The Tom Ferry Podcast Experience

13 million views. 8 years later. And it still hits a nerve. Back in 2017, Tom posted a video about how the wealthy manage their money, and the internet lost its mind. Now he's back to react to it. Not because he had to. Because he couldn't not. Most of what he said back then? Still dead-on. But some things have changed in the last 8 years. And the stuff that's changed might surprise you. This is the reaction video that will change the way you think about money — for good. In this episode, you'll learn: Why top producers get stuck in a cycle of rich and broke, and how to break it The "Three C's" quietly killing your financial growth Why 80% of agents are making a critical mistake with every commission check Tom's personal "1% per quarter" strategy for compounding net worth over 20 years Why singles and doubles beat home runs every time Ready to build real wealth? Tom Ferry Coaching members get exclusive access to Financial Foundations — an on-demand training led by Toby Mathis of Anderson Business Advisors, one of the top financial strategists in the game. This tool is only available to coaching members and is built specifically for real estate professionals ready to gain financial awareness, make informed decisions, set realistic goals, and achieve financial freedom and success! Book a free call with a Tom Ferry sales consultant to learn more about coaching and see if it's right for you. 🔗 https://www.tomferry.com/real-estate-coaching-programs/ 🎥Want to see the original video? Check it out here: https://www.youtube.com/watch?v=wJB90G-tsgo

This is something that a lot of business owners don’t want to hear. And if you’re one of them, then you especially need to hear it. The easy way is the easiest way to keep wasting time and money. Ready to choose a better way? Tom Ferry's Coaching doesn’t make the things you do easier — it makes YOU more capable of doing hard things with less pain. And it guarantees that your hard work pays off. Schedule a free consultation now to learn what I mean. 🔗in bio.

Stop guessing and start generating. In this impromptu masterclass, Tom Ferry reveals why most real estate businesses are currently in a state of "disease"—and the exact, unapologetic steps required to move past "wellness" and into "greatness." If you feel like you're "waiting" for the market to improve while top producers are pulling ahead, this is your wake-up call. Tom breaks down the professional standards that separate the industry's wealthiest agents from the rest, including the specific daily habits that build an unstoppable flywheel of success. In this episode, you’ll discover: The 3 Emotional States of Business: Are you operating in disease, wellness, or greatness? The Checklist Rule: How to get things done with less mental strain. The 200-Day Challenge: A simple commitment that will transform your bank account and your self-esteem. The 5-5-4 Power Routine: The exact conversation counts you need in your CRM every single day. 4 Weekly "Anchor" Meetings: The secret to maintaining momentum and managing the health of your business. Ready to achieve greatness? Don't leave your success to chance. Schedule a free coaching consultation to see how Tom Ferry Coaching can help you dominate your market: 🔗 https://www.tomferry.com/consultation/

There are three things killing your happiness and success. You probably do them every day, but if you stop them now, I promise that everything in your life will improve. Give it a shot now. Need help getting your mind & business in check? Schedule a free business strategy session and learn how to take real control of your life: https://www.tomferry.com/real-estate-coaching-programs/

Does it ever feel like everything in your life is all mixed up (finances, health, discipline, etc.)? Most agents focus on moving from a state of “dis-ease” to “wellness,” but I’ll tell you, wellness isn’t where you want to be. Greatness is achievable, and in this Mindset Monday, I’ll let you know what it takes to get there.

Welcome back to Tom Ferry's Outliers Series—where we unpack the mindset and disciplines of agents doing extraordinary things. This week, Tom sits down with Chris Wolf — a former home builder and house flipper who made a career pivot into real estate sales just 14 months ago. He knew no one in his market. He had no sphere of influence. And he had a family counting on him. He finished his first year at $510,000 GCI. But it wasn't luck, a hot market, or a secret strategy that got him there…. In this episode, you'll discover: Why he hired a full-time assistant just two months into his career — and why it was the best decision he made The two lead sources responsible for 78% of his transactions How he went from $130K GCI in his first six months to $380K in the second — and what changed The "just start" strategy he uses on the 40% of days he doesn't feel like doing the work Why personal responsibility — not market conditions — is the only variable that matters If you're waiting for the market to get easier before you go all in… this episode is your wake-up call. And as you'll learn, Chris credits his explosive first year to working with a Tom Ferry Coach. Want proof that you can hit $500K GCI before your second anniversary in real estate? Schedule a free call with a Tom Ferry consultant to learn more about coaching and if it's right for you: 📞 https://www.tomferry.com/free-coaching-consultation/

