7 figure Attraction Agent

Maximising Productivity | The Power of Tech + Offshore Talent with Realtair & Wingman

Tom Panos - Real Estate Coach & Trainer

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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/

Nick Georges:

We're live.

Tom Panos:

We're live. Let the people in. Boxing Day sale has begun. Let the people in. Let them in. It's going to be our biggest boxing sale day ever. Let the people in. Let the people in. Why? Because today, ladies and gentlemen, we're going to be doing a hybrid. We're going to be doing a hybrid webinar. There's not just one or two, there's three different organisations involved, and what we're really going to be focusing on is how your competitors might be using remote professionals, getting appraisals at the moment. So there is a poll, and I'd like you to participate because it's going to help us shape the conversation. Are you using any tech or offshore? Now, I'm confused about this question, so I'm going to have to need to give it clarity, because the writer of this question says are you using any tech or offshore? Well, as far as I'm concerned, I think everyone, everyone is using. Why is it saying this?

Nick Georges:

What are?

Tom Panos:

you confused about.

Nick Georges:

It's very simple You're either using tech or offshore like everyone, or you're using both or neither. How is that confusing?

Tom Panos:

Susan, are you using tech? Everyone's using tech. No, one's not using tech.

Nick Georges:

Then that answers your question. Thank, you.

Tom Panos:

So, ladies and gentlemen, guys and girls, what I'm excited about today is anyone that's been listening to my training of late is my obsession with the leads that are not the hot leads, but the medium and the cold leads, and the reason I've been obsessed with those is that no one's really talking to those. It seems like the whole real estate industry is obsessed with picking the easy one, the now seller, and the problem that you've got with the now seller is everyone wants the now seller and because everyone wants the now seller, you've got too many agents on the now seller is everyone wants the now seller and because everyone wants the now seller, you've got too many agents on the now seller fighting for it right at the end and essentially often the way you're going to win that business is by lowering your fee. What I want to speak about is how do you nurture, have top of mind awareness, how do you nurture have top of mind awareness and how do you ensure that you've got a pipeline of listings that keep coming through every month? And I'm pleased to let you know that after my meeting with the two gentlemen, it reinforced to me that what a lot of my real estate gym members who are using remote professionals to get price updates done, are telling me it is the best decision they've made. So, to kick it all off, I'm just going to quickly run through some of these results that have come through. Then we're going to introduce our thought leader of the day, Nick Georges.

Tom Panos:

Tech and offshore. Are you using any tech or offshore? 15% say they're doing both Tech. Only 26%. Man, that's bizarre. So, Susan, I'm going to take that back, because you're telling me that only 26% are using technology. Well, three-quarters of you. Where are you watching this on, then? Right, Do you have a computer? Right?

Jake Mackenzie:

I think people have interpreted as automation platforms that's what they mean by tech is.

Tom Panos:

That is that what we mean, you think, but like using automation yeah, okay, sending a digital price updates okay.

Tom Panos:

So offshore support only 5%, no, 55%. Nick Georges on my right well, I'm not quite sure the way Zoom's showing it on your computer, but they all know you are because you're famous now. You weren't two years ago, but you're famous now because Wingman's made you famous, nick. Actually, wingman's made you famous, wingman's made you famous. Wingman's made you famous. But I've got to say to you you needed to become famous because your thought knowledge was being negligent, not being listened to. So the fact that you've got a platform now means that they can hear Nick Georges' view on life, which you've got a view on two main topics, and one's PM and one's, you know, offshoring. They, to me, are the two big things. So, nick, firstly, how are you going?

Nick Georges:

Very well, tom, thank you for that very flashy intro.

Tom Panos:

Yeah well, I wasn't going to tell him the other intro that on March the 25th I played against him in pickleball. And don't get me wrong, he's a good tennis player, right, and I'm not. You know, I'm a soccer player, I'm not a tennis player. But I played him in pickleball. And then he said something along the lines oh, it wasn't my day. And then I pulled out my phone and I showed him that I'd had radiation at 12 o'clock and he just swallowed his tongue and he just sort of kept quiet and realised that wasn't the right one. When are we going to play again? Nick, I think I'm all healthy. When are we playing again? I?

