The Tom Ferry Podcast Experience

I get it… Everyone is exhausted towards the end of the year and looking forward to the holidays. But is now really a good time for you to be slowing down? I’d say no. Find out why in this video!

In this episode of This Week in Marketing, Jason Pantana has a special guest who is going to show you all the master strategies of Instagram for real estate agents to turn engagement into appointments. Shannon Mangin runs a small team with her husband in Austin, TX, and this year she’s slated to DOUBLE her business over last year. Her secret? Using Instagram as not just a platform to raise recognition and get referrals but to also start a conversation. She has a process that is proven to take you from post to DM to conversation to appointment. If you’re looking to take your Instagram from being a social obligation to a direct source of income, you’re going to want to watch Jason’s interview with Shannon, right now.

What do new and veteran real estate agents have in common? It might be more than you think. We’re all facing a new market here. That’s why sometimes it’s important to get our egos out of the way and accept advice from someone who knows the way. Genelle Geronsin Vandenboss is a veteran real estate agent and CEO with 20+ years in the business, so she’s seen all the highs and lows that the market has to offer. Today on the Tom Ferry Podcast Experience, I talked with Genelle about the 6 most important practices for newbies and the 5 big points that experienced agents need to focus on today. No matter what your level of experience, Genelle has a structured system that I highly recommend you take to heart, so watch or listen, now.

If you want to change your life in 2023 or move any area of it forward, it starts with changing your habits. But there’s a science to creating and keeping habits. As we move into 2023, it’s more important than ever that you choose the habits you want to prioritize, and if you need some help, that’s what I’m here for. Just play the video.

What are the 2023 real estate video topics you need to be focusing your energy on? Well, the real estate world looks much different entering 2023 than it did at the beginning of 2022, so one thing’s for sure – it’s definitely not the same old topics you’ve been shooting. On this episode of This Week in Marketing, Jason Pantana is here with his BEST predictions of what kinds of real estate videos you need to create in 2023. Make sure to listen and get started adjusting your content plan, but also… If you’re serious about stepping up your digital marketing, we’ve been working with Jason on a new series of courses that are designed to give you the ultimate edge in your market. It’s called MarketingPro, and the first installment, Cracking the Social Code is available NOW! So, click on the link to learn more. https://tfi.media/3ereN76 And speaking of learning more, make sure to subscribe, sign up for new video notifications, and maybe check out some of our other helpful content from This Week in Marketing.

How long do you plan to be in this business? Your goals are completely up to you, but I always recommend that you plan to be in real estate for at least ten years, because that’s the amount of time it takes to actually build something. And building something truly special requires having a 10-year vision. On today’s podcast, I want to talk about your 10-year vision. No matter how long you’ve been in real estate, we’re going to look at 2023 to 2033 and see what practices you need to start putting in place right now. I have 8 questions that you need to ask yourself and answer before the end of this year, because the clock is ticking. Ready to get started? 2023 is right around the corner and this isn’t a moment to let slip away. Watch or listen to this episode, right here.

When we talk about mental resistance, we often bring up the struggle between our conscious and our unconscious minds. They both have their uses to us, but they also both have their drawbacks. So when I face resistance, I think of all the time I spent with David Goggins and the lessons he taught me – which I’m about to share with you in this video.

What does company culture actually mean, why do you need it, and how do you create it? Whether you’re making your first hires, running a small SEAL team, or managing a mega organization, culture may be the single most important aspect of a healthy business. To get to the bottom of what creates a winning culture, I turned to award-winning Human Resources advisor and CEO of Gameday HR, Katrina Ghazarian. Katrina and I sat down to discuss everything from compliance to acquisition and retention, developing your value system, and just about everything else it takes to build a great workplace. If you’re interested in not just growing your business (no matter what business you’re in!) but doing it in a way that’s best for everyone in the long-run, this is a “must-watch” episode. And after you watch, you’re going want to learn more at gamedayhr.com

This week on Team Builders I’m talking with the great and powerful Jim Allen of Raleigh, NC, about something that every person working in real estate is going to want to hear – how to manage every transaction with your team so that everyone makes the most money possible, even your clients. Jim has a unique business model which includes forming long-term friendships with all of his clients, maximizing the profit for every one of his team members, and investing in properties with his agents (that they earn a commission on when he flips). In this 37-minute episode, Jim is going to show you how to be the real estate leader that every person in your community needs. So, I seriously suggest you watch or listen, right now.

