 - We can expect Interest Rate Rises in 2026

08:27 – My Performance Coaches: Angie Dunn, Phoebe Cook, and Nicole Goldsmith

12:02 – KickStart 2026 on 10 Feb, Sydney Olympic Park (only $39 for Real Estate Gym members)

My Clearance Rate: 8/13 SOLD

00:44 – How the 5% deposit scheme has seduced buyers 
02:50 – Why we might have a rate increase next year
05:24 – How the Government has made inflation worse 
08:30 – Kick Start, 10 Feb 2026
9:31 – Handling divorced listings

My Clearance Rate: 9/13 SOLD 

Real Estate Market Wrap 🗞️ 

- Rates aren’t coming down anytime soon

- Why we can expect more withdrawals and cancellations

- And my market predictions based on the latest data from Louis Christopher, SQM Research

🔥 My Clearance Rate: 7/12 SOLD


To work with me in the Real Estate Gym - www.realestategym.com.au

👉 Join the Black Belt waitlist - https://secure.realestategym.com.au/blackbelt26-waitlist

00:46 – The pros and cons of the New Auction Laws in VIC and NSW
11:20 – Where did this recent influx of stock come from?
13:10 – Black Belt 2026 and Real Estate Gym Kick Start is on 10 Feb 26

My Clearance Rate: 7/12 SOLD

•  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

0:00 - LocalAgentFinder's Impact on Real Estate Success
07:24 - Strategies for Selling Real Estate Before and After Holidays
12:23 - Making Real Estate Decisions Amid Interest Rate Uncertainty
18:03 - Building Trust and Integrity in Real Estate Listings
29:39 - Real Estate Strategies and Holiday Preparations in Australia 

Guests:
✅Kon Stathopoulos — Principal at McGrath - Parramatta, leading over 300 agents across 32 offices.
✅David Walker — Principal at Ray White Upper North Shore, consistently ranked among the top performers in Australia.
 

*I am a  @LocalAgentFinder sponsored ambassador: https://www.localagentfinder.com.au/

• 00:16 – The intensity of FOMO in the market has eased
• 01:40 – Warning: If you’re borrowing 95% for your loan repayments
• 04:00 – Only 20% of properties include video
• 04:19 – What type of properties are going off in this market
• 04:45 – Why you should not hold an auction on December 20
• 06:09 – Why non-registered buyers keep asking this question
• 06:45 – The blueprint for auction regulations in NSW
• 07:42 – The December advantage
• 08:16 – Black Belt 2026

My Clearance Rate: 9/10 SOLD

From refugee to Founder & Director of Bricks & Mortar Real Estate, Sahil Bhasin is a high-volume agent in VIC, making 170+ sales a year with an average sale price of $730K. He joined the Real Estate Gym before starting his career and still commits to regular training. 

• 05:00 – Sahil Bhasin: From refugee to 170+ sales a year
• 10:00 – The most common ways agents use iD4me to get their ROI in the first week
• 12:37 – The fail-proof method to secure 20 listings a year using REA’s Ignite x iD4me map view
• 15:15 – How Sahil is turning the end-of-year rush into listing opportunities 
• 19:28 – The “insurance policy” analogy
• 21:35 – Finding the emotional buyer
• 22:46 – Sahil’s counterintuitive “List Now, Launch Later” and other strategies to finish the year strong
• 28:26 – The unconventional ways Sahil uses iD4me to find both buyers and sellers  

✅ Book an iD4me demo
✅ Sign-up to iD4me now


*I am an iD4me brand ambassador

• 00:08 – My last words on The Block
• 01:50 – Why the market won’t be as hot: this excess supply of stock has already impacted the energy in the market
• 03:54 – You’re not married to your mortgage
• 04:36 – Why I’m against auctioning on 20 December
• 07:05 – There are hidden gems in January
• 08:27 – My response to: “Geez agents have a good life!”

My Clearance Rate: 13/14 SOLD

• 03:14 – How Avi Khan used iD4me to grow in a flat market
• 06:30 – The different target markets you can find in iD4me, including: Expired listings, Investors, Buyers, Sellers, Absentee Owners, Orphaned Data, and other Verified Data
• 12:00 – How to handle the objection of: “How did you get my number?”
• 16:04 – Hotspotting List-to-List Strategy
• 17:49 – Prospecting Scripts & Dialogue 
• 19:20 – Answering your Q&A
• 33:12 – Don’t be the 9-month agent! 

Guest: Avi Khan (Group CEO & Principal at Ray White Marsden AKG) and Joel Arnold from iD4me.

iD4me has just launched in Aotearoa!

• Book a demo
• Sign up now

*I am an iD4me brand ambassador

00:00 – Important! Know the limitations of the 5% deposit, and check your monthly repayments first! 

02:16 – Why the government is making the housing crisis WORSE 

03:18 – A buyer tried to punch me because he didn’t win the auction

04:40 – Global market 

My Clearance Rate - 9/11 SOLD

• 00:00 - Why the band has rolled back to LocalAgentFinder and how the platform continues to be the preferred partner for agents across Australia.
• 07:39 - Melbourne and Brisbane Real Estate Market Trends and Insights
• 13:26 - Nuturing Leads
• 29:09 - Real stories, real numbers – hear how the top 1% of agents are consistently winning listings in this current market.
• 31:13 - Your Oct-Dec End of Year Plan

Guests: 

• Avi Khan (Group CEO & Principal at Ray White Marsden AKG)
• Stavros Ambatzidis (Owner & Director at O'Brien Real Estate Chelsea & Seaford) 

*I am a LocalAgentFinder band ambassador

0:01 - Strong Real Estate Market Trends and Buyer Demand

2:53 - Buyers' Unusual Reasons for Backing Out of Property Deals

4:13 - Understanding Mortgage Commitments Before Buying Property

7:22 - Real Estate Auctions and Fear of Missing Out

8:28 - Celebrating Cancer Remission and Gratitude at Mount Athos

My Clearance Rate: 8/8 SOLD

What was it like in your market? Comment below 👇

03:25 – Make price transparent, and other things I’d do as CEO of real estate to clean up the industry

08:04 – How you do business is more important than how much business you do

10:31 – The #1 quality you need to make it in real estate (and it’s not confidence)

My Clearance Rate: 7/9 SOLD 

00:08 - Market Predictions
04:08 - Agent Red Flags

My Clearance Rate: 7/7 SOLD

• 00:07 – How the 5% deposit scheme (starting 1 Oct 2025) has started to affect the market today
• 03:47 – Why agents don’t have a respectable reputation
• 11:15 – My advice to an agent wanting to leave their office

My Clearance Rate: 10/10 SOLD

00:00 – Why you can sell for more by passing a property in at auction
01:16 – The role of an agent 
03:19 – When I think Super Saturday will commence
05:17 – Who will be the first agent to show the Agency Agreement?

06:13 – The 5 types of the WORST agents: 

• Cappuccino Cathy – always networking at the café 
• Data Dave – lives in spreadsheets and stats
• Insta Izzy – posts before she prospects 
• Larry Liar – talks big, delivers small
• False Freddy – all show, no substance 

My Clearance Rate: 5/8 SOLD

In just 7.5 years, Rash Dhanjal has gone from 8 listings in a tough Perth market to building a team of 13 that’s on track to make 500 sales a year.

In this case study with Matt Lahood (CEO of The Agency), Rash reveals the tech tool he uses to funnel 300-500 buyer calls a day and convert them into listings.