Nick Georges:

think it's interesting you bring up the first time we played and not the other four times we played after that, where I think I blew you off the court right.

Tom Panos:

I'm not quite sure whether your recollection of the final results is exactly as mine. Let's leave it at that. I want to ask you, Nick, what do you reckon the evolution of Wingman right? So I actually met you in the park, at Five Dock, Rod Park, right, and you know, at the time you were the head director of one of the largest groups in the country, overseeing their property management department, and it was was that meeting about two years ago, Nick?

Nick Georges:

Yeah so it was a bit over two years ago. It was a bit over two years before we met.

Tom Panos:

Okay, so, Nick like there's heaps of players in the real estate space, mainly tech companies. In the last few years there's hundreds of them For every 20, one starts getting a bit of attention. I'm generalising. I could be wrong. Could be one in 30. All I'm saying is the odds aren't great if you're hitting real estate. Everyone wants to get the eyeballs of the agents. What do you reckon Wingman has had so much cut through? And tell me a little bit about the evolution of Wingman.

Nick Georges:

Yeah, I think at the start, when Johnny Bell, who I think a lot of people on the call have met who have heard about, at the start it was very much solving an admin problem.

Nick Georges:

Uh, the evolution, the evolution of wingman has has been built on actually standing alongside businesses, and the word, the word that comes to mind when I think about the evolution of wingman is um, optimization, um and um, like. Like you mentioned, there are new tech and new sort of things that come onto the market regularly and very few of them stick. And I think one of the reasons for this alignment with Wingman and real tech is because, one, obviously they're solving a problem, but two, they're actually allowing not only businesses but agents to work at an optimum level, and I think the cost efficiencies and all that do play a part. But it's about how do we allow businesses to work at their optimum, and I think that's been something that Johnny and I have continued to fine tune over the years, over the two years we've had the business, and we'll continue to do as we evolve and get deeper and deeper into the industry and deeper and deeper into offices and operations across the country.

Tom Panos:

Yeah, I like that word, optimum level, which is essentially saying trying not to necessarily make people spend more money, use more time, but in fact the opposite, where it's running at BIW best in the world, where you just are adjusting things and, like I've been unsure about how remote professionals could do more than admin, I always knew the admin.

Tom Panos:

I mean I've got admin people that work in. I mean a remote professional that's in my team is sitting here, probably right now behind this screen, because it's part of their job description. But I've always been mindful, nick, of what is it, and I mean when we went to the Philippines last year and I know there's another trip this year, when we went to the Philippines last year and I know there's another trip this year. When we went to the Philippines, I can tell the English in that country and the competence level of people means that all the admin side of real estate could be done with some basic guidance and training at the start. But tell me a little bit more about using remote professionals beyond the admin task and then I'm going to introduce to you our other guest that's on here.

Nick Georges:

Yeah, I think it's important to understand. I go back to the word optimum. It's important to understand what do you want to achieve as a business and as business owners, as high-performing agents, as leaders? In any real estate business, you get approached on a regular basis by the next tech, the next best thing, but actually, if you dig deeper, what you're currently using in your business is probably sufficient enough. It's just not being used correctly.

Nick Georges:

So I take realair, for example. There are thousands of agents that are using Realtair across the country, but do they understand the actual capabilities of the platform? And where we've come in to partner with Realtair is we have a solution where we will actually have someone run Realtor and use Realtor to its full capacity, which will, in turn, allow you to generate more listings, work at a more efficient level and ultimately help grow your business. So, in terms of the actual detail of what they can do, I mean I'll let Jake talk to it, because obviously he works at one of the most high-performing sales businesses in the country. But I always look at a platform like Realtair and obviously Wingman in collaboration with it is. There's data, there's efficiencies and then there's growth. And how do we plug into that and allow businesses to flourish and do what they should be doing agents should be doing, and that's face-to-face, belly-to-belly doing the deals and building the relationships. Okay.

Tom Panos:

Beautiful. Now, Jake, we've been on Zooms together in the past, but it's always been in your capacity role at Realtair when you were working in executive sales role there. But since the start of this year you have been heading in sales one of the big real estate businesses in Australia, Manor, and we're actually using ManA as a case study. So, Jake, good to see you again.

