Video Hacks From an Industry Leader

By Edward Berenbaum on Dec 5, 2018 2:17:47 PM

In this week’s episode of The Tom Ferry Show, Tom is chatting with Steve Pacinelli, the CMO of BombBomb. BombBomb is all about providing video solutions to real estate professionals, so Steve is armed with some useful tips on integrating video into your business.

Why is it more important than ever to be using video in some capacity?

According to Steve, we’ve reached an epidemic of facelessness. In so many of our daily interactions, the messenger is being removed from the message. Video brings the messenger back in and allows the audience to recognize them as human beings. Seeing your face also makes you appear more trustworthy, which according to Tom, is key in today’s market. Don’t worry about being perfect in your videos! Imperfection breeds authenticity, which consumers respond to.

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You've Set Your Goals - Here's How to Actually Achieve Them

By Edward Berenbaum on Nov 28, 2018 1:24:36 PM

February is littered with the bones of dead New Year’s resolutions. We all start out with great intentions-- I’m going to lose 10 pounds; I’m going to improve my business, but most of us lack the follow-through. We just had an amazing business planning session, and the last thing I want is for that to happen to you. That’s why this week’s episode of The Tom Ferry Show comes at the perfect time. He gives seven steps that will help you achieve the goals that you’re setting up in your 2019 business plan. It comes down to this: If you don’t change the way you think and condition yourself to believe that you’re the type of person who can achieve your dreams, then your goals become just a wish.

Here are the seven steps that Tom goes through when he’s looking to set a significant goal:

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6 Ways to Make 2019 Your Absolute Best Year Ever

By Edward Berenbaum on Nov 21, 2018 9:24:39 AM

The market is adjusting; should you worry? Not if you make a plan. This week, Tom has six ways to ensure that 2019 is your best year ever. It’s all about planning and tracking, so if you have the discipline, nothing will be able to stop you.

  • Set a meaningful goal: How many transactions to you want to do next year? Our income as real estate agents is in direct proportion to the problems we solve. How many people do you want to help next year? I encourage everyone to accept Tom’s challenge: close a minimum of 25 transactions. That will put you in the top 3% of real estate agents worldwide, but it’s an achievable goal.
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Are You a White Collar Warrior?

By Edward Berenbaum on Nov 15, 2018 4:12:09 PM

In this week’s edition of The Tom Ferry Show, Tom interviews Bill Hart, author of White Collar Warrior: Lessons for Sales Professionals From America’s Military Elite. In the book, Hart lays out a set of tenants that real estate professionals can take from the military and apply to their business. If any of you have been watching these for a while, you’ll notice some familiar themes that Tom Ferry consistently tries to drive home.


Both in the military and sales, it is crucial to have standard operating procedures. The SEAL team who caught Bin Laden Didn’t just have a plan B. They had four plans in case the first three went sideways. Bill says, “Training in the Military is critical. Training in our world is essential.” The key is not to practice once and become great. The key to success is to practice at the level to which you want to perform and then develop standard operating procedures based on that practice.
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Give Yourself Permission to Stand Out in a Noisy World

By Edward Berenbaum on Nov 7, 2018 8:48:59 AM

In this week’s episode, Tom interviews Matthew Ferrara. Those of you who attended this year’s Summit may recognize him as the inspirational speaker who closed out the program. Today, he’s offering insight into how you can give yourself permission to stand out from the crowd and tell your story more effectively.

Control the story

Matthew says that you need to have control of your own unique story. So many real estate professionals underestimate the power of their own story and their company’s story to inspire the public and allow them to stand out in the sea of sameness. Consumers want to know your story. Buying a house is not just transactional; it’s a hugely emotional process, so tell them about who you really are. We need to be inspirational to our clients. What would a friend say if they were telling someone they should work with you? That’s the message you need to convey.

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How To Make Your Real Estate Business Scalable

By Edward Berenbaum on Oct 31, 2018 1:45:03 PM

Have you been thinking about growing your real estate business? Then this week’s episode is for you. Tom is talking to Mark Roberge, who was the Chief Revenue Officer at a little company called Hubspot (the very platform on which you’re reading this blog post, in fact). He helped Hubspot grow into the behemoth it is today, and he’s offering advice on scaling your business.

Mark wrote a book called The Sales Acceleration Formula, which offers, “a scalable, predictable approach to growing revenue and building a winning sales team.” Mark started out as a self-professed math geek who went to MIT and took his love of data and used it to help grow Hubspot’s sales team.

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Tips From the Three Most Successful Women in Real Estate

By Edward Berenbaum on Oct 24, 2018 10:05:10 AM

This week, Tom has secrets from the three most successful women in real estate. Treasure Davis, Mary Maloney, and Jill Biggs have been in the business for decades and are just crushing it. They’re all team leaders who have tips for you on how to focus your time and energy so you can grow your business.

The first question is critical. Tom asks them, “what’s the one thing that your team does that causes you to do so much business?” It should be no surprise to you that prospecting is the key to success. That’s why we’ve been trying to hammer it home with our Business Planning Contest. Jill Biggs says that she makes her team members do mandatory prospecting every day. Along the same lines, Treasure Davis as her team practice scripts together daily. They also do their calls together, and if they don’t have an appointment, they do a minimum of one additional hour of prospecting calls. Mary Maloney sums it up this way: role-playing is critical for any sales position. You have to know your craft, and you have to train.

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Here are Your Q4 Growth Hacks

By Edward Berenbaum on Oct 17, 2018 12:41:24 PM

In this week’s edition of the Tom Ferry Show, Tom has on Doug Edrington. Doug has been in the business for 14 years and recently started his own brokerage. Similar to Nick Bailey, Doug started when he was 18 and his family helped him flip a house. Now, he’s based in Chattanooga, Tennessee, where he has recently jumped from about 100 transactions per year to 491 and $93 million in production. He says that finding structure and life balance is what finally pulled everything together for him. You can watch his interview with Tom below:

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What's Your Ultimate Purpose in Life?

By Edward Berenbaum on Oct 10, 2018 11:43:39 AM

As you’ll find out in the first minute of the video, this week’s Tom Ferry Show is not geared toward me (as I am sadly 45). This week he’s speaking directly to Millenials and younger. That said, I think there’s great advice for everyone here.

When Tom was 21, he sat down with his mentor, Bill Mitchell, and asked what he should be focusing on so he can be successful. Bill told him not to focus on money until he’s 30. Instead, he told him to think about becoming the kind of guy who would be worthy of making the kind of money you want to make. Your peak earning years isn’t until your 50s and 60s. Your income is in direct correlation to what you deliver to the marketplace, so focus on that.

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What You Need to Be Doing for Your Real Estate Business Right Now

By Edward Berenbaum on Oct 3, 2018 11:20:41 AM

We’ve been talking about ways that you can finish out 2018 strong and make 2019 your best year ever. In this week’s episode of The Tom Ferry Show, Tom invites three rock star agents, Scott Kompa, Jon David Lenard, and Tom Toole, to give their advice on what you need to be doing right now in the fourth quarter to guarantee your success next year.

Why is this the time you need to be worrying about? The market is going to start to normalize next year. We’re not heading toward catastrophe, but as Tom says in the video, if you’re driving 100 miles per hour, slowing down to 70 is going to feel like hitting a brick wall. For the past five years, we’ve enjoyed a 10% appreciation in homes. That’s going to go down to 2-4%, so you need to be prepared.

Watch the video below for this valuable fourth quarter advice:

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