7 figure Attraction Agent
Tom Panos interviews leading real estate attraction agents. These agents share their strategies for writing 7 figures year after year. Simple, powerful and effective - you can apply these tips to grow your real estate business today. For more FREE tools visit: www.tompanos.com.au
7 figure Attraction Agent
The Discipline to Sell 1 Home Every 48 Hours 🔥 Diego Traglia x iD4me
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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
elcome And Prospecting Reality Check
SPEAKER_03Let the people in, let the people in. There's already 120 people rushing through the doors. They're all got a thirst for how am I going to become a fanatical prospector? How am I going to become a real estate agent that is able to avoid distraction, have time to do it, and at the same time do my vendor management, do my listing presentations, do my nurturing, make sure that my marketing's will look after my team. I know it's all hard. But I've got to tell you, you're going to borrow from someone that's done it all before. Diego Traglina sells a house every 48 hours. One of the great real estate agents in Australasia, a long-term client, and I consider a mate as well, because he makes me laugh. He makes me laugh, and I love his history. Came from another country, was a DJ, and uh apparently a very good DJ. But today he is celebrated as one of Australia's Australasia's best real estate agents, works with the Harcourt's brand. Hello, Diego.
SPEAKER_02Hello, Tom. Hello, uh, Don. What an intro. And uh don uh Tom, it's been a few years since last time we've done uh a webinar like this. So very much looking forward to it. And isn't it funny how things evolve, but the basics are the same, right? Technology, AI, all of that, but really the basics are where things are to create a brand, to create an attraction business.
SPEAKER_03And I'm Don's Don Toomey from uh ID for me, who is one of the execs in New Zealand for ID for me, a senior account manager, will also tell you as good as ID for me is, and as good as I AI is, I'm letting you know you still gotta pick up the phone. You still have to pick up the phone, and I know that there's a lot of AI going out there saying the world has changed, but right at this moment, I haven't seen a quality enough phone call through AI in prospecting. And today we're gonna have a good conversation, but I'm gonna start off. Don, I'm gonna say a big well done to ID for me because I've been listening to real estate agents and I've partnered with ID for me for a couple of years, and uh you've had a massive increase in data in one short period. Uh, I don't know what you did, whether you went out and purchased all this data, but to me, it's been like it hasn't been like a 10% increase. I actually think to myself, it's been probably like you told me what has actually happened with the data before we move on. And we're not here to do a product demonstration. The 340 people that are on here want to actually get more listings and hear about what Diego's doing to actually be one of the best. But what's actually happened with the data ID for me?
SPEAKER_01Yeah, exactly, Tom. You know, this is all about Diego and kind of how he's gotten to the level he's at now, you know, team Diego. But in terms of ID for me, uh, we've had a massive uplift in, you know, data, like you said. We have you know a lot of new tech staff who are joining us putting this data together. And in Australia, we have you know close to about 90% of the population in here. So if you're trying to find someone, you're gonna be able to. In New Zealand, we have over 2 million mobiles and emails with another 300,000 going in at the end of the month. So we're gonna get to that kind of 90% stage very, very quickly as well. So, you know, we can do and kind of work on what you and Diego will be talking about today of how to become a top agent.
SPEAKER_03Okay, beautifully said. And I'll tell you, one of the things that ID for me has done in the world of prospecting is got rid of a big headache. The headache was, who do I call? And what ID for me was able to do is to provide a powerful list of people. And I'm gonna tell you straight powerful lists equal powerful results. So I'm getting someone that basically said the audio has a terrible echo. I just want to see whether that is an isolated issue from one person or whether that isolated issue. It is an isolated issue. So, Kylie, I've got to say that everyone is saying the audio is perfect. Maybe it's back to Harvey Norman, JB Hi-Fi for another laptop. Anyway, I'm being smug there. I know that, and smug's not being nice. Susan knows that. Diego Don, let's start. I want
ew Zealand Market Reset And Lessons
SPEAKER_03to ask you, Diego, when agents talk, before we go on, just quickly, how is the New Zealand market? You know, because I've got to say, in all of Australasia, the hardest market for me in the last few years has been the New Zealand market. Not specifically Christchurch, but Auckland and Wellington particularly, right? How has it been? How has it been?
SPEAKER_02Well, Tom, since the peak in 2021, which was November 2021, in Auckland prices have dropped roughly 25%. Now that's a bubble burst, I suppose, in in the eyes of many. Uh Wellington is higher than that, and the region, some of the region as well, has been quite high. Yeah, Chris which has been steady. Um, however, we you know we're coming from uh basically having to recover a quarter of all property um um losses, right? So from that, we're we're starting from the bottom. Uh, the last three months has been a fair market. There is definitely more urgency from a buyer perspective. Interest rates have bottomed out, uh, so there is more activity in the market across different price ranges, across different locations. Obviously, I specialize in Auckland, but I know other cities, other centers as well are experiencing that. So the start of the recovery, it's here. Prices haven't increased yet, but we're uh I guess we're going to have a couple of easier years ahead of us compared to what we experience, which frankly has been quite tough. I've been doing this for 10 years plus, and and it's uh the last three years had a lot of conversations with with with vendors predominantly where you know they haven't been easy conversations, right? Um, so but yeah, there is definitely light at the end of the tunnel.