Jake Mackenzie:

Always good to be on a webinar with you, Tom and Nick as well, Okay, so just bring everyone up to scratch.

Tom Panos:

Jake McKenzie is Head of Sales at MANA. They do around 800 sales a year. I think they do around 1,000 rentals significant business, lots of million-dollar agents. In addition to that, jake is one of the most accomplished real estate auctioneers in New South Wales, works with Ben Mitchell and he understands auctions, he understands media and he understands real estate. He understands media and he understands real estate. And um, jake, um, yeah, so, yeah.

Jake Mackenzie:

So firstly, does manna use real tear? Yeah, absolutely. We've used it for um well before I was there. I've been sort of calling auctions with manna for the last three and a bit years, but even prior to that, um, the very first thing we we got real tear in for was actually digital documents. With 800 sales a year, we ran out of space to store contracts. So that was the original reason that we put Realtair in place.

Jake Mackenzie:

One of the biggest things that I wanted to change, getting into the business, is using the price update or the market update inside of Realtair and, of course, with that, what we'll sort of talk through today is it's time. We're in the business of time. We're all busy as agents. The last thing you want to be told is that you've got to do something else in your day, and also, on top of that, is remaining consistent with any sort of prospecting that we do. So a big part of what I did and we're still we're not perfect, but we're doing pretty well at it is getting the price update or market update into the hands of the agents. No-transcript.

Tom Panos:

So, jake, did you sell and introduce Manor to Realtair, or did they have it before you were at Realtair?

Jake Mackenzie:

They had it before. So it was actually Ben because he was at Realtair as well, so got Realtair into Manor. They were one of the sort of early, early customers of Realtor as well. So I got Realtor into MANA they were one of the sort of early, early customers of Realtor. As that product grew and the platform stitched together with Pitch, sign and Sell, we use it holistically now, all the way across from prospecting documents. All of our auctions are live streamed and digitally logged as well, so we use the whole product.

Jake Mackenzie:

But probably one of the biggest benefits that we've had is is the market update and actually getting all of the tens of thousands of clients that sit inside our database onto a prospecting sequence.

Jake Mackenzie:

So we're starting to minimize a lot of the leakage that comes through because we know as agents like you said before, tom every agent's focused on the three percent of the market that is in real estate mode, but the 97% that's not, and that's the stats.

Jake Mackenzie:

How frequently are we talking to them? And I sit in the office every day and I listen to the agents saying hey, they're making their prospecting calls, there's no appointment to be booked, so we'll call you back in three months. But do they do that and if you're looking at your office and your prospecting sequence, do you have a process to make sure that you will make that call or at least that client will receive something every month or two months or three months, such as a price update with real tear? And on top of that, why do I have to do that as an agent? Why can't someone else do that, such as a wingman, remote professional, so that pretty much the prospecting and nurturing of the database is all but automated by you not having to do anything apart from set it up and get it happening?

Tom Panos:

and I'm particularly if I jake and nick if you actually have a look at this slide here I've just brought on, if we turn around and look at categories of leads, right, and for the purposes of my own thinking, I like to compartmentalise hot, zero to 60 days. They're coming on the market. Medium, 60 days to six months. Cold six months and over Jake and Nick, it's running at the highest level of these two Because I reckon that most real estate agents are reasonable at this and this involves a lot of conversations on the phone. The hot ones because they're coming on the market in August and there's going to be a lot like hey, listen, we just sold that. I've got this property here, I've got this buyer. They had 1.5. They missed out on that one. I reckon as soon as we get yours on, I want to get them through.

Tom Panos:

But medium and cold, with thousands of people on the database, we do need to have a process that's a nurture, sustain, touch strategy and I think pretty much for all of these. Here the buyer-seller is another category lead. I think you've these. Here the buyer-seller is another category lead. I think you've got to treat the buyer-seller differently as well. They're the ones that say when I buy, I'm going to sell. You've got to give them amazing buyer work. But specifically nurturing the medium and cold leads, I want to ask you, jake, like at Manor, what would you reckon is a reasonable frequency of sending out to the medium and Coles the price update document.