The entire training is only in the Real Estate Gym 

00:05 – The 2 types of agents destroying vendor management: 😈“Larry The Liar” and 🧔 “People Pleasing Pete” 

04:31 – Why Australians are paying the lowest agent commission fees globally

07:50 – Where are the highest and lowest commissions in Australia?

11:04 – Is Cold Calling Dying? 🤖 And other ways the industry is being disrupted by AI

14:26 – Etiquette for attending other agents’ open homes 

My Clearance Rate: 7/10 SOLD 

00:24 – I’m expecting large levels of stock coming onto the market Sep–Nov
01:29 – 15% of properties go to auction, 85% don’t — yet we’re obsessed with auctions?
07:27 – Simplifying auction price guides
09:52 – How AI is transforming the buyer–seller and agent relationship

My Clearance Rate: 5/7 SOLD

1:31 – Market Reflections & Avoiding Operator Error

3:33 – AI’s Impact on Real Estate & Pricing

5:10 – AI Transformations in Buyer Search

8:15 – Future Market Predictions & AI Developments

9:47 – 4 Steps to Future-Proof with AI

My Clearance Rate: 3/5 SOLD

00:40 - AI has solved the underquoting problem! Here's how buyers are using ChatGPT to get price comparisons…
 
 06:36 – This is how we can make real estate great again!

• Increase barriers to entry in the profession
• Remove the problem of multiple vendor bids
• Make pest & building inspections available upfront: Before You Buy 

 
12:19 – Why I think we’re creeping towards a sellers’ market. RBA meeting insight + expert advice from Tim Lawless (Cotality): Vendors: list now, don’t wait!

15:11 – Events:

•  Sept 23–24: Real Estate Gym in Byron Bay (invite-only)
• Aug 21: Ready25 - Exclusive deal for Real Estate Gym members. Save $100 per ticket with code REALESTATEGYM at checkout. Get your tickets now: https://www.readyrea.com.au/

 
 My Clearance Rate: 9 SOLD out of 9 (100%)

Let me ask you…
How much time are you wasting trying to lock in deals while you’re stuck doing admin? 

In this webinar, I’ll show you how the best agents are working smarter and with less effort — by leveraging offshore talent AND using tech to grow their GCI.

I'm bringing back Nick Georges from Wingman, and Jake Mackenzie from Manor. Together, they’ve cracked the code on helping agents work smoother and win more listings.

You will learn:

•  The biggest productivity roadblocks dragging agents down
•  How to run a lean, high-performance operation
• Real-life proposal and market update examples that win business 
• How to improve transparency and create a better experience for your vendors
• Plus: Live Q&A with me, Nick and Jake

This webinar is proudly sponsored by Realtair: https://realtair.com/au/tompanos/

I am a brand ambassador for Wingman: https://wingmangroup.com.au/tompanos/

• 00:00 – The market is in the mood for rate drops
• 01:15 – The 'Vendor Price Discount Error'. Two reasons why there will always be a gap between the list price and the sale price (even in a boom)
• 08:21 – What are the cheapest areas in Australia to buy a house?
• 09:07 – The difference between a ‘Trusted Advisor’ vs the ‘Overpromise & Undersell’ Agent

My Clearance Rate: 12/12. Some even sold for $200K above reserve

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!

When faced with a $280K gap in sales targets and just 6 weeks left in the quarter, Sam doesn’t panic. He pulls out the numbers, divides the goal across his team, and builds a plan. No fluff. Just clear accountability.

You’ll learn:

• How a simple weekly Gap-Analysis Meeting can help you stay on-track of your sales targets
• How to reverse-engineer your quarterly targets
• The system Sam uses to shut down “High Street Hype” and keep the team focused
• The Chase List that keeps his team razor-sharp and accountable

Sam Rigopoulos is a $5m GCI agent who's been in the industry for over 20 years. He is consistently ranked in the REB top 100 and one of the top 3 in VIC. His EBU manages 170+ sales annually.


This is elite-level planning from one of Australia’s top agents. Watch the full video to see how the best don’t wing it — they work the plan. Login now and download the Chase List Template

00:00 – What do you do at auction when a buyer refuses to sign the contract and does a runner?

06:04 – She forged a $4M deposit — and got away with it (almost)

12:30 – Discussion on mental capacity and contract validity

13:12 – 1 August 2025: Massive changes to QLD contract law

• What the new law actually says
• The hidden risks for agents and Principals
• How to stay compliant 
• How to protect yourself — and your sales

16:55 – A go-to-market vendor pack with no liability for the agent; Before You Buy

Jared Zak is the Principal Solicitor & Founder of Dott & Crossitt. He has around 20 years of experience in law and finance. Connect with Jared Zak


*DISCLAIMER:  The information provided in this video is for educational purposes only and does not constitute personal legal advice. No financial compensation or sponsorship has been received by Tom Panos Pty Ltd in connection with any individual, business, or service mentioned. Tom Panos Pty Ltd does not accept any liability for decisions made based on the information provided and strongly encourages viewers to seek independent professional legal advice tailored to their specific circumstances. 

Auction Training from Greece

00:13 – What is the best time to auction on Saturday?

02:33 – If your property is on the market and there’s a competing property where the other agent is underquoting — what should you do?

04:25 – What is the ideal time to set the reserve price?

06:35 – Advice for inexperienced agents handling price & how to salvage the relationship and the campaign. The Buyer Excite Price vs The Vendor Ask Price

11:44 – Agent error in the Clearance Rate. There are 2 clearance rates in the market

12:20 – Should every property go to auction? These are the 3 determining factors

16:24 – July is Sprint month; it determines your listings for Spring. Real Estate Gym doors close on 30 July 2025

Imagine this...
Two agents.
Same brand.
Same market.
Same skills.
But one smashes out 100 sales a year... the other barely hits 20.

What’s the difference?
It’s not the interest rates. Not the CRM. Not the suburb.
It’s the mindset.

According to world-renowned Mind Power expert Robin Banks, success is 80% psychology and 20% mechanics — and the agents who dominate — know how to train their minds like elite athletes.

Get full access to all the AREC25 backstage interviews — plus mindset training content, performance strategies, and interviews with the industry’s top agents — only in the Real Estate Gym

Doors close 30 June. EOFY intake won’t open again in 2025.

⚠️ Vendors: Use THIS Incentive Scheme to find out how much your house will truly sell for

05:18 – Today has been my most successful auction day in years. Clearance Rate: 11/11 

Buyers all met the reserves – no adjustments

One property SOLD for $700k over reserve 

FOMO was in the market today. But one hot day doesn’t make it Summer

07:31 – The Zero Commission Listing

I'm heading to speak at a few conferences in Europe. See you in a few weeks!

• 00:29 - Surprisingly, the market has become stronger since rates have gone down
• 01:34 – Real estate agents keep forgetting this simple thing
  
  My Clearance Rate: 6/11 SOLD

The market has never been this unpredictable, and we can’t work out why...

Back in the office and feeling the AREC hangover? 

After 2 intensive days of learning, you’re probably buzzing with inspiration – and maybe a bit overwhelmed with what to do with all the information. 

If your head’s spinning with ideas, your notebook’s overflowing, and you’re craving clarity, this is The AREC Hangover Cure:

• A concise summary of the top insights from AREC
• Clear, actionable steps to implement the best ideas

It’s time to put the BEST ideas into action!

