The Tom Ferry Podcast Experience

So, you’ve made a great video, posted it to social, and it’s gotten some views. That’s great, right?! Well… not so fast. How is the engagement on that post? Are people liking, subscribing, and commenting? Because if not, that post is dead in the water. When it comes to social media, ANY social media, we need to play to the algorithm and that means this: Interaction = Visibility. And interaction comes down to three “Ps” that you need to always be thinking about on social. Jason Pantana is going to walk you through what they are, why they matter, and how you can take advantage of them. Working the algorithm is the foundation of the game, so make sure that you watch or listen to this one first, and afterwards, check out this episode if you haven’t already, to see what kind of content you want to be using.

Have you ever felt like you were stuck with a certain number of Instagram followers and couldn’t move beyond? It’s kinda a big deal, because a steady rate of growth shows the world you’re an account worth following – and an agent worth working with. So how do you get unstuck? Jason Pantana knows just the way, and this week he’s going to give you three tips to ride the Instagram algorithm to massive exposure. If you’re looking to grow a following that will keep generating business even in today’s shifting market, this is the episode you need to watch. Make sure to check it out, now! Also… Be sure to attend Success Summit either in-person or virtually to gain access to a comprehensive Instagram Reels “Lead Generation Playbook” from an agent who’s killing it on Instagram in Las Vegas.

When it comes to real estate scripts, one size does NOT fit all. There are so many different prospecting situations you might find yourself in that one script just won’t cut it. You need winning real estate scripts for any occasion, and for that I know just the person to go to. Stephanie Younger is a $400-million producer whose team has already done a whopping 172 transactions so far this year. I sat down with Stephanie to role-play her proven scripts for four distinct situations – charity and networking events, open houses, door knocking, and past clients. If you’re looking to make your sales pitches feel like natural conversations, Stephanie’s words are exactly what you need. So, make sure you watch or listen, now! Also, if you like Stephanie’s approach, be sure to attend Success Summit, where you’ll get her entire “playbook” for successful open houses. It’s just one of 15 different Lead Generation Playbooks you’ll get when you attend!

What does it take to generate and manage consistent volume in MEGA high-end luxury real estate? If you ask Mala Sander, she’d say that consistency comes from systems. Mala learned about creating optimized systems during her 20-year career at IBM, but those systems needed some adjusting when she began selling super-lux properties in the Hamptons. This week, Mala shares with me what works and what doesn’t in her market and how you can systematize your success in the high end. You don’t need to be living in the Hamptons to find this stuff useful, so make sure to watch or listen, now.

Susan and Paul Kadilak are a powerhouse couple. Within a year of releasing their first video, their business shot up by 60%. Now they run a design and renovation business on top of their brokerage, and, oh yeah… they’ve even been nominated for an Emmy Award. But no matter how much they have on their plate, they never sacrifice the quality of anything they do. So, how do they manage their time so effectively? Paul says it comes down to “staying in their lane,” which might mean something a lot different than you think. I sat down with Paul and Susan to discuss what their authentic lane is, how anyone can find theirs, time management, and shooting Emmy-worthy videos. Not only will you learn lots of great tips, but these two are also hilarious, so make sure to watch and leave us a comment.

What do you want? Do you want more money? Better relationships? A healthier body? You can have anything you want, but it has to be reflected in your actions. If your behaviors don’t change, neither does your situation

This week, I have something of really insane value for you. I sat down with Carolyn Young, a 30-year veteran of the business, to role play the listing presentation script she uses to convert about 95% of her opportunities. And for context, she went on 200 listing appointments last year. This year, she’s on track for SIX MILLION dollars in commission. Her strategy is this… Carolyn has 70 beautiful, laminated slides which she brings with her to every appointment. She goes over them one by one and has her script adjustments ready for any objection that could possibly arise. This is an episode you MUST watch or listen to, so I suggest you do that, right now. But I want to give you a heads-up… You’re not going to get to see the slides here. You will, however, get to see them in Dallas at ourSummit event next month. Carolyn will be doing an on-stage listing presentation complete with all 70 of her slides seen clearly on the big screen. She’ll handle the toughest objections and answer any questions you have. Believe me… you will not want to miss it. Reserve your spot at Summit today!

The most frequent question that I get asked as a coach is, “How do I get organized?” As a CEO, I get it. Keeping your team organized is difficult… if… you don’t have your tech stacks and standard operating procedures in order. This week, I talked with Jack Lehr and Sara Cain of Tru Advantage Team, and Dan Barnett of The Jill Biggs Group about what it really takes to stay organized as a leader, from onboarding and offboarding to the tech stacks they can’t live without. This is a great conversation that I think will provide you a lot of ease and clarity, so make sure you watch or listen.