Jake Mackenzie:

Tom, it's an. It's an awesome question For us. We do it monthly and people on the call might be thinking, wow, that's, that's a lot. But because it's such a low key touch point, it's a text message from the agent's number, so it's not. It's not spammy, the agent's number. So it's not spammy. It's not an email, it's not hounding them on a phone call every couple of weeks. We do it monthly.

Jake Mackenzie:

It really depends on your market. Our market transacts enough that there's plenty of new sales happening every month. I find that if it gets too far out, like some do it six monthly, but a lot changes in six months. You think about all the reasons people sell. The house gets too big, too small, you know the bank, or something happens within the family. Those things can happen within a month or two months or three months. So at a general rule, I would say for most markets, every two months, um would be would be a pretty good point in time. Um, if your market's a bit more transactional, you can do it monthly. If it's a regional, more of a slower market, maybe three months, but probably not longer than that, because you're going to get that leakage that comes through and most agents you know the data says around 900 homes is about that, 40 transactions. So it doesn't become overwhelming with the number of these updates that you have to send or get your remote professional to send as well. And that's the sweet spot we've found.

Tom Panos:

Nick, are they a client? Is Madness a client of Wingman?

Nick Georges:

Madness is a client of Wingman. Yeah, absolutely. But it's interesting that slide, tom, about the cold and the medium and the cold leads. Would you agree and say that consistently, top agent agents that are consistently at the top of the tree have nailed that those cold and medium leads, yeah.

Tom Panos:

Yeah, and the reason I say it is that if you're nailing, the cold and the medium leads when they fall into the hot because, let's be clear, every one that is a zero to 60 days at one point was 60 days and over right. So what we clearly know is that these two groups of people that are having touch points have trust at hot stage right. The problem, like I'll give you an example, nick, when I first got into real estate, my boss said to me, tom, that apple tree has got apples on it. Those apples are examples or metaphors of listings. Should you take the apples off the tree now, nurture them and have them, or should you wait till they fall off the tree and then fight with everyone else to get them? And obviously the answer is you're far better off to get them while you can and nurture them right.

Tom Panos:

And what I'm getting at is the people that do this bit good here are in an unfair advantage at this stage here. But the problem, nick, is that real estate is challenging for the amount of work an agent's got to do list, sell, open home, vendor reports, feedbacks, vendor meeting, prospect listing, presentation there, auctions, goes on. Man, if anything's going to crack through, it's these things here. It's these things because they're not urgent, right, it's not the end of the world. But then you've got the same agents complying. I've got nothing in the pipeline, I've got nothing coming, I haven't got any stock. So I noticed the best agents have got this bit covered, as well as what everyone else does.

Nick Georges:

Which is one of the sorry Jack to jump in, which is one of the reasons why we sort of asked Jack to come on. We wanted to. Obviously, realtair is an amazing product and it's working across multiple businesses, but how are we utilising that to its full capacity? And Realtor I'm sorry man are doing 800 plus deals a year. It's chaos, like when you're doing that kind of volume and the agents are performing to us. I think there's something like eight or 10 agents within the MANA brand that are writing over a million dollars, so there are multiple transactions, a lot going on. Mana's now got a solution that is nurturing those cold medium leads while still allowing the agents to do their thing with the hot leads. So it's been a great sort of collaboration between Wingman and MANA and we will. I have no doubt we will see the fruits of the labour that we're doing now over the next three, six months.

Tom Panos:

we're doing now over the next three, six months. Can I just ask, Jake, does the wingman people you have, are they doing the price updates on real tear for you?

Jake Mackenzie:

Yeah, so they're doing it on behalf of some of the agents. So we ran a bit of a comp. Actually we ran a three-month comp for the agents and said look for the top three agents that send the most market updates. We're going to give you a remote professional to send those for a year. So all of that prospecting is looked after for those agents. Now, with that and what Nick was saying before, those agents, I mean they're that busy doing all of the other stuff that comes along with the job. But we know if prospecting is not consistent, we our lumpy months. We got one month we've got five listings and then we sell them and then we've been that busy selling them that we have nothing. We've been not prospecting. So we go back and we've got to start again.