Highlights:

04:57 - Robin Banks – Harnessing energy & focus

10:13 - Will Guidara – Unreasonable hospitality & extraordinary experiences

19:14 - Steven Bartlett – The 5-Buckets Framework

23:03 - The power of storytelling

25:00 - Finding happiness in the now

27:04 - Authenticity & connection

33:19 - Success through confidence, obsession & emotional discipline

39:54 - The importance of execution

Speakers featured: 

• Robin Banks
• Will Guidara
• Steven Bartlett
• Adrian Oddi
• Mark Mathews
• Tim Grover
• Mauricio Umansky
• Tony O'Doherty
• Lana Samuels 

The 'AREC25 Summary' eBook and 'The Million Dollar Agent Roadmap' 30-module course is exclusively in the Real Estate Gym: https://realestategym.com.au/

Originally arriving in Australia as a refugee, Will Torres has achieved remarkable success. He is the founder of Torres Property, a rapidly expanding agency based in Brisbane. 

With over 15 years of industry experience, Will and his team sell well over 100 properties a year with an average price point of $1.4m. He is a $4m GCI agent and Selling Principal with over 40 staff.

In this interview, you will learn valuable tips for rookie agents: 

• How investing in self-marketing can fast-track your career
• Why being hungry is more valuable than having experience
• Using energy as your greatest currency

To find out what Will did in the earlier stages of his career to win listings against established agents - login to the Real Estate Gym 

Live from Japan. A family member I know has put their home up for auction. By week two, they had three qualified buyers, but by week four, they'd lost all their buyers.

You see, a property nearby had also come onto the market and their agent quoted significantly lower despite the homes being comparable.

This happens all the time. And the solution to prevent this is not so simple...

Ever wanted to quit within your first 6-months of real estate? Lana Samuels was in the same position. 

She was sitting on Marty Fox's kitchen floor, bawling her eyes out, convinced she’d made the biggest mistake leaving an executive job in London and moving her family to join a brand in its infancy.

Today, she’s the Director at WHITEFOX Bayside, specialising in luxury property sales, with an average sale price of $2.38 M - and she’ll be speaking at AREC25.

The next time you feel like giving up, remember: winners are just losers who tried one extra time. What if you’re closer than you realise?

In this training, you’ll learn: 

• The one tough conversation that flipped Lana’s mindset from quitting to crushing it
• How being an EA gave her a “Golden Ticket" to fast-track her career
• How to push through the 6-month slump 
• The growth hack of getting comfortable with discomfort
• How to turn your toughest challenges into your greatest accelerators
  
  

The full interview is exclusively available in the Real Estate Gym

03:41 – Vendors rejected offers, then sold at lower figures 

04:02 – Be a chameleon 

05:55 – Two weeks until AREC25, which ones am I looking forward to

My Clearance Rate: 9/13 SOLD

In this webinar, you will learn:
✅ What is the ideal number of managements your Property Managers should be handling?
✅ Learn how to structure the perfect day for your Property Manager
✅The essential Dos & Don'ts of Offshoring in Property Management
✅Organic or Acquisition? Which method is better?
✅ Know exactly what to look for before buying a rent roll to avoid costly mistakes
✅ How to manage your tech systems to stay secure

Who is Jonathan Bell?

Jonathan is one of the leading thought leaders in Property Management. As the founder and CEO of Housemark, Jonathan has expanded Housemark into the fastest-growing property management office in Australasia. 

Under his leadership, the company has organically grown from 0 to 3,000+ managements, and continues to expand at a rate of 100+ new managements per month. 

He is also the founder of Wingman Group, an offshoring solution that provides virtual assistants to real estate agencies. With a team of 900+ remote professionals in the Philippines, Wingman helps agents streamline their operations and improve efficiency.

This webinar is sponsored by Wingman: https://wingmangroup.com.au/tompanos/

Louise Pope shares her inspiring journey of nurturing her business whilst building a family. 

She is on track to write $1 million in GCI in a marketplace where the average house price is $1.18m in East Fremantle, WA. 

In this candid discussion, Louise reveals the challenges and triumphs of growing her real estate career while raising 4 children. 

Louise demonstrates why being a mum in real estate can be an unfair advantage.

To access the entire training, login to Real Estate Gym

00:00 - Why is Peter Dutton predicted to lose the election?

03:00 – 5 ways to make real estate great again (including IQ tests and financial literacy). If you’re an agent, you’ll hate #3 

My Clearance Rate: 7/13 SOLD

My Clearance Rate: 3/5 SOLD

You will learn:
✅ Why Speed Matters: The agent who responds first often wins – and how to make sure that’s you
✅ Why chasing only “genuine sellers” is costing you listings
✅ Showcasing Success: How to prove you're the local expert – without bragging
✅ Building Trust Before the Listing: Strategies that allow vendors to feel like they already know you
✅ Play the Long Game: How to nurture relationships and stay relevant until the property hits the market
✅ Standing out in a Competitive Market: Practical tactics to stand out and be the agent of choice


WHO IS DANIEL LEE?

Daniel Lee is the Principal of Plum Property and one of the most recognisable digital personalities in Australian real estate.

With a unique blend of creativity and authenticity, Daniel has built a powerful personal brand that both entertains and generates results.

From viral listing videos to market updates, Daniel’s social media content cuts through the noise — proving that you don’t have to be loud, flashy, or fake to stand out.

From years of experience being a sales agent, Daniel understands what it takes to win listings in a competitive market — and he’s here to share what’s working.


This webinar is sponsored by LocalAgentFinder: localagentfinder.com.au/tompanos

00:00 – The dumbest things I’ve seen agents do today
01:45 – There was no brochure at the auction!
04:12 – Easter, ANZAC Day & Elections

To have 100% of your marketing upfront, use CampaignAgent VPA Pay* 

My Clearance Rate: 11/13 

*I am a CampaignAgent brand ambassador

Once your sale goes unconditional - don’t make the BIGGEST MISTAKE 99% of agents do. 

Before you rush into Just Listed, Just Sold flyers or hit the streets door-knocking, Peter Diamantidis reveals one powerful move that will give you a massive competitive advantage! 

Peter Diamantidis is the Founder and Selling Principal of Ray White Diamantidis Group. I consider his office to be the fastest-growing real estate company in Australia right now. 

With over 15 years of industry experience, he operates 5 offices and personally sells 250 deals a year. Together with his EBU, they have achieved around 300 sales in the past 12 months, with an average house price of $820K.

The entire interview is only in the Real Estate Gym 

00:00 – How the Election affects auction day

01:34 – Supply & demand

03:56 – My Clearance Rate: 7/11

05:07 – I’m concerned that appraisal numbers are this low

06:16 – West Tigers will beat the Brisbane Broncos

06:51 – Elon Musk has learnt his lesson

It's official: Peter Diamantidis and Shiv Nair are merging. The Ray White United Group will be redefining real estate leadership both in their offices and in the market. 🤝

In this webinar, Tim Snell, CEO of Ray White New South Wales/ACT, also reveals key trends shaping the future of real estate—and why your appraisal numbers are the strongest indicator of your future sales. 📊

A strong brand isn’t just about recognition—it’s about delivering results!🔝

If you find yourself thinking things like, “I just got lucky — they’re going to find out I don’t really know what I’m doing,” or “Any minute now, they’ll realise I’m a fraud.” 

You are not alone.
 
Would you believe that Oliver Lavers - a $5M GCI agent, and the #1 International and NSW/ACT Salesperson at Ray White for two years in a row - struggled with impostor syndrome not that long ago?

Impostor syndrome isn’t always a weakness - it can actually be a hidden strength.

In fact, according to organizational psychologist Adam Grant, reveals that people who experience impostor thoughts tend to prepare more thoroughly, stay humble, and remain open to feedback - all of which can enhance performance. 

