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“How’s the Market?” Episode 1 – January 2019
Starting this week, I’m proud to introduce an all-new, once-a-month show in conjunction with “The Oracle” Steve Harney and the whole KCM Crew. We’re calling it “How’s the Market?” and it’s intended to keep you up-to-date on market data so you can make sense of it, communicate it clearly with your clients, and become that […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
10 Personal Highlights You Missed if You Weren’t at Summit
I wish I could adequately describe what it feels like to walk onstage in front of 6,000 dedicated real estate professionals who are… …filled with energy. …super attentive and engaged. …incredibly supportive – of me AND of each other! …obviously committed to improving themselves and the industry as a whole. It’s like pure inspiration for me! That’s […]
Human Behavior in Thirds: Which One are You?
Have you ever witnessed the perfect crystallization of a theory in real life? I experienced one such lesson about human behavior several years ago at our Elite+ Retreat event. Gary Vaynerchuk was our special guest speaker, talking about the things he’s known for: hustle, video innovation, staying top of mind, etc. The Q&A questions mostly followed […]
Your Mid-Summer Wake-Up Call
Here at TF HQ, we’re closing in on Summit and it’s a very exciting time of year. But it’s also a very important time of year for anyone working toward an annual goal. Like YOU. That’s exactly why I’m checking in with a quick wake-up call… 7 Months Down… How Many to Go? August […]
Let’s Get Real: Why Not You?
This isn’t a #TomFerryShow. But I do have a video I want you to watch. It’s only five minutes. And it might be one of the most important messages I’ve ever recorded. Consider it a “heart to heart” designed to help create your moment of inspiration. To get where you want to go in life, you […]
Real Estate Scripts Roundup: 11 Scripts to Win More Business
We talk a lot about real estate scripts on the #TomFerryShow and in this blog. Why? Because they’re difference makers. When you know what to say… …You pick up the phone more frequently. …You deliver with confidence. …And you convert more business. There are three script-related episodes of the #TomFerryShow I want to remind you […]
It’s Time to Stop Beating Yourself Up
“I suck at follow-up.” “I don’t deserve to make $1 million.” “It’s hard for me to get in shape.” “I just really like bad food.” If someone told you to write the perfect script for your life’s story, would you include any of those sentences? Then why do you tell yourself things like this in […]
Case Study: 20 Deals to 218 in Just 3 Years!
When Brok Hansmeyer dropped from 33 transactions in 2013 to 20 in 2014, he knew he was capable of so much more. But to get there, something had to change. Oh, it changed alright. By 2017, Brok and his team were closing 218 transactions while he took three week-long vacations — with his phone turned […]
Q1 Is Done: How Are You Doing?
So… Q1 is coming to an end. You know what that means… It’s progress report time. You should have achieved 25 percent of your goals by now. But have you? Before we get to your goals, I encourage you to read this awesome story from coaching member Tyler Whitman in New York City. He posted […]
How a Five-Time NBA Champ Inspires Me to Never Settle
I asked Kobe Bryant (yeah, that Kobe Bryant) in the gym recently “Why are you here at 5:00 a.m., five days a week, flying coast to coast, working harder than you did in your NBA days?” He said two things: “I’m going to be in better shape off the court than I was on the […]
Is Your Personal “OS” in Need of an Upgrade?
What would happen if you put an operating system from five years ago on your phone today? If it was able to operate at all, it’d be glitchy, slow and inefficient. You’d probably ditch it after a few hours and go buy a new phone rather than deal with the frustration. So then… What about […]
The More Efficient You Become, the Fewer Leads You Need
“Time on market” for listings reached an all-time low of just 3 weeks in 2017, according to data from the National Association of REALTORS. Certainly, this can be attributed to a robust real estate market, but I suspect another factor is at play, too… Efficiency. We live in an age of efficiency. We want — […]
5 Questions Every Homeowner Wants Answered Before Choosing a Listing Agent
Most agents begin their listing presentation by “presenting” a bunch of stats, awards, graphs and booklets along with whatever else they’ve stuffed into their listing binder. Don’t do this! Start with a story instead. Capture the homeowner’s interest. Engage them. Here’s an example: “I’ve been on 62 of these appointments in the last 12 months, […]
4 Crucial Content Categories Every Agent Should Be Creating
Becoming the “knowledge broker” in your marketplace doesn’t just happen. It takes work. No matter how experienced you are, no matter how successful you’ve been, people aren’t going to universally consider you the premier local resource for real estate information — unless YOU make that happen. The way to make that happen is by consistently […]
Is Your Narrative “For You” or “Against You”?