Jake Mackenzie:

But just having it leveling out that wave by having those updates going out every day to that database, it does two things. One, when you're calling and you're actually making those calls to those clients, there's now not ever a reason to want to call someone because you're calling them about that. You're calling them to check in that they've got their market report mentioning a few of the sales. It warms up the conversation and in terms of your cold, warm and hot. We all know a good agent can actually accelerate that timeline. So if you are having more and more touch points with these clients, the chance of you accelerating those cold into warm and warm into hot, so it's not just the nurturing, it's actually getting more business quickly because you have just a better level of conversation with these clients anyway, because you're seen as the area expert.

Jake Mackenzie:

You're layering the prospecting. They're getting these market updates from you every month. We even have people replying to the agent now. So thanks so much. Great. So where typically you know you call someone they don't answer, you might call them again, you might call them again. We've had that. Now Agents are actually sending these and they may not be answering the phone but they're viewing the market update because every time they're viewed you get a notification and they're also responding. So it's just being a little bit more savvy in the way that you're communicating with them.

Tom Panos:

Jake, can I ask how long does an update take? How long does an update take? I'm just thinking some of the questions that people that are on this webinar that currently aren't too familiar with everything that we're talking about how long does it take? And one question I want to ask you specifically is about what's in those and the reason I say it is.

Tom Panos:

I had one agent say to me oh Tom, I'm not going to be doing it because it's cost me a listing. And I asked him how did it cost him a listing? And he said to me that he sent it out and that the client that received it ran into him at the shopping centre and said to him well, the agent said to him I've been sending you a report. How are you thinking? Where are you going to come on? Are you going to come on this year or are you thinking next year?

Tom Panos:

And the guy says I am coming on in spring, but I'm not going to give it to you. And the reason I'm not going to give it to you is that you think my house is not worth this price. And what he's done is he's mistakenly put in a comparable that was around 300 grand less, and you know what people are, like they personally. You know anything to do with your house or your family, like mate, like what you know. So, yeah, how do you, how do you overcome the issue of you know, not stuffing things up like this client did?

Jake Mackenzie:

yeah, good question. I haven't met an owner yet that doesn't think their property's worth more than it is. They're always the same To answer your time question.

Tom Panos:

I'll give you an interesting stat, because I didn't know that what percentage of properties do you, not for auctions but for sale? I want to see what you guys say. What percentage of properties sell lower than the list price as a private treaty? I don't know, we'll see. We'll see. Does anyone want to have a guess? In the total market of Australia, what percentage of property? Let me put it, let me ask you I'll make it even an easier question everyone. What percentage of properties? Alex has got it right first person 80% of properties, according to RP data in their study that they had done, sell for lower than and I understand that because I think every owner wants more than what it is.

Tom Panos:

Obviously, auctions are hard to tame because you can't work out what the owner wanted, like by the day that they list it to the day that they sell it, because often the reserves are actually set on the day of the auction or just prior. Alex, it was a good guess.

Jake Mackenzie:

But look, they're always more anyway. Auctions, tom, you know that they always sell for more than A hundred percent.

Tom Panos:

Yeah, auction, but look, they're always more anyway auctions Tom, you know that they always sell for more than 100%, 100%. Yeah, auction, he's an auctioneer.

Jake Mackenzie:

Back on your question look a minute and 12 seconds. Because I challenged one of the agents how long does it take to send? And he was whinging that it took too long. So I said get your timer out on your phone and do it. But honestly, even if you're not the best at tech, two minutes at a max, because all you're doing is selecting, or you actually shouldn't be doing anything. You should be sending it to your remote professional to do, but all they have to do is select some.

Jake Mackenzie:

Now I don't say comparable sales, it's a market update. So it's not saying to this person here's three or four, this is what your place is worth. So, for an example and this all comes in the communication through to the rp is if the property's worth a million bucks, I'd be sending them everything from 800 to 1.2. Because the idea of this document is you get back in front of them, it's branded, it's personalized, it's from your number, but it gives them a variety of properties that have been selling similar in terms of if it's a house, obviously put houses in. Or a unit, put units in.