SPEAKER_03Okay, so for those of you that are in other marketplaces that have had better times and haven't had 25% price corrections, I want you to keep perspective because often, Diego, I get agents say, Oh, Tom, you know, my owner paid, you know, $1.4 million for it during the COVID boom. And um, you know, they're just basically uh getting offers of around $1.4 million, so they're gonna lose their, you know, stamp duty legal fees. And I'm thinking to myself, hang on a second, hang on a second. There are people that bought their properties for $1.4 that have actually gone off and resold them for $1.1. I mean, I know one in Wellington the other day. They paid 1.7. Now it's got to be something special in Wellington for 1.7, right? Um, and they resold it, Diego for around $1.2. That is a significant correction, like $500,000. Um, so I'm gonna say, let's move on. Let's move on. Because at the end of the day, list what sells, because in any market, if you've got a property that's priced right, it's gonna sell. And if you've got a motivated vendor, so the job of an agent is to go out and get more listings.
hy Social Media Replaces Nothing
SPEAKER_03Jago, when when when agents talk about winning more listings, they often look for new tactics. You know, they're constantly looking for the shiny object, some new way that's gonna do it. In your experience, what fundamentals do most agents drift away from? What is it that you see in your office, in your team, and in people that actually go off track? What is the issue that they drift away from?
SPEAKER_02Unfortunately, we live in a world uh uh whether you like social media or not, and social media it is a very powerful tool. I I have to admit that a lot of business comes through that. But unfortunately, a lot of the newer agents think that just the social media strategy will attract business and will allow them to build a business that they can grow. Um, the reality is that I believe in my uh case, social media only came to uh to to be helpful after I had a profile. I after I was already in attraction business. And I very much when I train agents in my team and I've got a new agent in my team, Sam Junior agent. You know, the basics are the basics now, the same basics that they were 10 years ago. And you know, that it's conversations and it's really having conversations with people and adding value. Give them something that they don't know they need, some information, uh whatever that might be. And and that's the biggest mistake I see. People just see the glamour of a nice social media video, some social media market updates, and they think that if they do that long enough, like Gary V says, they will turn into customers. Unfortunately, with real estate, it doesn't work like that. Uh, and that's the biggest mistake I see people do. And and uh it's an easy mistake to make uh because there is a lot of agents succeeding on social media, getting a lot of traction, right? And you see that as well in Australia, it's it's uh it's very similar to New Zealand, right?
SPEAKER_03A hundred percent. In fact, I'm letting you know uh Diego, I have done a survey of real estate agents who struggled with prospecting, and they said the single number one distraction was their social media. That was the thing that distracted them often. So to kick it all off, I love giving gems out. Those of you that find that you're moving away from doing your calls because you've got an addiction to distraction. I'm gonna read out a couple of platforms and blocking apps on your phone that are gonna allow you to eliminate that distraction. Opal, Freedom, app block, OneSec, and an extreme option is an app called Brick. It's a device called Brick because it locks apps until you tap the phone on the device to unlock them. So, team, and there is, by the way, on your iPhone, there are settings that you can actually go in there without downloading any apps to minimize those. But I want to ask you are you a disciplined person, Diego?
SPEAKER_02Absolutely. I've always follow your mantra. Uh, if it doesn't get it scheduled, it doesn't get done uh from the very beginning. My calendar, where you're looking at this.
SPEAKER_03You know, you're one of my favorite real estate gym students because I love it when I see people that didn't come with a lot of freebies to start off with. I mean, I know your history, Diego. I mean, you more or less went to New Zealand with uh a blank canvas, right?
SPEAKER_02$5,000 in my pocket and started working at Burger King, uh washing cars. I've done it all, right? And so I don't take it for granted. And I am like everyone else, probably, or without stereotyping, but like most of people, I am very easily distractable, right? It's uh and you know, you're talking about those social media apps, blocker ads. Uh for me, I just put all of those icons not on the home page, and that's that's that was the one thing that allowed me to not get distracted, um, so that I could just uh not go on Instagram and spend 10 minutes and wasting that. But yeah, my day is very scheduled. My week is very scheduled. Um, you know, every day there is things that they are on the calendar and I don't compromise. Yes, I might move the calendar around, um there, but however, it's a recurrent calendar, and next week we'll still be there at the exact same time. Because if it doesn't get scheduled, you won't do it. You get busy. You we all get busy, right? And unfortunately, if you don't plan ahead, you're just going to just forget about certain things. And next thing you know, you'll experience those roller coasters that most agents unfortunately experience up and down, up and down, up and down. And that means that you're not growing the business that's you know you possibly want to grow, right?
