The Tom Ferry Podcast Experience

Most people don't fail because they took the wrong shot. They fail because they never took one at all. The call. The email. The video. The conversation. The opportunity. Too many people get stuck waiting for certainty before they act. But clarity doesn't come before action. It comes from action. Take the shot. If it works, you get a result. If it doesn't, you get a lesson. Either way, you move forward. The people who win in business aren't always the smartest or the most talented. They're the ones willing to take the shot, learn from the outcome, and keep going. This week, stop overthinking. Pick one thing. And go for it. 👇 What's one shot you've been putting off that you need to take this week?

Most agents are layering AI on top of an already overwhelming workload — and wondering why they feel busier than ever.

 

This week on the podcast, TF Coach Emily Terrell breaks down what separates agents who drown in AI tools from the ones who use AI to actually buy back their time. Emily runs a real estate team, coaches roughly 14 hours a week, and handles eight speaking engagements a month — and she does it by treating AI as one integrated system, not a junk drawer of flashy apps.

 

If you're a top producer who's hit a ceiling because there's simply no more time left in your day… this is the episode you've been waiting for.

 

In this episode, you'll learn:

• The Five-Minute Rule: The mindset shift that has you hunting the small, repeatable tasks where AI quietly saves 5–10 minutes at a time — and how those minutes stack into hours.
• System Over Tools: Why fitting AI into the business you already run beats forcing your business into someone else's app.
• The 30-Second Listing Presentation: How Emily turned hours of manual prep into roughly 30 seconds of output after five minutes of data collection.
• The J-Curve of Adoption: The honest learning curve — anywhere from 30 minutes to 30 days — that every agent has to climb before AI starts giving time back.
• Building Your "Agentic" Team: The shift from doing every task yourself to managing a roster of AI automations that work while you sell.
• The 90/10 Future: Emily's prediction on where real estate AI adoption is headed over the next 7–10 years — and why waiting is the most expensive option on the table.

 

The structure that lets Emily run a team, coach, and speak without burning out is the same structure she builds with agents inside Tom Ferry coaching.

 

Ready to make AI work for you instead of adding to your plate?

 

Schedule a free call with a Tom Ferry consultant to learn more about coaching and see if it's right for you.

 

📞 https://www.tomferry.com/free-coaching-consultation/

This real estate market is filled with noise. Some people are spreading fear, talking trash, and ghosting their agents. So what are you going to do about it? Get mad? Get discouraged? How about you change the way you look at things?

 

That’s what this Mindset Monday will help you do.

Tom Ferry's Outliers series is back — this week with an agent who went from selling knives in college to selling 200 homes a year before his mid-twenties.

 

At just 25, Caleb Monroe is on track to close 200 homes this year. He started in 2020 as a community college student, and his transaction count tells the story: 12, then 52, then 85, then 120, then 135 — and a projected 200 in year five. Then he doubled his business by doing the opposite of what most growing agents do. He cut his headcount.

 

If you're working harder every year and watching your income flatline anyway… this episode names exactly why.

 

In this episode, you'll learn:

• The 92% Rule: Why the vast majority of your workday is administrative noise — and how Caleb guards the 8% that actually generates income.
• Strategic Fat-Trimming: The counterintuitive move that doubled Caleb's business by shrinking his team instead of growing it.
• The Compound Shift: The time-blocking change that turned Caleb's daily schedule into long-term momentum.
• Yacht vs. Pirate: The mental reframe that pulls the "sleazy salesperson" feeling out of lead gen — and turns you into the person clients are relieved to find.
• The One-to-Many Ratio: How Caleb is moving away from one-off retail deals toward bulk opportunities with developers and hedge funds.
• The $10,000 Bet: The audacious wager Caleb made with Tom Ferry on his own sales — and what it reveals about how outliers think.

 

Caleb's run wasn't luck. The structure behind it was built inside Tom Ferry coaching — including the bet that put it all on the line.

Ready to stop drowning in the 92% and build a business around the 8% that matters?

 

Schedule a free call with a Tom Ferry consultant to learn more about coaching and see if it's right for you.

📞 https://www.tomferry.com/free-coaching-consultation/ 

The habits you install directly shape the results you’re able to achieve. 