Jake Mackenzie:

But you want them to get curious. Oh, if that sold for 800 and it's a three better, and that one sold for 1.2 and it's a five better with a pool. What's my place worth? And then they can reach out if they want to. So that's the the way around. That is, um, it's a market update. Uh, that's why we why the terminology has changed from price update to market update, because it is updating them on the market and in the blurb on that update it does say this is just a market activity. If you want something more specific for your place, click the button below book appraisal and we'll obviously give you something more personalised. Hey.

Tom Panos:

I'm going to put you on the spot because it's been big on my mind in the last 24 hours and that is that there are buyers that are now going to an auction property and they walk out of the property and they don't listen to the agent, they just put that address into ChatGPT and they say please give me the three closest comparables to this property and they're forming their own view. I don't know, jake, nick, you might want to give us input. Do you think that, like some of the remote professionals or even if you're not using a remote professional, you're using Onshore Star would actually pick the comparables or the surrounding sales? Because I think that maybe, if it's a market report like I live in Haberfield and I'd be happy enough for someone to be sending me a report that had surrounding sales you know within five, 10 minutes from home.

Tom Panos:

Do you reckon they could use chat gpt to uh to to work out which ones they should be including?

Jake Mackenzie:

yeah, they could. I mean inside of realtor you can just filter. We link realtor links in with all the the um data providers so you can just go on radius. That's the first thing. So it'll actually pick those up the closest ones first and and they'll put them in um and it's super simple to do because that's one of the things that the agents go. Well, I know how to send it, like how do I teach a person that's offshore how to do the same thing? But you've got to remember number one um.

Jake Mackenzie:

These remote professionals come trained. It's not like they don't know what realtor is Within Wingman. They come, they know what the CRM is, they know what realtor is. They've used it before. Donna, who we've got, she's awesome. She actually she's probably better than me at it, to be honest. She's awesome, she's really good. She knows what it is, she's very thorough and she can pick those comps.

Jake Mackenzie:

So just like you teach your associates to loan a market, the remote professionals loan the market as well. They're not driving around in the car with you, but um price is is. Price is not protected anymore. We used to be the gatekeepers of price as agents and now you can go on realestatecom type in your address and claim it, and it tells people what their property's worth. So, although this is called a market update, really the purpose of this is to get back in front of the client with something that's branded, personalized and automated and it has a system. So the price is just some information. That's all it really is. The key to this is the consistency in getting something of value back in front of that and getting someone's mind to go from not in real estate mode back into real estate mode, and that's the real secret behind it.

Tom Panos:

Yeah, and I think Jake and we're not going to spend too much time talking about the tech functionality of how they all work. But we also know that once you get it out there and we get them back into real estate mode, we also know when they get into real estate mode because the tech allows you to get notified. Hey, it's top of mind, they're looking at it.

Nick Georges:

Right, it's top of mind they're looking at it right. It's going back to your slide about cold, medium, hot time, like the whole thing. For as long as I've been listening to you and a lot of the other sort of top coaches across the country, it's all about how do you get on the shopping list when they are actually ready to make that decision. It's all about how do you get on the shopping list when they are actually ready to make that decision, and if you can find we've got a solution here, this is a huge step in the right direction to do that. Frequency build trusts. We've all heard that, yes, they can go on chat, gpt and get the three classes sales, but can they get a beautiful document that's branded by them in their office, beautifully laid out, that's sent to them? So it's, yeah, it's. How do you get on the shopping list and find really efficient ways to lean on tech and offshoring to do that so you can spend more time nurturing buyers speaking to vendors.

Tom Panos:

Can I just talk Nick, these remote professionals that send them out? Jake indicated to me that he's doing a lot by text message. Do they send them out off a phone there or they use off the CRM system. What are the remote professionals? Are you mainly texting Jake or emailing those market updates?

Jake Mackenzie:

We use text, but through Realtair it sends. So the remote professional clicks SMS and it sends through Realtair from the agent's number. So there's no issues with them having to have their own phone or text or anything like that.

Tom Panos:

Do you reckon to get a remote professional to understand how to actually do a market update and then to send the market update?

Jake Mackenzie:

We did none because Wingman did it.

