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What You Missed if You Weren’t at Shift!
I love what I do. I just wrapped up our first-ever Shift! event where I spent the last two days playing host and speaker. But it was so much more than that for me… Why? Because we brought in some of the most phenomenal guest speakers, and I spent much of those two days in a seat in […]
How to Slay Big, Important Projects That Move Your Business Forward
Here’s the situation: You have a big project coming up that requires everything you’ve got… Maybe it’s an important listing presentation, or mapping out your marketing strategy. Or maybe it’s finally mastering that elusive script you need to reach the next level, developing your long-term vision or just figuring out how to better operationalize and […]
4 Winning Ways to Get the Most from Every Prospecting Session
Last week we talked about the need to be willing to get punched in the face when prospecting. Of course not literally, but figuratively. Assuming you accepted that challenge, this week I want to continue the conversation by helping you focus on developing the right mindset in order to successfully follow up on and convert […]
Are You Willing to Get Punched in the Face?
If you’ve been to a tourist hotspot like Venice Beach or Downtown Las Vegas in the last couple years, among all the sunglass vendors and street performers, you might have witnessed a weird new phenomenon: People who are willing to be punched or kicked in exchange for money. Yep, you give a complete stranger $20 […]
$33K to $150K in One Year: How Ella Jones Got Un-Stuck and Started Thriving!
Sometimes it’s easy to feel stuck where you are in life. Ella Jones can relate. Rewind a little over a decade, and she was a single mom of two growing kids. She had a government job that provided a steady income but no path to financial freedom. If there was any light at the end […]
The “Psychologist” is In: Examining Today’s Market & Your Personal Narrative
Do you remember the old TV commercial where the guy said, “I’m not a doctor, but I play one on TV.” Similarly, I’m not a psychologist. But I’ve sometimes played one on my coaching sessions. I often joke that as a business coach for so many years, part of my role is acting as a […]
6 Steps to Prioritize Tasks & Avoid Overwhelm After an Event
Why do you go to an event? Seriously, think about it for a second. If you’re like me, you can come up with lots of great, valid reasons. To learn To network To find out what’s working for other people in your industry To renew your enthusiasm for what you do When you break it down, […]
15 Winning Ways to Bounce Back After a Setback
A recent post in our private Facebook Group for coaching members did two things: Got me thinking about how important it is to move on after a defeat, and… Made me so proud to read some of the responses our members shared in response. Here it is, from coaching member Kim Tarbox in Scarborough, Maine: […]
Bill Pipes Guest Blog: 7 Life Lessons I Learned Climbing Aconcagua
Editor’s Note: My buddy Bill Pipes is more than our master sales trainer and presenter of Sales Edge. He’s an adventurer always pushing himself to conquer new goals, and he recently experienced one of the most harrowing adventures of his life. Along the way, he learned some amazing lessons for life and business. I asked […]
The Why and How of Real Estate Vlogging
Have you seen #TOMSVLOG? No, I’m not talking about myself in the third person… That’s the name of my new vlog that my video team and I have been creating for the past few months. It’s designed to let you tag along on some of my adventures and give you a behind-the-scenes glimpse at what […]
Guided By Values: One Agent’s Personal Journey to Doing Business on His Own Terms
Steven Kim’s friends all know the drill… When you’re around him, you turn off the cynicism, the negativity and you avoid complaining. They know he’s not gonna stand for it. You see, this Toronto top producer lives his life – and runs his business, too – on a simple premise: Be great. Be kind. (I […]
The Story Behind Our All-New Podcast Experience
What seems like a lifetime ago, BlackBerry RIM asked me to start a podcast… I was creating it consistently and excited about it… And then one day in what must’ve been 2007, I happened to meet a guy from a little company called Google on the golf course. Google had just bought YouTube, and I was excited […]