Instead of letting self-doubt paralyse you, it can become fuel that keeps you striving for more. 

The entire training is only in the Real Estate Gym

00:00 – How Trump's tariffs affect Australian Real Estate

04:19 – What IS and ISN’T Underquoting. Why “Quote em low & watch em go!” is stupid 

06:35 – My Clearance Rate: 9/11 SOLD. The market has been significantly better since the rate cut

07:21 – If I was a first-home buyer, here’s why I would invest in Queensland 

09:16 – Kamala Harris & Steven Bartlett are speaking at AREC (Conference). My Real Estate Gym members get the best-value tickets! 

10:12 – 4 out of the 9 properties I auctioned today came from LocalAgentFinder*

*I am a brand ambassador for LocalAgentFinder

After 4 decades in the industry, James Tostevin is consistently ranked among the top-performing agents nationally. 

In the last 12 months, he has sold a record 84 properties with an average sale price of around $3 million.

In this webinar, you will learn how prospecting consistently can help you win listings unconditionally.

The entire training, including prospecting role-play, is only in the Real Estate Gym

💸 Luxury Price Drop – High-end homes with multi-million dollar price tags are feeling the squeeze as prices take a hit.
🗳 Election Impact – With the federal election looming, policy changes could shake things up, especially for first-home buyers!
🤝 Play Nice or Pay the Price – Aggressive negotiation tactics might do more harm than good. Relationships matter when bidding at auctions! 
👷‍♂️ Not Just a Housing Crisis – It’s a construction crisis, with a shortage of tradies pushing salaries sky-high and slowing builds.

My Clearance Rate: 5/11

• Key factors driving prices: Economy, population growth, gov policies & construction costs.
• Political focus on housing = big impact on future market trends.
• Supply challenges & rising costs are boosting demand, especially for units.
• Speculative demand climbing with infrastructure growth & foreign investment.

My Clearance Rate: 12/13

Matt reveals why, anecdotally, 1 in 2 marriages to a real estate agent ends in divorce—and, more importantly, how you can prevent it.

Matt Lahood is the Founder & CEO of The Agency with over 30 of experience. He has coached some of Australia's most successful real estate agents and is most well-known for his expertise in building high-performing teams.

The entire training is only in the Real Estate Gym

06:45 – Agents using fake emails to chase the listing. Smart or stupid?\

01:25 – Dummy bidding (requested by the vendor) 

05:24 – Interest rates have dropped, but what’s changed?
✔️ Clearance rates? Up.
❌ Prices? Not much better.
A 0.25% cut has given buyers a little confidence, but there’s no FOMO

07:00 – My thoughts are with everyone affected by the Cyclone

08:06 – What does it really take to be a real estate agent? 

11:19 – The real damage of fake influences 

My Clearance Rate: 9/10

What was it like in your market? Comment below 👇

The property market is shifting, and here’s what’s making waves:

📊 Auction results are mixed as interest rate tweaks keep buyers on their toes.
🏠 Political campaigns are zeroing in on housing affordability—big changes could be ahead!
💰 Interest rate cuts might still happen, despite official statements saying otherwise.
🤖 AI is transforming real estate—agents who adapt will thrive!
📍 Zoning law changes matter more than ever for accurate property valuations.

My Clearance Rate: 8/11 SOLD

What was it like in your market?

Gavin Rubinstein is one of Australia’s top real estate agents, AREC speaker, and well-known for his unmatched record of achievements.

We cover: 

• Why this market presents the best opportunity for good agents to become great
• Strategies for aligning buyers and vendors
• How eliminating excuses results in successful transactions
• How he creates clear swim lanes for his offshore team - Wingman
• How the Federal Election, is affecting stock volumes and buyer sentiment

This webinar is sponsored by Wingman

1:54 - Real Estate Auction Success Amid Market Uncertainty
3:05 - Quality Stock and Insights 
3:55 - Impact of Superannuation Access on First Home Buyers
5:49 - AI's Transformative Impact on Real Estate Practices
8:20 - ChatGPT as a New Lead Source for Real Estate Agents
10:30 - Election Uncertainty and Reserve Bank Rate Predictions
11:01 - Intuition Versus Logic in Decision-Making


My Clearance Rate: 10/10 SOLD 

Louis Christopher, is one of Australia's most recognised and respected property analysts. He reveals: 

00:00 - The impact of rate cuts on Australian real estate market
01:49 - Why Reserve Bank of Australia likely to cut interest rates again
05:35 - How population growth and rate cuts drive economic forecast
07:34 - Perth’s housing market outperforms amid Sydney and Melbourne
10:50 - Interest rates, rental market trends, and selling strategies
13:39 - Rising vacancy rates
15:27 - The potential impact of rate cuts and super access on the housing market

This webinar is sponsored by LocalAgentFinder

3:44 - Effective Real Estate Pricing Strategies and Vendor Discounting
8:25 - Becoming a Data Driven Real Estate Agent
9:21 - Real Estate Agents Exposed by Market Challenges
11:45 - The Impact of ChatGPT on Real Estate SEO
13:17 - Overcoming Health Challenges and Embracing Life's Adventures

My Clearance Rate: 4/7 SOLD

0:44: Auction Results and Market Insights
1:49: Vendor Decision-Making and Market Conditions
3:23: Impact of Interest Rates on Property Prices
4:07: Traits of Effective Real Estate Agents
5:58: The Importance of Vendor Management
7:32: Political Influence on Real Estate Decisions

01:00 – We're anticipating a rate cut on 18 Feb

04:08 – If you’re a prospective seller – here’s why you should sell

06:22 – 7 qualities of people I know who have amassed a fortune in real estate 

Do you believe rates will go down?

Your past OFI attendees, past appraisals, past internet leads, and orphaned data are YOUR GOLD MINES!

Now, today marks a very important day!

Inflation numbers are in, and they’re signalling a possible Reserve Bank rate cut on February 18th. The Australian Stock Exchange has already factored this in.

The calls you need to make right now to your potential vendors - is only revealed in the Real Estate Gym

Doors close in 2 days for the 2025 intake

00:13 – Don’t let the January stats deceive you

02:44 – Will there be a rate cut on 18 February?

05:07 – Using AI to become the best agent in your area

09:33 – Why LocalAgentFinder* is one of the biggest sources of listings

10:45 – Join me for 2025 Sales Agent Business Planning session on Wed 29 Jan:

12:22 – You can have me as your Accountability Coach

14:08 – Profit 2025, Conference by Wingman*, 6 March, Sydney


*I am a brand ambassador for LocalAgentFinder and Wingman

Skip the small talk. You want a listing this week? Use this Dialogue right now!

Industry legend, author of the book: The Power of Connection and TEDx Talk Speaker, Rik Rushton reveals a powerful dialogue to help you have the most relevant and timely conversations in this market.

Get the script in its entirety and all the training to have your best year ever in 2025, only in the Real Estate Gym 

If you’re a buyer, I’m going to reveal 2 hidden strategies to find out if the agent has underquoted you!

• 03:25 – The “Double-Header” Conflict of Interest
• 07:11 – How does the Federal Election affect the real estate market?
• 10:03 – Massive stock will come onto the market before Easter
• 11:11 – The government is failing housing actuals vs targets

Thank you to my sponsors:
Agentboxau
Campaign Agent
iD4me
LocalAgentFinder
Meson Agency
NewsCorp
realestate.com.au
Wingman

Real Estate Market Wrap:

• Real estate trainers and other things in our industry I can’t stand
• My predictions on how AI will affect the real estate market
• The lack of cohesion of our REIs (Real Estate Institutes)
• The National Clearance Rate today is statistically insignificant 

That's a wrap on the real estate market for 2024! 