Nick Georges:

Realtor training is part of our academy. So we actually train them on Realtor during the academy, tier during the academy. And then the second part to that is as part of our integration and onboarding process. There is a discovery session. That's done with the Australian business. We do a download of the tech, the tech stack that that business uses and then we're going to specialize training as to the specifics of that tech. So, for example, with Jake Manor, they told us their tech stack. Obviously Realtier is a part of that. They were very keen to ensure that the digital price updates facet of Realtier was utilised to its optimum. So we made sure that our integration and onboarding team really nailed that before the remote professionals started within Manor. So the whole thought process behind that is they start day one. They know what they're doing for the Australian business, they know the task, they know the process and there's efficiencies being built immediately day one.

Jake Mackenzie:

And that's the reason apart from Nick's a good guy that's the reason that we went with Wingman, because there's so many remote professional businesses out there. But we went and said, hey, this is what we want this person to do. It was the market updates, it was some data admin as well, really role specific. And then Wingman comes back and says, hey, here are the candidates that are actually already awesome at that. They've got previous experience, they've done it. We put them through the academy. So it really is a plug and play in that person. We onboarded them as a normal staff member, as if they were with inside of the business in Manor and from day one they were generating.

Jake Mackenzie:

And there's so many things. We've just spoken about the digital price update today, but there's the proposals. You know we have agents that literally can be walking out of a market appraisal, whether it's through WhatsApp or you can call them and say, hey, I've just left number two, smith Street. Can you generate an agency agreement for me? I need the price between this and that it's an auction on the 7th of August or whatever it might be, and send that through. So it's essentially having an assistant as well, that they don't necessarily need to be there and you've got all the cost, benefits and efficiencies that go with that as well.

Tom Panos:

Jake, do some of your local team do price updates.

Jake Mackenzie:

Yes, yeah, yeah. So some of the agents still do them themselves. It's not all offshore, but we've got a combination of both.

Tom Panos:

Okay, Some of the benefits productivity gains you've seen in this process and does it improve? Like what do you reckon I mean you're smart enough and work long enough to know whether you're getting? Is there a quality advantage at the listing presentation? If someone's been getting one along the way, Do you get a better listing presentation?

Jake Mackenzie:

Yeah, look, definitely. I think it's not the secret sauce. There's no secret sauce to real estate. It's consistency and hard work. But it does help. You know, warming up that data, if they've gotten something off you every month for the last year, you've got 12 touch points ahead of the agent that hasn't done that. And to answer your question about productivity, if you're not doing it at the moment, like, are you going to change as an agent and start doing them tomorrow? Or are you better off getting someone else to do them for you so that at least they're getting done? Because, let's face it, you're not going to get less busy, you're only going to get busier with, with more listings and as your career progresses. So if you're not doing it at the moment, um, and we had a lot of agents that weren't doing it, but now it's getting done.

Tom Panos:

So it's literally gone from a zero to a 100 in in getting done so I've got to say, jake, in my business persuasion and that's what I call it persuasion is critical. So I'll give you an example. Someone calls hey, you know, we're going to hold a conference in such and such. We want to see are you available? What do you talk about? What's your fee? The first question I ask are we connected on social media? Are you on my database, are we?

Tom Panos:

If the answer is no, I have no persuasion there. And it's a real. I've got to actually go off and sell hard because they're calling other people. But if the answer is, oh yeah, oh, mate, I get your stuff, you sent me out this and this and that I think there's already trust in the relationship. I don't need to sell. We can move straight into a conversation. What do you want? This is what's going to cost.

Tom Panos:

So I see both the market update as being persuasion. They're warming it up. I actually see Realtair's pitch document as the digital intro, as being a significant nurturer and a warmer upper, and that, to me, is real persuasion. Right, it's like you're seeing them the next day and you're actually just really priming that client up to have all the information so when you're there that you can actually do business. Jake, when you said to me monthly, I thought man, that's a lot. Thought man, that's a lot. But if you're efficient and it's taking one and a half minutes and it can be done, I can see the value.

Tom Panos:

Because there's the concept called the rule of seven and it essentially says vendors need seven touch points before it really they think that's Jake from Manor, he's really onto things right, because they're getting things left, right and centre. So I think if you were doing once a year right, it will take you seven years to get their attention based on the rule of seven. So I sort of get the concept of you know having at least every three months right, because otherwise you might miss that window of that selling opportunity right. And probably one other thing I want to ask you is how do you select, how do you delegate between an RP doing the price updates and your local team, or is it the agent themselves? Some agents say I'm just doing it and then there's other agents or the company has said the remote professionals are doing it.