We spend so much time thinking about what we need to do and how to do it. But every now and then we need to step back and ask “why” we’re working so hard. That’s what I want to talk to you about this week – the people and experiences that fill your heart with love – because at the end of the day, not much else really matters. Make sure to watch and then share what you’re grateful for in the comments.

When the headlines are spreading unwarranted fear, your No. 1 job is to be the trusted advisor for your community. It sure doesn’t hurt if this helps you generate referrals. But the way in which you advise your sphere makes a difference. David Caldwell has a process for getting one-on-one with the people in your network to alleviate the fear in your marketplace, nurture sellers years in the making, and, yes, generate referrals. This is possibly the most important thing you could be doing for your business, so make sure to check out my conversation with David, right here.

There are plays that work in luxury real estate during good markets, plays that work in bad markets, and then there plays that work in ANY market. And isn’t it funny how the things that always work are often the simplest (though maybe not the easiest)? Ann Howarth is a Rockstar luxury agent in Ventura who has worked with her coach Marc Prestera to adapt market immune practices for generating consistent listings. I sat down with Ann and Marc to discuss the conversations to have, the words that work, and the plays to run no matter what the reports are saying. With the market the way it is, you’re going to want to watch or listen to this, right now.

Meet the Geronsins. They’re a family, a business, and real estate family business. Between them, Carole, George, and Genelle have over 80 combined years in the business, and when you look at their numbers, it’s clear they’re doing something right. Running a family business isn’t easy, and that’s why this week, I spoke with the Geronsins about: The best ways to introduce your kids to the real estate world Branding and marketing as a family Finding your ideal role in the company And when to pass the baton If you’re interested in building up and passing down your business to the people you love, this is the episode to watch. Make sure you watch or listen, right here.

When the market makes an adjustment, it wouldn’t exactly make sense for us to keep on doing the same thing, would it? We need to adjust, too! In times like this, when I need to make an adjustment, I ask myself, “What decisions have I been putting off?” And when you think about the question, you might be surprised by the answer.

These days it seems like everyone is obsessed with content calendars, but I’ll let you in on a little secret… there’s something even better than a calendar and that’s a social media content plan. They might sound similar, but there are some key differences. That’s why this week, Jason Pantana is going to show you the benefits of doing away with a rigid calendar, then take you through the “three Cs” of creating your own social media content plan. By the end, you’ll have the tools to make a menu of branded quality content to choose from any time you need. It’s time to take the guessing out of what to post, so make sure you watch or listen, now.

I’ll just say right off the bat that this is not the episode to miss. Right here in the studio, I have 15 of the most effective mega team leaders from the U.S. and Canada. We’re talking signature listing attraction strategies and we’re talking them fast – 3 minutes or less, per person. So, get a pen and paper, and a glass of wine, because you’re going to want to take notes. Oh, and if you’re listing on audio, you might want to pop over to the YouTube because these guys are a riot.

Emma Lefkowitz admits she’s made just about every mistake possible when building her real estate team. But it’s those experiences that have led her to putting together a powerhouse SEAL team with all the right systems for weathering any storm. She’s managed to adapt to changing and challenging markets, and that’s why this week I have Emma here to share her wisdom on growing, innovating, and managing an unstoppable machine of a team. If you’re seeing any gaps in your business, I’d make sure to watch or listen to this one, because it’s very possible Emma will have a solution for you.

The average days on market for listings is going up. This could mean that business is slowing down… or… it could be the perfect opportunity to make the most out of every listing! Because let’s be fair, you can’t fully leverage a listing that sells in a matter of hours. This week, Jason Pantana is going to show you six market channels that will help you use one listing to generate several more. Remember, a listing can either be just a sale or it can be a launch point for geometric growth. Make sure to watch or listen and drop a comment to let us know what you think!

You may have heard a story (or seen one play out in your life) of two nearly identical people with the exact same situation. But when they come to a fork in the road, one goes down the path of destruction, and the other goes down the path of improvement. But here is the kicker… They both chose their paths for the same reason… So, what made the difference? Watch the episode to find out!