Thank you to all my sponsors: 

• Agentbox
• CampaignAgent - VPA Pay
• Housemark 
• iD4me 
• LocalAgentFinder
• Meson Agency
• NewsCorp 
• RealEstate.com.au 
• Realtair 
• Wingman 

This is my last Real Estate Market Wrap for 2024

My Clearance Rate: 6/10 SOLD

The Real Estate Gym doors close soon for the 2025 intake! Train like a Real Estate Athlete and join the top 1% of agents

Join today and train FREE for the Rest of 2024 (only on the best-value annual plan)

Get started now: Real Estate Gym

Faced with the sudden death of her husband, Clare Nation found herself navigating the challenges of solo parenting 3 children, whilst building a real estate business.

Despite personal tragedy, she built a remarkable brand and cultivated a thriving community empire.

Today, Clare is the Director at Haiven Property Central (Perth). With 26 years of experience, she's made an impressive 70 sales in the last 12 months where the average house price is $880K.

The entire training is only in the Real Estate Gym

• 50% of auctions were CANCELLED prior last week in Sydney
• Why the Australian Government is failing us
• My Clearance Rate: 7/10 SOLD

If you’re ready to stop drowning in admin and start scaling, Alex Jordan, the #1 agent in QLD and one of the leading architects of building a Super Team, reveals the best way to 2x or even 3x your GCI within 6 months. 

• 02:17 – The market in Brisbane according to Alex Jordan. Is it as optimistic as the forecasts predict?
• 05:20 – What Alex regrets most about the first 12 years of his career
• 07:05 – The biggest transformation in Alex’s career 
• 10:30 – Where do agents find the best Remote Professions that are rest estate trained
• 15:31 – The biggest mistake agents make when running a team
• 22:51 – The operating rhythms of Alex Jordan’s EBU 
• 25:22 – Is there a language barrier when outsourcing from Wingman in the Philippines?
• 26:50 – The fastest way to 2x or even 3x your GCI in 6 months 
• 29:30 – How to Go-Pro in 2025
• 38:13 – What’s the best way to remunerate your sales PA?

Alex Jordan is QLD's #1 agent 2021, 2022 & 2023 (REB), #1 Top Residential Agent QLD, REA (realestate.com.au), brisbanehomeprices.com Agent of the Year for 5 consecutive years, and McGrath’s number 1 agent nationally.

This training content is sponsored by Wingman

01:47 – The 2025 Real Estate Market Forecast 
02:46 – W*nker Agents do this! 

My Clearance Rate: 2/10 SOLD

01:46 – Louis Christopher's Housing Boom & Bust Report 2025

02:33 – House price predictions for 2025 across Australia

07:00 – Why Melbourne has become a buyer’s market with an increase in distressed selling

12:15 – Why Louis is optimistic about Brisbane

16:25 – How the population decline in Hobart is affecting housing prices

19:05 – Interest rates, Migration, and Over Population

22:11 – How do you select the best agent?

30:16 – There are more ‘sold priors’ than ‘sold under the hammer’ in Sydney

31:08 – What are the best buys?

32:08 – How do you calculate the ‘Real Interest Rate”?


LOUIS CHRISTOPHER is the Founder and Managing Director of SQM Research and one of Australia’s most recognised and respected property analysts. Known for his accurate forecasts and in-depth market knowledge, Louis provides invaluable insights into the Australian property market to help you make your next move!


This episode is sponsored by Local Agent Finder 

This is the irrefutable guide to growth & profitably in a real estate business:

• How to accelerate from 0-3,000 properties in 5 years
• How to gain 100 new managements per month
• Which model works best and why?
• What are your PM profitability ratios?
• How to incentivise your team

This webinar is ideal for:
- Business Development Managers
- Principals
- Property managers

Speakers:
- Jonathan Bell, one of the leading thought leaders in Property Management
- Jordon Slinger, leading Business Development Manager at Housemark

This training content is sponsored by Housemark: https://housemark.com.au/ and Wingman: https://wingmangroup.com.au/tompanos/

• My bidder did a runner. Three agents and I chased him down the street.
• The market is going from Bad to Worse. Today is my lowest Clearance Rate of the year: 3/12 SOLD
• If you’re planning to put your property on the market in February – you will be on the market when there is an oversupply
• Let's settle this. Is The Block rigged? Here’s the truth…

00:00 – If you’re upset about The Block 2024 Auction
01:47 – What happens if a home is sold, but the vendor dies before settlement?
03:20 – Properties selling for significantly less than a few months ago
04:47 – Short-sighted vendors 
05:37 – Mortgagee and distress sales are on the rise 
07:04 – How to outsmart the banks 
08:21 – What’s the average salary of an auctioneer?

My Clearance Rate: 6/13 SOLD

What if I told you that right now you already have the contacts and resources to identify if a past buyer is a ready-now seller?

I recently coached one of my Real Estate Gym members how to add 400 people into his database, and find out if they’re thinking of selling, just by doing ONE SIMPLE THING...

Marcus Chiminello - one of Australia’s leading agents specialising in prestige homes and luxury developments - reveals he uses the SAME TECHNIQUE!

Login to the Real Estate Gym to get the full training: Marcus Chiminello reveals how to write $5m GCI as a Specialist Agent

Are you prepared to do the hard work to have an incredible 2025?

Join now and get 2 months FREE extended access on the best-value annual plan*

*offer ends on 30/11/24

00:00 – How to legally hide the sale price (and why would you want to)
09:54 – Can you show a property without a contract?
12:49 – Massive changes to contracts in QLD starting 1 Aug 2025. This is the biggest change in QLD in the last decade.
17:30 – Stamp Duty reform in VIC
22:41 – NSW will be banning no-fault terminations of residential leases as of 2025

Key takeaways: 

1. There’s always been a way to conceal the identities of the buyer and sell and that's through companies and trusts. “What I've worked out - at least with the New South Wales Land Registry - is how to conceal the price." - Jared Zak
   
   
2. New regulations in Queensland will impose significant liability on whoever drafts property contracts. This means buyers will potentially be able to rescind right up until settlement.
   
   
3. Victoria's new stamp duty concession is not just for first-time homebuyers, it's for everyone, including investors regardless of sale price.
   
   
4. From 2025, the New South Wales Government will ban no-fault termination of residential leases. This is in line with other states' trends, putting more pressure on landlords.

Jared Zak is the Principal Solicitor & Founder of Dott & Crossitt. He has around 20 years of experience in law and finance. Connect with Jared Zak 

There are 3 types of agents, which one are you?
 
 
 And if you’re a vendor – I would pause listing now and launch on Boxing Day
 
 
 My Clearance Rate: 8/13 SOLD
 
 

‘Larry The Liar’ is really struggling to make sales at the moment. 

Because up until a few weeks ago, he had a reasonable chance of selling at the figure quoted in the listing. 

Today, however, Larry The Liar has his vendors screaming at him about why all the offers are coming in tens of thousands below their 'hope-to-get' price.

Vendor management in a buyer's market means that you need the skills to deliver hope without backing yourself into a corner.

In this role-play, you will see how I win the listing and allow for future price alignments.

The entire training is only in the Real Estate Gym

Why I’m furious with THIS SOLICITOR.

Listen to the story of the VENDOR’S FRIEND who ruined the sale.

Should you still put your property on the market before Christmas? Here's my advice...

Your problem is not lack of listings in the market - your problem is lack of transparency.

