The Tom Ferry Podcast Experience

Clarity counts. The more clearly you can communicate who you are, what you do, and who you do it for, the more you’ll differentiate yourself from the competition and attract new business. Today’s Mindset Monday asks an important question: Are you crystal clear about what makes you different?

Are you looking for new tools to add to your toolbox? Today’s conversation is packed with hacks and proven plays from some of the top agents in the business. This week on the Tom Ferry Podcast Experience, I’ve invited coaches and clients to share their very best ideas to help you make more money, sell more houses, get more customer satisfaction, get more joy from your business and ultimately, achieve the kind of breakthrough results you want. In part 2 of this episode, you’ll hear from Matt Barre, Mary Jett, Patrick Ferry, Jill Biggs, Brian Eliel, Tim Lamb, Frank Hereda, Paul Sanford and even more of our incredible coaches and clients. Get their strategies for non-owner occupieds, letters, referrals and more!

Are you perfect? Without any flaws or deficiencies? Utterly impossible to improve upon? Of course not. So why do you hold yourself to a ridiculous standard of perfection before shooting that video, mailing that flier, or picking up the phone to make your calls? It’s time to stop striving for unattainable perfection and start getting things DONE!

What does it take to be a great agent? More often than not, it’s running proven plays with that work. This week on the Tom Ferry Podcast Experience, some of our coaches and clients joined me to share their best ideas to help you make more money, sell more houses, get more customer satisfaction, get more joy from your business and ultimately achieve the kind of breakthrough results you want. In part 1 of this episode, you’ll hear from Carrie Craig, Robert Mack, Keri Emery and even more of our incredible coaches. Get their strategies for roleplay, case studies and relationship building and more!

Want a surefire way to create degree of separation between yourself and everyone who is coasting to the finish of 2021? Then go all in for the next 74 days. That’s how many days are left in 2021... and it’s entirely up to you what you can accomplish in that time. What will you commit to?

Like it or not, we live in a video-first world. So how do you get past your fears and start creating dynamic content? The fact is this: you’re gonna screw up but the time to start is right now. Your videos don’t need to be highly-produced to gain momentum or attract leads. This week on the Tom Ferry Podcast Experience, I’ve invited coaches David Caldwell and Patrick Ferry on the show to talk about their hacks for creating success with YouTube – fast. Find out why it’s worth it to put money behind video content and get their top SEO strategies to generate more business.

You can have all the greatest ideas in the world... but without acting on them, they’re worthless. That’s why action means everything to the success or failure of your business. Are you taking action each and every day to master your craft?

In today’s market, home buyers and sellers are seeking out only the best agents in the business. Are you one of them? Where do you rank? Ambition matters and top agents are the ones who DECIDED to be there. They kick ass and make it happen every single day. This week on the Tom Ferry Podcast Experience we’re talking about the power of ambition, dreams and discipline. Get my insights into today’s market and find out how to push past slumps and step into greatness.

You have an important decision to make each and every Monday morning. And it all depends on the mindset you choose when looking at the week ahead. Are you putting yourself at a disadvantage from the start or heading into each week determined to seize the day?

Whether you’re a new agent or a team lead: you’ve gotta have a vision. And when you share that vision—with your team, your clients, friends and family—great things happen. This week I’m answering your questions covering everything from how to inspire your team to storytelling strategies. Get my 3 hacks for new agents and find out how leading from a place of service can motivate your team to achieve their goals.

Guess what? The tasks you’re resisting right now aren’t as difficult as you’re making them out to be. And they’re weighing on you and dragging you down. It’s time to close that loop and move forward powerfully. Watch today’s Mindset Monday and then resolve to attack the resistance.

Are you waiting to achieve success to be who you truly want to be? Why wait? Be that person starting today and watch what happens. Find out what I mean in today’s Mindset Monday.

Engagement-Boosting Social Media Strategies from My Own Social Media Manager Are you overwhelmed and under planned when it comes to your social media? Well guess what: that’s no excuse. My guest on today’s Tom Ferry Podcast Experience says you don’t need to be a social media expert to start seeing success – our own Social Media Manager, Courtney Gracia! Courtney believes that even busy real estate agents can create and manage successful social media presences… IF they have a strategy. Listen to today’s episode for Courtney’s killer hashtag strategy and hear her takes on content planning, posting frequency, geo-tagging and why it’s so important to be authentic.