A Glimpse Inside This Week’s Elite+ Retreat
Fourteen hundred of the world’s best agents converged on San Diego earlier this week for our event. But in reality, Elite+ Retreat is their event. I’m basically the facilitator… the event planner. Sure, I hosted a few sessions. But the real stars of this event are the guest speakers and the phenomenal Rockstar attendees who […]
Conversion Made Easier: 3 Reasons to Overcome Your Aversion to Scripts
We’ve all had one of those experiences with a salesperson or customer service rep who is obviously reading from a script… and doing it poorly. Do you know why that’s a total bummer to me? Sure, it’s cringe-worthy and we feel embarrassed for the guy. But the real reason it bums me out is because […]
You Need to See This: My Top 10 Videos of 2018
At the end of 2018, I asked my team to look back at all the videos we created throughout the year. I wanted to know which ones got the best engagement, the most views, and resonated the strongest with you, the viewer we’re creating them for. We narrowed it down to a “Top 10” list […]
The Definitive Listing Presentation Primer for 2019
It’s time to shake things up. 2019 isn’t going to be “more of the same.” A changing market means this year is likely to challenge you more. It’s going to require a new, stronger approach to the things you do. And there are few elements of your business more important than your listing presentation. Think […]
Messaging to Millennials: How Home Ownership Solves Their Top Priority
Steve Harney shared some interesting insights about millennials and their priorities during the last #TomFerryShow of 2018. (Make sure to watch his entire market update and projections if you missed the show!) In this blog, I want to share that information so you can use it as targeted messages to attract more business from millennials. […]
7 Hot Tips to Capitalize on Expireds Now!
We’re on Day 3 of the new year and I sincerely hope you’ve booked some appointments already. The best agents aren’t “easing” their way into the New Year. They jumped in bright and early on January 1… And for good reason! Early January for real estate professionals is sort of like the opening of hunting […]
Rookie to Rockstar: How Brenda Griffin Discovered Her Partner in Success
Brenda Griffin found herself a single mother of three… …brand-new in real estate… …and in a brand-new locale – where she knew no one! She wasn’t looking for pity. She was looking for solutions. Fortunately, Brenda had two things working in her favor: A highly supportive manager who motivated her and drove her to constantly […]
Holiday Project: Create Your “Vision Board 2.0” to Crush 2019
Chances are you might have some “down time” over the next week or so before ramping back up for the new year. I’m going to suggest a fun exercise to make good use of that time – and it can even involve your family members! Consider it part crafting and part goal setting. Because it’s […]
Master Your Market Knowledge… And Make Good Things Happen!
When coaching member Lynn Hurley recently found herself with a listing that just wouldn’t sell, she turned to her coach for advice. “You’ve gotta know your market,” he advised her. Like many agents, Lynn considered herself knowledgeable about her market. But she soon realized how much deeper her knowledge could go… and how meaningful that […]
Two Minutes of Coaching That Can Mean Everything to Your 2019
I’m gonna make this short and to the point… It’s December. A new beginning is just a few weeks away… a fresh start. And in a changing market, it’s going to require a little more effort, a little more discipline, and a proven plan to achieve your goals. So… Are you ready? Here’s What I […]
7 “Must Do” Actions for the New Normal Market
Some agents are feeling it. Some aren’t. Some are letting others convince them it’s happening. What about you… Has the shift hit you yet? From speaking with agents all over, here’s the general pattern I’ve observed: While sales of low-end and mid-range homes remain robust in most areas, the high-end is now experiencing a buyer’s […]
7 Secret Hacks to Make Your Goals More Attainable – #TomFerryShow
So you set a goal… and then what? What do you do next? You’re all excited and you start working on it, and… as soon as that initial enthusiasm fizzles out, you fall off track? Sound familiar? If so, you’re in the right place. I’m sharing with you today seven steps I put into action […]
The Gift of the Shift!