We all want to make others feel good, don’t we? When you’re around someone, you want that person to feel enthused, happy, and inspired. But the energy you put out is a direct reflection of the energy you consume. So, what are you consuming? If it’s what you’re about to hear me talk about in this brief video, maybe it’s time for some cleansing to set your energy right.

Creating wildly successful social media videos as a real estate agent doesn’t have to be hard. Actually, keeping it simple and honest might just be the best way to build a passionate and engaged following. It certainly does for Winnipeg super-agent Nicole Hacault, who sold 170 houses last year with just one other agent. In this episode of This Week in Marketing, Jason Pantana talked with Nicole about her strategy for creating authentic, human-focused video that gets people excited to work with her. If real estate video has ever seemed like something complicated or difficult to you, this is an episode you need to watch or listen to.

Being a real estate agent is only getting harder. If you want to generate the business that you deserve and beat the competition, you need to be the best real estate agent in your market. But who decides who the best agent is in any market? Google. That’s who. In this clip from a previous Success Summit, I walked the crowd through the Search issues that agents are facing today and then gave them the advanced Google techniques that every agent needs to rank above the rest. If you’re looking for a consistent stream of inbound leads, you need to watch or listen to this as soon as possible. And if not, then what are you even doing?

One of the most important questions you can ask yourself is, “What’s my ideal life look like?” because the question doesn’t stop there. You can’t just say, “Good.” What’s the endgame? What’s the vision? I want to challenge you to write yourself a letter that clarifies your vision, because it just might change your life like it changed mine. Watch the video to find out how.

Marketing channels create opportunity. But if you want to take advantage of those powerful business opportunities, you also need systems, because that’s where the action happens. On this episode of This Week in Marketing, Jason Pantana is talking about the top digital marketing systems for real estate agents. People are always crediting systems as the path to success, but almost no one ever goes into detail about what they are and how to create them. Lucky for you, Jason is going to cover what they are, why they’re important, the tools you need, and then give you a complete run down on how to incorporate each system into your digital marketing. This gets a little technical, so you’re going to want to watch it through a few times, but these systems are absolutely essential to truly massive growth. You can’t afford to not watch or listen, right now.

Are you feeling tired, exhausted, burned out in your real estate business? If you are, it isn’t because you’re not cut-out for it – it’s because you’re stuck in the wrong kind of pattern. What I’m going to share with you today is the best possible way to identify and break that pattern and step into real estate mastery! In this clip from a previous Summit, I’m going to explain to you what I call the Six Phases of Real Estate Mastery. And yes, this topic is just as powerful as it sounds. These six phases are something that you need to write down, memorize, and prepare to utilize in your daily life. So, make sure to watch or listen, now! In this episode, we discuss… 0:00 – Finding the pattern in what you’re doing 1:55 – The 90 Day Cycle of Execution 5:00 – Phase 3 and 2 things that kill momentum 9:30 – Phase 4: Stabilization 11:35 – Phase 5: The Quantum Leap 17:16 – Imagine owning a gas station… 19:26 – Phase 6: It happens with or without you 25:15 – Carrying the phases forward

Sometimes we feel like we’re sleeping in certain areas of our lives, going through the same patterns while staying in the same place. But if you want to move forward, you have to wake up, and this takes interrupting the pattern. Watch or listen to my advice for identifying the areas of your life that need a little shaking up, right here.

Too many agents use video as just an extra marketing channel. But then there are the agents who base their entire business model on video-first marketing – agents like Gia Silva. Gia proves that video is potentially the only marketing source you need, and all it takes is centering your operations around it. In this episode of This Week in Marketing, Jason Pantana talked with Gia about what it takes to operationalize your video creation, draw an audience who are going to resonate with your content, and discover the right filmmaker to elevate your style. If you’re a real estate agent who shoots video (which you are because you’re smart), you’ll watch or listen, right now.

