Top agent Josh Tesolin gives back to the industry

After just two years of business ownership Josh Tesolin, 27, became the top principal across Ray White in Australia and New Zealand last year.

Everyone wants to know what his secret is and how to bottle his energy.

Last year he sold 370 properties in a year – an unheard of feat in any market.

Josh Tesolin wanted to host his event to “have an impact not just in Quakers Hill but on the industry”.

Real estate coach Tom Panos said that in his 37 years in this industry, he had never met anyone like Josh Tesolin.

“It will be very hard for anyone to replicate JT’s results. His results are extraordinary.”

Mr Tesolin gave the attendees a detailed breakdown of his prospecting, marketing, reviews, text message system, testimonials and auction process.

“Consistency and frequency builds trust,” Mr Tesolin said.

“If you don’t prospect, you can’t list and you can’t sell, and you might as well not be in real estate.

“You’ve got to understand, prospecting can take numerous forms. You can do it. You can cold call, you can letterbox drop, there’s literally 1000 ways you can prospect. If you do it consistently enough, you’ll be successful.

“The more you do something, the better you will be and the better you are, the more business you will attract.

“It all starts with one sale. A lot of people think to themselves ‘I need 10 listings to be successful’. I knew I needed signboards literally everywhere for people to notice me.

“Signboards are the most easily identifiable things you can find. Its people literally putting a board out in front of their home and saying, ‘I’m selling my property’. I track every property that comes on in my market.”

He asks every seller for a Rate My Agent, realestate.com, Google reviews and video testimonial too.

He expects all sales associates to spend two years with him before going it as a solo agent. Josh Tesolin also has a “no drink and no drugs policy” in the office, he expects his team to work hard.

“We have an apprenticeship system in the office, if they are getting leads and showing promise.”

Real estate coach Tom Panos captivated the crowd at The Tesolin Conference.

Mr Panos, one of the most influential real estate coaches in Australasia, said there was no stronger family business than Ray White. In fact, Mr Panos used to own a Ray White franchise in Marrickville some 30 years ago.

“Welcome to Brian White, a legend of our industry. Ray White is a true family business. A lot of Ray White businesses are family businesses, and what I love about Ray White is auctions and vendor paid advertising are its oxygen.

“Brian has a spring in his step as he’s doing something he loves. It’s effortless and fun and lucrative. When you make it long term and sustainable, you look forward to going to work as you have built a life by design.”

You could hear a pin drop in the event room at The Star when Mr White spoke about the power of family in business.

“Families have so much more integration and togetherness and shared purpose than any other structure,” Mr White said.

“Families create a consistency of reputation and define what is so critically important. In Josh’s case, he has his wife Sophia and mother Annette with him and they are so integrated in his life and business.

“My grandfather Ray set up his first business in outback Queensland, and on the shed under his name it says ‘auctioneer’.

“Auctions have never wavered in its centrality. Look at the success Josh is achieving, he’s adopted the same language and the power of family.

“Family is our great asset, and what is it that our family stands for? We trademarked the term competition creators as we believe in the power of auctions.”

Emil Juresic, Brisbane property developer and founder of NGU Real Estate group, shared his life story coming from Croatia with his family as a 16 year old to become a successful business owner.

“I didn’t want to give up. I am 43 and I started my business NGU which stands for Never Give Up, seven years ago. Life is solid but for me I have a survival story,” he said.

“I got into property development and real estate investing and most agents are not investing in what they do.

“Real estate agents need to capitalise on the industry that they know so well and buy property. Utilise the industry that you guys are in, full stop, you are already in the industry.

“When it comes to sales, I still sell for fun, last year I sold $174 million worth of property for $500,000 GCI for fun.

“When I came to Australia as a 16 year old, my heart was always so big and I wanted to conquer the world.

“I asked myself what industry I would work in so that I would learn quickly and make money, so I started in the construction industry and worked seven days a week like a bulldog.”

He says he made $120,000 on his first development, and by age 24, he made $4 million.

“My ego was the size of Mt Everest and I thought I was a good businessman.”

“Deadline, competition and urgency. It removes the price, and it’s the only thing people want to know,” Ray White NSW | ACT CEO Tim Snell told The Tesolin Conference.

“Follow the process, and the price becomes inevitable.

“We are confidence creators. We are competition creators. This market is the rebirthing of the sales agent. It’s an educational time for any vendors and buyers.

“Stop looking for the best buyer, they will always reveal themselves, you need competition, you need underbidders. But how do you get the best buyer to pay the best price when there’s no confidence in the marketplace? You need competition. You need the under bidders.

“Josh has confidence in buyers and he knows if he gets five registered bidders, we have a 95 per cent chance of selling the house under the hammer.

“Josh gets the whole market there. Confidence, urgency and conviction. The auction process becomes so beautiful. Josh turned his entire business model to auctions and the conviction of that shows here in these numbers. He has confidence in his buyers, that is the secret.”

“This wasn’t all roses by the way. We had a few lessons to learn. One of the major lessons was the importance of controlling the core marketplace.”