“I suck at follow-up.” “I don’t deserve to make $1 million.” “It’s hard for me to get in shape.” “I just really like bad food.” If someone told you to write the perfect script for your life’s story, would you include any of those sentences? Then why do you tell yourself things like this in […]
When Maxine Talks, You’d Be Wise to Listen
Last weekend I went to a birthday party. Not just any birthday party… …An 80th birthday party. …For one of the most vivacious, full-of-life and gusto people I know! The Rockstar of all Rockstars… Maxine Gellens! Next month will mark 43 years in real estate for Maxine. And she’s going strong as ever. Maxine and […]
How to Maximize Accountability and Create the Results You Desire
Quick quiz: Which will get you to your fitness goal faster? Working out for 30 minutes 4 days a week. Working out for 30 minutes 2 days a week. Which will allow you to finish a book faster? Reading for one hour 6 days a week. Reading for one hour 3 days a week. I […]
90 Minutes A Week to More Effective Marketing
There are 13 items on the Weekly Million Dollar Checklist I shared at last year’s Success Summit. (You can download it here.) In this blog, I want to focus on just one of those 13 tasks. This one… If you want to create truly effective marketing, you can’t just “wing it.”
Why Elite+ Retreat Blew My Mind
I want to use this blog to talk about how proud I am of something we’ve built. Last week in Palm Desert, more than 1,200 Rockstar real estate professionals joined me (and 155 of our coaches) at Elite+ Retreat, a two-day private training event exclusively for our Elite+ coaching members. The energy, the ideas, the […]
7 Essential Questions to Gauge Your Progress Toward Your 2018 Goals
Picture two major cities in your mind. Now picture yourself in the cockpit of an airliner, piloting the plane from City A to City B. Once you got the plane airborne, what would you do? You might think you simply aim the plane toward your destination, and that’s all there is to it. But there’s […]
Striving for a Green Beret Standard
I think it’s safe to assume you’re reading this because you strive to be the best, right? As a real estate professional? In life? To be the best YOU you can be? Good. Then here’s my question for you: Are you modeling your behaviors on the “best” role models? Like, say, a Green Beret? Not […]
Announcing the 2018 Tom Ferry Events Schedule!
What’s YOUR plan for putting yourself in the right environment for success, continuing to educate yourself and maintaining the growth mindset needed to make 2018 your best year ever? I have a few suggestions. Or more than a few. 18, to be exact.
Plan Your Dive. Dive Your Plan.
One of my favorite highlights of 2017 was having David Goggins as a special guest speaker at our Success Summit last summer. As a former Navy SEAL, he shared his own extraordinary stories of the grit, perseverance and tenacity required to truly excel in any field. One of the topics he covered is especially relevant […]
What the #@!* is HBUT and Why Will It Make Me More Successful?
I know you. I know there are aspects of your business that you feel you do better than anyone else. It’s not about a superiority complex or an overinflated ego, but simple pride… You believe so deep in your heart, “Nobody else cares enough to do this as well as I do.” I understand how […]
Your Single Most Important Marketing Activity to Kickstart 2018
Take your “real estate professional” hat off for a second. Picture yourself as a homeowner who is beginning to think about selling his or her house. What are you looking for in a listing agent? At the very base level, what’s most important to you when preparing to sell your largest investment? It’s not a […]
The REAL (and Amazingly Selfish) Reason We Plan
It’s that time of year that we’re all developing our business plans, strategizing and goal setting for the new year. And it got me thinking… Why do we really plan? One reason is to break everything down into bite-size chunks so we don’t get overwhelmed by the tasks necessary to accomplish our goals. But I […]
Tracking Your Customer’s Journey to Win More Referrals and Generate Excellent Reviews
What happens when a transaction goes super smoothly? You create happy customers… …who love you! …and who become an amazing source of referrals! (Not to mention repeat business!) But what about those other transactions…
Schedule Your Life First, Then Your Business
Hot on the heels of Tuesday’s #TomFerryShow about designing your 2018 business plan, it’s time to start mapping out your 2018 calendar as well. I want to help you make it a great year! My definition of a great year is one that surpasses your personal goals in production… AND ALSO… …finds you enjoying the […]