Welcome back to Tom Ferry's Outliers Series—where we unpack the mindset and disciplines of agents doing extraordinary things. This week, Tom sits down with Joy Lynn, a Salt Lake City agent who started last year with a $250,000 GCI goal… then blew past it so fast she had to keep raising the ceiling. She finished the year at $750,000. But it wasn't a new tool, a viral strategy, or a lucky market that got her there. It was a simple rule that’s far more powerful than anything else. In this episode, you'll discover: The gap that’s probably costing you hundreds of thousands of dollars A 90-day rule for evaluating new habits, systems, or prospecting methods The non-negotiable morning routine she credits for her entire transformation Why she stopped cold calling – and what she did instead If you're working hard but keep chasing the next shiny object… this episode will stop you in your tracks. And as you’ll learn from the episode, Joy credits her success to working with a Tom Ferry Coach. Want proof that you can 3X the highest goal you’ve ever set in your life? Schedule a free call with a Tom Ferry consultant to learn more about coaching and if it’s right for you: 📞 https://www.tomferry.com/free-coaching-consultation/

Want to know how to emulate success as a real estate agent? In this Mindset Monday, I’ll show you exactly how it’s done, so you can stop reinventing the wheel and start seeing results. You’ll learn exactly what to do, what to observe, and how to get out of your own way. Watch it now!

Welcome back to Tom Ferry’s Outliers Series—where we unpack the mindset and disciplines of agents doing extraordinary things. This week, Tom sits down with Mario De Santes, an Italian immigrant who arrived in the U.S. with $100, no English, and a willingness to do whatever it took. Fast forward 11 years… and he’s now a $1.25M GCI producer, commercial building owner, and fully present husband and father. But his journey wasn’t clean. In this episode, you’ll discover: The wake-up call that forced him to rethink success How coaching helped him hit a 10-year goal in one year The mindset shift that eliminated burnout The systems and energy standards that changed everything If you’re working hard but feel like something’s off… this episode will challenge you. Ready to build your next level the right way? Schedule your free Business Strategy Session and discover what coaching could unlock in your business. 📞 https://www.tomferry.com/free-coaching-consultation/

Sometimes the best advice you can possibly get is exactly the thing you don’t want to hear. It’s the truth you’ve been avoiding – the realization that stings. But once you accept it, everything shifts. Suddenly, you’re free. In this Mindset Monday, I’ll share the three words that changed how I approach every difficult moment in my life.

Welcome back to Tom Ferry’s Outliers Series—where we study the disciplines of agents who are doing extraordinary things. This week, Tom sits down with Edna Kimble, a powerhouse agent out of Tahlequah, Oklahoma… who’s ranked in the Top 5 Century 21 agents in the world for units every year for the last 10+ years (and #1 twice). She’s personally closing 130–150 transactions a year in a town of only 17,000 people—and she does 80% of her work from her iPhone. Whether you’re building your business or trying to scale without losing control, this is a must-watch episode where you’ll learn: Secrets for managing your business on a phone Her simple system for NEVER missing a goal How to grow your business while removing tasks Marketing strategies that win the community Edna doesn’t rely on hype. She relies on systems, consistency, and coaching—so she can make faster decisions, see blind spots sooner, and keep improving without getting stuck in mistakes. Do yourself a favor and schedule a free Business Strategy Session. Even if you don’t sign up, you’ll walk away with your next best moves. 📞Schedule now: https://www.tomferry.com/free-coaching-consultation/ Social Copy: ⚡How does a Top 5 agent in the WORLD run 80% of her business from an iPhone… from a town of 17,000 people?⚡ On this episode of Tom’s Outlier’s Podcast, Enda Kimble shares the secrets behind her insane success! 🔗Watch the full episode with the link in bio!