SPEAKER_03100%. And I think Diego and Don, we're here today because it was actually scheduled, right? And all the 400 people that are here right now, which by the way, that's a good number for a Zoom, right? That's a good number because I find with a lot of Zooms, a lot of people pick it up after the event. But obviously, it's a trending subject, and that's why they're here. And I
tarting From Scratch With Repetition
SPEAKER_03also think they're here because uh Diego is a person that's got a lot of influence and authority in the marketplace. Um, in the early years, Diego, if I want you to think back now, not um in the last two, three years, but particularly in the first, say, three years, um, I want you to tell me how you were building momentum, how you built presence, and also what were you doing to sort of get yourself out there and meet vendors to sign up listings?
SPEAKER_02The basics, right? We're going to be talking about the basics because um, as we said at the start, they haven't changed much since then. And I started not knowing a single person in my market area. Uh, the only person I knew they had a house, they did not list with me because I was a new agent and that was disappointing. But I realized very early that uh rejection was part of the game. And as much as I hate to be rejected, um, it was just part of the daily grind. Um, I remember doing fly drops, and I remember there was 365 houses, no, 356 houses that I was uh dropping every week. The first three phone calls I received, they were all compliance that they were sick of getting my flies on a weekly basis. But really much, I started as a farm area doing it that way. I door knocked expired listing and expiring listing. I called the private sales, I called the private rentals. I literally did everything that I possibly could. My first listing was a general listing, so a listing with another five agents. Of course, it did not sell, um, but that's what I was getting. I was getting the lemons of the lemons. I was doing everything what I possibly could to have my name out there. You know, I needed to have a signboard, I needed to be on the portals. So I could have a conversation with people as a trusted real estate agent. And it wasn't long, Tom, until it was probably in the second year that I realized that it was all about adding value and actually not asking for business. And that changed everything because at that point I was getting a little bit of uh a reputation in the area, and I wasn't the nagging agents that a lot of time people get knocking out the door. I was literally adding value even when I was door knocking, and that was my philosophy from day one.
SPEAKER_03Okay. So, Diego, unfortunately, back then you didn't have the benefit of a list of names, addresses, and phone numbers that you have now, right? So you had to actually go off and interrupt strangers face to face that didn't know you, right? Um, and still, even with ID for me today, I still encourage agents to actually go off and do their door knocking, particularly on their success marketing. Like if they're doing 10, 10, 20, when you get a new listing, 10 either side and 20 opposite. I mean, some groups call it the magic 50, some people call it 6612. All we're talking about is, you know, having saturation conversations and marketing around where the heat is on, where there's a just listed and a just sold. And I think ID for me, Don, off the top of my head, I don't know whether you how hard it's gonna be to be able to bring some visuals on there because there's always people that join the Zoom that are saying, but what does it actually look like, right? Um maybe I'll is is there something you can show, or should I just keep um asking uh Diego some more questions?
SPEAKER_01Yeah, no, I've got something I can show here. So what I've done in the background is just gotten one of Diego's listings up that he's sold this year. Uh and just what you're doing there, the magic 50, the 10, 10, 20s, you know, like you said, you know, it's all about discipline in terms of ID for me, isn't this magic software that we're gonna give it to you and it's gonna get you listings. It's just gonna make your life a bit easier. You know, you still have to door knock, you still have to let a box drop, you still have to layer your prospecting, like you know, any good Asian will. You know, people see Team Diego and see the listing every what 48 hours, I think we were we were told, which is crazy. But you know, day one, that wasn't what it was. You know, the grind is it.
SPEAKER_03If you want to bring it up, and while I was bringing it up, Diego, I'm just picturing those that first part of your life, man. Like that first part of your life pretty much would have just been interrupting strangers who don't want to talk to you. Did you? I mean, during that period, did you think to yourself, man, I'm out of here, man? DJing is where the action is. People were happy, they were dancing, they weren't abusing me. I'm here interrupting people, they're telling me they're busy, they don't want to sell, they don't want to talk to me, they've got an agent. How did you keep going, Diego?
SPEAKER_02Tom, I never had an option to fail. I um I just realized that I just had to keep going and uh thinking about uh why I didn't get that demolarized that I had to quit. It's just I didn't have an option. I had a kid coming along the way. Um, you know, I was the breadwinner, and really I was young and ready to make a name for myself.
SPEAKER_03Okay, everyone, Jem. Have a kid and you will prospect. Trust me. Have a kid that solves all problems. But I gotta tell you, I think sometimes when you set yourself up with no option B, option A does work, doesn't it?
SPEAKER_02Well, Tom, let me ask a question. Like, and anyone that is watching now, and this is hypothetical, and just hear me out for 30 seconds. Like, say that you know you got to book two private viewings and one appraisal today, and you get $15,000 at the end of the day. I think out of the 400 people that are watching now, that it's not going to be many that are not going to be succeeding at booking a couple of viewings and an appraisal, right? If your life depends on it, you're going to be succeeding. So, this is a business that allows you to do that. And I'll tell you what, I wish I had these phone numbers 10 years ago because I can get 10 phone calls done in you know much shorter than 10 door knocks.