Jake Mackenzie:

Yeah, so some agents have relationships themselves with, with wingman rps, and then the company has some as well. So it just depends how they want to do it. It's often, you know, the agents that are starting or earlier in their career. They got the time, they're hungry, they're doing more prospecting, they're doing it themselves. The more established agents that are just face to face with clients doing listing, presentations and market appraisals and negotiation, that's when they're getting them sent by someone else, just from a time perspective.

Nick Georges:

Just on that point regarding real-tier and wingman digital price updates and the like, I think it's important to understand that real-tier and tech and offshoring should be used as enablers in your business. So utilise the tools to their full capacity, but I don't think it takes away from the fact that the agents need to be on the phones, doing the face-to-face and actually building the relationships, these collaborations, this tech and offshoring is all designed to actually give you back more time.

Tom Panos:

That's what it is. Technology is there to complement you, and the complementing is to give you time, and that time can be spent Well. You might choose to go home and watch TikTok, you might choose to go to the gym, or you might choose to go home and watch TikTok. You might choose to go to the gym, or you might choose to make more sales. The bottom line is, it's there for you to choose. The commodity that you'll be given is time, and we clearly know that time is money. I've enjoyed this and I've got to let you know that in the chat box we have got a URL, I think, susan. Yeah, that's what they're called here. It is realtairecomau forward slash Tom Panos. Welcome, nicole, you're only going to get one minute of this because it is 4.44pm in Sydney. We aim to finish at 4.45pm. Thank you, ben, for responding. I want to repeat this is your sign to go to realtairecom forward slash AU. Forward slash Tom Panos.

Tom Panos:

No one from Realtaire is actually on this webinar. Right, we're all talking about Realaltair, but they're not on here. You've had Jake McKenzie, who has been previously at Realtair, now is head of sales at MANA, and Nick Georges, one of the heads of Wingman. Today we've been talking about remote professionals, but specifically on how remote professionals can be using Realtair to be nurturing your database, particularly your medium and cold leads. We talked about the benefits of that, we talked about the value of that, we talked about the mechanics of how long it would take that, and if you feel at the end of this webinar that you want to take the next step, the URL we've given to you and at the same time, it'd be crazy for us not to mention if you want to join Wingman as a client and get access to a remote professional that can help you do a lot of things in real estate, including the nurturing of the data.

Tom Panos:

But I actually think to myself, nick, that there are so many of these remote professionals now that are doing this sort of stuff, which I'm just going to share my screen here. They're doing this sort of stuff at the moment. So many of them are actually getting a combination of red and blue here. They're coordinating diaries, they're executing marketing plans, they're doing heaps of admin right, they're turning around and, by the way, everyone, may I suggest that you pull out your mobile phone if you're trying to work out roles, descriptions. This is your time for you to take a photo of this, because divisions of labour and making sure you've got the right people doing the right jobs is what makes a business extraordinary, and we've had a great 45 minute. Jake, good to see you. Thank you, tom, always a pleasure. It's always a pleasure as well. Say hello to Ben and say hello to the great team at MANA. Nick George will be seeing you on a you, or Jonathan Bell, I think, tomorrow on an event. How do people get Wingman?

Nick Georges:

Wingmangroupcomau. I think the link is in the chat bot, or you can reach out to me directly on socials, linkedin. I'm sure you'll find me somewhere. It's everywhere. Well, I've got to hand it to you, nick. I'm sure you'll find me somewhere. He's everywhere.

Tom Panos:

Well, I've got to hand it to you, nick. You've been highly intelligent where you've gone out there and you've been educating, not selling, and that's what thought leadership is. Thought leadership is getting people's attention by adding value and not asking for something, but giving them something and then getting their attention. So when they need you, they come to you, and I think a lot of wingman success has come because that's the approach that you've had alongside your fellow leaders Rostrum and Jonathan Bell. Ladies and gentlemen, that's our time. Thanks, tim, thank you.