You already know that our time on this earth is limited. If that doesn’t give you enough motivation to do the things you need to do, I have another question that might. I want you to get serious for a moment, watch the video, and reflect. Then, let’s get to work.

Welcome back to Tom Ferry's Outliers Series—where we study the disciplines of agents who are doing extraordinary things. This week, Tom talks with Ryan Carney – who closed 32 transactions in his very FIRST YEAR as an agent (27 of them from expired listings and FSBOs). Whether you’re a new agent or an experienced pro looking to level up your game, this is a must-watch episode where you’ll learn: How “The Mirror Effect” is the #1 thing that makes successful agents The 12-hour execution rule that changes everything Why you should be waking up before 4 AM The emotional regulation strategy that keeps him calm in chaos Ryan didn't come from a warm database. He didn't have years of connections. He built his business through cold calling, discipline, and refusing to negotiate with himself. But let me give away a major spoiler from the episode… The difference that made the difference for Ryan… It’s Tom Ferry Coaching. Most agents are grinding without a clear system. They're inconsistent. They lack accountability. And they're one decision away from everything changing. That's exactly what Tom's Elite Coaching Deal is designed to solve. This is the proven system that's helped thousands of agents go from stuck to unstoppable—with the structure, accountability, and expert guidance that outliers use to win. This insane deal won’t last long. Learn more about it here: https://www.tomferry.com/elite-deal-consultation/

There is something that’s holding you back – maybe even breaking you. In this year, in this market, you can not afford to keep carrying it with you. If you’ve been feeling stuck or like you’re banging your head against a wall, watch this Mindset Monday, and let’s figure out what it takes to move forward.

Welcome back to Tom Ferry’s Outliers Series—where we study the psychology, behaviors, and decision-making of real estate pros who perform at an extraordinary level. In this conversation, Tom sits down with Sarah Combes, a 23-year industry veteran who made one decision that shattered her own GCI ceiling – $300K to $1.2M GCI in a single year. You’ll hear Sarah’s story and exactly what she did to achieve this breakthrough: How joining coaching changed her business approach The behavioral alignment techniques that speed progress The delegation strategy that changed everything How you can get started delegating and break past exhaustion If you’ve ever felt like you’re capable of more—but can’t seem to break through—Sarah’s story looks a lot like the version of you that’s waiting on the other side of the right structure, accountability, and guidance. Ready to become a real estate outlier? That’s what Tom’s Elite Coaching Deal makes possible. This special offer won’t last much longer: 💰 Save $1,100 on Elite Coaching 📈 Get a 7X ROI Guarantee (make $7 for every $1 you invest) 🎟️ Get a ticket to Success Summit (August 3–5 | Anaheim, CA) 🎯 Get matched with the perfect coach for your goals Get the Tom Ferry Elite Coaching offer: https://www.tomferry.com/elite-deal-consultation/ Outliers aren’t born. They’re built—with the right coach, the right systems, and the right standards. Watch the episode. Then decide how far you’re really willing to go.

Say it with me: Done is better than perfect. Perfection kills momentum. Action creates results. If you're waiting until it's flawless, you'll never launch, never call, never take the shot that changes everything Action solves everything. Run it up the flagpole. See what happens. If you need a mindset heading into 2026 - this is it. What do you think?

