The Tom Ferry Podcast Experience

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.

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.

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.

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.

The obvious way to achieve success in real estate is to have a ton of experience and a huge network – basically, already be successful. The other way is to think smarter and get yourself off on the right footing. When your brand is strong enough, experience doesn’t matter. If you’re a new agent, Jason Pantana and I are going to give you the social media strategies you absolutely need to compete with the big fish in your market. And if you’re an established agent, you can go ahead and skip this, because you’re already doing all these things, right?... Right?... One more time – right?... You should all watch or listen to it. Ready, set, go!

Where does certainty come from? It’s not from the road you haven’t yet traveled. Certainty comes from where you’ve been and how you’re thinking, right now. You’re stronger than you were, because at some point you decided to embrace the challenge.

We have Rockstar agent Doug Edrington back in the house, talking to me about LPMAMA! If you’re not familiar, it’s a set of talking points for covering all your bases when converting leads into clients. But this isn’t your mama’s LPMAMA. No, Doug’s made it cleaner, meaner, and added a bonus “S” at the end, which (just like an “S” at the end of most words) multiplies its potential. If now is your first time hearing about it, this is the best way to learn. And if you already know LPMAMA, Doug’s going to show it to you in a whole new way. So, no matter what your prior knowledge, this is one you’ll want to watch or listen to, right now!

You don’t just step into multi-million-dollar Beverly Hills listings and start making a fortune. First, you want to find the right mentor, perfect your conversion strategy, and find out what makes your marketing special. Basically, you want to be like Ben Belack. This week, I sat down with Ben and Jason Pantana to decode Ben’s powerful sales and marketing tactics, including some indispensable advice for using YouTube in a smarter way. If you’re looking to move up your price point, this might just be the perfect place to start. Listen or watch, right here.

Darin Marques was bartending when he decided to get into real estate back in 2009 – not exactly an easy time to get your start. But it didn’t take long until Darin was one of the top luxury agents in Las Vegas. You could say that Darin knows a bit about thriving in a tough market, and this week he shared with me some of the ways he continues to beat the competition in this one, including: The necessity of a client-first mindset Taking care of your agents to increase their production The power of visualization Reciprocal giving If someone says that morality can’t make you money, they’ve never met Darin. Do yourself a favor by watching or listening, and then do someone else a favor by sharing.

Greetings from the Mohegan Sun Hotel and Casino in beautiful Uncasville, Connecticut! I’m here with Super-Team, Byron Lazine and Nicole White. When Byron and Nicole met back in 2016, they recognized the rare opportunity for a mastermind partnership which couldn’t be passed up, even if it meant relocating and beginning a new team from day one. Good thing they did, because today they’re running multiple monster businesses, putting out several regular shows, and are continuing to scale at a ridiculous rate. This week, they shared with me what it takes to manage their time and operations, including: An impressive new agent training program Refining a common vision Understanding each other’s communication styles Byron and Nicole have a ton of practical wisdom to share, so watch or listen, right here. And if you haven’t seen their podcast, The Real Word, I highly recommend you check it out.

What are the most important things that you can do to create your own success? I used to ask my mentors this question over and over again, and the answer was always the same. And guess what? It works

The greatest marketing medium which has ever existed in the history of the universe? Yeah, it’s video! It’s so powerful, so effective, and so… EASY to make mistakes with! This week, Jason Pantana is going to walk you through seven of the most common mistakes real estate agents make in their video content. And if you want advice on how to overcome these mistakes, I’ll tell you right here… Know about them and stop doing them! It’s that easy! Watch or listen, then leave a comment on YouTube with what you think is the biggest mistake.

You may remember on last week’s Confidence & Conversion, Doug Edrington used the phrase “tactical winning and strategic losing.” This week, Doug and his longtime friend Malcolm Godwin are going to unpack exactly what that means and why strategic loses might sometimes beat out momentary wins when it comes to playing the long game. Doug and Malcolm each run multiple businesses with phenomenal success (Doug’s team has a whopping average of 42 transactions per agent) and on this Team Builders, they’re going to share some of their secrets for long-term scaling, including: The 3 things to look for in a business partner The biggest mistakes you can make when managing Strategies for creating ancillary services How to keep your employees happy and motivated Although this information is presented for multiple business owners, it’s equally essential to those with a single business or anyone who wants to be a better leader. So, no matter what stage you’re at, you’ll want to watch or listen, right here.