SPEAKER_03Beautiful, beautiful. Now, Don, what have you brought up here?
SPEAKER_01Yeah,
sing Data Without Being Pushy
SPEAKER_01so this is basically so one of the obviously I won't go through how the platform works. Anyone who wants to have a demo of me, we can send out a link and we can go through their you know, tailored patch and go through it. But Diego this year, I'm not sure, I think it was a month ago or so, had sold number 86 in Waimumu Road in Massey. So, what we can do is basically come straight onto this and look at the 217 records that we have on this street for people who are going to be attached in the area. So it's still about picking up the phone, like you said, you know, texts, newsletters, all this information here. But what we're gonna get is we're gonna be getting, you know, Nanettes, Ruby's, Harikas, we're gonna be getting their mobiles and we're gonna be getting their emails. So now we can speak to these people, whether it's I sold number 86, you know, I'm Diego, I'm in the area. Would you like an appraisal of your house? As well as just offering value to these people. They may not be interested in selling today, but you know, building up that relationship, not being too pushy even with the sale is gonna help you get listings further down the road. So it's pretty much as simple as that when it comes to searching, you know, a few little things, but we're not here today to go through kind of the ins and outs of the platform. But that's kind of you know, Diego, if you had this 10 years ago, you think it's something that would have uh you know helped you get running a bit faster?
SPEAKER_02Oh 100%, right? Like, you know, of course, it's it's uh that that would have been the dream a few years ago, not even 10 years ago. So it just it's life-changing, right? For someone, especially someone starting out that wants and is you know, wants to improve themselves and get more phone calls done, that this is this is it.
SPEAKER_00Yeah, so look, that's pretty much all the the Wayne Road there. So I'll stop sharing my screen now so we can get back to it.
SPEAKER_03So I'm just reading some of the questions that have come in, you know. Uh Leanne's asking, you know, what do you say to people where you get their number? I don't think Leanne, I'm gonna be honest with you, I don't think it's as complicated as what people think about it. Hey, we subscribe to various databases, your name's on one of those databases. Um, that's where I've got your name from. Like, you tell the truth, like it's not a big thing. Jaeger, what do you say?
SPEAKER_01Can I jump in there, Tom? Sorry, Diego, to interrupt. Just to go one step further than that, you can tell them you got it from ID for me. So, you know, what Tom said there is a great way of kind of moving that conversation along. You want to try and keep them on the hook. But if someone is not happy to be spoken to, all of our data, I saw another question come through about the compliance of it. Every single number, every single email, so about you know, 18 million in Australia, two and a half million in New Zealand is all fully consented to and fully legal because of that. So the people who aren't in the system, that just means we don't have consent to display them. So yeah, sorry to interrupt. That's just uh all fully compliant in there.
SPEAKER_03Jago, yeah. Do you just sort of more or less say that?
SPEAKER_02Well, look, you can hear from the tone of the voice if somebody's really, really going to take an issue with that, right? And I truly believe you've got to take the ball by the horn. And what don't say, I referred them back to ID for you and and I said, Hey, look, I'm going to text you the number, the the website of the company that I've engaged to get to get this data. While I do that, though, I'm going to send you those three properties that are recently sold around the the around your house so that you can get a gauge of what's happening in the area. And if you never want to hear from me, that's fine as well. Uh, I didn't mean to upset you. I'm just doing uh my job and look, um, I'm you know, it's kind of the tone that I'm having with someone when they're getting a little bit of a pushback. Um, and if they really get upset, you apologize and tell them you're not going to call them again, and and that's fine. But most people, I'll say them, you know, there is a few when you do an hour calling session, there might be one or two that get a little bit grumpy, but they are the ones with a little bit of charm, and if you add a little bit of value, they'll normally listen to you. And you know, like here is where you go on Chat GPT and say, Hey, I've just sold this property, I'm about to call 20 people that never heard from me. Um, you know, give me a couple of different ideas, and then you put a couple in front of you and you test out a couple of different Scripts, and you'll see that if you're an inexperienced agent, after you've done a few hours of call calling, you know what scripts work for you, and you're going to do more of what works.
SPEAKER_03What
imple Call Scripts That Build Trust
SPEAKER_03what Diego, can I ask you? What are the some of the common conversations in your prospecting calls? What do they sound like? Like, let's assume you know you've just accessed what Don has shown up, the names and details of people around a property, and let's make an assumption that there's a property that's just been sold, you know, in the street. What does the conversation sound like when you call them? What are you saying?
