Do you set appointments with yourself?

Tom Toole does, and as a result, he went from being “stuck” at 35 deals per year to 355 closed transactions in 2020 – over the span of about 11 years.

He’s my guest on today’s Tom Ferry Podcast Experience, and if I were you, I’d make an appointment with yourself to watch (or listen) to this episode multiple times.

If you’ve ever wanted to hear straightforward, real-world advice direct from a top-producing agent, this podcast is exactly what you’ve been looking for.

We cover everything from the importance of daily disciplines, to mindset, to video ideas, to tech tools he uses and much, much more. We also “role play” quite a bit so you can see how Tom’s mastery of scripts and objection handlers in action.

Don’t miss out on Tom’s expert insights into running your real estate business efficiently!


In this episode, we cover:

1:03 – Who is Tom Toole?

3:55 – How Tom made his breakthrough

5:47 – How the universe says ‘keep going’

7:20 – “Discipline will carry you when motivation can’t.”

13:57 – Tom shares how he leveled up his business

14:50 – Adopt this mindset to ‘crack the code’

21:11 – How to prospect without coming across too strong

23:20 – Why video is still an underutilized tactic

31:04 – Tom’s follow-up drip plan

31:52 – The four videos Tom publishes weekly

37:23 – How Tom got started in real estate video marketing

40:06 – Afraid to start doing video? Here’s Tom’s advice

41:24 – How to use email to make yourself to go-to resource for market data (instead of Zillow, Redfin, etc.)

51:46 – Tom’s tips to get good at real estate scripts and dialogues

56:01 – Tom lays out his entire customer-centric listing process

1:03:58 – Tom’s closing line is beautiful in its simplicity

1:06:20 – Why listing properties is so important to long-term success in real estate

1:08:57 – “This is when you have to close.”

1:10:39 – Tom’s script to overcome discounters and get full commission

1:15:54 – 7 different ways to sweeten buyer offers