Podcast appearances and mentions of tom panos

In more than 300 episodes of Open The Gates To More Listings, I've spent most of my time interviewing the best minds in real estate. This episode is different.For the first time, I'm going solo.Over the past two weeks, I've attended sieveral major industry events, including a private mastermind with Tom Panos, the Real Estate Agency Summit in Ireland, Propertymark One, the eXp Conference, the Estate Agent Success Summit, and Keller Williams. Different stages. Different speakers. Different audiences. Yet the same truths kept appearing.In this episode, I break down the biggest lessons I heard from some of the highest-performing agents, leaders, and business owners in the industry: why estate agencies must think like media companies, why trust is becoming the most valuable currency in business, why process beats price, why prospecting remains the oxygen of every agency, why mindset is the foundation beneath success, and how AI should enhance human connection rather than replace it.This isn't a motivational recap. It's a practical playbook packed with ideas you can implement immediately.I also share insights from my conversations with Tom Panos, personal reflections on adversity, and why moving towards friction—not away from it—may be the biggest competitive advantage available right now.I'd love to hear your thoughts. Which lesson resonated most? What are you seeing in your own market? Connect with me on social media or leave a review and let me know.

Send us Fan MailCalling it a “bad market” is the fastest way to talk yourself out of doing great work. We unpack why the current Australian real estate cycle is better understood as a new market, and how that single mindset shift changes your confidence, your conversations, and your ability to win listings and grow market share even when prices have softened.We get practical on what separates thriving agents from everyone else: energetic yet calm presence, leadership with vendors, and the courage to talk price early and clearly. We dig into the 30 day comparables rule, why outdated sales evidence quietly kills campaigns, and how the best operators realign guides fast based on buyer feedback before a property slips into the stale zone. If you've got an owner clinging to last year's expectations, you'll hear a clean approach to resetting the conversation with facts and context, without drama.We also zoom out to the realities driving buyer behaviour, from interest rates and cost of living pressure to seasonal shifts like spring stock. The through-line is simple: deals still happen when you do the job properly, tighten the gap between buyer and seller, and communicate like a pro. 

Send us Fan Mail00:00 - Who takes responsibility if young buyers go into negative equity?01:38 - Why the people they thought would celebrate these reforms are now some of the loudest critics.03:00 - Investors aren't buying because of negative gearing.05:10 - Bad news is better than uncertainty.08:48 - Can 75,000 homes in 10 years solve the housing crisis?10:02 - The real reason everyone is upset.After 11 auctions today, 7 SOLD (which was surprising to me). Investors were actively bidding.

Today's guest is the CEO of The Experts group, Director of Fine & Country Midlands and Franchise Owner of the Mortgage Advice Bureau. He works with aspiring entrepreneurs who are ready to start their own business - offering straight-talking guidance, practical tools, and real mentorship to help them build something of their own.With over 30 years experience in estate agency, he provides the opportunity for people to start and grow their own estate agency business (sales, lettings and auctions) and has helped 100's of people double their income, work more flexible hours to suit their lifestyle and provide clients with a better service and achieve better results. In this episode we discuss the upcoming Estate Agent Success Summit on 18th June and topics such as being the best known agent, the importance of attention, becoming a key person of influence and why you need to practice more than you play.The Estate Agent Success Summit is going to be a one-day, high-impact event designed to help estate & letting agents shift from chasing business to attracting it - through positioning, authority, and smarter marketing.I will be taking to the stage to discuss 10 ways to attract sellers to your agency in 2026. You will also get to hear from the likes of Chris Watkin, Toby Martin, Sally Lawson, Tyler Newman and the world class real estate trainer, Tom Panos.Having attended and spoken at the previous two events, I know how amazing they are from my own experience, so if you're interested in securing a ticket and want access to my discount code, please send me a DM.

Real Estate guru Tom Panos weighs in on property prices cooling and auction volume dropping off the back of the federal budget last week. See omnystudio.com/listener for privacy information.