John McGrath reveals what frustrates buyers the most (and how you can win them over).

Login to the Real Estate Gym for the full training, including what you need to focus on daily for the year's final quarter.

He purchases a $4.3m property whilst everyday Australians are forced to put their property on the market!

We’re seeing big auction volumes nationwide with an oversupply of listings. 

There won’t be an interest rate anytime soon.

How much do Buyer’s Agents make if they're good?

My Clearance Rate: 5/10 SOLD

Why would one of the most successful agents in Australia want to leave the industry?

Matt Lancashire is widely recognised as one of Australia’s leading real estate agents. He is the Principal at Ray White New Farm, and his team consistently sells over $275 million worth of property each year.

But his mental health battle with social media trolls made him consider quitting real estate. It wasn't until he realised this important insight...

In this interview, Matt reveals the advice he received from a psychologist to overcome this adversity and rekindle his passion for real estate.

If you’re battling social media trolls, apply this advice to build mental resilience.

October is Mental Health Month. If you or an agent you know you know is struggling with mental health, please seek professional help.

The full interview is only in the Real Estate Gym

Overall, the supply of listings is outstripping the increase in buyers.

 My Clearance Rate: 4/9 SOLD. 

They were all a grind and it will be like that until Christmas.

What was it like in your market? Comment below 👇

Did you know... There are ready-to-sell vendors in your area right now, and these leads might be going to a competing agent!

✅ Have ready-to-list vendor leads delivered EXCLUSIVELY to you (2 out of 3 homeowners from this platform typically go on the market within 90 days).

✅ Only pay the referral fee once you successfully sell the property. PAY $0 UPFRONT.

✅ Win more listings and become the dominant agent in your farm area

SPECIAL GUEST: Aaron Hill, Director at Ray White Sunbury and 2x Winning Agent for Channel 9's The Block (2022, 2023)

This webinar is sponsored by LocalAgentFinder: https://www.localagentfinder.com.au/tompanos

Real Estate Market Wrap:

•  Overall, volumes are significantly down due to the Labor Day Long Weekend. Yet, there’s been decent levels of auctions, compared to other long weekends. 
•  Don’t read too much into the Clearance Rates today. Because when you have significantly reduced sample sizes – it’s not indicative of what the market is really doing.
•  I was appalled by this agent who wanted a Double-Header “Commission” 
•  This auctioneer couldn’t handle a buyer and everyone was scared to bid. 
•  How much money do real estate agents really make? There are 3 types. 

Currently, we have an oversupply of listings in all markets (including Perth). Agents who are not skilled at ‘narrowing the gap’ will have lethargic stock levels. Here is what to do between now and Christmas to get your listings sold.

Before Matt Lahood was the Founder & CEO of The Agency, he'd been an outstanding agent for decades. He reveals his technique for closing the gap, and preventing underquoting (or overquoting).

The entire training is only in the Real Estate Gym. Train with the top 1% of agents in Australasia

Real Estate Market Wrap.

Let's have a look at the facts:  

• There are 8.5 million properties in Australia are investment properties, housing around one-third of the population
• Nearly 50% own just one property 
• The profile of a typical investor is someone earning less than $100K a year; it’s the school teachers, firemen, plumbers, nurses
• If the Government mucks around with negative gearing, those 8.5 million investment properties will be affected.
• We’ve got to look at Underquoting Laws. Ironically, it's the fair agents that quote the right figures that aren't getting buyers coming to the property. And agents who underquote get 8-10 people to an OFI and end up getting the property sold. 
• We have an oversupply of listings across Australia and it’s the killer to capital growth.

My Clearance Rate: 12/16 Properties SOLD

Who to Call:
- Identifying high-potential contacts: past clients, current prospects, and leads that went cold.
- Targeting property owners who may be considering selling during the spring season.
- Segmenting your database for maximum effectiveness in outreach.

What to Say:
- Scripts and dialogue frameworks for engaging with leads and clients.
- Techniques for creating urgency and addressing common objections in the spring market.
- Tailored messaging to different client types (sellers, buyers, investors).

Maximizing Results with Effective Communication:
-How to frame conversations around market conditions to motivate sellers.
- Building rapport and trust quickly during initial calls.
- Overcoming client hesitations due to interest rates or economic uncertainty.


This webinar is sponsored by Meson Agency 

One of the biggest reasons sales fall through the cracks at the last minute is because agents weren't transparent from the start.

Often they haven't disclosed the full contents of the Building & Pest Inspection / Strata Report.

Poor buyer management not only costs you the sale, but also affects your reputation.

In this webinar, Matthew Everingham, who is consistently ranked in the REB top 100, reveals the tool he uses to significantly increase his list-to-sale ratio, and grow his rent roll.

This webinar is sponsored by Before You Buy

1. It’s becoming a better market for buyers; there are signs of oversupply.

2. Which suburbs are The Banks most concerned about?

3. The Hypocrisy re: Chinese Buyers

4. My RANT on the RBA’s Christmas party budget 


My Clearance Rate: 5/10 SOLD (50%) 

Tom Panos with Avi Khan from Ray White and Warwick Steele from LocalAgentFinder to discuss the transformative impact of LocalAgentFinder's services on the real estate industry. The conversation delves into the best practices for converting leads into listings, emphasizing the importance of speed, intent, and strategic follow-ups.

This webinar is sponsored by: LocalAgentFinder

Gear up for the influx of stock, it's crucial to recognize the overarching market dynamics and understand how to maneuver through the intricacies of buyer behavior and economic policies. 

The spring tide is in, and those who aren't prepared will find themselves adrift.

Despite high sales, many vendors are lowering prices to match buyer expectations, particularly as the market prepares for a surge in listings.

December is the month for bargains. Don't miss out on the opportunities ahead!

• Scripts & Dialogues: Improve your ability to demonstrate the benefits of VPA and handle all types of objections.
• Strategies for High-Volume Sales: Hear from Meagan Muir on how she effectively uses VPA to help her sell 100 properties a year.
• Targeting the Prestige Market: Marcus Chiminello reveals how to attract and service high-end buyers.
• Build Your Personal Brand: Learn how to grow your personal brand at an astonishing speed.
• Case Studies: Learn how to replicate these success stories in your own business.

Special guests:

• MARCUS CHIMINELLO: He is widely recognised as one of Australia’s leading agents. Marcus specialises in selling prestige homes and luxury developments with an average sale price of $5m in VIC
• MEAGAN MUIR: She is one of the standouts at AREC 2024. Meagan runs a high-volume business selling over 100 properties a year in QLD
• Co-Host: SETH WATTS: The Real Estate AI Guy

This webinar is sponsored by CampaignAgent

The market in Spring is going to be extremely challenging. Buyer volumes will not meet listing volumes.

And this is the story of THE WORST BUYER!
 
 My Clearance Rate: 10/12 SOLD (+2 more tomorrow)
 
 

As an Indian immigrant, Taney Jain came from humble beginnings. Today, he's spoken on the AREC stage, and consistently made over 100 sales a year in his previous office. At his new office McGrath Werribee, Taney has made a record 90+ sales within his first 6 months.

In this interview, Taney reveals why the traditional A, B, C Pipeline is outdated and this is the Formula to Target Hot Sellers Now!