I’ll just say it: you’re not sending enough emails! I know what you’re thinking… “Nobody reads emails anymore!” But here’s the thing: When done correctly, email is actually one of the most effective marketing channels out there. This week, Jason Pantana is going to share a case study in which a specialized email strategy is generating up to 45 directly attributable listing leads every month! Then, he’s going to walk you through the process of how to write them, build them, and when to send them. You’re going to send emails anyway, so get the most out of them by using a proven strategy. Watch or listen, give the video a like if you feel so inclined, and let us know what other topics you’d like us to cover!

It’s still the beginning of Q2, still the time to look back at your Q1 and make strategies. If you keep doing the same thing over and over again, you’re going to keep getting the same results. So, take a look at your playbook. What does your effort get you?

Things are TOUGH out there right now. When the demand is this high, your average buyer is likely going to lose the first five properties they set their heart on. What can we do to make our offers stand apart from the rest? Helping me answer that question is one of the most productive agents in the entire industry, Doug Edrington. This week on Confidence & Conversion, Doug is going to offer you some advice on fostering trust, creating relationships with listing agents, and making each buyer offer a long-term victory, even if it doesn’t get accepted.

Marketing yourself effectively takes a lot of time, thought, and hard work. It can seem like a real chore if you let it. But think of it this way… What if you were the editor of a magazine all about YOU? In it, you put everything you like, all your flavor and style, and pepper in some real estate just for good measure. This, my friends, might not be just a tactic for better marketing, but your ticket to the big leagues. I’ll let LA luxury realtor and LinkedIn sensation Marc Hernandez explain further, because believe me, you’re going to love watching him. Marc is so good at telling his story that you might not realize he’s teaching you how to tell yours. There are so many original tips and tricks to unpack here, but towards the end, pay attention to the way Marc incorporates the fundamentals. I want to know your thoughts on this, so drop me a comment on YouTube after you watch or listen.

Let’s face it, social media can be exhausting. You got into real estate to sell houses, not be an Instagram star! There are so many now: Facebook, Instagram, YouTube, TikTok. And they are all STARVING for content. If you’re going to dominate social, you need to produce a huge amount of quality content in a short amount of time, so you can get on with your business. But I promise you, it’s worth it. That’s why Jason Pantana is here to show you just how easy it can be when you use four special types of posts. The few minutes it will take you to watch or listen will save you a lot of time and hassle in the long run.

True leaders don’t just happen. Being a leader comes from your character, your personal psychology, the rules you live your life by. It starts in your mind and translates to the world. I’ll tell you my rules, but one size doesn’t fit all. I want to hear YOUR rules. Let me know in the comments.

Growing up in poverty, Andy Dane Carter knew that if he was ever going to escape his situation and establish a legacy, he’d have to completely reinvent himself. Today, Andy has reinvented many times over, from a sommelier to running a marketing company, a real estate investor, a builder, and now an agent. This week, Andy joined me to discuss the journey of his career and how he’s become a powerhouse in his market in a record amount of time. Some of his secrets include: The crucial skill of communication in business and in life The superpower of investing with a legacy mindset Living a life of balance and gratitude Asking the right questions and always learning No matter what your specialty, I’d urge you to listen and learn from Andy’s example. Maybe even pass this episode along to some of your friends who aren’t in real estate, because as you’ll see, it’s never too late to get started.

Galen Callahan and Sergio Gonzalez have been married for 13 years, have five daughters together, and in the last five years they have built… you guessed it… FIVE different companies. Where most people would be spinning out of control, Galen and Sergio have found a way to manage their businesses and their home life with ease and efficiency. On today’s episode of Team Builders, this dynamic duo shared with me some of their secrets, including: Pivoting when circumstances change Playing to each other’s strengths Installing management and creating the right culture for each company Outsourcing at work and home If you work directly with your spouse or have ever considered it, you’ll want to watch or listen to this advice, right here.

The federal government has made it mandatory that CRMs allow people to opt out of automatic text messages. There is nothing we can do about that, but also… why would we want to? Having people opt-out of our messages allows us to give more focused attention to the people who are actually interested. This week, I have Tom Toole on to share three tips for better communication with your leads. Stop wasting time chasing dead ends and put your energy where it matters. You’ll want to watch or listen, and stick around to the end for a bonus marketing tip which shows results.

Have you ever made a promise to yourself that you truly believed in, only to break it a few weeks or months later? What caused you to give up? There are a million reasons to quit, but you only need one reason to keep going.