Budget 2026 has dropped – and insiders say it's not bold reform, but a tax grab that could redraw the winners and losers in Australian property. On Property Buzz, hosts Phil Tarrant and Liam Garman are joined by Tom Panos to break down one of the most consequential budgets in years and why it's already dividing investors, agents, and policymakers. Panos argues that the budget falls short of real tax reform, saying it shuts the door on younger Australians entering the market through changes to negative gearing and capital gains tax. Reporting from Canberra, Tarrant flags rising political risk, warning broken pre-election promises could define the budget as much as its economic impact. The discussion outlines winners and losers, with owner-occupiers and service providers potentially gaining while leveraged investors and developers come under pressure. Garman points to rising construction costs, labour shortages, and migration demand as forces that could further tighten rental markets. The trio closes on a warning: the budget's real impact will be measured in affordability, rents, and investor confidence. If you like this episode, show your support by rating us or leaving a review on Apple Podcasts and by following Smart Property Investment on social media: Facebook, X (formerly Twitter) and LinkedIn. If you would like to get in touch with our team, email editor@smartpropertyinvestment.com.au for more insights, or hear your voice on the show by recording a question below.

The federal budget has been handed down, and with it, major changes to tax treatment for investors. But will the changes have the intended effect of making the Australian property market more accessible? In this episode of In Focus, real estate educator Tom Panos joins Momentum Media's director, Phil Tarrant, and managing editor for real estate, Liam Garman, to pull apart the most controversial investor tax changes in years. From the scrapping of negative gearing for all but new builds, to rethinking how capital gains tax works, and the breaking of core election promises, this discussion connects the dots between government policy and the future of Australian property investment. The trio discuss why the moves may have unintended consequences, why accountants and brokers will now be hot property, and why the budget fails to address the elephant in the room: supply. Tune in to find out: Why the indexation model might actually benefit long-term investors.  How the government is reshaping the risk–reward balance for rentvestors and aspiring home owners. The structural reason supply won't budge, even with $2 billion in government stimulus. And much more!

Budget 2026 has dropped – and insiders say it's not bold reform, but a tax grab that could redraw the winners and losers in Australian property. On Property Buzz, hosts Phil Tarrant and Liam Garman are joined by Tom Panos to break down one of the most consequential budgets in years and why it's already dividing investors, agents, and policymakers. Panos argues that the budget falls short of real tax reform, saying it shuts the door on younger Australians entering the market through changes to negative gearing and capital gains tax. Reporting from Canberra, Tarrant flags rising political risk, warning broken pre-election promises could define the budget as much as its economic impact. The discussion outlines winners and losers, with owner-occupiers and service providers potentially gaining while leveraged investors and developers come under pressure. Garman points to rising construction costs, labour shortages, and migration demand as forces that could further tighten rental markets. The trio closes on a warning: the budget's real impact will be measured in affordability, rents, and investor confidence.

Budget 2026 has dropped – and insiders say it's not bold reform, but a tax grab that could redraw the winners and losers in Australian property. On Property Buzz, hosts Phil Tarrant and Liam Garman are joined by Tom Panos to break down one of the most consequential budgets in years and why it's already dividing investors, agents, and policymakers. Panos argues that the budget falls short of real tax reform, saying it shuts the door on younger Australians entering the market through changes to negative gearing and capital gains tax. Reporting from Canberra, Tarrant flags rising political risk, warning broken pre-election promises could define the budget as much as its economic impact. The discussion outlines winners and losers, with owner-occupiers and service providers potentially gaining while leveraged investors and developers come under pressure. Garman points to rising construction costs, labour shortages, and migration demand as forces that could further tighten rental markets. The trio closes on a warning: the budget's real impact will be measured in affordability, rents, and investor confidence.

Federal budget reforms have officially landed, restricting negative gearing to new builds and overhauling capital gains tax. But what do the changes actually mean for investors, first home buyers, and the property market as a whole? In a recent live stream on Property Buzz, real estate coach and commentator Tom Panos joins Momentum Media director Phil Tarrant and real estate managing editor Liam Garman to pull back the curtain on these reforms and dissect what they actually mean for borrowers. They discuss: The serviceability pivot: How the loss of tax offsets on established properties is fundamentally changing borrowing power. The new-build gold rush: Why the market is bifurcating and what the "investor migration" to new stock looks like. FHB opportunity versus investor friction: Who are the real winners and losers in the government's bid to level the playing field? The trio outlined why, in a market defined by policy-driven volatility, the financial services players who win won't just be processors – they'll be the strategic advisers who can navigate the new tax math and find the path forward for their clients.

