This week on the podcast, you’ll hear from a coach who closes consistent deals in the exact market everyone else is calling “stuck.”
Kristi Jencks is a Tom Ferry coach who guides 40 coaching clients, sells 20+ homes a year, and is raising eight children — and she still treats every listing as a way to test scripts she can pass to her clients. In this conversation, she breaks down why the real estate market feels frozen right now, and why the problem lives in your clients’ heads, not in the rate sheet.
If your pipeline is full of “great” leads who just won’t pull the trigger… this episode names exactly what’s stopping them, and gives you the scripts to move them forward.
In this episode, you’ll learn:
- The Three-Layer Diagnosis: What clients say vs. what’s actually stopping them.
- The 25% Overprice Problem: Why sellers swear their home is worth more than it is.
- Loss Aversion at the Table: The quirk freezing your best deals at the finish line.
- The Buy-Now-vs-Later Calculator: The math that ends “let’s just wait.”
- Credibility Trackers: How to swap your opinion for hard proof.
- The “Field Research” Edge: Why Kristi still takes listings on purpose.
Everything Kristi teaches her clients runs on the structure of Tom Ferry coaching — the same system behind agents who keep closing while the rest of the market waits.
Ready to unstick the deals sitting frozen in your pipeline?
Schedule a free call with a Tom Ferry consultant to learn more about coaching and see if it’s right for you.
