We Are Selling with Lee Woodward Value Performance Advertising with Tom Panos
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In this episode of We Are Selling, Lee Woodward is joined once again by Tom Panos, one of Australia’s most respected real estate educators, for a focused and practical conversation on Value Performance Advertising (VPA).
VPA is more than a budget conversation, it is a professional responsibility. Lee and Tom explore how modern agents can confidently communicate the importance of marketing, protect the client’s asset, and ensure no money is left on the table in today’s market.
💡 In this episode, you will learn:
- Why VPA begins with belief, and why agents must genuinely value marketing before they can sell it
- How strong case studies and storytelling help owners understand the true cost of under marketing
- The staged four part marketing approach, including VIP preview, social release, portal launch, and direct consumer outreach
- How to position yourself as the custodian of the owner’s investment, showing care, caution, and strategy
- Why off portal and off market often lead to missed opportunities, and why every property deserves full exposure
- The behavioural economics behind vendor decisions, including Daniel Kahneman’s research on pain avoidance
Tom and Lee also break down common misconceptions about selling quickly, why properties are often undersold, and how impact marketing helps shorten time on market without compromising the final result.
Hosted by Lee Woodward Training Systems
Brought to you by The Complete Salesperson Course & Super Coaching Program
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