With Success Summit approaching quickly (October 5-7 in Dallas and virtual), I can’t help but think back to a lesson learned directly from 2017 keynote speaker David Goggins. It basically boils down to this: You’re capable of so more than you realize. Check out today’s Mindset Monday to see what I mean.

Lots of people are attracted to real estate because there’s no limit on what you can achieve. Agent Bethany Benner from Cedar Falls, Iowa is certainly fulfilling that promise. In less than three years in the business, she’s closed 182 transactions – and counting! So I got her on today’s podcast to not only reveal her process, but also the mistakes she made, insight into her winning mindset, and where she envisions her business going in the future. Whether you’re new to the business or a longtime veteran, you’ll benefit from hearing Bethany’s journey.

When you’re in your head, you’re dead. But that’s what happens when your focus is entirely on yourself – your issues, your challenges, your fragile transactions. Catch today’s Mindset Monday for a better alternative.

Do you acknowledge the existence of iBuyers and other disruptors in our industry? Or are you essentially burying your head in the sand hoping that if you don’t bring them up, your clients won’t either? Today’s guest on the Tom Ferry Podcast Experience says you not only need to acknowledge them, but you need to become an expert in what they have to offer. Real estate tech strategist Mike DelPrete believes that’s how agents will succeed well into the future as more and more unconventional business models pop up to try to grab a piece of the $90 billion in annual commissions. Listen to today’s episode for Mike’s insights on the future of the industry and what you need to do to excel... despite the disruptors!

The noise of the world can quickly consume all of your time... if you let it. The key to joy and happiness is maximizing the 1,440 minutes we’re allotted daily. Today’s Mindset Monday is your reminder to be more intentional about how you’re using your time.

When you get out of your comfort zone, you’re basically under attack. Your body starts recoiling and the voice inside your head makes up a million reasons why you should retreat. But here’s the thing... outside your comfort zone is where ALL growth happens. So Michelle Poler figured out a way to get beyond her fears and into action. And I’ve asked her to share her process with you. Not only is Michelle my guest on today’s podcast, but she’s also one of our amazing keynote speakers at this year’s Success Summit! She’s an author, a speaker and the founder of Hello Fears, and I’m so glad to bring her to you. Catch this episode and then join us in Dallas or via Livestream at the Summit!

Ambition. Execution. It’s not one or the other. The key to success is getting them both rocking at the same time... where you’re fired up for the possibilities, and full of enthusiasm as you take action. What if – just what if – you committed to both through the remainder of 2021?

Agents are constantly chasing new leads, but too often unwilling to invest the time and energy to pick up the phone and reach out to those people they already know! The latest data shows that approximately seven percent of people are considering a move right now. Think of that... 7 out of every 100 contacts in your phone are potential listings just waiting for your call, but if you’re not making those calls, you’re missing out. So today’s podcast is addressing this topic head-on, with scripts and topic ideas to make your calls easier and an old-school method that still works – even if you have no database!

It’s mid-August – the so-called “dog days” of Summer – but the things you’re doing right now are actually setting you up for how you’ll begin 2022. So it’s no time to let up. Check out today’s Mindset Monday and figure out if you want to deal with benefits or consequences of your actions to start the new year.

He’s the guy who turned “spam” into legitimate “email marketing.” He’s an author of 20+ amazing books and thousands of informative blogs. He’s one of the best marketers in my lifetime, and one of the most generous people on the planet. I couldn’t be more excited... Not only because the one and only Seth Godin is my guest on today’s Tom Ferry Podcast Experience, but also because he’s the keynote speaker at our upcoming Success Summit!

We all make the mistake of occasionally overdramatizing our failures. But if you’re letting minor setbacks send you into a spiral of negativity, it’s time to eliminate those barriers and start making the best of every situation. Check out my advice in today’s Mindset Monday.

Anytime 81% of consumers agree on something, you should probably pay attention. That’s the percentage of people who say they prefer to watch a video before making a buying decision today. So when more than four out of every five people want to watch a video, guess what... you better be shooting videos! Lots of them! Today’s episode of the Tom Ferry Podcast Experience is a short segment I did on video at my recent BluePrint event. I cover everything from how to become the hyperlocal expert, to going viral, to specific video ideas to attract sellers and buyers. If you want more than 19 percent of the market available to you, put these tips into action and start creating more winning videos!

