The Tom Ferry Podcast Experience

Every year, real estate consultants T3 Sixty release the Swanepoel Trends Report, tackling some of the most relevant topics concerning our industry. With the recent release of the 2022 report, I asked T3 Sixty’s president Jack Miller to join me on today’s episode of the Tom Ferry Podcast Experience to discuss all 9 trends they’ve identified. We cover everything from what the industry might look like in five years, to why the demand for housing isn’t decreasing anytime soon, to the impact of tech and emerging players in residential real estate. If you want to be in the know and be able to speak intelligently about where our industry is headed, I strongly suggest you don’t miss this one!

As team leader of Arizona-statewide real estate group The Laughton Team, George Laughton oversees approximately 150 agents closing 3000 transactions annually for a total of 1 billion dollars in volume. So he knows what it takes to successfully build a powerhouse real estate team. But today’s episode of Team Builders isn’t only for those building mega teams. I also got inside George’s thought process for anyone looking to start growing a team from scratch. Whether you’re looking to take that first step or already managing a team, George’s insights are too valuable to miss. Make sure you watch or listen to this one!

Throughout history, ambitious people have been able to shatter glass ceilings and achieve more than ever thought possible. Why? Because they were obsessed. They were fully committed to their goals and stopped at nothing to achieve them. I know you have a similar ambition within you. So... what’s your four-minute mile?

“Best hairstylist near me.” “Great sushi near me.” “Reliable plumber near me.” Sound familiar? People use Google to search for resources like this all the time. So it only makes sense to have a strong presence on Google for that next search for “Best real estate agent near me.” That’s why your Google Business Profile (GBP) is so important, and today’s This Week in Marketing is devoted to helping you make the most of yours. Let me and Jason Pantana make sense of it all and walk you through some key tips to win more local business through the power of Google search. Also be sure to download this free resource, The Real Estate Guide to Google Ranking Success.

Many homeowners today are scared to move because all they hear is how difficult it is to buy a house, and they feel like they’ll be stranded with nowhere to live if they sell. Tom Toole is here to dispel that notion. I asked him to join me on today’s Confidence & Conversion to talk about some of the objection handlers every agent needs in today’s competitive market. It’s always enlightening to role play with Tom Toole. The guy works on his scripts and it’s obvious. Watch this episode to learn the important scripts to overcome those consumer fears.

Gary Gold has sold some of the top, record-breaking luxury properties in Greater Los Angeles –The Playboy Mansion, The Hearst Estate, The Chartwell Estate, and more – and for good reason! As you’ll see on today’s Luxury Code, Gary doesn’t just cross his fingers and hope he’s able to land these high-profile listings. He has a detailed 10-point system that he follows, and it sets him apart from the competition. Would you like to know those 10 steps? Then listen to or watch today’s part 1 of this revelatory interview!

Do you want to win bad enough? Tim Grover knows what it takes to win. He’s seen it in his career training superstar athletes like Michael Jordan, Kobe Bryant, Charles Barkley and many others. Today he’s an author and business consultant, and I had the good fortune to present him as a keynote speaker to our coaching members at last week’s Elite Retreat in Las Vegas. We also took the time to sit down for today’s podcast, where he rips the band-aid off the realities of tapping into the greatness within you, winning, and doing it all again after you reach that pinnacle. Believe me... you don’t want to miss this one.

Last week’s part one gave you a taste of DJ & Lindsey DellaSala’s amazing success over the last five years, going from 84 annual transactions to more than 2,600! Today we wrap up this stimulating conversation by diving deep into: Effective lead generation systems The most important indicators DJ & Lindsey track and measure How their coaching pays for itself What it’s like working with a spouse – and mistakes to avoid If you’re serious about building a mega team, there aren’t many better models than DJ and Lindsey. Watch this episode and use this info as your “cheat code” to success!