Welcome to the first episode of Tom’s brand-new Outliers Series—a multi-part deep dive into the habits, decisions, and psychology of real estate’s highest achievers! In this series, Tom sits down with agents who are setting the example for how to compete at the highest possible level in today’s market. Tom kicks off the series talking to Chase Guiles – a TF Lists, Top Performing Agent honoree whose rapid rise has been anything but accidental. In this episode, you’ll get insights that Tom gained after analyzing 230,000 anonymous coaching sessions—and see how Chase embodies these principles through concrete actions and decision-making. Chase’s story is an example of how any agent at any level can mimic the principles of success in their own journey and skyrocket their productivity, their brand, and their GCI. You’ll even learn Chase’s YouTube strategy, including why “boring but searched” beats flashy content, how to structure CTAs that convert, and the biggest mistake agents make on camera. This episode gives you a clear look at: The behavioral changes that create breakthroughs How to align your goals with your actions The secrets to emotional regulation (the biggest success indicator for agents) Chase’s YouTube pipeline framework If you’re serious about elevating your career, mastering today’s market, and becoming the outlier in your office, this is your blueprint. Watch now. Take notes. Then take action fast. P.S. As you’ll learn in the episode, Tom Ferry Coaching has been instrumental in Chase’s journey to real estate success. If you want to mimic his rise and seize your highest potential, schedule a free Strategy Call to see if coaching is right for you: 👉https://www.tomferry.com/free-coaching-consultation/

After interviewing top performers who just had unbelievable years, they all said the same thing: “If they can do it, I can do it.” They didn’t reinvent the wheel. They found models of excellence, studied what worked, extracted the insights, and put them into action. So as you think about the new year and what’s possible for you in 2026, ask yourself: Who are you modeling? Who are you learning from? Life is too short to figure it all out alone. Find excellence, model it, do the work—and watch what happens.

Real estate AI is here, it’s happening, and if you're not paying attention, you're already behind. In this episode of the Tom Ferry Podcast Experience, Tom sits down with Jason Pantana, co-owner and operator of AI Marketing Academy, to break down the three AI mega-trends that are fundamentally reshaping how agents generate leads, create content, and compete in today's market. They’ll show you how top-performing agents are using real estate AI right now to compete at a higher level. Here’s just some of what you’ll learn: How AI-driven search is collapsing the traditional marketing funnel. Jason's simple two-variable system to determine where a lead lands in your funnel. How "Agentic AI" breaks out of the chatbox to work across platforms like Canva, Zapier, Spotify, and Uber. How agents are turning static listing photos into immersive walking tour videos in minutes. How to be the one AI recommends when it matters most If you're serious about staying ahead in this market, understanding real estate AI is key. Watch the episode now! Want to go deeper? Check out AI Marketing Academy at https://academy.jasonpantana.com/ —the fastest-growing platform helping real estate professionals AI-ify their marketing and win in the new era of lead generation. The future of real estate marketing is here. Don't miss it.

Yesterday at Elite Retreat, David Childers (of Keeping Current Matters) took the stage and delivered one of the most important housing-market presentations you’ll hear all year. For those who don’t know, Tom Ferry’s Elite Retreat is one of the biggest, most exclusive gatherings of top-performing agents in the world. But this information is so crucial, we had to share it with agents everywhere. In this special episode of the Tom Ferry Podcast Experience, David breaks down the real story behind affordability, inventory, mortgage rates, and the massive opportunity emerging in expired listings. This is the same presentation top producers relied on yesterday to set their strategy for the year – and now it’s your turn to use it. You’ll learn: How affordability is driving policy, demand, and buyer behavior The three forces that shape affordability What you MUST know about today’s mortgage rates Why inventory is rising faster than anyone expected Why we’re entering a two-speed market and what that means for pricing strategy The data behind the surge in expired listings If you’re serious about elevating your business, this is the episode you need to watch to understand where the market is heading and how to win in it. Want to take serious action on David’s data and start closing expired listings at scale? That’s what Tom Ferry’s FREE Expired Listing Bundle is for. You get everything you need to… A full webinar recording packed with advanced strategies you won’t find anywhere else A complete script book loaded with today’s best scripts for expired listings A system to help you connect with embarrassed, overlooked sellers and become the expert they trust Download the Expired Listings Bundle for free and commit to helping more expireds this month. This market is moving — don’t miss the moment.

What are you afraid of right now? Not surface-level fear-but the thing you keep pushing down. Most of the time, it's not fear at all. It's shame. It's guilt. It's feeling unworthy. Real confidence isn't hype. It's built by doing hard things consistently. Ask yourself: • What's the worst case? • What's the most likely case? • What's the best case? When you can accept the worst case... you're free. Do the hard thing. Confidence follows.