The full training is only in the Real Estate Gym

Become The Attraction Agent With Powerful Social Proof: Starter Pack

✅ The techniques for effortless prospecting
✅ How smart agents use 360 degree marketing
✅ How to create a magnetic video for listing leads
✅ How to be seen as a credible thought leader in your market

Special guest marketing expert: Bryce Holdaway

Bryce is one of Australia's leading marketing experts. He is the co-host of 'Escape from the City' on ABC and 'Location, Location, Location' Australia on Foxtel’s Lifestyle Channel. His podcast, The Property Couch, attracts over 16 million downloads. Bryce will share his expert insights on creating engaging content and how to use storytelling to captivate audiences and grow your personal brand.

This webinar is sponsored by Wingman Group

Since transitioning from a non-real estate background, Avi Khan has leveraged his leadership expertise and innovative approaches to achieve results. 

Avi currently operates one of the top-performing real estate offices, well known for integrating technology whilst maintaining traditional relationship-building practices. 

His dynamic approach has been instrumental in training new agents and shaping the real estate industry.

• Effective real estate leadership; human-centric management
• The strategic use of technology like data tools such as ID4me and AI tools enhances efficiency and productivity.
• How top-performing agents consistently display relentless work ethic, transparent communication, and adaptability.

This webinar is sponsored by ID4me

Rosy Sullivan, Director & Principal at the Australian Colledge of Professionals has been helping agents stay compliant for over 20 years. 

She reveals:

1. What are the CPD requirements for this current CPD year?
   
   
2. There's a new course requirement: ‘Underquoting and Price Misrepresentation’ is only conducted by TAFE (90 mins online)
   
   
3. Attending training conferences (e.g. AREC) does NOT mean you've met your compliance requirements. You must attend training from a Fair Trading approved CPD Provider such as ACOP
   
   
4. Who has to do CPD and when?

See you in class!

This information is only relevant for real estate agents in NEW SOUTH WALES. 

How a property in Redfern could sell in just 45 seconds? 

And, we take a hard, unfiltered look at the Reserve Bank's recent stance on interest rates and inflation. Are they really addressing the root causes, or just putting a spin on the narrative? We challenge the conventional wisdom that blames consumers for inflation and spotlight the real culprits - government spending, skyrocketing rents, and health services. Brace yourself for a passionate, eye-opening discussion that calls for a more honest conversation about the true factors impacting our economy. 

This episode is a must-listen for anyone who wants to cut through the noise and get to the heart of the matter.

I'M FIRED UP TODAY 🔥🔥🔥

1. What the economists are saying about Interest Rates
2. $4 million property sold in Greenacre
3. The Mortgage Cliff has already happened
4. Appalling advice from Real Estate "Trainers"
5. I conducted a 1 min auction and it sold for $100K above reserve. When vendors ask for a discount.
This was my response...

My Clearance Rate: 8/11 SOLD (2 cancelled prior)

Seth Watts, the Real Estate AI Guy,  shows us LIVE how you can use AI to make hundreds of buyer calls a minute.

The race is on to be the first real estate agent to breakthrough to $20 million GCI a year. Will it be you? 

Why do some real estate agents feel compelled to mislead both buyers and sellers? 

This episode reveals the dark side of the industry and how these actions erode the trust that is so crucial for successful transactions. I dissect how agents misinform buyers about auction prices and create false impressions of competing offers, as well as the issue of misleading sellers about their property's expected sale price. 

Drawing from over 30 years of experience in the field, I advocate for greater integrity and emphasise the importance of real-world experience in training effective agents. 

I also tackle whether flashy displays like expensive watches or cars really equate to professional success.

Finally, I discuss the economic realities in Australia, addressing the high cost of living despite average salaries. 

The boom is coming to an end. Tough times don’t last - tough agents do.

When there’s a lot of stock on the market, PRICING is critical.

Here’s my best advice for agents, buyers and sellers...

1. It’s harder than ever to put the deal together

2. Rents are stabilising

3. The fascinating thing about EBU models: Volume is vanity, profit is sanity

4. My thoughts on Happiness

Matt Lahood, CEO of The Agency, reveals his best Scripts & Dialogues and techniques for Vendor and Buyer Management. 

Matt explains:

• How to get buyers to experience FOMO
• The tendency for agents to fall into the trap of becoming the “Second Vendor”
• How to have the difficult conversion about price alignment with humour using The 'Haircut Analogy'

The full training with Matt Lahood and many of the top 1% of agents, is only in the Real Estate Gym

Greetings from Copenhagen! I’m here visiting my daughter (who’s studying uni) and enjoying quality time with her.

But I felt the urge to expose this disgraceful act - so that you can prevent other agents from trying to steal your listings

I got off the phone with my coaching client who explained that the other agent (who lost the listing), called the vendor on the eve of their auction to sabotage the sale!

THIS agent claimed to have “buyers” who would pay hundreds of thousands over reserve for her property. He advised her that she would be leaving money on the table if she didn't give him the listing once the current agency agreement ends.

This is how I coached my client through it and called the other agents bluff!

1. I reminded him that in the Set-to-Sell Meeting, he would have already preempted the vendor this would happen. And she’s done the best thing by being transparent with her listing agent. Get the steps for Set-to-Sell Meeting
   
   
2. Why would anyone pay hundreds of thousands over reserve, for a property they haven’t seen? Point out the logical fallacy
   
   
3. Back yourself using the Conjunction Sale Technique to expose the other agent!

Unfortunately, in a tough market, these deceitful acts are happening more than more often.

I will train you on how to protect your listings and your vendor’s best interests in my Real Estate Gym training portal.

There are less than 3 hours left to get 14 days FREE extended access on the annual or monthly plan and claim this investment as a tax deduction*

Offer ends at midnight 30 June 24


*Please check with your tax accountant to confirm this deduction. All prices are in AUD.

Learn how you can become a household name in your target market - without being intrusive - using the legendary 'Mat Steinwede System'

This is the formula Mat Steinwede used when he had zero database and his team still uses it to saturate the market.

In the Real Estate Gym, Mat also reveals his listing presentation formula, and the 3 biggest mistakes agents often make at the listing. Plus you get the entire downloads and access to the entire course: Mat Steinwede's Negotiation Masterclass.

Join before 30 June 24 and get 14 days of extended access - FREE!

• If rates go up
• If rates go down
• If rates stay the same
  
  

Prices are holding up reasonably well because of a lack of supply. 

How buyers and sellers can take advantage of the market right now.

My Clearance Rate: 7/13 SOLD

What's the worst piece of business advice Gavin Rubinstein has ever received, that he still uses to this day to achieve massive success?

LAST CHANCE to join the Real Estate Gym for $1

Offer ends 16 June 2024

This is the call you need to make right now to create listings & make sales in Winter. It's the "Emotional Buyer Call".

All the Scripts, Dialogues & Strategies to make sales this Winter is only in the Real Estate Gym

Join for $1 and get 14 days of UNLIMITED ACCESS 

Offer ends 7 June 2024

This is the patchiest market I've seen in 38 years. 

In layman's terms, the biggest problem with Australian Housing affordability is supply vs demand. 

My Clearance Rate: 9/12 SOLD

As the Head Coach for the REB, it's no surprise many of the agents on the REB Top 100 list are consistently my private clients, and members of the Real Estate Gym

Strong bidding energy today. There is less stock on the market, but there are no signs that prices are softening.

My Clearance Rate: 10/14 SOLD

What do you do when your vendors having private conversations with other agents - particularly in the last 30 days of the agency agreement – and the other agent is saying they have “Buyers”?

Diego Traglia reveals one of the best methods to expose the competing agent and call their bluff! The entire training with Diego Traglia (consistently one of the #1 Agents in New Zealand) and his entire SMS System is only in the Real Estate Gym: https://realestategym.com.au/

The entire training with Diego Traglia (consistently one of the #1 Agents in New Zealand) and his entire SMS System is only in the Real Estate Gym
 
Join now and SAVE $100 off your ticket to AREC 2024!