Send us Fan Mail00:00 “They're going to regret this.” Vendor rejects deal over $20K01:50 Why buyers are frozen before the Federal Budget03:06 Uncertainty is worse than bad news03:32 The grandfathering warning ⚠️04:41 “You never actually lost the $300K.”05:39 “Cash is king.”06:45 Why people are losing trust in politicians07:57 Is intergenerational fairness just spin?08:58 Young buyer asks: “How does this help me?”10:18 Why there may be a rush of buyers before JulyMy Clearance Rate: 1/10

Send us Fan MailThe market hasn't “stopped” it's just stopped carrying lazy habits. We're three weeks out from AREC, and the timing couldn't be better because this is exactly when real estate agents find out whether they're doing the work or just taking orders.We unpack the practical fundamentals that still sell property in a softer Australian real estate market: doing serious buyer work (more depth, more follow-up, better dialogue), tightening your vendor communication around price, and using real buyer feedback to keep expectations aligned with today's market value. We also talk about set-to-sell meetings, why hyper-product knowledge matters more than ever, and how to speak with calm confidence when interest rates rise and the buyer-seller gap widens.Along the way, we share stories about standout performers and what great agents do differently, including generosity, humility, and discipline. The big takeaway is simple: you can't control the Reserve Bank or the headlines, but you can control your process, your conversations, and the energy you bring to every campaign.What's the one skill you're doubling down on before the year ends?

Property management isn't a back-office function. It's a high-value asset business treated like admin. That needs to change. On The Property Management Excellence (PMX) Podcast, Alex Whitlock sits down with Tom Panos to break down why most property managers are still operating reactively, and what happens when you start thinking like a top sales agent instead. The legacy model is simple. Sales teams lead. Property managers follow. However, this mindset is costing agencies trust, efficiency, and market share. From weak onboarding to poor landlord education and missed opportunities with technology, the episode exposes why so many property management relationships start off on the wrong foot, and stay there. Panos is blunt: if property managers don't start leading conversations, setting expectations, and acting like asset managers, landlords will keep seeing them as a cost, not a partner. Too many agencies still underplay their most valuable asset, the rent roll.

Send us Fan Mail0:31 – Today's reality: low clearance rates (3/8 result)0:49 – Forecasts got it wrong… here's why2:47 – Tax changes incoming? What's likely3:29 – Capital gains tax: indexation explained4:07 – Why negative gearing changes WILL impact demand5:20 – The rental squeeze5:59 – “Grandfathering” – who's protected?

Send us Fan Mail00:00 - New developments will be the new favourite, why?...02:42 - If you can only Negative Gear 2 properties - THIS will happen with prices04:12 - The next 4-5 weeks will define the real estate market for years to comeMy Clearance Rate: 8/13 SOLD

Send us Fan MailA single headline can freeze a buyer, spook an agent, and quietly sabotage a sale. So we strip the noise away and get practical about what actually works when the market shifts from easy momentum to cautious decision-making across East Coast Australia and beyond.We unpack what a transition market demands from a real estate agent: resetting vendor expectations early, giving direct feedback after every inspection, and pricing based on what has sold in the last 60 days not what sold six months ago. We also dig into the skill gap that shows up fast when enquiry levels drop: buyer management. If your buyer plan starts and ends with calling people after Saturday opens, you're leaving deals on the table. Strong agents build a database, stay in touch, learn buyer motivation, and create private appointment urgency without relying on the portals to do the heavy lifting.Then we get into deal-making: when to take a clean pre-auction offer, why “being a hero” can backfire, and how to negotiate with calm certainty instead of nervous pressure. We finish with one of the most useful owner-occupier frames in a changing property market: the changeover gap. If you're buying and selling in the same market, the gap often matters more than the headline price, especially for upgraders chasing long-term value.If this helped you think clearer about selling, buying, or leading clients through uncertainty, subscribe, share it with a mate in real estate, and leave a review with your biggest takeaway.