Sometimes the simplest ideas are the most profound. Ever notice when you hear or read something that seems so simple, but it totally crystallizes a new way of thinking? Here’s why I bring it up: Last week I was asked to speak to a couple teams in our Team+ coaching program who got together for […]
6 Steps to Make 2019 Your #BestYearEver – #TomFerryShow
Volatility in the market doesn’t mean you need to lower your expectations. I’m a firm believer that 2019 will be full of opportunity and can be your absolute #BestYearEver. If you agree, I’ve got six steps that should form the foundation of your success over the next 13 months. Ready? Let’s go! 2019 #BestYearEver […]
3 Simple Rules for Highly Effective Role Plays
I know you’re busy. I know you have a million things on your plate. I also know you want to be the best salesperson you can be. That’s why, no matter how busy you are, it’s so critical to schedule practice time into your calendar. Role playing should be part of your morning routine, day […]
Critical Sales Lessons from the Military Elite – #TomFerryShow
Happy Veterans Day to all those who served! To honor your service and sacrifice, I’m devoting this episode of the #TomFerryShow to all veterans. And I’ve got the perfect guest to do so… Bill Hart is the author of a fantastic book called “White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.” To […]
A Must-Read Resource for Any Video Marketer!
Have you put an additional emphasis on video in 2018… Or are you still struggling to step in front of the camera? No matter where you’re at with video marketing, there’s always more to learn. And there are few better educational resources than the Real Estate Video Influencers Guide recently released by BombBomb. I’m so […]
The Critical Difference Between ‘Knowing’ and ‘Doing’
Consider this blog a quick coaching session from me to you. And fair warning: The message might sting just a bit. But believe me, it’s delivered with good intentions. (And if it does sting, that means you needed to hear this.) Just a few weeks ago, I published a blog of book recommendations. You can […]
Why Content and Data Mean Everything to Growing Your Business – #TomFerryShow
Anytime I can expose people to great ideas makes me so happy. So I was practically giddy to share special guest speaker Mark Roberge at our recent Team+ Retreat in Boston, a private event exclusively for our Team+ coaching members. Mark is the former Chief Revenue Officer at HubSpot and author of the fantastic book, […]
3 Things the Market Is Practically Begging You to Do
Let me ask you a question: When you think about the things you do every day, are your actions dictated primarily by intuition or by data? Data-driven action steps are good things in today’s economy. Pay attention to the data, listen to the market, and serve accordingly. That’s what I’ve got for you today. When […]
Success Secrets from 3 of the Most Successful Women in Real Estate – #TomFerryShow
When three dynamic team leaders responsible for more than 900 annual transactions get together to share their secrets, it’s a good idea to listen to what they have to say. I recently had the good fortune to convince Treasure Davis of Colorado Springs, Mary Maloney of San Diego and Jill Biggs of Hoboken, NJ to […]
How to Ensure A Better Quality of Life in 2019
If you give yourself two weeks to complete a project, how long does it take? (Two weeks, right?) If you give yourself two days to finish it, how long does it take? (Two days, right?) It’s been said that “Work expands to fill the time we allow for its completion.” And it’s true! So let’s […]
How Doug Edrington Grew from 100 to 490+ Transactions a Year – #TomFerryShow
Imagine being stuck selling “only” 100 homes a year for three straight years… 😊 Not bad, right? For Chattanooga, TN’s Doug Edrington, it wasn’t bad. But he knew he and his team were capable of so much more. So they went out and proved it. After three straight years of closing 100 transactions, they did […]
15 Fantastic Books to Shape Your Mindset & Grow Your Business
You can romanticize it… snuggling up with a good book next to the fireplace on a chilly autumn night. Or you can be straightforward about it… educating yourself and arming yourself with new tactics as the New Year approaches. Either way, Q4 is a fantastic time to dive into some great books. I recently posted […]
More Great Business Tools You Should Be Using
A while back, I did a #TomFerryShow about 6 Killer Tools to Stay Ahead of the Competition. Today I want to add four more. My buddy Greg Robertson is the President and co-founder of W+R Studios, makers of Cloud Agent Suite. Together we’ve teamed up to offer you an extraordinary “test drive” of their services for […]
Are You Ready for Crunch Time?