SPEAKER_02If it is a call called, never heard from me before, um, I just very keep it very briefly. And it's like, hey Tom, I just uh Diego here from Team Diego at Harkourts. Um, I just wanted to let you know about a couple of sales on the street that are affecting everybody else's value on say Wamumu Road. Uh, there's been two recent sales. You probably would have seen the signboards. Would it be helpful if I tell you what they sold for? Um, and normally people say yes, and if they say no, I say no, that's fine. Are you guys renting? Oh no, no, we own. It's like, oh, look, it's it's look, I'm going to send you a text message with those sales because honestly, it's going to be important for you to see what's happening on the street as things are changing. And if they're again, if they're really cool, I really leave it at that and then follow up with a text. And at that point, I'm in, right? I've send them a text, and if they, you know, and then I perhaps uh follow up from that sign, hey, every 90 days I will let you know what's set what's what what's happening in our uh suburb. And if you don't want me to, just let me know. So I don't ask them, I just say I'm going to do that, and I give them an option to opt out. So I'll keep it pretty brief. You know, at the end of the day, I'm calling a stranger, and sometime you have someone a little bit more friendly, and perhaps I engage in a longer conversation. But if not, I just want to introduce myself, tell them why I'm calling, give them the data, and kind of back off and then follow up. That's my style, that works for me.
SPEAKER_03I have to say, Don, I tell I'm gonna do an analysis of his approach. Number one, I like the fact that you're being direct to the point and you're not sitting there trying to be too salsy. There was no commission breath in that approach. It's like, here, I'm informing you. And I think everyone that listening to this webinar presented to you today by ID for me must understand one thing. If you can change your approach to talking to them as prospects and start talking to them as students, because what you've just seen Diego do is educate, not sell. He is informing people, and that's why he was so relaxed in it. He wasn't desperate and needy trying to get something out of them. He was calling them in a very casual way, giving them information that might help them in their decision making, or more out of curiosity. Golden rule, everyone, stop treating them like prospects, start treating them like students, and your approach is going to be one of an education. It's going to be one of being a teacher. Diego, can I ask you, what sort of calls are the calls that you make on an ongoing basis? We just did a just sold call there around the marketplace. But what are some of the other calls that you seem to be doing on a regular basis?
SPEAKER_02They've just very much update calls. Somebody put in the group chat, they like the approach that I don't ask, I give, and they have an option to opt out, right? Now, the core calls are always around give them information that they don't know, but they should know, in my opinion, of course, right? And that's it. And I what you say, Tom, is what it is. I'm the authority in my market area. I'm there to give some advice, or I'm there to give information for them to know what's happening in the real estate world. And if they're open to that, then we can have a conversation. And if they're not open to that, but they're still okay for me to keep them up to date, then I'll just put them on my follow-up system. But they're just very much finding a reason, basically, for them. Well, uh anyone that I call, I want to be sure that at the end of the phone call, they're going to go like, oh, that was helpful. Oh, who was that guy? That's what I want them to do, right? Like, I don't want him to go, like, oh man, I can't wait for you to hang up the phone. I don't want to talk to you. So brief, short information. I'm the authority. I'm giving them advice or give them uh um, you know, information around the area. And that's it, keep it simple.
SPEAKER_03Okay, so everyone, because I know that real estate agents always put their hand up in the classroom on my socials saying, can you give me the exact dialogue and language? So I'm just gonna give you a rough piece of dialogue. Good morning. It's Yogo here from Harcourts. I know you're busy and you're not selling, so I'll be very brief. Bang. Those two things are critical that you move straight into it, that you're not warm and fuzzy, none of this. Oh, I'm just calling to see how you're going. They know we don't care about their welfare the minute they hear hardcourts or real estate, right? So go straight to the point. Hey, it's Jago here from Harcourts. I know you're busy and you're not selling. I'll be very brief. The reason I'm calling you is because number X has just sold in your street. And I just wanted to give you this information. Team, within five seconds, you've got to go straight into it. People do not have time to be having a um and r and a stuttery type of conversation. Let me give everyone that's on this webinar the reasons why you'd call them. Diego beautifully executed a just sold call, but you can do a just listed call, you can do a just sold call, you can do an anniversary call, you can do that. We're doing an appraisal in your street call, so I'm gonna be there anyway. There are so many calls, and depending on what part of Australia and New Zealand you are in at the moment, you could also be doing uh expired listing call, which there are in certain markets. Properties do not sell during the agency period. I'm noticing uh Jared has asked a question, which is Diego, what are your prospecting times each day? Did you like I want you to think back in those early days? Did you have a specific time that you'd say, oh, this is a time I'm prospecting, or the great team that you've got that prospects now that does it, do they have specific times or they fit it in?
SPEAKER_02I'll tell you what I used to do because uh I remember using your uh real estate gym calculator. You remember the one that you have the pros my prospector? Yeah, and it was, I think uh from memory was 45 minute sessions, right? And uh I used to uh do it at nine o'clock because I wanted to do 10 before 10. So my phone calls was in the morning, and then my door knocking was in the afternoon. And the reason why I did phone calls in the morning is uh it's just because you got to break it up and have something in the morning versus the afternoon. And I find uh door knocking.
SPEAKER_03This this is what Diego's talking about.
SPEAKER_02I haven't looked, I haven't seen that for a long time, Tom.