Instagram is always evolving, and right now you can be an early adopter on one of the best opportunities it provides – Reels ads. This is basically putting money behind your short-form Reels videos and gaining the ability to target specific audiences. On today’s episode of This Week in Marketing, our resident expert Jason Pantana will walk you through the step-by-step process of creating a Reels ad. Don’t miss this information-packed, 13-minute tutorial.

How many times in 2021 did you put your blinders on and absolutely slay the day? How many times can you do it in 2022? Here’s the thing: When you gain the mental toughness to do that over and over again, you’ll experience geometric growth in your business. Check out my important message in today’s Mindset Monday.

It pretty much goes without saying that most agents prefer working with sellers over buyers. But it’s not unanimous... as long as Alyssia Essig is in the game. You see, Alyssia has figured out how to overcome all those tired tropes about buyers. And in the process, she’s opened up a whole new world of possibility for herself and her team. She joins me on today’s Confidence & Conversion to discuss and debate her unusual but effective methodology, including: Why her long-form buyer consultation is so effective The 3 topics she covers in every presentation A huge, often-overlooked financial benefit to working with buyers And much, much more. If you have an open mind, you owe it to yourself to watch or listen to this 22-minute conversation.

Lauren Grauman, Jon Grauman, and Steven Cohen return with tons more insight into the luxury real estate market in part two of this two-part Luxury Code. From all three of these Rockstar agents, you’ll sense their genuine commitment to better serve their clients AND live more fulfilling lives in the process. Along the way we unpack: How to surprise and delight at the luxury level Fundamentals for success when starting out in luxury real estate The undeniable importance of authenticity, and much more! Don’t miss this thoughtful advice from three of the best in the business!

Real estate consultant and blogger Rob Hahn is never short of opinions. He’s worked with some of the largest firms in the industry, and oftentimes his “takes” turn controversial because he speaks his mind and says what people need to hear, not what they want to hear. So you know we’re in for a good time on today’s podcast episode. Sit in on this lively conversation with Rob where we discuss: • Which millennial stereotypes are real when it comes to real estate? • Existential threats to the future of agents • Rob’s confidence that sellers will eventually stop paying for buyer agency • Product skills needed by the Agent of the Future Oh, and we stop talking long enough to let Jason Pantana chime in a couple times, too! ;-)

In 2016, DJ & Lindsey DellaSala’s “The DJ & Lindsey Team” closed 84 transactions in their Northeast Florida marketplace. That’s an extremely impressive year. But DJ & Lindsey weren’t content. They saw more untapped potential. So they started putting systems in place to go after it. They nearly doubled their production in 2017, and their numbers have increased exponentially since then. Here’s proof: In 2021, they closed 2,687 transactions with another 470 pending! So it’s clear they’ve unlocked the secrets to scaling their team, and they join me on today’s Team Builders to reveal it all. Don’t miss part 1 of this revealing two-part episode!

What happens when you’re new in real estate and suddenly realize you don’t have a compelling reason for people to work with you? Wouldn’t it be great if... ...You found a way to build near-instant authority in your market. ...Homeowners never questioned what you’ll do to market their house. ...Consumers recognize the value you bring before you even meet with them. Calgary Rockstar agent Brad McCallum has this all figured out. With less than three years in real estate, he’s already totally dominating Calgary’s luxury market. How did he achieve so much so quickly? One word: Video. Watch today’s episode of This Week in Marketing to learn: The intentional “alter ego” Brad adopted to succeed in long-form video Why you should never have 8 seconds without any people or narration in your video The benefit Brad sees in editing his own videos A simple video CTA to drive subscriber growth, and so much more This guy gets it! Don’t miss this one.

Premier athletes perform at the top of their game for six, seven months, max... and then they get an entire “off-season” to rebuild and recover. A businessperson like yourself doesn’t get that luxury, so it’s up to you to make a conscious effort to let your body recover. Burnout is real my friend, and if you don’t stop to recharge your energy, your health, and your focus every once in a while, you’re definitely not performing at the top of your game. Am I talking to you?

