The Tom Ferry Podcast Experience

CC_018 Stephanie Younger July 15, 2022 | Confidence & Conversion

When it comes to real estate scripts, one size does NOT fit all.

There are so many different prospecting situations you might find yourself in that one script just won’t cut it. You need winning real estate scripts for any occasion, and for that I know just the person to go to.

Stephanie Younger is a $400-million producer whose team has already done a whopping 172 transactions so far this year. I sat down with Stephanie to role-play her proven scripts for four distinct situations – charity and networking events, open houses, door knocking, and past clients.

If you’re looking to make your sales pitches feel like natural conversations, Stephanie’s words are exactly what you need. So, make sure you watch or listen, now!

Also, if you like Stephanie’s approach, be sure to attend Success Summit, where you’ll get her entire “playbook” for successful open houses. It’s just one of 15 different Lead Generation Playbooks you’ll get when you attend!

Creating Consistency through Systems in Luxury Real Estate | Luxury Code

What does it take to generate and manage consistent volume in MEGA high-end luxury real estate? If you ask Mala Sander, she’d say that consistency comes from systems.

Mala learned about creating optimized systems during her 20-year career at IBM, but those systems needed some adjusting when she began selling super-lux properties in the Hamptons. This week, Mala shares with me what works and what doesn’t in her market and how you can systematize your success in the high end.

You don’t need to be living in the Hamptons to find this stuff useful, so make sure to watch or listen, now.

Finding Your Lane: How to Direct Your Focus When You’re Doing It All | Tom Ferry Podcast Experience

Susan and Paul Kadilak are a powerhouse couple. Within a year of releasing their first video, their business shot up by 60%. Now they run a design and renovation business on top of their brokerage, and, oh yeah… they’ve even been nominated for an Emmy Award.

 

But no matter how much they have on their plate, they never sacrifice the quality of anything they do. So, how do they manage their time so effectively? Paul says it comes down to “staying in their lane,” which might mean something a lot different than you think.

 

I sat down with Paul and Susan to discuss what their authentic lane is, how anyone can find theirs, time management, and shooting Emmy-worthy videos.

 

Not only will you learn lots of great tips, but these two are also hilarious, so make sure to watch and leave us a comment.

Do the Thing / Have the Power | Mindset Monday

What do you want? Do you want more money? Better relationships? A healthier body? You can have anything you want, but it has to be reflected in your actions. If your behaviors don’t change, neither does your situation

Listing Presentation Role Play: The 95% Effective Script You NEED | 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!

How to Get Organized with Tech Stacks and SOPs | Team Builders

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.

Fill Your Heart | Mindset Monday

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.

How to Generate Referrals by Alleviating Fear and Being the Trusted Advisor | Confidence& Conversion

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.

 

Back to Basics: Plays that Work in Luxury Real Estate During ANY Market | Luxury Code

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.

 

Branding and Marketing a Real Estate Family Business | Tom Ferry Podcast Experience

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.