On my podcasts I’m normally talking with some of the biggest, most successful names in real estate. But this week, I want you to hear from some new agents who are absolutely crushing it, right now. These three Rockstars have each been in the business for less than five years and are a testament to what can be accomplished in a short amount of time. In this clip from last month’s Success Summit, you’re going to hear from Megan Faber (four years in the business), Kennon Maurer (three years), and Vincent Kessel (12 months and only 20 years old!), who are all guaranteed to inspire you. This panel isn’t just for new agents look to make a start; it’s for agents of any experience level who need a reminder of the hunger and tenacity it takes to live your best life. So, no matter who you are, you must watch or listen. And after you do, make sure to follow these three across their social channels and reach out to show your support.

Wouldn’t it be nice if you could do just one great big thing to skyrocket yourself to success? Unfortunately, anyone who has achieved true, lasting success will tell you that’s not how it works. Magic bullets don’t exist. Success is a journey, and the way to get there is one step at a time. Want to know more? You should, so watch or listen, right here.

Let’s talk about local discovery when it comes to real estate…. No matter the size of your city, even if you’re trying to just attract people who live in your own neighborhood, the odds are that those people will still find your business online. If your customer base is local, it is absolutely essential that your online presence is optimized to help you make those connections. On This Week in Marketing, Jason Pantana is going to walk you through four marketing tactics that will strengthen your local discoverability and make you the online face of your community. This one’s important, so you can’t afford to not watch or listen, right now!

This week, I’m sharing something really special – three ladies who are going to show you how to dominate your listing game – along with their stories almost a year in the making. At the 2021 Success Summit, I made a bet with two women (Sandee Payne and Dee Martin) that they couldn’t each double their number of listings taken between then and last month’s 2022 Summit. You’re about to watch a clip from Summit where Sandee, Dee, and the listing queen of Oklahoma, Edna Kimble (176 taken just last year) are going to show you exactly how to double your listings from Summit to Summit. I might’ve made a bet with them, but as you’ll see, what really made the difference was how they bet on themselves. So, watch or listen, and then make the bet, now.

Toronto couple Jeff and Liz Johnson are a super team. They’ve been married for 23 years, have 22 agents, 9 business staff, and practically NO TURNOVER. And that’s because to Jeff and Liz, their team is a part of their family. Real estate is a high-turnover business, especially when you’re scaling a team, and that’s why I had to talk to the Johnsons about how they keep their people so happy. We talked about the essential roles to hire for, creating personalized 90-day plans for each agent, and serving your agents with the same level of service you’d give your clients. This episode is sure to not only give you some best practices for scaling, but also leave you with a smile, so make sure to watch or listen, now.

What can you do between now and the end of the year to truly activate your potential and push the needle forward? I’d say there are two words that separate the people who achieve their potential and those who let it slip by them. Click the video to find out what they are and the moves you need to make, starting right now.

When you look across social media platforms – Instagram, TikTok, YouTube, Facebook – there seems to be one direction they’re all trending…. VERTICAL! If you’re not shooting vertical video, you need to start. But it’s not as simple as just turning your phone when you’re shooting. Going vertical is a little different depending on which platform you’re creating for, and if you don’t know all the rules and tricks, it can actually get kinda confusing. That’s why on today’s This Week in Marketing, Jason Pantana is going to be your guide to vertical video! Make sure to watch or listen, and as always, make sure to leave a comment.

Stepping into a luxury real estate requires stepping into a higher level of confidence – confidence to hang out in elite circles and practically demand referrals. But what does it take to reach this confidence? To answer this question, I spoke with Manhattan luxury superstar Jay Glazer. Jay will tell you that with the right recreational interests and impressive array of customer services, confidence is practically inevitable. If you’re looking to move up your price-point or even just find that confident spark you may be missing, you’re going to want to hear what Jay has to say, so watch or listen, right here. In this episode, we discuss… 1:53 – Getting started 4:30 – Finding your community 8:06 – Hot or Not 9:48 – Service for referrals 12:30 – Exceptional customer service 16:50 – Hiring for time 19:44 – Presentations in a shifting market 24:35 – Closing thoughts

Making money and growing your professional success are important, but they’re not a surefire way to achieve happiness. Happiness and success both come from the same place – a healthy brain. Our brain health is the foundation of everything we do, because when you love on your brain, you’ll love your life. Dr. Daniel Amen is one of the leading psychiatrists in the country and author of over 40 books (yeah, you read that correctly). I sat down with Dr. Amen to discuss his new book, “You, Happier” and all things you should be doing to feel and perform your best in life and business. You can’t afford to miss this message, so make sure you watch or listen a few times.