What happens when L.A. and NYC luxury agents – who accounted for nearly $20 million in GCI in 2021 – converge in a Dallas podcast studio? YOU get to hear multiple perspectives on what it takes to succeed in luxury real estate, that’s what. On today’s Luxury Code, Jon & Lauren Grauman from the Westside of L.A. and Steven Cohen from Manhattan share their insights into the true meaning of luxury, the importance of authenticity, marketing tips and more! Whether you’re a luxury agent looking for tips or you aspire to break into luxury real estate, be sure to join us for part one of this two-part episode.

If there’s one takeaway from today’s Tom Ferry Podcast Experience video roundtable, it’s this: The only way to get better at video is to start, put them out there and do better next time. That’s how you learn. But if you’re not even trying, you’ll never grow and you’ll miss out on massive exposure possible through video marketing. So I assembled four video Rockstars – Katie Day of Houston, TX, Steven Kim of Toronto, ON, Erica Wolfe of Palm Beach County, FL, and David Caldwell from the suburbs of Portland, OR – for today’s episode, and what I love about these four is that they all do very different things with video. Which, in itself, makes a great point – be your authentic self on video and you will succeed! Watch or listen for their insightful tips and tricks, plus a list of “must see” videos from some of our industry’s best.

On today’s Team Builders, I’m excited to continue my conversation with Lisa Chinatti and Tom Toole, talking all things recruiting, retention, culture building and more. In part two, we cover: How to systematize retention Tips for responding to adversity Culture and community building Creating agents who aren’t “portal-reliant” And much more!

The world is speeding up and competition is increasing every day. What are you doing to stay ahead of that curve? Because here’s what I know – doing the same-ol’ things you did in 2021 will actually reap fewer rewards in 2022. It’s time to decide what you’ll add to your skills, offerings, actions, effort to make 2022 truly extraordinary.

Today’s episode of This Week in Marketing picks up where we left off with short-form video superstars Zachary Foust, Glennda Baker, and Scott Betley, better known as @ThatMortgageGuy. In part two, we discuss: The importance of just being yourself How to create that all-important hook at the beginning of your videos The best video tips for 2022 Why “the scariest place is in your own head” Be sure to follow @ZacharyLoft, @GlenndaBaker, and @ThatMortgageGuy and then watch this episode to learn their secrets to success!

Houston agent Katie Day won a coaching call with me in 2018. At the time, she was in just her second full year in real estate... and on track to sell 87 homes! My advice was simple – hire another agent and start building your team immediately. She ran with that advice and now three years later, she and her MOVEMETOTX team finished 2021 with 200 closed and pending transactions... and Katie’s goal is to double that number in 2022! So I asked her to join me on today’s podcast to shed some light on how she: Quickly achieved success when she started in real estate sales Found the right people to grow her team Onboarded those people successfully Overcame mistakes made in the process And so much more! If you’re a new agent with big ambitions or anyone looking to grow a team, I know you’ll find value in Katie’s wisdom.

“They don’t leave the company. They leave the leader.” Lisa Chinatti shared these honest words of wisdom on today’s episode of Team Builders. And she would know. Both she and Tom Toole have endured the pain of losing a large portion of their sales teams at one point in their careers, but they’ve each learned from that experience and emerged stronger as a result. I’m excited to welcome both Lisa and Tom to Team Builders for an honest conversation about all things recruiting, retention, and finding that delicate balance that keeps people happy and on your team. They had so much valuable insight to share, this is just part 1 of 2. Don’t miss it!

“In two years, you’re gonna wish you did this two years ago.” That’s some sage advice from Zachary Foust talking about how TikTok, Reels, and short-form video in general is here to stay. For today’s episode of This Week in Marketing, I was joined by three TikTok real estate Rockstars – not only Zachary, but also Glennda Baker and Scott Betley, who might be better known as @ThatMortgageGuy. In part one of this two-part episode, we tackle: Are you too late to join now? (The quote above should answer this.) Tips on getting started and finding your voice How short-form video can replace phone prospecting, and much more! Be sure to follow @ZacharyLoft, @GlenndaBaker, and @ThatMortgageGuy and then watch this episode to learn their secrets to success!