Have you ever hit a rough patch where your offers just aren’t getting accepted? You were probably asking yourself what you did or said wrong, and the answer might be nothing. It’s because you didn’t trust the process! Jeff Mays coaches an agent who recently wrote 17 offers and got 16 accepted. How? By taking a breath, slowing down, and saying the right things at the right time. You can hit all the marks, but if you don’t hit them in order, you’re making everything harder for you and your client. You’ll want to watch…listen…follow…the…steps…

It almost sounds like a fairy tale… A 19-year-old kid buys a dying business on credit, makes a profit on it, then uses all his earnings to invest in real estate. By the time he’s 33, he owns 700 units, lives a totally fulfilling life, and isn’t slowing down yet. This is my man, Eric Eickhof. He might be young, but he’s wise, hungry, and as seasoned as anyone in the investment game. This week, I sat down with Eric to discuss how he got started in investment real estate and how you could too. We talk about: Opening deals through creative conversation What to look for when you decide to buy Mistakes Eric made along the way Growing your portfolio in a market being eaten up by hedge funds This knowledge is invaluable to you, but when you boil it down, Eric’s main point here is to just act without fear. You’ll want to watch or listen immediately, and maybe even give this to your teenager or 20-something kids.

Brian Olivard is real tall guy with a real big heart. He went to school to become a social worker, but his love for helping people soon turned to helping them get into the right home. Once he’d developed his own team, Brian set his sights to contributing on a bigger scale – by helping other agents build their own perfect teams. If you are on the fence about expanding your business, maybe what you’re looking for is a guy like Brian to help you through the process. And if you’ve already built your perfect team and found that your strengths lie in coaching others to become leaders, hopefully this advice will inspire you to expand in new directions. No matter what stage you’re at, this episode will have you evaluating your greater purpose as you plan for your future. Watch or listen, now!

When you look at all the people you have in your life, who are the ones that move you forward? If you wrote down the names of everyone you know, then had to narrow this list down to just a handful of individuals who would support and encourage you to be your best self, who would they be? These are the people you should be spending more time with. Napoleon Hill called this the Mastermind Group, and said it was the #1 most neglected factor in success. Maybe it’s time to find yours.

So, you’ve spent the time to get good at Instagram... You’ve built up your followers, are producing quality content every week, and are getting the views for it. Then why are you not seeing more results? Have you considered that you’re not directing people to contact you? You need to keep the door open and let the world know you’re ready to answer questions and do business. On this episode of This Week in Marketing, Jason Pantana is going to share with you five easy tips to turn your Instagram posts into lead generators. These five tips are so easy that after you watch or listen, I want you to open your Instagram and implement them all right away. It only takes a few minutes.

Why would anyone need a full-service broker when they could just sell their home by themselves? Because that would be a bad idea! Going with a smart agent (like you) is the best decision they could possibly make to maximize their money. Need irrefutable proof? That’s what Tom Toole is here for. On this week’s Confidence & Conversation, Tom shares the market knowledge that will get sellers off the fence and how to use it with confidence. If you ever feel uncertain about objection handling or don’t know what to say in the moment, these six minutes of sales wisdom are for you. After you watch or listen, I’d get to tuning up your scripts right away!

It’s no secret that luxury real estate has changed. Properties that were once vacation homes are now becoming primaries. Homes are selling way before they even hit the market. With so many variables, how do you know your clients’ needs before they even do, attract business, and always stay steps ahead of the competition? Allow me to introduce you to Valen Lindner… This week, Valen is going to share with you her secrets to: Getting the inside scoop on luxury listings Making a name in the luxury market using what you already have Networking for referrals Having a lot of fun along the way WARNING: After watching or listening to this episode, you may be tempted to buy real estate in Park City, Utah. Valen’s wisdom is just that good… In this episode, we discuss… 3:48 – Where Valen was just 4 years ago 5:43 – Valen’s components for success 8:45 – Trusted advisor = Referrals 10:25 – The insider track 11:48 – Video, email, and everywhere 13:45 – Big luxury parties for networking 17:21 – Know what’s not being done and do it 20:52 – Skiing, snowboarding, and strategy 22:23 – Connect with Valen

STOP complaining about a lack of inventory! I don’t want to hear it. We sold seven million homes in the U.S. last year, and things are only getting better. It’s time to focus on what you can control… And what can you control? If you’re Jeff Mays, you could practically sell rain to the clouds. In this week’s episode of the Tom Ferry Podcast Experience, Jeff and I talk about strategies for open houses, circle dialing, and prospecting that make doing the hard work feel more like playing to win. You’ll learn: The 10 “Mays Knockout Questions” to use at open houses The secret ingredient to include in your mailer Super hacks for successful prospecting And that’s just the start; we even cover proper posture! You’ll want to watch, listen, repeat.