The Tom Ferry Podcast Experience

This week, I have something of really insane value for you. I sat down with Carolyn Young, a 30-year veteran of the business, to role play the listing presentation script she uses to convert about 95% of her opportunities.   And for context, she went on 200 listing appointments last year. This year, she’s on track for SIX MILLION dollars in commission.   Her strategy is this… Carolyn has 70 beautiful, laminated slides which she brings with her to every appointment. She goes over them one by one and has her script adjustments ready for any objection that could possibly arise.   This is an episode you MUST watch or listen to, so I suggest you do that, right now. But I want to give you a heads-up… You’re not going to get to see the slides here. You will, however, get to see them in Dallas at ourSummit event next month.   Carolyn will be doing an on-stage listing presentation complete with all 70 of her slides seen clearly on the big screen. She’ll handle the toughest objections and answer any questions you have. Believe me… you will not want to miss it. Reserve your spot at Summit today!

The most frequent question that I get asked as a coach is, “How do I get organized?” As a CEO, I get it. Keeping your team organized is difficult… if… you don’t have your tech stacks and standard operating procedures in order. This week, I talked with Jack Lehr and Sara Cain of Tru Advantage Team, and Dan Barnett of The Jill Biggs Group about what it really takes to stay organized as a leader, from onboarding and offboarding to the tech stacks they can’t live without. This is a great conversation that I think will provide you a lot of ease and clarity, so make sure you watch or listen.

We spend so much time thinking about what we need to do and how to do it. But every now and then we need to step back and ask “why” we’re working so hard. That’s what I want to talk to you about this week – the people and experiences that fill your heart with love – because at the end of the day, not much else really matters. Make sure to watch and then share what you’re grateful for in the comments.

When the headlines are spreading unwarranted fear, your No. 1 job is to be the trusted advisor for your community. It sure doesn’t hurt if this helps you generate referrals. But the way in which you advise your sphere makes a difference. David Caldwell has a process for getting one-on-one with the people in your network to alleviate the fear in your marketplace, nurture sellers years in the making, and, yes, generate referrals. This is possibly the most important thing you could be doing for your business, so make sure to check out my conversation with David, right here.  

There are plays that work in luxury real estate during good markets, plays that work in bad markets, and then there plays that work in ANY market. And isn’t it funny how the things that always work are often the simplest (though maybe not the easiest)? Ann Howarth is a Rockstar luxury agent in Ventura who has worked with her coach Marc Prestera to adapt market immune practices for generating consistent listings. I sat down with Ann and Marc to discuss the conversations to have, the words that work, and the plays to run no matter what the reports are saying. With the market the way it is, you’re going to want to watch or listen to this, right now.  

Meet the Geronsins. They’re a family, a business, and real estate family business. Between them, Carole, George, and Genelle have over 80 combined years in the business, and when you look at their numbers, it’s clear they’re doing something right.   Running a family business isn’t easy, and that’s why this week, I spoke with the Geronsins about: The best ways to introduce your kids to the real estate world Branding and marketing as a family Finding your ideal role in the company And when to pass the baton   If you’re interested in building up and passing down your business to the people you love, this is the episode to watch. Make sure you watch or listen, right here.

These days it seems like everyone is obsessed with content calendars, but I’ll let you in on a little secret… there’s something even better than a calendar and that’s a social media content plan. They might sound similar, but there are some key differences. That’s why this week, Jason Pantana is going to show you the benefits of doing away with a rigid calendar, then take you through the “three Cs” of creating your own social media content plan. By the end, you’ll have the tools to make a menu of branded quality content to choose from any time you need. It’s time to take the guessing out of what to post, so make sure you watch or listen, now.

When the market makes an adjustment, it wouldn’t exactly make sense for us to keep on doing the same thing, would it? We need to adjust, too! In times like this, when I need to make an adjustment, I ask myself, “What decisions have I been putting off?” And when you think about the question, you might be surprised by the answer.

I’ll just say right off the bat that this is not the episode to miss. Right here in the studio, I have 15 of the most effective mega team leaders from the U.S. and Canada. We’re talking signature listing attraction strategies and we’re talking them fast – 3 minutes or less, per person.   So, get a pen and paper, and a glass of wine, because you’re going to want to take notes. Oh, and if you’re listing on audio, you might want to pop over to the YouTube because these guys are a riot.

Emma Lefkowitz admits she’s made just about every mistake possible when building her real estate team. But it’s those experiences that have led her to putting together a powerhouse SEAL team with all the right systems for weathering any storm. She’s managed to adapt to changing and challenging markets, and that’s why this week I have Emma here to share her wisdom on growing, innovating, and managing an unstoppable machine of a team. If you’re seeing any gaps in your business, I’d make sure to watch or listen to this one, because it’s very possible Emma will have a solution for you.