Send us Fan MailWhen uncertainty hits - war, interest rates, capital gains tax, inflation - confidence disappears. And when confidence disappears, so do the buyers.If you're a vendor - April may not be the best time to sell. Although this is the prefect upgraders' opportunity:0:00 – My clearance rate: 2 out of 91:00 – What was happening 5–6 weeks ago (this is the key)2:25 – Fear, uncertainty, and frozen buyers3:00 – What great agents are doing right now3:40 – Should vendors sell… or wait?4:45 – Interest rates, inflation & what's coming7:17 – The danger of rejecting pre-auction offers8:50 – The reality vendors need to accept10:55 – When will things improve?11:20 – Why this could be an upgrader's opportunity12:00 – The truth about clearance rates

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Send us Fan Mail“Consumer confidence has fallen off a cliff, and it's the worst that it's been in this generation at this point in time. And that's usually a big indicator we're going into recession.” - Louis ChristopherLouis Christopher, is one of Australia's most recognised and respected property analysts. He reveals what's actually unfolding in the economy.From collapsing consumer confidence to rising interest rates and supply shocks, this is the kind of environment that has historically led to recessions.But here's the twist… this isn't a normal cycle.This is what you need to know:0:00 – The big forecast downgrade (from 6–10% growth to 0–3%)1:45 – Why fuel prices impact EVERYTHING (not just petrol)2:30 – Inflation heading to ~5%… what that means next3:00 – What actually defines a recession (simple explanation)4:15 – If the war ended tomorrow… does anything really change?6:00 – The “perfect storm” hitting the market right now6:45 – Buyers are spooked… but not quite COVID-level panic7:00 – Consumer confidence collapse (the biggest warning sign)7:40 – Why this recession risk is different to the past8:30 – Real-world impact: businesses already passing on costs9:45 – Government dilemma: support the economy or fight inflation11:00 – What happened in the 1970s (and why it matters today)12:00 – What's happening in the property market right now13:00 – Why April could be a “dead zone” for transactions14:00 – Stagflation explained (and why it's dangerous)The entire 1hr discussion of insights and how this translates to buyer and vendor management is only in the Real Estate Gym

Most Australians think the Middle East conflict is someone else's problem. They're wrong. In this special crossover episode of the REB Podcast, Phil Tarrant, Major General (Ret'd) Dr Marcus Thompson, and real estate heavyweight Tom Panos ask the question nobody in property is talking about: what happens to Australian housing when the world catches fire? From fuel prices and inflation to construction costs, rents, and investor confidence, this is the most direct conversation yet about how a war thousands of kilometres away could hit your mortgage, your portfolio, and your suburb. They break down why resilience, cash buffers, and a long-term mindset matter more than ever, and how the current environment could actually create opportunity for those who stay disciplined. Don't look away. This one's closer to home than you think. Did you like this episode? Show your support by rating us or leaving a review on Apple Podcasts (REB Podcast Network) and by liking and following Real Estate Business on social media: Facebook, X and LinkedIn. If you have any questions about what you heard today, any topics of interest you have in mind, or if you'd like to lend a voice to the show, email editor@realestatebusiness.com.au for more insights.

Send us Fan Mail0:00 - War, Ultimatums & Global Uncertainty1:35 - How Global Fear Impacts the Property Market2:40 - Even lower price points are starting to feel the pressure.3:20 - The story of the vendor wanting another $50k 5:05 - Meet Clients Where They're AtClearance Rate: 5/12 SOLD + 5 more auctions tomorrow 

What does the war in Iran have to do with Australian housing? Potentially, everything. In this bold episode of the Contested Ground Podcast, Phillip Tarrant, Major General (Ret'd) Dr Marcus Thompson and leading real estate commentator Tom Panos unpack one of the most overlooked questions in Australia right now: how escalating conflict in the Middle East could reshape the nation's property market. From fuel prices, inflation and interest rates to rents, construction costs, investor confidence and housing supply, this is a serious attempt to connect global conflict with local property pain (or, maybe, opportunity). The conversation explores whether Australia's real estate market is resilient enough to withstand another major shock, what it means for home owners and investors, and why the consequences of war can hit far closer to home than many realise. This is not just a discussion about foreign affairs. This podcast episode is sharp, original and one of the first serious efforts to examine how geopolitics could directly shape the future of Australian housing. Enjoy the podcast, The Contested Ground team