This might be a local reference, but stick with me… The Los Angeles Lakers’ longtime PA announcer Lawrence Tanter has a tradition when the fourth quarter of a game is just about to begin. In his inimitable deep voice and confident yet understated style, he says… “Heeeeeeere we go. The FOURTH and FINAL quarter…” When […]
Critical Lessons from One of Summit’s Most Poignant Moments
A poignant moment took place during my “Ask Me Anything” breakout session last month at Success Summit. I want to share it with you for a couple reasons: For one, I think many people will relate to the situation I’m about to describe. (I know I do.) And second, because within my reply was a […]
One Simple Mantra that Means EVERYTHING to Your Success
At last month’s Success Summit, I introduced a theme that I believe has the potential to become a very powerful mantra you can use. It consists of just four simple words. But when taken to heart, it makes all the difference in the world. What is this magical mantra? Ready? Here goes: “This is MY […]
Never Let the Vampires Steal Your Energy
I was recently talking with one our super coaches Vanda Martin, and she told me about one memorable event that happened early in her real estate career… It’s a cautionary tale I think is important that you hear, no matter how old you are or how long you’ve been in the business. Before I share […]
The #1 Task You Should Be “Ferociously Intentional” About
Did you hear the news? Three percent of you are actually doing your jobs well. Ouch. Did that hurt a bit? The stats don’t lie: There are 1.3 million real estate agents in the U.S. Only 43,000 of those are really doing it, though… That’s how many people sell more than 25 homes annually. Why? […]
Case Study: Brand New Agent to $500K GCI in 2 Years!
In May of 2015, Ryan Skrzypkowski had been in real estate three short months… …and admittedly, didn’t really have a clue what he was doing. Today, he’s on pace to achieve his goal of $50 million in sales in 2018 after two consecutive stellar years at $20 million. So how did everything change so quickly […]
Sales & Growth Strategies with Tiffani Bova – #TomFerryShow
On Wednesday, August 8, Salesforce’s Global Customer Growth and Innovation Evangelist Tiffani Bova will take the stage as one of two keynote speakers at this year’s Success Summit in Anaheim. With that appearance still four weeks away, I wanted to give you a sneak peek of her wisdom into helping salespeople grow their businesses… …So I […]
Let’s Talk Pricing: Ideal Initial Strategy & How to Get Reductions – #TomFerryShow
Interest rates are creeping upward. Homes in certain markets are taking longer to sell. These factors may or may not be impacting your business. But we know real estate is cyclical, and we want to stay ahead of that curve. That’s why I’m talking pricing on today’s #TomFerryShow. Not only how to get sellers to […]
2018 Midpoint Progress Report
Hopefully you remember this #TomFerryShow from back in late 2017 where we helped you create your 2018 business plan. You made your plan, right? But have you been following it? Have you been doing the things that give you the power? Or have you let being “busy” prevent you from doing the most important tasks that […]
Agent Q&A: 8 Great Questions! – #TomFerryShow
It’s time for another fun-filled and information-packed Q&A episode of the #TomFerryShow! As usual, I encourage you to watch the full show to get the complete picture, while here in the blog I’m breaking down three of the most interesting questions. What’s the Best Way to Learn Your Local Market as a New Agent? […]
Closing the Gap: Where Do You Need to Focus Most?
It’s always important to take a step back every now and then to evaluate your business. That’s what I’m asking you to do today. I’ve identified seven categories I consider instrumental to every sales professional’s success. What I want you to do is rate yourself in each of them. You can go it alone if […]
Introducing the Newest Member of Our Coaching Family
Several weeks ago, in a ballroom packed full of brokers and managers at the Hilton Costa Mesa (just minutes from Tom Ferry HQ), we announced something very exciting. We’ve added to our family! Our product family, that is… You might know about our Core+, Elite+ and Team+ coaching programs, each geared toward maximizing productivity among […]
Celebrating a Major Milestone with 5 Must-See Videos
Earlier this week, we surpassed 10 million views on our YouTube account! To celebrate this milestone, I wanted to share five of our most popular and most valuable videos every agent should watch. Some of these you might’ve seen before, others you might have missed. But I know EVERY ONE OF THEM can be beneficial […]