Competition is tough out there for agents, sure… but consider what it’s like for buyers right now… Demand is high, inventory is low, and interest rates have interested buyers sitting on the fence. If you’re going to get them off that fence and into a home, you need to be working with the right knowledge and the right language. Lucky for you, I have Byron Lazine with me to give you some brilliant advice on educating your buyers about their wealth. Make sure to watch or listen, then start reconsidering your own special language you’re going to bring into conversations

Partnered listings… Why would you anyone want to take half commission on a transaction when they could go for the whole things? Well, what if it meant way more transactions and your ticket into the world of super high-end luxury real estate? This week I talked with actor, theater director, and superstar NYC realtor Randy Baruh about how he used partnered listings and creative video to catapult into New York’s uber competitive luxury market. You could say he’s a pretty impressive guy, but what really stands out about Randy (and you’ll see this when you watch) is how humble, willing to learn, and full of joy he is. This is a lot of fun, so if you’re listening to the audio make sure to check out the video afterwards – this guy’s smile is contagious. And as always, please like and subscribe, because as Randy will show you, supporting others goes a long way.

It’s been said, “When you stop growing, you start dying,” and with the market as tough as it is right now, those words are more relevant than ever. That’s why this week I have mega team leaders Lindsey and DJ DellaSala and Mark Pattison in the studio to discuss engineering growth by finding and mentoring a Rockstar sales staff. If you’re looking to scale your sales (which you should be), these are the folks you need to hear from. So, make sure to watch or listen, like, subscribe, and then go out and grow out!

Marketing is a lot of work. You put all this effort into creating quality content, shooting informative videos, then you post it out there – and it’s disappeared before it even had time to breathe. But did you know that there are some marketing channels where posts age like fine wine? That’s right, your content will have a much longer shelf life if you know where to place it, and Jason Pantana is going to show you just that. Make sure to watch or listen. Also, please do me and Jason a big favor by liking and subscribing.

When the competition heats up, so do the heads of everyone in the room. If someone directs their insecurities or frustrations at you, what do you do? Imagine they were offering you a flower instead of a dig. Do you have to take the flower? What happens if you don’t? Watch and find out…

Chris Heller is the Chief Real Estate Officer at OJO labs, my former affirmation partner, and author of one of my favorite books of the year, “Dominant Thoughts.” I really can’t stress enough how important this book is for agents facing our current market. That’s why this week I’m talking with Chris about why he wrote it and how you can use the ideas it presents in your own life and business. It could change everything. I recommend you watch or listen to this quick podcast, then read the book immediately – AND get some gift copies for people you know.

Last year Brian Ladd and his team closed over 200 transactions and did close to a quarter billion dollars in volume in an area of just 800 homes. Best part is… he only has a team of seven salespeople! Brian is like the Tom Brady of real estate – he knows exactly where to pass the ball in order to win the big game. I sat down with Brain to unpack why he chose this model of team, how he leads, and what kind of impact he’s making in his community. This is inspiring stuff for anyone at any stage of their business development, so I really recommend that you watch or listen, right now.

Is your schedule so full that you don’t know how to keep up with it all? I know mine is jam packed constantly… by design. Why? Because you never know which phone call is going to be the one that changes your life, and I can give you proof of that.

This week, I want to take a step back and ask how you’re doing with generating your listing leads. So… how’s it going? Is your pipeline full? If it’s not, Jason Pantana is going to give you four of the best tactics/channels for generating listings and show you how to use them. He’ll even tell you exactly what kinds of videos you should be creating and how these channels work. Make sure to watch or listen, and then go to YouTube and hit that subscribe button to support us so we can keep supporting you! (Thanks for recently pushing us over the 500k subscriber count! I truly appreciate you following along!)

In this business, the agent of choice is the agent people know. Making cold calls and working with leads is uncomfortable because you feel like a stranger to those people. So, what is best way to get past being a stranger to everyone you’ve never met? Make them see you EVERYWHERE so it feels like they already know you! I’m talking about ad retargeting. The Wolfe of Real Estate, Erica Wolfe, has used this powerful strategy to skyrocket her business, save a ton of time, and build a wolf-like level of confidence. I sat down with Erica and Jason Pantana to talk about what ad retargeting is and how you can start using it today. If extra time, money, and confidence sound like something you might be interested in, make sure you watch or listen, right now.

If you don’t know Tim Smith, you should. He’s one of my personal clients serving the whole Coastal Orange County area, brought in over $803,000,000 in volume last year, AND he’s speaking at Summit this August. The guy is on FIRE, so he clearly knows a thing or two about what’s hot and what’s not in luxury real estate today. I sat down with Tim to talk about the state of the market, how to educate your clients to the fact that it’s the best time ever to buy, and where you should be focusing your energy. If you want to know about luxury, growing your volume, or being the best version of yourself, watch or listen to this episode, and then make sure you get a chance to see Tim at Summit in Dallas.