What does the war in Iran have to do with Australian housing? Potentially, everything. In this bold episode of the Contested Ground Podcast, Phillip Tarrant, Major General (Ret'd) Dr Marcus Thompson and leading real estate commentator Tom Panos unpack one of the most overlooked questions in Australia right now: how escalating conflict in the Middle East could reshape the nation's property market. From fuel prices, inflation and interest rates to rents, construction costs, investor confidence and housing supply, this is a serious attempt to connect global conflict with local property pain (or, maybe, opportunity). The conversation explores whether Australia's real estate market is resilient enough to withstand another major shock, what it means for home owners and investors, and why the consequences of war can hit far closer to home than many realise. This is not just a discussion about foreign affairs. This podcast episode is sharp, original and one of the first serious efforts to examine how geopolitics could directly shape the future of Australian housing. Enjoy the podcast, The Contested Ground team

Send us Fan Mail00:00 - I had the same conversation with every vendor today01:10 - Agents who "wing it" won't survive the headwinds03:15 - First auction using the 2% deposit scheme. The government takes 30% ownership, buyer puts in 2% deposit05:10 - Office of Fair Trading attending NSW auctions05:50 - Price guides are coming to NSW07:40 – My Clearance Rate: 8/1309:40 - Market forecast: lower price points performing; housing supply is the real issue; taxing investment properties raises rents; tenants are the most vulnerable

Send a textYes, rates have gone up. But here's the important part most agents are missing...This is not bad news. This is your moment. Historically, some of the best years in real estate happen in tough markets. Because in a harder market, there's more stock, more motivated vendors, and less competition. When I had my own office, the biggest growth period was from 1990 to 1994.This was widely considered one of the toughest markets Australia has seen. Rates were pushing 17–18%.Yet, in our Marrickville office, my business partner George and I developed a simple framework: The 2-4-6-8 Strategy...

Send a text There is so much FEAR in the market right now…  0:00 –

Send a textThe world is in chaos. You don't have to be. Focusing on the controllables. And let him go of what you can't control. How top performers choose to block the noise. Also touch on that there's a little bit of negativity but good real estate agents are winning in all markets whether it's facing headwinds or having winds behind you good Real Estate agents adjust. And many grow their business businesses and times of chaos

Send a textDiego 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 yet0:09:13 - The number one mistake newer agents make: The Social Media Trap0:12:13 - Diego's origin story: $5K, Burger King, and a blank canvas0:14:20 - How Diego built from zero: flydrops, expired listings, and private sales0:15:42 - The mindset shift that changed everything0:21:32 - How to handle “where did you get my number?”0:23:31 - Live example of a just-sold cold call script0:25:46 - Golden Rule: stop treating people like prospects, treat them like students0:26:37 - Other call types beyond just-sold: anniversaries, appraisals, and expireds0:29:34 - Diego's daily prospecting schedule: 10 before 10 and afternoon door knocking0:31:13 - How to bridge a warm conversation toward an appraisal0:33:02 - How to position yourself as the local market authority on a call0:37:07 - Diego's most effective door-knock script for expired listings0:38:49 - What to say when you have no listings in the area yet0:41:35 - Three strategies to grow listings from scratch, including the off-market buyer techniqueThis is GOLD!  This webinar is sponsored by iD4me. Book a demo

Send a text00:00 — Labor's CGT Changes: It's a Cash Grab Not a Housing Fix01:54 — Why Grandfathering WON'T Happen02:19 — Why the Banks Are Pushing Government Towards Property03:33 — Ben Kingsley's CGT Proposal Explained05:33 — Why This Plan Punishes Flippers But Protects Long-Term Investors08:34 — The #1 Indicator of Buyer Quality10:53 — Where the Market Is Breaking Down Right Now12:14 — The Big Change Coming to Real Estate

Send a textThe market is like a hot air balloon with a small hole in it, and the air is slowly leaking out. It's being fuelled by:- Interest rates rising- Capital gains tax talk- Negative gearing uncertainty- Inflation numbersOverall, this is causing buyers to drop off.

Send a text“Tell the truth and make everyone feel important” isn't soft. It's a system. It wins listings, steadies campaigns and future-proofs your brand as regulators tighten the screws.Quote with evidence. Show comparables at opens. Keep clean CRM notes so your agency agreement, online range and buyer chats all line up. No grey areas. Just data you can defend.AML is landing mid-year. Simple ID checks, tight processes and clear checklists are essential. And with 6 weeks to Easter and a patchy April, here is your strategy to make more sales and get more listings. 