What is stopping people from making video for social media? A lot of people say they don’t know what to say on camera. But LA Rockstar agent Taya DiCarlo will tell you that all you need is a hook and an opinion. Some will say it doesn’t seem like it’s worth their time. Taya will say it’s worth $25 million in agent-to-agent referrals in just a year. There are no excuses, and to prove this point, Jason Pantana talked with Taya about everything you need to start doing video and why you need to start right now. All it takes is a hook and an opinion, and they can help you find the hook – all you need to bring is the opinion. Make sure to watch this one, because it just might change the way you think about producing content.

What happens when you realize that you’re running out of time? And I mean in your life… The minutes are ticking down whether you’re moving forward or not. So, what can you do about it? I’d say you need to start building your dream with whatever you have in front of you, even if that means building in the sand. Watch the video to learn what I mean.

We all have a ton of ideas. And ideas are great… unless you fail to execute on any of them. I want to talk to you about the disconnect between what gets your brain moving around in open loops and what gets it moving forward, because an idea doesn’t mean anything without the commitment to pull it off. So, make sure you watch or listen, and let’s start closing the loops

It helps to have friends in the business, especially when it comes to generating agent-to-agent referrals. Networking with other agents can easily become one of your most valuable lead sources – if done correctly. But what can you do to not only meet the right people, but also show them that their referrals will being going into the right hands? It’s a daunting process, but Jason Pantana is here to give you six awesome ideas to help find, connect, and build strong professional friendships with agents throughout the country. With Summit coming up just… TOMORROW! Wow, that came quick, didn’t it?! Yeah, it’s time to get your referral game on… so make sure to watch or listen to this one to get ready.

You’ve heard me talk a lot about “Know, Like, and Trust.” And yet, too many agents spend too much time developing trust only to throw it away once the transaction is over. But when you maintain and nurture that trust beyond the closing table, you get something even more valuable – loyalty. This week, I’m going to show you a clip from a past Summit in which I talk about what you need to be doing to inspire loyalty from your past clients, generate referrals, and grow your credibility in your marketplace. Keep in mind that this year’s Summit is less than a week away, so make sure you watch this clip and then get your tickets today!

We can never anticipate what’s going to come up in our lives. But if we have the foresight to nurture our team culture, collaboration, and support, we can create a team of leaders who will stand by us through our hardest times. Brandi Laffins always strove to make the top transactions for her team, but when unforeseen circumstances came her way, the supportive culture she’d fostered allowed her to step back and focus on what really mattered. I spoke with Brandi about what it takes to lift up new agents and turn every team member into a team leader. You’ll also get some awesome advice on doing television ads and marketing campaigns. Definitely make sure to check this one out! P.S. Brandi’s husband RJ is an awesome DJ, and I highly recommend you check out his stuff, here. I’ve been jamming it all morning!

Are you doing well? Or are you doing great? Be honest about that question. Because too often do I hear people saying that they’re doing “well enough.” But I dare to say that “well enough” isn’t “enough” at all. This is your life. And I’m going to challenge you to live it more fully. Watch now, right here.

Wouldn’t it be nice if you could just focus on working with clients instead of finding them? Well, that’s what happens when you automate your marketing! A lot of people think that truly automated marketing is something reserved for massive corporations with big budgets and access to fancy services, but Jason Pantana is about to show you that’s just simply not true. Jason is going to give you 10 ideas to start automating the easy way, so you can focus on the things you do best. Ready to attract more clients and actually have the time to serve them? Then make sure to watch, right here.