It’s a new year and a fresh start. In this short Mindset Monday, I’ll show you the #1 thing you need to put in place NOW to seize the days ahead. Let’s make this your best year ever!

As we close out one year and open another, now is the time to get very clear about your direction and who you want to be over the next 12 months. There are a few questions you need to take the time to answer, including “What will be the theme of your 2026?” In this Mindset Monday, I’ll explain what that means and how to do it.

The first day of the year is also the biggest day for real estate agents. 17% of listings in the United States are about to expire and become available for capable agents to help them. In this special episode of the Tom Ferry Podcast Experience, Tom talks with Coach Jeff Mays and mega-agent Carolyn Young (who has personally made millions in GCI for expireds) about the best strategies for winning the expired listings surge. You’ll learn: -The data that makes a difference -The three most common objections from sellers -A powerful outreach strategy that really works -The four emotional stages of expired listing sellers If you want to level up your business, this episode is the place to start. Want to go deeper and really help more sellers at scale? Here’s your holiday gift – The 2026 Expired Listing Bundle. I’m giving you free access to a full webinar recording with strategies you won’t get anywhere else and a playbook filled with today’s best expired listings scripts. Access the bundle now and commit to helping more expireds over the next month! 👉https://www.tomferry.com/agent-tools/expireds-bundle-offer/

130K+ listings are set to expire in January. Why then do so many agents not work expireds? It’s hard to understand, because these are the people who need your help most. I’m not talking about working them; I’m talking about helping them get on with their lives. In this Mindset Monday, I’m sharing the top seven reasons listings expire and how you can do better.

Can you think of where you learned work ethic from, or maybe where you learned laziness? In those memories is a lesson, and behind every lesson is a choice. How will you choose to interpret your experiences so that you can create the best future possible? That’s what I’m talking about in this Mindset Monday.

Tom shares 3 crucial actions to take before year's end: clear out the old, reach out to your network with gratitude, and plan a thank-you campaign for clients and partners in the new year. It's time to prepare for growth!

If you’re complaining about the economy or blaming it for your lack of success, you need to check your perspective. This is the best economy to start, grow, or invent your business. I’ll show you why in this Mindset Monday.

Are probate listings the right niche for you? They’re not for everyone, but if an EXTRA 30-40 deals every year sound appealing, you can’t afford to pass them up. Long Beach agent Paige Fingerhut Charnick has a goal of 600+ probate deals over a 15-20-year period, and she’s right on track to reach it. In this episode of the Tom Ferry Podcast Experience, Tom talks with Pagie about her strategies for winning probate listings, how she got into the business, and the real value of conquering such a niche lead pillar. You’ll learn: The pros and cons of working probates The two main ways to win more probate business How to network with attorneys by speaking their language A powerful referral strategy Don’t miss this one. Watch the episode, decide if probate listings are your next business pillar, and then plug in Paige’s strategies to start winning more deals.

As a real estate agent, there are a few ways you can begin the year, but there’s only one that you really want. The difference between a beautiful and a horrible start comes down to the work you do right now. Watch this Mindset Monday now, and watch it again any time you feel yourself slipping between now and the end of the year. Commit to a strong start!

Rates and headlines are freezing your clients—but they don’t have to. In this Tom Ferry Podcast Experience, Tom sits down with Jimmy Mackin and David Childers to turn year-end fear into listings and appointments. You’ll get: “The Problem with Waiting” campaign to reframe rate hesitancy An IG polls that start conversations Expert follow-up strategies for setting appointments The expired listing postcard that wins re-lists Market context and why affordability is set to improve into 2026 This is the marketing update that every agent needs right now, combined with the marketing that will help you steer your clients in the right direction. Whether you’re solo or leading a team, if you’re looking to turn headlines into leads, appointments, and trust, this episode is a must-watch!