Send a textFix Approvals. Kill the Bottleneck.Upzone Around Infrastructure Incentivise Builders & DevelopersProtect Mum & Dad InvestorsMigration Reform + Skilled Trades BoostAlso, congratulations to Thomas Crawford for being awarded '2026 Boutique Independent Agency of the Year' - REB (Real Estate Business)Thomas contacted me a couple of years ago, and he said, "Tom, I'm doing 200 sales a year. I want to do half. I want to get closer to my family, lose 20 kilos."He sent me a text message the other day. He's done all of that and made 215 sales in the last 12 months

Send a textIf the capital gains discount is cut, here's how it'll unfold:Investors make less when they sellMany delay selling to avoid the tax hitListings dropTurnover slowsStamp duty fallsRental supply tightensAnd when supply tightens?Rents go up.This isn't theory. It's demand and supply.And here's the part no one wants to say out loud

Send us a text01:32 – The ‘Name & Shame List' in NSW02:39 – Rosy Sullivan from ACOP will be speaking at KickStart26, 10 Feb, Sydney Olympic Park03:55 – See you in Europe in June & July for real estate conferences and training events04:40 – Each state has its own governing rules for real estate compliance My Clearance Rate: 75%

Send us a text00:00 – February is the month that matters as stock floods the market before Easter01:42 – Siblings fighting over money is one of the saddest things I see03:44 – A rate rise is likely this week, but how significant will it be?04:30 – I'm surprised by how strong property prices are right now06:38 – Buyers are going to be spoilt for choiceMy Clearance Rate: 75%

At Sean Newman's Estate Agency Conference in Birmingham, July 2025, we spoke with world renowned coach Tom Panos about a shocking stat: only one in eight buyers return. Discover why recency beats loyalty, and how to stay front of mind to win long term clients.

Send us a textHave I got a story for you today!00:00 – Did this agent have a conflict of interest?06:18 – Why the real estate data in January is irrelevant08:26 – February forecast and what's happening with interest rates?11:25 – KickStart26, 10 Feb, Sydney Olympic Park 

World renowned real estate coach Tom Panos reveals why overpricing kills sales, sharing insights from Sean Newman's Estate Agency Conference. Learn how top agents use strategy, data and competition to price correctly, manage vendors and achieve stronger offers.

At Sean Newman's Estate Agency Conference in Birmingham, Tom Panos reveals why small UK agents can outperform the giants. Learn how speed, focus and smart strategy can beat size, plus a simple script to win more vendors.

Send us a textWant to grow without grinding yourself into dust? We're kicking off 2026 by focusing on the few standards that compound results: ambition that stretches you, a pit-crew-level team, real integrity, and the speed that wins listings before the weekend.The market is already humming. Opens across Manly, Forestville and St Ives are pulling 30–40 groups. High demand rewards agents who move fast and think clearly: same-day proposals, immediate contracts, and buyers called back before they hit the car.We unpack the multipliers: double your goals to shift behaviour, build black-belt support with clear roles, price with radical honesty backed by comps, and master product knowledge so buyers trust you instantly.We finish with practical levers: lift average sale price, protect your fee, convert more appraisals, tighten campaigns, and run your EBU like a real team. Performance is human too. Health and hydration keep judgement sharp.AREC 2026 is locked for 24–25 May. Block the dates.Raise one standard this year. That's how your next best year starts.