In today’s fast-moving world, relevance is critical. But gaining – and retaining – relevance requires effort. Is it time to reinvent who you are and what you have to offer? Find out in this week’s Mindset Monday.

Welcome to Confidence & Conversion! This show is all about feeding you ideas and dialogues so you can conduct more productive conversations with prospects. On this premiere episode, super coach Jeff Mays joins me to discuss how to use the announced mortgage interest rate hikes to your advantage to get potential sellers off the fence and on the market. We share some tips on how to have this conversation and dialogues to use, do some role playing, and talk about what matters most to homeowners today – all in just 10 minutes!

Welcome to the debut episode of Luxury Code! I can’t think of many better guests for a show all about luxury real estate than my longtime friend and client, Beverly Hills luxury expert Christophe Choo. And he shared so many rich insights, one episode wasn’t enough. So in part one of this two-part premiere, Christophe opens up to discuss: His origin story and how he broke into luxury real estate The mindset required to succeed in high end real estate The lengths he goes to when preparing for listing presentations Networking tips and more! He also shares a warning for those who see big commissions and think it’s all too easy.

News flash: The surging popularity of short-form video doesn’t mean long-form video no longer plays a role in your overall marketing mix. At a recent video mastermind session at our Dallas office, Jason Pantana assembled a group of long-form video Rockstars who discussed what’s working now, their best tips, technical advice, and so much more. Whether you’re a video veteran or still too shy to get in front of the camera, this advice from Phil Gerdes, David Caldwell, Erica Wolfe, Jeremy Knight, Chris Kwon, Christophe Choo, Brad McCallum, Tim Macy, and Ray Ellen will help you get started, build a following and start seeing powerful results.

When building a business, you’re going to make mistakes. It’s how you learn. On today’s premiere episode of Team Builders, I’ve got two Rockstar team leaders willing to share both the highs and lows of building their team – Doug Edrington of Berkshire Hathaway HomeServices J Douglas Properties in Chattanooga, TN and Matt Curtis of Matt Curtis Real Estate in Huntsville, AL. We start out talking about mistakes made and cover some of the things you just don’t think about when you’re starting a team... things that later come back to bite you. We also talk about: Figuring out your “sweet spot” Creating the right company culture How to deal with agents leaving or getting let go Branding and lead gen tactics – what’s working now The most profitable lead source You also won’t want to miss Doug’s story about how he learned a competing brokerage was using his videos to train their agents! Check out episode 1 and sound off in the comments to let me know what you want to see in future episodes.

A new year often brings new laws on the books, but that’s not what I’m talking about today. I’m talking about what rules you’ll establish to make 2022 your best year ever ­– both personally and professionally. The beautiful thing about being an entrepreneur is that YOU get to decide.

Our newest show, “This Week in Marketing” launches with a doozy of a guest... If you don’t recognize the name Eric Simon, you surely know him as The Broke Agent. Eric launched The Broke Agent Instagram account six years ago and has since amassed more than 330,000 followers – all with his playful jabs at the struggles and realities of working in the real estate industry. But today, Eric is here to talk seriously about social media. We’re also joined by marketing expert Jason Pantana and our own social media manager Courtney Gracia for a roundtable discussion about: How to grow your reach organically The importance of “getting your hands dirty” Where and how to find inspiration and creativity The biggest mistakes agents make on social media 3 things that make you technologically relevant And so much more! Don’t miss this chance to get the tips you need to grow your follower count and build your brand on social.

