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TOM PANOS: Thirty laws of the attraction agent

By tom-panos
01 October 2013 | 5 minute read
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Thirty laws of the attraction agent

Blogger: Tom Panos, GM of News Corp – Real Estate Sales and a real estate trainer and coach

Success in real estate is an inside job. Whilst a lot of training is focused on the behaviours and actions of what successful agents do , this model lacks the step before the behaviour - and that is how an agents feels emotionally about the behaviour.

Generally , things on the outside get better when things on the inside get better. THINGS GET BETTER WHEN YOU GET BETTER. Below are a set of rituals or laws if you like to go you in peak real estate fitness.

  1. Do not copy your competitors.
  2. Be super focused on the customer experience, as every touch point of doing business with you is an opportunity to create a raving fan.
  3. If you’re in business, you’re in show business. Every minute your performance is being judged. Give a world class performance every day.
  4. To get stunning results, aim for micro improvements daily. In the end it’s the small changes collectively that make a big difference.
  5. No matter what your position is everyone works in human resources and marketing.
  6. It can take you 20 years to build an incredible reputation and 20 seconds of stupidity to lose it. Don’t think dumb, don’t do dumb.
  7. Right this minute the client is watching you.
  8. Build brand equity. In yourself. Everything you do is either building or destroying your brand.
  9. Change the story you carry with you from self limiting to one that is positive and empowering.
  10. Use lists. Write things down. Check them off.
  11. The fastest way to double your income is to double your rate of learning. Listen to audio books or podcasts.
  12. Stay clear of talk back radio.
  13. Look after your staff and they will look after your customers.
  14. Risks are far less scary once you take them.
  15. Do not care too much about what other people think of you. Care far more of what you think of you.
  16. Do not work for work, work for a result.
  17. Crucial conversations drive you forward. Avoiding these conversations holds you back.
  18. Critical behaviours are highly average actions that give massive results. Think 80/20. That’s right 20% of your activities will give you 80% of your results.
  19. Be up by 5am.
  20. Go to bed by 10pm. There is nothing useful you can do from 10pm to midnight apart from becoming world class at Facebook.
  21. The people who gossip about others when they are not around are the people who will gossip about you when you’re not around.
  22. Do yoga. With better awareness, you’ll make a better decision which will lead to better actions, which will lead to better results. It all starts with your thinking.
  23. Learn 3 new things a day. That’s a 1000 a year!
  24. Don’t tear people around you down. See the best in people and remind them.
  25. Live every day as if it’s your last. One day you will be right.
  26. The biggest cause of procrastination is perfection. JDI = just do it.
  27. Be who you want to be.
  28. It’s so easy to say nice things to people. Why not do it more often?
  29. Have a clear 30 second elevator speech about what separates you from your competitors. Say it with passion!
  30. Never forget you have complete control as to how you interpret a situation and what your response to that situation is.




Tom Panos is the general manager of sales at News Corp as well as a real estate coach. His weekly blog goes out to 14,000 agents, and focuses on being an attraction agent. He regularly interviews Australia’s highest-producing real estate people. For more information, visit www.tompanos.com.au

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