While many agents take January off to recharge, top coach and commentator Tom Panos warns that the window between January 15 and February 1 is actually the most critical time for building momentum. In this episode, he explains why starting now, not later, gives you a distinct advantage in a market where listings are tight and buyers are back. He also weighs in on the industry's "underquoting" debate, offering his take on why it generates bidders but not necessarily better prices. Tom Panos needs no introduction—he is the man behind the Real Estate Gym, has coached over 20,000 agents, and calls more than 100 auctions a year. As we head into 2026, Tom shares his blueprint for the "agent of the future," explaining how top performers are already using AI not just to write emails, but to act as their "first employee" and turn video content into an SEO goldmine. What you'll learn in this episode: The "Golden Window" Strategy: Learn why listing and launching between Jan 15 and Feb 1 can secure your vendors a higher price before the market floods in February. The Underquoting Reality Check: Understand Tom's perspective on the difference between "spray and pray" marketing and targeted campaigns, and why high bidder counts don't always translate to higher prices. AI as Your First Employee: Discover the specific AI workflows Tom would use if he were starting at 22 today—from generating "commission-breath-free" video scripts to using psychometric profiling tools like Crystal and Humantic. The Video SEO Shift: Why video is no longer just about social engagement—it's now a primary driver of SEO, with tools like Gemini translating your spoken words into searchable traffic. Chapters 02:15 New Year's Resolutions: The importance of a "Mental Health Friday" 05:30 The "Golden Window": Why waiting until after Australia Day is a mistake 08:45 Market Outlook 2026: Sydney, Melbourne, and the "Fire Emoji" markets (Brisbane, Perth, Adelaide) 12:20 The Inflation & Interest Rate Equation 13:50 The Underquoting Debate: Ethics vs. Strategy 17:40 The "Speed Camera" Analogy: Why compliance is no longer optional 19:30 AI in Action: How agents are actually using it (Video ideas, Reports, Translation) 24:10 The 22-Year-Old Agent Strategy: How to use AI as your first employee 26:30 Video is the New SEO: How Gemini and search are changing the game 29:45 The Agent of 2026: Efficiency, Brand, and the end of "Cold Calling" 33:20 Final Thoughts & Real Estate Gym Updates Resources Mentioned: Real Estate Gym: Tom's training platform for high-performance agents. Crystal / Humantic: AI tools mentioned by Tom for psychometric assessments of clients before meetings. HeyGen: An AI application Tom uses to translate video content into different languages (e.g., Cantonese, Bulgarian) to build trust in cross-cultural markets. Gemini: Google's AI, noted for its ability to translate video content into SEO juice. Ignite / CRM Reports: Using AI to summarize standard portal reports into punchy text messages for vendors. Connect with Tom Panos Website: tompanos.com.au LinkedIn: Tom Panos (https://www.google.com/search?q=https://www.linkedin.com/in/tom-panos-3069a818/) Instagram: @tompanos Discover More From Elite Agent & Samantha McLean Join the Spark Community for Innovation in Real Estate: https://spark.eliteagent.com Sign up for The Brief for Daily Real Estate News: https://thebrief.eliteagent.com Explore AI Tools, Prompts and Workflows for Real Estate: https://aipoweredagents.com Connect with Elite Agent on Socials Instagram: @eliteagentmag Twitter/X: https://x.com/eliteagentmag LinkedIn: https://www.linkedin.com/company/eliteagentmag/ #EliteAgent #ThoughtLeaders #RealEstateGym #TomPanos #RealEstateAI #PropertyTech #AustralianRealEstate #2026Trends

At Sean Newman's Estate Agency Conference in Birmingham, July 2025, we spoke with Tom Panos on confidently charging your fee without losing listings. Learn how to justify value, avoid unnecessary fee cutting, and take control in the UK property market.

Send us a text01:35 - Earlier this week, I met with Angus Abadee, NSW Strata & Property Services Commissioner. There will be massive changes to the price guide legislation in 202603:45 – Being branded as an “Underquoting” Agent05:13 – The market sentiment over Christmas, there's an  increase in Cancelled, Withdrawn, or Sold Prior06:25 - We can expect Interest Rate Rises in 202608:27 – My Performance Coaches: Angie Dunn, Phoebe Cook, and Nicole Goldsmith12:02 – KickStart 2026 on 10 Feb, Sydney Olympic Park (only $39 for Real Estate Gym members)My Clearance Rate: 8/13 SOLD

