“Doing something well is not necessarily doing something important,” says Tom Panos – well-known in real estate circles as an independent auctioneer and sales educator, as well as an executive with News Corp Australia.

In this episode, he speaks with My Business editor Phillip Tarrant and publisher Russell Stephenson about understanding the difference between sales and marketing, his three-phase approach to client attraction and the value of what he refers to as ‘educational selling’.