Imagine not needing to make calls because your video content is attracting so many clients. While it might seem like a pipe dream to some, it’s the reality for the video Rockstars on today’s podcast. When we recently invited a handful of agents to the Dallas office for a video mastermind, they shared just about everything you need to know about how to succeed with real estate video marketing: How and when they create their content What and when they post The exponential reach of video that many agents overlook Tips on how to communicate on video The critical importance of authenticity Why shooting video is like working out They also open up about their initial fears – you’ll be surprised at how many of these people who seem so natural in front of the camera once had the same fears that prevent agents from using video to its full potential. Our own marketing expert Jason Pantana hosts this fascinating roundtable discussion featuring Phil Gerdes, David Caldwell, Glennda Baker, Ray Ellen, Katie Day, Steven Kim, Zachary Foust, and Chris Kwon. Get your note pad ready and listen up!

Ever find yourself saying, “Just a few more revisions and we can finally release this.” And then... you get busy and it never happens. And nothing changes because you aren’t getting your content, your videos, or your ads out to the world. Watch today’s Mindset Monday for an important message and make it a rallying cry to get more done throughout 2022.

Surviving in this industry – let alone thriving – isn’t easy. But it always helps when you can learn from those who’ve gone before you. Huntington Beach, CA agent Gantry Wilson was the first person to join Tom Ferry coaching when I started this company many years ago. (Fun fact: He’s also the only person named “Gantry” in NAR’s entire roster!) Since that time, he’s been through all the cycles of this industry. He’s experienced extreme highs and low lows, and now he’s finishing his best year ever! On today’s podcast, he discusses both sides of that equation openly and honestly. He also shares tons of great advice for agents at any stage of their career. And in return, I have a few “carefrontational” bits of advice for him and actions I see he could be taking. If you want some great tips for your business – AND you want to see the kind of real, give-and-take relationship that can be formed through coaching – you won’t want to miss today’s podcast. I know you’ll relate to Gantry’s journey and learn from his success.

Let’s be real... Heading into 2023, you don’t want to feel stuck in the same place you are now. You want to improve yourself in 2022. So how do you make changes so you have more to offer and can create the life you desire? The answer is in today’s Mindset Monday.

Ever meet someone so smart that you feel smarter just being in their presence? That’s Chris Voss for me. I’ve read his book, watched his videos, had him on my podcast, he’s spoken at our events... and I still can’t get enough of the guy! So I asked him to return to the podcast and once again he had all the right answers to some of the burning questions in today’s real estate marketplace. Among the advice he shared: How to avoid cutting your commission How to make your buyers’ offers stand out today’s competitive market How to overcome buyer fatigue Why “no” is better than “yes” and 5 easy phrases to flip your script And so much more... You’re gonna want to listen to this one several times!

Hear me out... what if in 2022 you spent most of your time in the zone, doing what you do best, and making a serious impact in the process? It’s possible. But it requires reimagining the highest and best use of your time. If you want to truly move the needle over the next 12 months, I strongly encourage you to figure out how to make that happen – in all aspects of your life.

Do you ever feel like you’re surrounded by idiots? Or setbacks? Today’s guest on the Tom Ferry Podcast Experience not only knows those feelings, he’s written extensively about them. Author Thomas Erikson has published “Surrounded By Idiots” as well as “Surrounded By Setbacks,” and he joins myself and my co-host for the week, business coach Pamela Jackson for a stimulating conversation. When you realize the personality tendencies Thomas conveys in his books, you can better communicate with people, better cope with setbacks, and live a more successful and fulfilling life.

Anyone you want to emulate or anything you want to learn... the information is all out there in books, on podcasts, on YouTube, or in person. And that exposure can be magical, transforming both your confidence and your results. So my question for you today is this – who are you studying? Whatever you want in life, seek out the knowledge to show you how to achieve it.

When you work in a relationship business like real estate, it’s critical to understand why you sometimes interpret something completely different than the next person... Because your brain is constantly filtering all input through YOUR individual reference points. Noted therapist John Jolliffe returns for part two of my interview on today’s Tom Ferry Podcast Experience. We cover this topic and more in this can’t-miss episode: Why we all seek external validation – and what to do about it Is your confidence hurting you or helping you? (Yes, it works both ways.) The importance of looking inward to mend fractured relationships And so much more!