Get up. Work my butt off. Go to bed. Repeat... I recently calculated I’ve done that more than 11 THOUSAND days since I joined this industry. But it wasn’t until I’d done it about 8,500 times that I gained any real notoriety. I hope my point is clear... whenever you think someone is an “overnight success,” they’ve likely put in thousands of hours – or days, even – to get where they are. Stop looking for the quick fix and do the work.

Join Tom as we recap on the Key First Step to Fending Off Real Estate’s Biggest Disruptors. As the real estate industry is set to see significant changes, your magnified overall success depends on staying ahead of the curve and preparing to show your local market why you are the agent to work with. In this segment, Tom covers the initial step in becoming the hyper-local expert that will outmatch businesses like Zillow, Redfin, etc. Not only does Tom give you his insight, but he also delivers on the advice he foresees, making a difference in your business. And what better way to start than ensuring your brand is present on Google through your Google My Business page. Tom illustrates that having a developed Google, My Business sets you apart and marks you as the know-all agent of your community. Whether you’ve barely started or still need to get to it, start now and finish it. Don’t miss this episode to get ahead in the game – because advice like this is worthwhile and sets the success for your future in the real estate business.

You’re not expected to save people from burning buildings, but for this week, I’m challenging you to adopt the firefighter’s code for how you approach your real estate career. Let’s see what you can create with just a little more courage, service and dedication over the next seven days.

Diving deep into the foundations of success, BHHS Jackson Hole’s Kurt and Tim Harland join Tom in discussing how they structure, advertise, and work within the market of second and third/vacation luxury homes. In an era where the market is accelerated and thriving, these two brothers both focus on and specialize in providing the best real estate experience for their clients. They provide the fundamental results that formulate the networking and personal relationships that foster success in the real estate business. They also build around three theories on offers that include, sticking the home out there to where you’re not going to get any buyers, get it within market price to reel in a few people, or get it at or under the market price to get multiple offers. Whether building relationships or narrowing in on the best tactics, they pull off some amazing sales in the Jackson Hole area so don’t miss this episode – because they have some worthwhile advice for setting high standards in the future of the real estate industry.

Take Charge! It’s Your Life, Choose Your Path One path does not dictate your future. If you wake up and decide you want to change your path, do it. It won't be easy, and people will prefer you stay where you are for their comfort. But I'm here today to tell you; it's your life; only you get to decide what you want to do with it. Listen to my message in today's Mindset Monday.

You probably saw all the recent headlines about mortgage upstart Tomo raising $70 million in investment capital. Why? What will make them so revolutionary? Co-founder Greg Schwartz joins me to explain how Tomo aims to be the “no drama” mortgage partner for agents everywhere. And along the way, he gives insights every entrepreneur can learn from.

A big part of being a coach is figuring out how people are wired and what motivates them. For some, it’s trying to re-create the success they’ve achieved previously. And for others... well, check out today’s Mindset Monday for that. And then look inside yourself and figure out the answer to this question: “What drives you?”

Imagine yourself on December 31, 2021... Are you happy with your performance over the past 12 months, or do you wish you’d done more? Even though we’re early in Q3, it’s never too soon to think about how you want to finish the year. Because the more intentional you are, the better your results will be. Today’s Tom Ferry Podcast Experience is an excerpt from BluePrint where I’ll give you a simple three-step plan to finish the year strong. It’s all about getting your priorities straight and creating your schedule and actions around one thing – listing appointments. From the importance of scoreboarding, to determining your daily number, to creating daily/weekly/monthly checklists, this episode packs a ton of useful information into 22 “can’t miss” minutes to create the results you desire throughout the remainder of 2021.

News flash for you... Success never happens in a straight line. Yes, you have your starting point and your desired ending point, but the journey will take many twists and turns along the way. And the more you understand that going in, the more you can thrive on it and enjoy the ride. Listen to my message in today’s Mindset Monday.

I’m passionate about today’s podcast topic... It’s an excerpt from my recent BluePrint event talking about how to differentiate yourself in your market! Because honestly, a lot of the marketing I’m seeing today is just the same old retread stuff agents have been using forever. (I’ll tell you what I really think in the episode.) It’s time to think bigger. Today’s crazy market means it’s time to make a crazy offer. Let me inject your business with some new ideas in this quick TFPE.