When you lose a listing, you don't just lose the commission. You lose the personal branding opportunities, the buyer momentum, and other potential listings on the street. Losing one listing is more expensive than you realise.

That's why it's critical to be a Master in Listing Presentations.

Liam Cromarty is a Listing Specialist at LOVE Realty with an 85% winning ratio for ISA listings. In this training, Liam demonstrates the art of defending your commission.

The entire training is only in the Real Estate Gym

When a vendor is concerned about your level of experience, use this approach to demonstrate your negotiation skills and win the listing.

This training also covers what to say when the other agents claim to have “buyers” who will pay more.

All the BEST Scripts & Dialogues to win more listings in the Real Estate Gym

And what would you do in my situation regarding: the agent? 

My Clearance Rate: 4/6 SOLD

Let’s learn from two leading real estate figures on how to make more sales and 'make more time' through the power of a Remote Professional.

✅ How QLD’s #1 agent, Alex Jordan (sold over 130 properties in the last 12 months) works with his 'Wingman' Benj to help him find more prospects, and deliver exceptional results.

✅ How Peter Kakos, who specialises in prestige properties with an average sale price of $11 million works with his 'Wingman' Ray to help manage high-stake sales. The office writes approx. $15 million in GCI.

✅ Find Your 'Wingman':
- Understand how Wingman (aka Remote Professionals) can multiply your effectiveness and efficiency.
- Find your Wingman
- WalktoAREC


This webinar is sponsored by Wingman
 

• 00:00 - Becoming Teflon in the face of rejection and setbacks
• 01:34 - Being detached from the outcome in sales
• 03:18 - The power of social proof in negotiations
• 04:53 - Having multiple buyer inspections for negotiation leverage
• 06:10 - Perceived value in real estate and marketing
• 06:44 - Joining the Real Estate Gym

 Quotes:
 
*   "The more I didn't want the deal, the more they wanted the deal. Care, but not too much."

*   "Smart agents always do multiple buyer inspections. It gives you power in your negotiations."

*   "Wine, like water, is just an odourless liquid. But one of them you buy for $20, the other you get for free. It's all about perceived value." 

About the Guest:
Kate Smith is an award-winning real estate agent from Harcourts in South Australia. With over 23 years of experience in the industry, Kate has established herself as one of the top agents in the country based on volume. She makes 200-250 sales a year with one support staff and automation. Kate sells properties across a wide range of price points, from $880k to $4.5m. Kate began her career as a professional basketball player before transitioning into real estate. She is also a single mother to two young children.

Summary:
In this interview, Kate emphasises the importance of maintaining relationships with past clients and utilizing automation tools like Realtair to stay in contact with clients. Kate also highlights the benefits of using video content, particularly drone footage, to showcase properties and attract buyers. She reveals that the majority of her listings come through referrals and discusses her approach to closing deals as well as juggling career and family life.

Key Takeaways:

• Kate Smith transitioned from professional basketball to real estate and found her passion in the industry.
• Maintaining relationships with past clients and using automation tools are crucial for success in real estate.
• Video content, especially drone footage, is an effective way to showcase properties and attract buyers.

The #TechTuesday training series is a collaboration with Realtair

Interest rates are not going down anytime soon.  Have a look at the unemployment rate. 

My Clearance Rate Today: 11/14 SOLD

Get your AREC Tickets now

Real Estate Gym members get the best-value deal

Stories from the frontline - including the standout Marrickville auction where a vintage three-bedroom charmer raked in $1.3 million, defying the odds in favour of move-in-ready homes. 

And I’ll share the results of the day's auctions, insights into buyer behaviour, and even the peculiar antics of a would-be buyer more engrossed in contract pages than the property itself. 

If you're curious about the real-life theatre that unfolds on auction day, or just want a few laughs and learnings from someone who's seen it all, this is one episode you won't want to skip.

My Clearance Rate: 6/8 SOLD

Let’s face it! Outsourcing has had a bad rap across all industries. So how do the top 1% of real estate agents strategically use Outsourcing to grow their business?

My guests are Daniel Lee, Director at Plum Property (and one of the funniest agents on social media), and Kevin Dearlove, Director at Stone Beecroft.

They will share their firsthand experiences of how they used outsourcing to scale their businesses and helped them achieve unprecedented growth and profitability.

Gain practical insights and actionable tips on how to:

• Expand your market share without cutting corners or paying exorbitant fees
• Keep up with back-office admin demands
• Implement outsourcing within your agency
• Start your journey towards becoming a top 1% agent

This webinar is sponsored by Wingman

Kon Stathopoulos is one of the leading thought leaders in our industry and a real estate practitioner. As the Principal & Owner of McGrath West, Northwest & Hawkesbury, he and his team are writing over $32 million in GCI per year. 

In this webinar, Kon Stathopoulos reveals how he uses Realtair to help him:

• Encourage buyers to make more offers
• Create transparency in the bidding process
• Get the highest possible price for vendors
• Identify hot buyers and sellers
• Create opportunities for targeted prospecting, and more

The tools will enhance your sales strategy, increase listings, and achieve greater satisfaction for your buyers and vendors.

*These techniques will work in both auction and non-auction dominant markets.

The #TechTuesday training series is a Tom Panos & Realtair collaboration

My Clearance Rate: 6/11 SOLD (and 2 auctions tomorrow). 

This market is unpredictable and patchy.

Lots of buyers - but not many sales...

My Clearance Rate: 7/16 SOLD (and 1 auction tomorrow)

In this training interview, Alex Jordan reveals the door-knocking method he and his team use to find prospective sellers. He also shares how he categorises and maintains his database on the go.

Alex Jordan is known as "The 10x Agent". He is QLD's #1 agent 2021 & 2022 (REB), awarded #1 Top Residential Agent QLD, REA (realestate.com.au), named brisbanehomeprices.com Agent of the Year, for 5 consecutive years and McGrath’s number 1 agent nationally.

The full interview 'How To Door Knock with Good Reason' is only in the Real Estate Gym 

My advice to buyers, sellers, and homeowners

What's causing PANIC in the American real estate market?

My Clearance Rate Today: 6/10 (60% SOLD)

Matt Lancashire is widely recognised as one of Australia’s leading real estate agents. He and his team consistently sell over $275 million worth of property annually.

In this training interview, he reveals the meticulous systems and process that new Sales Associates Ben Osborne, followed to make $9.5m in sales in less than 6 months.

Matt has revealed his entire 39-page document on 'How to Write $1,000,000 GCI a Year' in any market. This includes the non-negotiable tasks, the targets, and the processes you've got to have. Because you can't have willpower and luck as your strategy in 2024.

This is only available in the Real Estate Gym. Join now and I will be your coach

My Real Estate Market Wrap, and predictions for February 

It's clear - the fastest proven way to 2x your GCI is to have a support team. Because when you have someone looking after your systems, you can focus on listing and selling.

But...

We also know this can come at a HUGE cost. Not just in finding the right person, but in training and retaining that person.

In this webinar, you will get a detailed framework for how to quickly grow a support team at a low cost.

We will cover:

• The biggest misconceptions agents have about outsourcing 
• How you can rapidly 2x your GCI (ideal for agents who are writing under $500k in GCI)
• The framework for starting an EBU including; job roles and responsibilities
• You will also get expert guidance from Jonathan Bell, one of the leading thought leaders in Property Management.