What does it take to build a MASSIVE social media following, create consistent inbound luxury business, and never miss an important family moment? The answer… Delegating tasks so you can focus on what really matters. For a long time, Shannon Gillette thought she could do everything by herself – because she actually could! But with a little push from her coach, she managed to find the exact type of assistance she needed to skyrocket her business. Today, she’s selling more houses (in a higher price range), working less, and feeling better than ever. You’re not going to want to miss my talk with Shannon, where she shares her journey of rising to YouTube stardom, training her VAs, and building a perfect business. And if you’re joining me at Summit, either in-person or virtually, you’ll get access to Shannon’s full listing strategy playbook for YouTube, so you can R&D the exact plays of a social media master! In this episode, we discuss… 1:40 – About Shannon 3:15 – Competitive changes 5:15 – Never miss a homerun 6:20 – First step if you’re struggling 7:58 – Transferring skills to your VA 10:04 – All in on YouTube 12:19 – Creating your own video path 15:05 – Getting more views 17:36 – Transaction management team 20:24 – Time spent creating content 22:08 – Managing all the Instagram DMs 25:05 – Get out of the “listing only” mindset

Whether it’s a recession or a shift in the market, what does it take to display remarkable leadership during crisis? It’s hard to think of a better person to answer this question than Michael Hickman. Mike is an absolute titan of real estate. As the CEO of Seven Gables Real Estate, he manages 437 agents over six offices and has seven other business on top of that. This week, I spoke with Mike about what it takes to be the leader that people need during difficult times. He walked me through his journey into real estate, how he executes decisions with confidence, and how to get through a market crisis with absolutely no layoffs. If you or anyone you know wants to step into leadership on a top-level, this is the show you need to watch, right now.

What is your best possible source for generating business? I’ve been saying for a long while that it’s your database and sphere of influence, and a new report from the Nation Association of Realtors seems to prove that I’ve been right all along! Yes, your database and SOI is incredibly important… But how do you effectively market effectively to them over time? You need to have a PLAN. And a plan is exactly what Jason Pantana is going to give you. He’s going to tell you exactly what you need to be doing on a daily, weekly, monthly, quarterly, semi-annual, and annual basis. You’re not going to want to miss Jason’s brilliant advice, so make sure you watch or listen, now!

If we’re looking to move the needle forward, where do we start? That’s a question, isn’t it? So, let’s start there. You know that I always say you need to run plays that work. And every play begins with a question. So, are you asking the right questions? Find out, right here.

As the market adjusts, what are the conversations you need to be having with your buyers and sellers? Ideally, you will set realistic expectations, make them feel comfortable moving forward, and have plenty of “mic drop” moments that confirm your value. If you’re looking for all this and more, you need to watch this conversation I had with Phil Gerdes. If you don’t already know Phil from his hugely successful YouTube show “Rated PG,” you’ll know him after this as the guy who gave you some of the most effective words and phrases in your playbook. This episode is only fifteen minutes, but you’re going to want to take notes – I sure did ;) In this episode, we discuss… 1:08 – Understanding nuances 2:03 – Instead of CMAs… 3:25 – God property investors 5:33 – Establishing next events 8:38 – Pipedream pricing 10:00 – The 3 types of home value 11:47 – Conversation for buyers 14:30 – Follow Phil!

Some agents may feel today’s podcast guest is trying to take their job away. And we discuss that. But the way I see it, Jarred Kessler is an innovating entrepreneur pushing our industry forward. And you can learn from his example. As the founder of EasyKnock, a company that allows people to convert their home equity to cash without going through a bank, Jarred is helping not only homeowners but agents as well. This week, I spoke with Jarred about what it’s like to be the CEO of a real estate startup, the pivots to make during a recession, and his vision of the future. If you’ve ever been interested in founding a startup or just want to understand the changing real estate landscape, make sure to watch or listen to this episode, right here.

You know all about geographic farming, but what does it take to lead a successful geographic farming team? If you ask Lisa Doyle, she’d say it comes down to organization, discipline, and team structure. I talked with Lisa about the dynamics of geographic farming as a team effort, finding the right person to get you organized, and always choosing your hard. Lisa even shares her advice for doorknocking luxury homes which shows shocking results. Make sure to watch or listen to this episode, and if you like what Lisa has to say, you’ll have a chance to meet her at next month’s Success Summit, where she’ll be sitting in the front row and continuing to network her way to the tippy-top.