 

So, does that mean you should go install a bunch of habits right now?

 

Not so fast. Watch this Mindset Monday first. 

 

Want to zone in on the exact best habit for you and your business? 

 

Schedule a call with my office:

📞 https://www.tomferry.com/free-coaching-consultation/

The generalist agent is disappearing. The ones winning right now aren't trying to be everything to everyone — they're becoming the undeniable expert in one thing.

 

Valerie Upham, a Compass agent in San Diego, did exactly that. By committing to a single, high-need specialty most agents won't touch, she generated over $475,000 in GCI in 18 months — and $267,000 of that came straight from educational seminars and events.

 

If you're still chasing every lead in every price point and quietly wondering why you feel replaceable… this episode shows you the opposite move.

 

In this episode, you'll learn:

 

• The Niche-Down Paradox: Why narrowing her focus to one specialty actually multiplied her referrals — and made her the obvious call.
• The $267K Seminar Engine: How educational events became her single biggest source of GCI in 18 months.
• The Room of Two: Why Valerie works a 2-person seminar like a full listing appointment — and the listings it's closed.
• Fill the Room: The exact channel mix she uses to drive attendance — direct mail to 30-year homeowners, Facebook, NextDoor, LinkedIn, and Eventbrite.
• The Trust-First Play: How shredding events and her own podcast build relationships years before anyone's ready to list.
• The Equity Protector: Why she personally manages contractors and renovations to protect a family's return through a major life transition.

 

Valerie's results weren't luck. The structure behind her niche was built inside Tom Ferry Coaching.

 

Ready to stop competing as a generalist and become the expert clients seek out?

 

Schedule a free call with a Tom Ferry consultant to learn more about coaching and see if it's right for you.

📞 https://www.tomferry.com/free-coaching-consultation/

What does it mean to be culturally relevant as a real estate agent? That’s what this whole game is about, and it’s what I’m answering in this Mindset Monday. 

 

But heads-up…

The times aren’t just changing—they’ve already changed. 

 

If you’re serious about being relevant and profitable in this industry, it’s time to get your ticket to the Success Summit (August 3–5), either in-person in Anaheim, CA, or Livestream. 

🔗tomferry.com/summit/ 

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.

📞 https://www.tomferry.com/free-coaching-consultation/

When you scroll through social media, how does it make you feel? If the answer is angry, exhausted, or scared, that’s not going to help you in business or life. On this Mindset Monday, I’ll take you through why it’s time to start cleaning up what you follow on social.

Welcome back to Tom Ferry's Outliers Series—where we study the disciplines of agents who are doing extraordinary things.

 

What does it take to go from no clients and no money to leading the top-producing medium-sized team in the country at Real Broker? In this episode, Tom Ferry sits down with Shannon Gillette to unpack her remarkable journey of growth and the leadership principles that fuel her 300+ transaction-a-year business.

Shannon shares a candid look at the mistake that cost her a $2 million listing and the specific communication systems she implemented to ensure it never happens again. She also explains why she is abandoning "polished" video trends for a more authentic, "talk to a friend" approach that is already winning her multi-million dollar listings before they even officially launch.

 

If you are feeling the burnout of being a solo agent, struggling to stay consistent with your content, or looking for a way to stand out in a crowded market, this conversation is your blueprint for the next level.

 

In this episode, you’ll learn:

The Communication Reset: How using automated, detailed seller reports can prevent you from getting fired and prove your value every week.

The Content Rebrand: Why big captions, speed ramps, and "sales voices" are dying, and what the new era of authentic storytelling looks like.

The Culture Code: Why Shannon considers gossiping or complaining a form of "stealing" from the team and how to hire only those who align with your core values.

The YouTube Advantage: How to leverage the world’s second-largest search engine for listing marketing that attracts buyers who aren't even actively looking.

The Reality of Scaling: The first move you must make to transition from a solo agent in a panic to a team leader who actually experiences traditional weekends.

Ready to build a business that serves your life instead of consuming it? The most successful agents don't just work harder; they build better systems and surround themselves with the right mentors. Discover how Tom Ferry coaching can help you find your path to 300+ deals while reclaiming your time.

 

Schedule a free coaching consultation today: 📞 https://www.tomferry.com/free-coaching-consultation/