Send us a textA suburb record falls in Bankstown at six-and-a-half million, but the real headline is what it proves: momentum is still there for agents who price right, run a pro diary, and keep calling when everyone else clocks off. We swap excuses for evidence and map a practical path to 2x growth next year with simple, high-leverage shifts you can implement this week.We break down a ruthless year-end reset using stop, start, continue—what to cut, what to add, and what to keep but execute with more precision. You'll hear why belief follows action, how to build streaks that compound, and the exact daily cadence top performers use: blocked prospecting, tight vendor updates, and role-play that actually moves the needle. We share the short-video proposal that beats a 20-page deck, a clean negotiation frame that sets expectations early, and a buyer follow-up sequence that shortens days on market.We also dive into EBU structure: crystal-clear roles, removing the lead-agent bottleneck, turning assistants into revenue partners, and scaling only as fast as your plumbing allows. Scarcity, used honestly, becomes a close; discipline, used daily, becomes your brand. Use the holiday window to rest, learn, and pre-build January so you hit the ground running with a schedule that looks more like a surgeon's than a wanderer's.If you're ready to think bigger, act faster, and practice like a pro, this conversation is your blueprint. Enjoy the energy, steal the scripts, and set your 2026 standard now. If this helped, follow the show, share it with a teammate, and leave a quick review—what's the one habit you'll start tomorrow?

Send us a textReal Estate Market Wrap

Send us a text00:46 – The pros and cons of the New Auction Laws in VIC and NSW11:20 – Where did this recent influx of stock come from?13:10 – Black Belt 2026 and Real Estate Gym Kick Start is on 10 Feb 26My Clearance Rate: 7/12 SOLD

Send us a textWhat actually stops most agents from hitting seven figures? In this episode, we strip away the fluff and go straight to the real levers — belief, identity, environment and daily execution. You'll learn why goals must force growth: aiming from 32 to 42 sales changes nothing, but aiming for 75 requires a full upgrade in tonality, questions, energy and systems. We also break down why warm prospecting beats vanity content every time. Past appraisals, neighbours around new listings, local buyers and owners you spoke to 6–24 months ago consistently outperform random cold dials and reel-heavy branding that never asks for the business.We also tackle the environments and compliance realities that most agents ignore. Your culture matters — big office buzz, boutique focus or tight EBU — and the wrong one will quietly cap your growth. We unpack the three circles that hold agents back (situation, other people and self) and why the self is usually the true bottleneck. Plus, with underquoting under the microscope and AI monitoring campaigns, we outline the simple habits that protect trust: document conversations, update guides as enquiry shifts and deliver transparent vendor reports. If you're ready to stop playing small and operate like a genuine million-dollar agent, this episode gives you the blueprint.

Send us a text 0:00 - Maximise Real Estate Deals Before Christmas Break 2:19 - Market Dynamics and Auction Regulation Changes 4:44 - Ensuring Compliance in Auctions with AI Monitoring6:31 - The Importance of Home Staging7:43 - Agents Need Perspective on Their Work  My Clearance Rate: 12/13 SOLD

Send us a text0:00 - LocalAgentFinder's Impact on Real Estate Success 07:24 - Strategies for Selling Real Estate Before and After Holidays 12:23 - Making Real Estate Decisions Amid Interest Rate Uncertainty 18:03 - Building Trust and Integrity in Real Estate Listings 29:39 - Real Estate Strategies and Holiday Preparations in Australia  Guests:✅Kon Stathopoulos — Principal at McGrath - Parramatta, leading over 300 agents across 32 offices.✅David Walker — Principal at Ray White Upper North Shore, consistently ranked among the top performers in Australia.  *I am a  @LocalAgentFinder sponsored ambassador: https://www.localagentfinder.com.au/

Send us a textFrom refugee to Founder & Director of Bricks & Mortar Real Estate, Sahil Bhasin is a high-volume agent in VIC, making 170+ sales a year with an average sale price of $730K. He joined the Real Estate Gym before starting his career and still commits to regular training. 05:00 – Sahil Bhasin: From refugee to 170+ sales a year10:00 – The most common ways agents use iD4me to get their ROI in the first week12:37 – The fail-proof method to secure 20 listings a year using REA's Ignite x iD4me map view15:15 – How Sahil is turning the end-of-year rush into listing opportunities 19:28 – The “insurance policy” analogy21:35 – Finding the emotional buyer22:46 – Sahil's counterintuitive “List Now, Launch Later” and other strategies to finish the year strong28:26 – The unconventional ways Sahil uses iD4me to find both buyers and sellers  ✅ Book an iD4me demo✅ Sign-up to iD4me now*I am an iD4me brand ambassador