I always say that difficult economies make the best agents. But what does this economy mean for you? Is it a story that you’re living in or part of a story you’re writing for yourself? This is a moment that will be gone before you know it, so watch this and decide what story you want to tell.

What does it take to successfully build your brand and generate referrals using social media video? It does take time, but when you do it the right way, it doesn’t have to take a lot of stress. Video should be fun, collaborative, and a personal dialogue between you and your clients. If you’re looking for an example, you need to check out Miami super-agent, Luz Abreu. This week, Jason Pantana spoke with Luz about what it takes to make the kind of truly authentic video that can generate referrals. No matter what stage of you’re at with your social media video, this is an episode you can’t afford to miss, so watch or listen, now!

If you haven’t heard the name Betty Graham, you need to brush up on your real estate history. For years she ran the world’s No. 1 luxury real estate office, Coldwell Banker Global Luxury, where she managed thousands of the highest producing agents in the business. This week, I’m honored to be talking with Betty about how she got started, her journey to the top, and her advice for every agent out there, whether they are running mega teams or just getting started. No matter what your goals are, Betty’s advice is sure to help you get there, so take my word for it and watch or listen, right now.

This week, we’re going to take another dive back to last year’s Success Summit to talk about something that has only gotten more important since then – building a team. Right now, the market demands more of you then you can possibly manage alone, so why do so many agents continue to struggle when the solution is right in front of them? You’re not going to want to miss this segment where I lay out the basics of what you need out of a team and the easiest (and cheapest) ways to get started. And if this resonates with you (which, unless you already have a team, it should), you can’t afford to miss this this year’s Summit in Dallas, now less than a month away. Get your tickets, either virtual or in person, today.

Ever got news that throws you off your game at a critical moment? I have. And it sucks. But you’ve gotta pull yourself up and power through. Let me share with you how I handle this situation.

Social media features are always evolving. TikTok, Instagram, Facebook, YouTube… If you keep using these platforms the same way you have been for years, you may not even be taking advantage of them at all. That’s why this week, Jason Pantana is going to walk you through all the new (and even some yet unreleased) features and updates for the big 4 social media platforms. You’ll learn how to use TikTok like a natural, get the most out of Instagram, and impress all those people who though they were the social media experts. This is stuff you need to know, and it’s going to make your time spent on social a heck of a lot more fun, so don’t hesitate to watch, right now.

With this year’s Success Summit right around the corner, I want to take a look back to last year’s. But first, I have a question. Do you own investment properties? And if you don’t, why not? It doesn’t matter how old you are or what’s going on in the market, because when done correctly, the best time to invest is almost always right now. To prove this, check out my panel with Deborah Bly and Eric Eickhof. Deb began investing in her 50s and is already sitting on $3 million in equity. Eric was only 19 when he bought his first unit and now has over 670! In this clip, Deb and Eric are going to show you that it doesn’t take a large upfront investment when you have the right formula. Make sure to watch or listen. And if you’re one of the few people who will actually take immediate action on this advice, don’t miss your chance to sign up for next month’s Summit, either virtually or in-person, where we’ll be sharing the latest strategies for intelligent investing in our current market.

The market is shifting. “Recession” talk is everywhere you look. But the question is, what can you do to turn this obstacle into an opportunity for your real estate team? It starts with being the “play-caller” that your agents trust. Stephanie Younger has seen a few market shifts over the last 20 years, and during each one she’s continued to refine her playbook while expanding her team. I sat down with Stephanie to discuss what it takes to be a great leader in today’s market, the conversations you need to be having with your agents, and the conversations they need to be having with their clients. Watch this episode a few times until you have Stephanie’s scripts memorized. And if you like what she has to say, make sure to join us at next month’s Success Summit, where you’ll get Stephanie’s full “Lead Generation Playbook” for open houses, featuring her signature scripts and checklists which make the difference every time. There are still virtual and in-person tickets available, so don’t miss this opportunity!

Have you ever seen a fly banging itself against a windowpane? The fly believes that if it just keeps going, just bumps hard enough, it’ll get through. But you know that won’t happen… So why do we mimic this same strategy in our own lives? When we’re trying as hard as we can and are efforts aren’t working, what can we do? Find out, right here.