The Tom Ferry Podcast Experience

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.

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.

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.

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!

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.