THE TRUTH ABOUT “HAVING IT ALL” Episode Description: Can you build a thriving real estate business and a fulfilling personal life? Matt Farnham says yes — if you design it intentionally. In this powerful episode, @TeamFarnhamLV top-producing team leader and founder of One Life Retreat, shares his journey from burnout to balance. After years of being “always on,” Matt realized success meant nothing if it cost him his family. Today, he helps other high-performing agents and their spouses create alignment, set boundaries, and thrive together — in business and at home. What You’ll Learn: Why success doesn’t have to be “either/or” — you can win at work and at home How intentionality and boundaries create freedom, not limits The real cost of success — and how to avoid paying it in regret This conversation is for every agent chasing growth but craving balance. 💡 Learn more about how Tom Ferry Coaching helps agents build scalable success — without sacrificing what matters most: https://www.tomferry.com/free-coaching-consultation/

AI search is the future of real estate. It’s the future of SEO in general. More buyers and sellers are asking ChatGPT who the best agent in their area is, and when they do, you want to make sure it sings your praises. In this episode of the Tom Ferry Podcast Experience, I’m talking with Coach Paul Sanford, who is not only a powerful leader with over 22 years of experience but a pioneer in the world of AI search. He’s showing you exactly how to use AI search to sell more homes and position yourself as the leader of your market. The future is here. Those who adapt first will sell millions of dollars of real estate. The ones who don’t will regret not acting sooner. Listen to Paul’s advice, follow the steps, and dominate AI search in your market!

Have you ever heard of the study where kids were lost in the woods? It gives us some pretty startling insights into the way all people actually work. 95% will stay lost. But 5% have a simple secret to get themselves out of the endless loop of confusion. That’s what I’m talking about in this Mindset Monday.

I’m not interested in achieving balance. From all the great achievers I’ve met in my life, I’ve learned that balance is a weakness. When your life is near the end, you don’t want to regret all the things left unachieved. So how can you have a healthy life and relationships? There’s a more important skill than balance, and that’s what I’m discussing in this Mindset Monday.

You probably know Josh Altman from Million Dollar Listing. He’s the top 1% of the top 1% real estate agents in the world, with over $9B in sales over his career. But before he became an international icon, Josh was a regular agent trying to navigate the industry. In this special episode of the Tom Ferry Podcast Experience, the world’s #1 real estate coach talks with the world’s top celebrity agent about the real strategies behind his rise. You’ll get: The secret branding strategies that built Josh Altman’s business A glimpse into the real grit and mindset behind the highlight reel The foundational steps for starting out Whether you’re a new agent or an experienced pro, you can follow the exact plays that Josh Altman used and replicate his success. Want to dive even deeper into Josh Altman’s strategies? He and Tom are hosting a webinar that you don’t want to miss… The $9B Game Plan webinar happens live on October 22! Register today for free:https://www.tomferry.com/webinar-registration-oct-q4-2025/

One of my mentors used to call this time of the year “Separation Season.” It’s the time when you need to separate the old version of yourself from the new version. What you do over the next few months will determine what you do for the next year. So what should you do? That’s what I’m answering in this Mindset Monday.

If you’re struggling in real estate, you’re not alone. Even experienced agents are fighting just to stay even. So how can new agents or those who have hit a rough patch bounce back? Last week, Tom did a Q&A with questions from the recent Success Summit. This week, he’s answering the six most common (and important) questions for agents who are struggling in real estate right now. This episode will give you answers to: Balancing fundamentals with online brand building How new agents can stand out against the competition The best steps for young or new agents The #1 skill to master for winning more listings Routines for keeping energy high Watch or listen now and get yourself into momentum! And remember… If you’ve been struggling in real estate for a while, there is a proven solution… Schedule a free coaching consultation where you’ll jump on a call with a trained business expert who will help you identify hidden gaps in your business and the best solutions for your next breakthrough. Resources to Raise Your Game -In the episode, Tom mentions AnswerThePublic. A fantastic tool: https://answerthepublic.com/ -See Tom live in a city near you at Listing Edge: https://www.tomferry.com/listing-edge/ -Free scripts and resources for agents: https://www.tomferry.com/agent-tools/

Your highest goals require a different version of you. So, how do you create that new, greater version of yourself? You can’t just go all-in today. It takes a lot more than that. In this Mindset Monday, I’m talking about what you can do to show your commitment to yourself all day, every day.