SPEAKER_03You haven't seen it because you're an attraction agent now, they're all like they're all lining up to sign agency agreements. There you go. Calls dialed, you're dialing your calls, calls reached, appointments made, right? Quick information.
SPEAKER_02There is something about looking that while you're actually making the phone calls. And if you got a target of making 10 phone calls, which hey, frankly speaking, you know, you should be able to do 10 phone calls in less than an hour, right? Um, especially if you got your scrapes and dialogues kind of sorted and practice. Um, and then afternoon was door knocking, um, you know, around 3, 3:30 is when kids come back from school. So between three and five was the time that I used to door knock. And the interesting thing, Tom and I've said this before, I used to door knock four or five times a week. Uh, and I did that for four and a half years. So when people say, Hey, um, how do you get successful? You get successful by doing the basics day in, day out, month and month out, ear and ear out, until the funds start ringing, more than you're ringing out. And uh, that is there is no secret, there is no magic bullet, but you know, it just takes a lot of time and energy and and uh it's commitment, right?
SPEAKER_03100%.
urning Interest Into An Appraisal
SPEAKER_03Diego, I wanna, you know, one of the things I'm asked the most by real estate agents is the approach of when the conversation is warm. Let's assume, Diego, you get some people that aren't saying, I'm busy, sorry, I'm not thinking of selling, now's not a good time. Bye. Let's talk about more than one that says, all right, yeah, how much did it go for? Okay. So they're a little bit warmer. And everyone, did you hear what Diego says? He has a situational approach. He adjusts the play based on the conversation, right? He's reading the play on the phone, right? Now let's assume that you can sense, okay, this there's an opportunity here that I might be able to go do an appraisal, right? Can I ask you, how do you bridge that conversation towards an appraisal opportunity?
SPEAKER_02The job of an agent is to understand where the client is, yeah. And most importantly, where the client wants to get to, right? Whether you're a buyer or a vendor. So it's really asking very selective questions that allow you to understand where they are in, right? Once you dissect and understand the situation, then you can give the right advice and progress them forward, right? But it's the moment that somebody's engaging and asking a couple of questions back, I'll just again just get to the point and ask, hey, have you got any plans this year to make any move? Are you look looking to upsize, downsize, or are you just looking to renovate and add some improvement to the house? What's the situation? You know, it's simple, right? Just ask the question. People are scared Tom to ask the question.
SPEAKER_03So, Diego, let's assume the client responds back. Yeah, we're just we're just tracking the market at the moment. How is the market at the moment, Diego? Let's assume they say that.
SPEAKER_02Fantastic. Well, the the market is these are the last three sales around us. What I'm going to be doing within the next 45 minutes, I'm going to be sending a comprehensive report of what's happening in our area. So you can see it for yourself. I can tell you average days on the market currently is 36 days, and it was 58 just a couple of months ago. So that's showing that there is more activity in the market. You know, we normally have around 330, 340 properties on the market. We're currently just below the 300. So the market is a fair market. And then this, you know, I'm having these conversations every day, right? So these numbers are always on top of my head. Um, but again, you're the authority, you're not there to tell them that the market is hot or it's this is what's happening. This is not my opinion, these are the facts. Um, because it's easy to have an opinion and and uh make people, you know, think that people want to hear a certain thing, and it's not, we're not gods, we're just telling this is what's happening in the market. So that's my approach. And I've changed it over the last few years. I used to be very enthusiastic, uh, and and I'm still am, right? I still am, but I'm more pragmatic at the moment in terms of my approach when I talk to my clients. Uh, I'm the authority, I'm I'm advising you, I'm letting you know what's happening, but it's up to them to make a decision. Um, and that's my approach really these days.
SPEAKER_03Okay, so everyone, I'm gonna say Diego has absolutely nailed it because they're I don't know who said it. There must have been some trainer that said to real estate agents, the only reason you call is to get an appointment. Listen, if the client doesn't want an appointment, you don't sit there and bamboozle them with commission breath. Oh, it'll only take seven minutes. I'm gonna be there anyway. Let me come through. If they are not interested in selling, right? Don't think to yourself, I've got to get an appointment. There are three reasons why we prospect everyone. Number one, yes, sometimes it is an appointment. I'm gonna come in and tell you what I think your property's worth and whether I've got buyers for it and what the market's like and how many days on market's gonna be. Yes, I accept there's a few people like that. But there are others, Diego, that just the touch point that you've spoken to them, given them the information, and bought permission to have an ongoing relationship is gonna be better for you than burning the relationship by being pushy up front. Do you agree?