Are your conscious and unconscious thoughts preventing you from actually taking action? It might be time to stop thinking and just start. Let’s talk about it in today’s Mindset Monday.

[Minor technical difficulties caused Tom’s audio to be not quite up to our usual standard, but the content of this episode is so strong we didn’t want to prevent you from hearing it. Please excuse the inconvenience.] “What other ways can we show gratitude?” It’s this question that led Matt Farnham to become one of the top real estate teams in Las Vegas. In an era when consumers are demanding better real estate services, Team Farnham specializes in providing “wow” experiences for their clients throughout every step of the transaction. And as a result, they’re on track to help more than 150 families buy and sell real estate in 2021. Matt joins me on today’s Tom Ferry Podcast Experience to provide the backstory behind his unique approach, the “nuts and bolts” of how they pull it off, and everything they’ve done to truly differentiate themselves in the Las Vegas real estate market. Unless you’re already providing the absolute ultimate in personalized service, this is one episode you cannot miss – because I strongly believe Matt and his team are setting the standard for the future of our industry.

As life returns to normal, it’s time to decide what you really want to achieve. And then figure out if the actions you’re taking will actually get you there. Let’s talk about it in today’s Mindset Monday.

How did an IT consultant from Chicago end up dominating the second-home real estate market on Mexico’s Baja Peninsula? Nick Fong joins me on today’s Tom Ferry Podcast Experience to explain all! On pace for 700 transactions in 2021, Nick and his Ronival Real Estate team are always testing to discover the best strategies to attract new leads, nurture them, and convert! Nick reveals his process – along with some of the mistakes he’s made along the way. Even if you’re not in a second-home market, many of Nick’s strategies can be applied toward standard residential real estate to improve your follow-up strategies and master conversion!

We all want things to be easier in life. But like I told you last week, 90 percent of success is simply doing the work. So... are you constantly looking for hacks, or are you willing to do the work? Check out today’s Mindset Monday to find out why this topic makes me instantly think of Kobe Bryant – and why we should all “be like Kobe.”

Do you ever wonder what separates top performers from all the others? Catch today’s Tom Ferry Podcast Experience to learn about the methods of award-winning psychologist and author of Decoding Greatness, Ron Friedman, PHD. The best companies have a range of performance levels, Ron digs into what separates top performers from everyone else. Ron explains how the stories we’ve been told about greatness and success are wrong and runs us through the path that so many entrepreneurs and inventors have gone through to achieve success. If talent and practice are not the key to greatness, what is? You’ve got to go out of your way to find people who have done extraordinary things to learn from them. In this episode, we talk about: 1:54 – The stories we’ve been told about greatness and success are wrong 2:58 – People think that greatness is for someone else 7:49 – Ron reverse engineers the most popular Ted Talk of all time 12:08 – As a species we are distrustful of the “new” 17:03 – Ron walks us through how to decode greatness 22:58 – Scoreboarding: anything you measure you will likely improve on 32:48 – Become a collector, start collecting great examples

We all get excited when we are working on a new project, and that excitement is the fuel that drives us to begin the hard part – THE WORK. 10% is the moment of inspiration, but to get results you have to put in the other 90%.

Catch today’s Tom Ferry Podcast Experience for A conversation with Orlando Real Estate Partners and husband and wife team Renee & Jeff Funk to discuss how they built a business and how they support each other’s roles. Are you grateful for your mistakes? You can’t learn from experiences you aren’t having. You can build a strategy from your past experiences good and bad. Take what you have learned and turn it around into success. The lessons learned along the way are a gift. We also talk about how they analyzed, rearranged and shifted for continued success during Covid and how it affected their marketing strategies and the culture of their business. In this episode, we talk about: 8:05 – Recognizing the individual strengths in a business partnership 13:44 – The primary ways Jeff & Renee are generating leads 14:54 – Renee talks about “Going Micro” 15:44 – Video Testimonials Challenge 17:17 – Renee shares the next evolution of their marketing 29:30 – How Renee & Jeff are taking their video marketing to the next level in 2021 32:51 – Going from 10 to 20 salespeople 40:02 – Matchmaker or Road Warrior? 42:18 – Three things every agent should do to continue to be dominant

What if you could take some of the best qualities of the people you know and admire and put them into your DNA? Let me show you how to “model” the behaviors of those you respect in today’s Mindset Monday.