Confidence and mindset – how you view the world – often go hand in hand. And right now, huge opportunities exist for those confident enough to pursue them. What are you really confident about heading into 2022?

Agents consistently make a major mistake in their eagerness to impress potential clients. And it’s common human nature, says noted therapist John Jolliffe. John is my guest on today’s Tom Ferry Podcast Experience, and in part one of this fascinating two-part interview, we discuss: How to overcome the “big mistake” mentioned above Your role in improving your partnerships and relationships The key to success in virtually ANY endeavor Why you should accentuate the negative And much more... Don’t miss this one!

When pursuing a goal, literally nothing matters except for one thing – taking action. Not your past. Not whatever situation you’re in right now. Not the limiting beliefs floating around in your head. It’s simply about looking forward, deciding what you want, and taking action to get there.

Can you tell me who your first sales are in 2022? If the answer is no, it’s time to wake your ass up and get to work. It’s been a frothy 21 months in the real estate industry. More agents are making a million dollars a year than ever before. On the other hand, 40% of agents have not closed a transaction in the past 12 months. It all comes down to this: who’s in your pipeline? If you’re not constantly moving contacts to the top of your sales funnel, you’re missing out on those opportunities to help someone buy or sell real estate so you can get paid. In this week’s Tom Ferry Podcast Experience, we’ll tackle these 4 actions you need to take before 2022: Reactivate your past clients. Identify your top lead sources. Identify your top marketing plays. Make time to make it happen.

What’s Your End Game? | Mindset Monday If your life was as good as it possibly could be... then what? It’s time for you to fill in that blank. Far too many agents grind away day in and day out – without any real destination in mind. Or any real definition of what success actually means. Don’t let yourself be one of them anymore.

We’ve seen the numbers: The top 25% of agents are doing 73% of the business, and 43% of agents haven’t even sold a house in the last 12 months. So, where do YOU stand? You’ve got 30 days left to push hard, because 2022 is gonna be an interesting year. If you’re in need of some expert scripts and sales strategies that move the needle, you’re in luck. This week, I’ve invited my friend, master Realtor, sales manager, and top coach Jeff Mays on the Tom Ferry Podcast Experience. We’ll cover everything from running a team, to interest rates, working with first-time buyers, and strategies for pricing, commission and closings. Hear our favorite scripts and watch us roleplay!

When only five percent of the world’s population sets goals for themselves, it’s obvious that far too many people are just blowing in the wind. Whether it’s financial goals, health goals, relationship objectives or something else entirely, NOW is the time for you to decide what you want and get after it.

Teams are the future – there’s no getting around it. But you’ve got to start thinking strategically about the long game BEFORE you build – and hire. Ask yourself: what am I really looking to achieve? It’s great to have that big team picture on the fridge but if you’re not making any money, what are you doing? This week on the Tom Ferry Podcast Experience, I’ve invited Linsey Ehle, industry expert and former coach, on the show to talk about how she built her team and the mistakes she made early on. Get her advice for team-building, market insights, thoughts on social media and hear our predictions for the next 10 years in the real estate industry. Let’s go!

In today’s Mindset Monday, I propose what should be a simple challenge to make you feel good, increase your focus on what’s truly important, and eliminate negativity and stress from your life. You just have to give up one thing for 30 days. Think you can do it? Watch the video to find out what it is.

Guess what? I WANT you to win. But if you can’t articulate the ins and outs of your business, you can’t achieve massive success. Magic happens when you have clarity around what you’re building and where you’re going. So ask yourself, what do you really want? If you want to be successful and scale your business, then stick around. This week on the Tom Ferry Podcast Experience, I’m going to ask you the 6 questions I ask every founder and business owner. We’re gonna go deep so you can go far. Our 1:1 coaching session starts now!