How many reasons have you heard for someone not wanting to sell their home? How many reasons have people had for going with other agents? People have tons of excuses, but YOU DON’T, because Phil Jones is here to give you Exactly What to Say. Phil is the author of that phenomenal book I’ve been raving about for months and also the keynote speaker at our upcoming Success Summit! You’re going to learn how to handle just about any objection, stand out on your website and in your marketing, and you’ll get to watch us do some crazy inspiring roleplays. So, yeah… this is a must-watch or listen. And remember, this is only a taste of what Phil is going to be offering at Summit.

Did you know that four out of five of the top marketers across all industries said they’d rather give up SOCIAL MEDIA than email? Yeah… Because email works when you know how to work it. All it takes is knowing what to do – and what not to do – in order to send wildly successful mass email campaigns that people will want to be on the receiving end of. That’s why Jason Pantana is going to show you how to do (and not do) just that. Make sure to watch or listen, like, subscribe, and leave a comment on YouTube for Jason.

Failure is only as real as you make it. That’s not some corny line; it’s a fact. You can choose to see failure or choose to see feedback. When you choose feedback, failure isn’t even an option.

Everyone who has their own business has thought about their brand. We all talk so much about branding and living into our brand, but most of us haven’t paused to ask the fundamental questions: What does “brand” actually mean? What is the difference between your brand and your marketing? What are the pillars of a successful brand story? Where does YOUR true brand come from? To answer these and so many more questions, I sat down with two of the kings of branding, Marc Davison of 1000watt and Jason Pantana (maybe you recognize him?) for the ultimate deep dive into this essential subject. If you’re looking to create, refine, or remodel your brand, this is the place to start, so make sure to watch or listen, right here.

Let’s not beat around the bush… We ARE in a recession. Maybe it’s not a housing recession, but this is no time to kick our feet up and take it easy. Getting more than our share of the market takes a dialed-in team with no weak links – and that takes some serious accountability. This week, I spoke with Lydia Gable about the importance of drive, the necessity of hard conversations, and how happy everyone can be when you find the right balance. If you feel like your team could benefit from grinding a little harder, you’ll want to watch, listen, and share this fantastic advice.

It’s easy to become desensitized to marketing tactics when we’re bombarded with them constantly. But do you ever receive a piece in the mail that’s so beautiful it makes you go, “Wow… I didn’t know how much I actually needed this in my life.” Oriana Shea has a bag full of printed pieces that look like art books you’d buy from a museum and a YouTube channel filled with… recipes? Yeah, she has her own cooking show that directly drives a ton of traffic to her real estate business. To compete at a top level, you need to tackle marketing from every angle with the most professional, impressive, unexpected pieces that anyone has to offer, and this week Oriana is going to show you the way. You’ll want to watch the video to get some visual ideas, and you can do that, right here.

Do you ever just have crappy days? If you do, I bet it comes back to one of five things that you either skipped or didn’t get enough of. I call these my MEDSS. We all need to take them, because when you get the right dose, every day is a great one.

Tough market, you say? No time to mess around, then. I have one, two, three, FOUR of the most amazing women in real estate here in the studio to help me answer the questions, “How do we get those buyers off the fence, and how do we do it faster?” Sarah Allen, Jen Dillard, Keri White, and Glennda Baker not only answer that question – they do it with enough precision to leave time to talk about (obviously) time management and even to give you a few video tips.

Canada… The land of hockey, poutine, polite manners, and brilliant real estate marketing innovation. This week I have four of our gigantic neighbors’ top agents – Steven Kim, Sean Ryan, Janet Miller, and Brad McCallum – here to talk about their iconic marketing moments. Besides just marketing, our friends also have some killer advice on setting boundaries, creating a work/life balance, and refining your sphere. You’ll be ‘surry’ if you miss this one, so make sure to watch or listen, and then share it around to some friends.

We all fall down sometimes, get into a mood or a creative drought. When things start to slow down, what is the fuel that gets you fired back up?

What’s the point of putting so much time into social media if all it does is get you likes? The thing is… social media DOES NOT get you business unless you position it to. This week, Jason Pantana is going to show you how to do just that, by displaying your menu of services and using CTAs to invite business into your life. Speaking of CTAs, I could tell you all about them here, or I could tell you to watch or listen for yourself.