SPEAKER_02I couldn't agree more. And it comes down to this. I feel like you've got to navigate your clients and actually put put push them in the right direction. And that's the direction they want to go to, right? But just to give an example, when I'm having this conversation, I give people options. It's like, well, look, from understanding what you're trying to achieve, um, the best course of action would be option number one for me to send you the online report and you can get a gauge. Option number two, and if you want to get a little bit more serious to understand better the market, is for me to come and have a look at the property. But I just wanted to let you know it's okay if you just want me to send you some preliminary information. What would you prefer? Something a little bit more accurate, or you just want to get a bit of an helicopter view. So at that point, either way, you're going to be doing something for them, right? So I'm not asking, can I help you? I'm telling you, how can I help you? And that goes across the next stage. Once you've seen the house, you can say, hey, I can now put you on my follow-up, and uh every 90 days I will let you know what's set what's uh selling in the area, or we could make another time to actually look at timelines, you know, strategy, what we need to do to get the house ready. So, what would you prefer? Just would you like me to follow, you know, come back to you in 90 days to let you know if prices have increased it or not, or would you like to actually understand what time of the year works would work best for you? So again, you're asking you give them an option of of uh what you want them to potentially do, right?
SPEAKER_03Okay, I'm reading some of the comments here. Uh Guprit says, Oh my god, that is gold. Loving that, giving them options. Beautiful. That's landed, beautiful. Um, I'm also having a look here.
xpired Listings And Door Knock Lines
SPEAKER_03Uh, what uh what uh door it's there's a what door knock approach when you when you were door knocking, um there's a question here. Uh, what would you say? What would you show? What did the door knock conversation sound like?
SPEAKER_02Well, I'll tell I'll tell you, Tom, and whoever asked the question, and thanks for asking the question as well. I appreciate the engagement. Um, my most successful strategy in door knocking uh was not a spray and pray approach, it was a very targeted approach and someone that perhaps came off the market. So the expired listing was my number one strategy that allowed me to become successful very shortly in a short amount of time. And that was a very simple knock-knock. I see that you've been on the market. If you receive a good offer tomorrow, would you consider it? Simple. Obviously, you expand a little bit from that. You want to plant the seed, let them get confused at uh at thinking about the answer and then say, Hey, that's fine, I'll grab your phone number, I'll get in touch with you tomorrow. I see you're busy, I'm on my way to an appointment. That was it. Plant the seed, close the door. They're going to be saying, Hey, I just somebody asked me if we would receive a good offer, an offer if we had one tomorrow. And I'll tell you what, one out of three of those people will then engage for me to then go and see them. So that was my number one approach. And the script, I repeat it. If you receive a good offer tomorrow, would you consider it?
SPEAKER_03Write that in your mobile phone, brain tattoo that in your head, because that is gonna actually become your groundhog day speech. You're gonna actually say that over and over and over again. Yes, prospecting is boring, so is winning the Olympic gold. You're looking at a black line for four years every day, just for one race. We do the same thing. Now, uh, again, great responses here from people saying, brilliant. There's a question that's come in from Ablahov that says that what do you do that you don't have current listings in your area? What will be the approach? And I'm gonna pass that on to Diego. But Diego, I remember when I started, I've only door knocked once in my life. It was my first year when I opened up my office in 1991. And all I did, it was a new area, and all I did is I had no listings to do just listed, just sold door knocks. This is what I did. Not not hi, my name is Tom Panos. I've been appointed to look after this area. I'm new. I'm meeting owners to ask them what they love most about living here because I'll be selling this area. So I thought I'd hear it straight from the vendors that have chosen to live in this part of the world. What do you love most about living here? Diego, Don, I can't get over. People were nice. They were saying all these, you know, we like the fact that we can get to the station in no time. We're in the city in 10 minutes. And at the end, all you'd say to them is, Great, if I had any information that was useful, should I send it to you? And because you'd listen to them, they would always say yes. You know what I mean? I think we've got to accept prospecting is not about getting listings. Prospecting is about getting relationships that one day will become a listing. And if you can accept that concept, your life is going to be so much better. I want to ask you, Diego, by the way, Don, it would be remiss of me not to sort of just say if there's an agent that's watching you right now that is not on ID for me, what do they do to be get on ID for me? What is the call to action? What do they do? Let me start.
SPEAKER_01We're gonna put a link into the chat section as well, as well as a follow-up email. It will be a link to book in a demo with myself. I'm the New Zealand manager. I know we have a few people from Australia here. It's kind of more, you know, Diego in New Zealand. So Australia, the same thing, but book in a demo with myself, we can show you things that agents like Diego have been doing and you know the team to you know speak to more vendors, basically, speak to more homeowners, and we can tailor it specifically to your patch and show you exactly what's there.
SPEAKER_03Okay,
ff Market Strategy And Final Rules
SPEAKER_03Diego, I want to ask you if an agent watching today wanted to grow their listings, wanted to grow their market share, what three things should they start doing every week? And maybe to get people thinking, maybe think about if you were starting again tomorrow with no listings, no brand, you weren't famous like you are now. You are famous, you're a TV personality, and you are an attraction agent that has not only been on the circuit as a speaker, you've had your own events, which were an amazing event that I was involved in um not last year, it was the year before. Um, are you doing it again this year, Diego? Or are you just gonna get busy and make listings and sales?
