7 figure Attraction Agent

Forget the ABC Pipeline! Here's the Formula to Find Hot Sellers Now | Taney Jain

• Tom Panos - Real Estate Coach & Trainer

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In this interview, Taney reveals why the traditional A, B, C Pipeline is outdated and this is the Formula to Target Hot Sellers Now!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


Tom Panos:

Tanay is one of my most favourite real estate agent clients and the reason why is I've got this thing about my life. I love seeing from bad to good, I love seeing from poor to rich, I love seeing from sick to healthy, I love seeing a dark past and a beautiful future, and Taney is all of that. You know. He migrated to Australia from India many years ago. Like many migrants, they have to actually go to learn English and meet certain requirements to actually get accepted into the country. He lived in shared houses for many years shared houses for many years, where there are lots and lots of people living in a house to keep the rent low and he also had a personal issue that hit him for six in those early years. But it's 2024 and I'm pleased to tell you that he's one of the real success stories of real estate. He won the my Prospector competition many years ago. We haven't run one in the last year or two, but we used to run my Prospector competitions and that is the person that makes the most phone calls, and what we would do is we would actually, if we're unsure, we would actually just ask for the telephone records, because telephone records could show how many calls and he won it and he won a prize and he came to uh news corp at surrey hills and his prize was a one-on-one coaching session. And I got to tell you I have seen him since then. His audio matches his video, and by that I mean he walks the talk. He now is married, got a kid, bought properties, got a nice car, opened up his own real estate company, used to work for another one. It's been just under a year running as McGrath in Melbourne and today I've asked him to come in because his talk at ARIC in 2018 was so good. Like we normally look, we hardly ever get a person to come back to speak after Arik a second time, but with Tane I know that he wants to and we want to do that at some time in the future. I've actually used him speaking at a lot of my conferences here and in New Zealand and Tane, the people that are on this call and you might have heard the question.

Tom Panos:

You might have heard the question because you were on it when Mel who's starting with Gavin and I know that you've got a good relationship with Gavin and you've got a lot of respect for Gavin he's starting with Gavin in the next day or two. That's Mel, the people here, taney. They are agents who are in the first part of their real estate life, which is getting out there. They're not attraction agents, you know what I mean. They're not getting a lot of referrals. Some are. And I wanted to chat to you today, if I could, is about those early few years, taney. If you can remember those early few years when you were in real estate, I wanted to ask you what were the things that you were saying on the phone. Firstly, how long have you been in real estate now?

Taney Jain:

I'll be finishing 10th year in 17th of October.

Tom Panos:

Okay, and can I ask you, how many listings are you up to? You started really McGrath this year, right? You moved into your office when 14th. November. Okay, okay, right from January now, january 1 to now, how many listings have you guys got?

Taney Jain:

So I started back working from February 1. I've got 99 listings at the moment. I've signed my 99 today.

Tom Panos:

You signed your 99 because January you were overseas, weren't you? Yeah, yeah, tell me what are the things that you do now that allows you to. I've listed so many properties.

Taney Jain:

how do you get your appraisals now, you and the team so I do a lot of things at the moment, but the main thing is the main thing, which is prospecting. But I've divided the prospecting into different sections and in the past in 2018, I used to have pipelines A, b and C. I have got rid of them. There is no pipeline A, b, c. There is not hot, cold, warm. I believe everything is hot because, as you said, that people buy, sell houses based upon their life, not based upon the market. So what I used to do before that the cold ones were becoming hot automatically because they said they're not selling, but six months they automatically sold the house and are lost. So everyone is hot. So what I have done is I've divided into different sections. One is cold calling, which is generally cold calling around the area. Then they've got warm calling, and warm calling is different kinds of warm calling I do, which is my past buyers who have bought from us. There's past open home buyers who have registered with us on open houses may not have bought from us, but may have bought in the past, in 2020, 21, 18, with different real estates.

Taney Jain:

Past appraisals I have done which have not come on the market. That's coming in the warm data as well and then expired listings, which I'm big on that. So what I do is I make an Excel sheet of different agencies in my market as soon as their listing comes up on the board. Myself and my team put their data in the system. We got an Excel formula put up which automatically counts the number of days it's on the market and we color-coded red as soon as it goes to approaching to 80-plus days, and there are different color codes on that. When it's 60, it's yellow. So we started calling them from ID4Me. One of the persons starts chasing their numbers.

Tom Panos:

This is hot advice, because what he's doing is the timing of when you contact people is also very important, right? Obviously, calling them in their first 10 days of the agency agreement is a long way before they're going to be in a position. And what Taney is saying is yellow day 60, red day 80. During your prospecting blitz, I had a real estate agent text me to tell me ever since he started using a new script I gave him, he's been getting more listings for listings that he had gone to that hadn't signed them up. And I want to explain it and I'll share it with everyone.

Tom Panos:

You know, when you go to an appraisal and you don't sign it up and they say to you okay, thank you so much, leave it with us and we'll come back to you. And you try, you can't get it. You don't want to come across too pushy, right? So then what you do is it's awkward, because you ring people up a week later. How are you going? Have you made up your mind? It's that awkward feeling where I don't want to be pestering them. I don't want to sound like I'm desperate. So what I used to do, taney, is I knew it was awkward. What I used to do, taney, is I knew it was awkward, so what I would say is that's given you a test ride of the real estate gym. In the real estate gym, we've got all the information you need to succeed, whether it's prospecting, listing, presentations, scripts, dialogues, how to actually have the best templates and have a process-driven business. You can join the real estate gym. The doors are open now and it is less than one coffee a day as an investment.