Phil Gerdes has always been a super-scaler, Rockstar agent. But this last December, Phil attended a particularly intense mastermind that changed his entire approach to video, branding, and communicating to his audience. As soon as he returned home, he called an emergency meeting with his entire team to tell them that everything was about to be different. And the results have been extreme. His following has grown almost 50x what it was just a few months ago, and he’s become something of a local celebrity where fans approach him on the street. This week, Phil shares with me his secrets for building this kind of reputation and how you can replicate it. The most amazing thing is his secret might almost seem like it has nothing to do with real estate at first. This is not one to miss, so watch or listen, right here, right now.

Do you run a team where your agents aren’t performing at a top level? Are you starting to build a team and aren’t certain of how to onboard your agents? The first thing you need is a coach. The second is to listen to the process Steve Rovithis uses. Steve runs one of the biggest “teamerages” in the country, with over 120 salespeople across four regions. It’s not surprising that Steve studied biology in college, because he has a fundamental understanding of how things grow, and this week he spoke with me about how to grow an army of happy, rich super-agents. If you’re interested in growth, implementing training, or working in a success-driven environment, you gotta check this one out, right here.

We see ads everywhere, all the time, every day. Most of us feel like we’ve become immune to advertising… until suddenly we’re not. Why do some ads work on us while others become white noise? It’s not by accident. This week, Jason Pantana is going to take you through the different types of digital ads offered by Google and social media, then give you five strategies to fill the content of those ads and reach a wider audience. If you’d like to get better results from your digital advertising, make sure to watch or listen, now.

Most of the time, questions are just questions. You ask them when you want answers. But sometimes the way you choose to ask yourself a question is the answer itself. Could changing the tone of your questions change your life? It’s up to you.

This week, we’re talking about a unique (and potentially more powerful) form of confidence. Dan Prud’Homme is a master salesman. He always said he only wanted to sell and had no interest in managing. But then something happened, and now Dan is running a super successful “teamerage” where he devotes all his energy to helping other agents discover their own power. I sat down with Dan expecting to talk about how to close more deals, and he definitely delivers that. But what he also delivers is a secret which goes way beyond making money. Dan’s advice has the potential to make you more confident, happy, and caring in every aspect of life by allowing you to connect with others on a deeper level. Listen to Dan’s voice and watch his face, and you’ll understand the truth behind what he says. I guarantee this one will make you smile, so check it out, right here.

Times are changing all over the country. In Austin, Texas, there are close to 15,000 licensed agents, and last year they all had to split an inventory of just around 900 homes. As you’d expect from this kind of market, the top 10% of agents rise to the top and close nearly all the deals. So, how do we get into the 10%, and even better – how do we stand out as the luxury agent of choice? Discussing this question with me is Monica Fabbio. We’re talking big money sales and how Monica is managing to double her sales in this tough market.

It’s a very special day at the Tom Ferry Podcast Experience. We have the geniuses behind HousingWire, Clayton Collins (CEO) and Sarah Wheeler (editor-in-chief) here to share their insights on the current market trends, so you can be the most informed agent in your market. We’re talking inventory, inflation, the best times to buy, the war in Ukraine, and so much more. Gahh! I just want to tell you everything now! But that’s not close to possible. You’ll just have to watch or listen for yourself. Get ready to take notes, and maybe share some of these clips on your Instagram ;)

Do I really need to give you yet another reason to concentrate your efforts on video marketing? How about this… Since Jeremy Knight started getting serious about video in 2019, he’s gotten his marketing expenses down to ZERO and pulled in 1.2 million dollars in GCI just last year. I guess you don’t need to spend money to make money… This week, I sat down with Jeremy to discuss some of the strategies he uses to make his videos stand out, drive engagement, and generate massive income. It all comes down to being the “content DJ” in his market – the one who spins the news. If you’re looking for a great example to emulate, you’ll want to watch or listen, right here.

What good has fear ever brought into your life? Fear holds us back from doing the things we love, the things we were born to do. Whenever I face a potentially frightening situation, I ask myself three questions. You should too.

Emily Terrell does it all; she’s a mother, powerbroker, real estate coach, and investor. Oddly enough, Emily sometimes refers to herself as the laziest agent in real estate, because she’s found a way to maximize her efficiency so that she can easily attract clients while spending time with her family. It all comes down to her systems and long-term strategy. Emily doesn’t do anything without a purpose, and that means everything she does is directly connected to her brand. This week, I spoke with Emily about some of her strategies, including: Her tech solutions for video-first marketing Building your brand around your passions Balancing business with motherhood Getting started in investment properties If you’re looking to be so effortlessly efficient that it might even feel lazy, you should watch or listen, right here.