SPEAKER_02No, no, we have uh we have Anza Drak uh in uh June in Auckland. So yeah, Anza Drake will be uh early thing. So and look, uh Tom, I'm not famous. I'm just a hard worker. I work harder than most, and that's the only way. There is only one way to succeed in this business, or really succeed in life, right? Work harder than most, and then you will become successful. You'll have your share of uh um uh of success if you work harder than than than most other people. You asked me three things. I'll tell you one strategy, and and uh Lexus, let's let's let's talk about this first because I wish I actually implemented this at the very start, which is a very simple strategy of finding a couple of listings currently on the market, calling the agent and saying, Hey, I've got a couple of off-market opportunities. Um, I just wanted to know based on the listings that you're currently marketing, have you got any leftover buys that you potentially could introduce to whatever type of property? You know, a good agent, because somebody called me and says that, I'll probably say yes, uh yeah, of course, whatever you got. And then what you'll do is you go on ID for you because thank God you don't have to door knock as much as you used to, because now there is other options out there. You call the street and you say, Hey, I uh am I a local agent. We're working with some buyers in the area, they're looking for whatever the house they we're targeting. Um, would you be open to a quick off-market sale if we could find the right buyer? You make 10 calls, there'll be two or three people that you know they might not say yes, but they're not going to say no. And all of a sudden, you're going to get an off-market listing for a week. You introduce a buyer from down the road. Now you're an active agent in the area. Next thing you know, you'll have an open home. You invite the neighbors, and you might want to donk them. Or if you're smart, you do the 10, 10, 20 by phone calling. All of a sudden, you've got an off-market open home with two or three neighbors, and we know they're probably you're not going to sell it. We know that. However, there is a chance that you could sell it, and if anything, there is a good chance that you can convert a listing into an active campaign. So that's that's what I would do if I had to start again. Because that strategy alone, it's it's very smart and targeted. And if you do it properly, there is some good success that you can take out of it.
SPEAKER_03Gold, gold, beautiful gem, brilliant, mind-blowing, as one of the people that said. Can I ask you any other strategies before we finish up? We got two minutes to go.
SPEAKER_02Look, you got a database of phone numbers now. You know, there is there is services uh uh that you can you know send a direct voicemail to those phone numbers uh by just recording a quick message and then uploading and sending it out. You know, it's what you do with the data because people say it's about marketing. No, it's about who you market to, right? And that goes with properties as well as when you market yourself as an agent. So having the data, having a conversation with someone, there's so many products out there, and it's just all about having the phone numbers to start with. And that's what we've been talking about from the very beginning. There was a comment before saying, Why would you don't knock these days? And I'm like, I agree, like it's it's uh there is other ways that are better than that, but again, it's about the basic and it's about the ecosystem of different prospecting strategies. You got to do them all. Um, the more you do, and I this is the last thing I'm going to say, Tom, and thank you so much for the time today. Um, the one of the first advice that I can remember from a manager was like, you picked uh pick a prospecting strategy, you pick 10 of them, and you're not going to give up on them until you get a listing out of that each of the strategy, and then you review how long it took you to get a listing from that one particular strategy, and you can decide if you to can it or do more of it. Um, but here is the thing only because something doesn't work, it doesn't mean that you have to stop. Continue, continue, continue. I don't know for four and a half years. Man, those times I will not want to do them again. That's why I'll never leave Auckland. I will never want to start again. That was that was not a good few years of memories when you think about how many times you got I got rejected. Next part of it.
SPEAKER_03All right, team. I'm just going to summarize a few things. So there's a question that's come in from To Winda, and I'm just going to the answer's going to be summarized as I finish off this webinar. Um, firstly, everyone, I need you to know there's a special rule in real estate. It's called the 30-day rule, and it says what you do in this 30 days affects the next 90 days. Never forget that. The second rule is this powerful lists equal powerful results. ID for me is now the panodol of that headache we used to have. It is the official painkiller of data. Number three, please remember what Diego says. What gets scheduled gets done. Make it an appointment. Number four, you need to understand we're prospecting for three reasons: either to get an appointment, to have a touch point, and often we're cleaning and qualifying our data. And the last thing I want to let you know is this make sure that you don't ever fall for the trap of perfectionism. Never let perfect get in the way of better. Just make the call. Just pick up the phone and make the call and make sure you're Teflon, not Velcro. Don't let negativity stick. Have a big sign on the wall that says next. Look down at ID for me and make your next call. I want to thank everyone that joined us. I want to thank ID for me, who I've been a partner with for a number of years. Diego, it is absolutely great. I'm really looking forward to being with you in New Zealand. Next time I'm there, I want to come in and see you. Who knows? I might even come to your conference in June. What date is it, Diego? Do you know? It's the 23rd of June in Auckland. Okay. Well, that's a bummer because we're going to be in Dublin with Don. Unfortunately. I'll show you around the POBS time. All righty. All righty. Thank you to everyone. A wonderful event. ID for me. It's a pleasure working with you. Don Diego signing off.