Let’s talk marketing! Today’s Tom Ferry Podcast Experience gives you a glimpse inside our last BluePrint event. Don’t miss the next one, which is free to attend on Wednesday, June 2! In this episode, I’ll share with you seven proven listing attraction strategies. I’ll also give you a question you should be asking every homeowner today. And one final piece of advice you always need to hear. For the full video including all the scripts mentioned, visit https://www.tomferry.com/our-podcast/experience-123/.

As we enter the post-pandemic “new normal,” you have some important questions to ask yourself. These questions will shape you who are, who you serve, and how you do it. Find out what they are in today’s Mindset Monday.

Last week I shot a long form live video with Tim Smith and David Childers, and as soon as it finished, I started getting requests for one specific excerpt. I’m happy to deliver it as today’s episode of the Tom Ferry Podcast Experience. Tim Smith has already closed $300 million in sales in 2021, so anytime you can get a mega-producer’s take on things, it’s worth listening. And in just about 15 minutes, we cover many of the most pressing topics in our industry today: The fundamental baseline for success as a real estate agent How to overcome the “Even if I sell, where would I go?” dilemma The changing definition of “listing appointment” The one question you should be asking every homeowner today And much more! Don’t miss this one. In this episode, we discuss... 0:35 – The fundamentals that are absolutely REQUIRED in today’s market – AKA why you can’t complain if you’re not doing the work 2:04 – Tim says “Let me move the chain a little bit” when it comes to listing appointments 3:11 – Who are the “Research Phase” sellers in your marketplace? 3:34 – How to solve for would-be sellers who can’t find anywhere to move 6:43 – The new appointment format that gets listings today 8:04 – Tom role plays Expired follow up – and Tim thinks a new career path might be in Tom’s future 9:35 – “You really are now an advisor” through a “gruesome experience” 10:49 – If there’s a time to take a risk, it’s on THIS type of properties 12:23 – The one question you should be asking every homeowner today 13:18 – My bold prediction for a commission-killing trend emerging in the next 3-4 years 14:39 – This is going back to what everybody says... Realtors are lazy, right? 15:40 – Tim’s take on what top agents are doing now

Life doesn’t happen in the hallway. It happens by continuously opening doors and closing doors. Don’t let yourself get stuck in between. Find out what I mean in today’s Mindset Monday.

Today’s podcast is practically a free, highly tactical, 90-minute class from two of the world’s premier experts in digital marketing! You’ll probably want to listen to this one several times and definitely share it with your virtual assistants or whoever handles your marketing. I’ve got Dennis Yu, who arguably knows more about the back end of the digital landscape than anyone, along with our own Jason Pantana, talking all things digital marketing. Dennis shares his own approach to content distribution that simplifies the whole process and costs next to nothing. (You should definitely “R&D” it – rip-off and duplicate.) He also: Explains his “Dollar a Day” methodology Shows you how to rank higher in search results Weighs in on new social platforms and whether or not they’re worth your time Defines “link juice” and explains why it’s more important than ever Not only all that, but Dennis reveals the perfect place to hide a dead body. (You won’t want to miss that!) In this episode, we discuss: 1:14 – Dennis introduces himself and his extraordinary background 6:18 – Digital Plumbing: How to make good decisions based on math 8:15 – Why your Google Tag Manager is insanely important 12:05 – Another reason why video is essential 18:40 – What to train your VA to do – and how to stop wasting great content 23:16 – Reframing paid ads as “social postage” + Dennis describes his “Dollar A Day” approach 30:18 – Would you quit the gym if you didn’t get six-pack abs in one workout? 32:04 – How your social media impacts your Google search results 38:20 – A master class in cross-posting in 40 seconds 42:58 – Why “Link Juice” is what makes the real magic happen 52:05 – Dennis reveals a fantastic hack to gain location authority 1:01:10 – Should you – as an agent – be on Clubhouse? Dennis weighs in. 1:05:01 – What about TikTok? (Hint: You don’t have to sing and dance.) 1:10:22 – Let’s talk SEO 1:16:17 – How to hook viewers into your video right from the start 1:24:35 – Closing thoughts from Jason – what YOU should do with this information 1:26:00 – Why buying email lists can be a fatal mistake

Joy, ecstasy and happiness are within reach... if you’re feeding your brain good thoughts. Find out how to get them – and avoid getting stuck in a rut – in today’s Mindset Monday.