The Tom Ferry Podcast Experience

From $10M to $143M, Luxury Real Estate Tips From Manhattan's Top Agent | Michael Franco 16.07.2026 54m

From $10M to almost quitting — to $143M in one year. These are the luxury real estate tips Manhattan's top agent wishes he knew sooner. Michael Franco started in real estate in 2008 with a law degree, 14 years of closing experience, and zero idea how to actually build a business. He sold $25 million his first full year. Then sat back and waited for the phone to ring. By 2012 he was down to $10 million and almost walked away from real estate entirely. Then he found coaching. And everything changed. Today Michael is one of Manhattan's most respected luxury real estate agents at Compass — with $1.5 billion in career sales and $143 million closed in 2025 alone. In this episode Tom Ferry sits down with Michael to unpack the luxury real estate tips, mindset shifts and business decisions that made the difference — including: • Why being a former attorney gives you an unfair advantage in luxury real estate • The 3 decisions that transformed Michael's career from $10M to $143M • How to earn trust with wealth managers, accountants and family offices • What luxury clients are really hiring you to do — and how to deliver it • The psychology of getting comfortable at a higher price point • The co-listing strategy that gets you into luxury real estate fast • The biggest pricing mistakes luxury agents make — and the scripts that fix them • The pre-launch phone and email campaign most agents completely skip • Where Michael is investing his marketing dollars in 2026 — and why print is out "Everybody has imposter syndrome in the beginning. You gotta get a little confidence, remove the ego, and just serve the customer." — Tom Ferry If you want to break into luxury real estate or take your high end business to the next level — this episode is for you. --------------------- Let’s Connect: Get Your Real Estate Coaching Consultation → https://www.tomferry.com/free-coaching-consultation/ Attend A Tom Ferry Event → https://store.tomferry.com/ Free Tools & Playbooks for Real Estate Agents → https://www.tomferry.com/agent-tools/ Visit My Website → https://www.tomferry.com/ Instagram → https://www.instagram.com/tomferry Facebook → https://www.facebook.com/ TomFerry X → https://www.instagram.com/tomferry

A $30M Copywriter's Client Communication Tips for Realtors that Actually Work 11.07.2026 49m

Most realtors sound like everyone else — and it's costing them clients every single day. Joanna Wiebe built a $30M business on client communication tips for realtors that actually work. Everything a realtor does every day is writing. Emails. Texts. Listing descriptions. Offer letters. Your bio. Your website headline. Your Instagram profile. And yet almost nobody in real estate was ever trained in the art and science of using words that actually get clients to say yes. That changes today. Tom Ferry sits down with Joanna Wiebe — the woman who coined the term "conversion copywriting" and built a $30 million business helping brands communicate better — to unpack the client communication tips every realtor needs right now. Here is what you will learn: • Why your homepage headline is almost certainly wrong — and the one fix that changes everything • How to write a realtor bio that makes clients feel understood instead of sold to • The voice of customer method — how to use your clients' own words to attract more clients • The Instagram bio formula every realtor should be using: "I help [blank] do [blank]" • Problem-Agitation-Solution vs Desire-Obstacle-Solution — which framework to use and when • Why AI produces generic copy — and what to do instead to stand out • The rehab center headline that got 400% more clicks and 20% more signups overnight • How one word change made people 4.6x more likely to act — and what that means for your listings "Value and differentiation are at the heart and soul of all marketing, all copywriting, all advertising." — Joanna Wiebe If you are a realtor who feels invisible online, sounds like every other agent, or just wants more clients to call back — this episode is for you. Get Joanna's Book: The Copy Selling System: https://copysellingsystem.com Follow Joanna Wiebe on Instagram for daily copywriting tips Tom Ferry Success Summit: https://www.tomferry.com/success Free Tools & Playbooks: https://www.tomferry.com/tools #TomFerry #ClientCommunicationTips #RealtorTips #JoannaWiebe #RealEstateMarketing

How Kelley Blue Book Is Changing Every Agent's Real Estate Lead Generation Strategy 10.07.2026 30m

A 100-year-old brand you already know and trust is about to revolutionize real estate lead generation strategy forever. And their August 1st launch might be the biggest listing lead opportunity of 2026 — but only for the right agents. If I asked you how much your car is worth, there's one name that instantly pops into your head. Yes. Kelley Blue Book. Now they're coming for real estate — and your lead generation strategy will never be the same. A Name You Know. And One You Probably Don't, But Should. How did a former New York real estate agent and Harvard graduate named John Liss convince Kelley Blue Book to enter the home valuation game? That's exactly what Tom Ferry unpacks in this episode of the Tom Ferry Podcast Experience — including: • How Kelley Blue Book Homes is building a smarter real estate lead generation strategy by replacing oversimplified AVMs with accurate, data-based property valuations • Why this changes everything for sellers, buyers, and agents tired of Zillow Zestimate alternatives that still miss the mark • How TrueTrack gives agents hyper-local pricing intelligence that no automated valuation model can match • The subscription model that delivers real estate seller leads without a single referral fee • And most importantly — how to get in on the ground floor of the biggest listing lead opportunity of 2026 "Real estate is a hyper-specific game, and you really need to give people the experts where they're at," John says. Might that expert be you?

Pivot, Don't Push | Mindset Monday 06.07.2026 2m

Sometimes the answer isn't to try harder.It's to try differently.We've all seen the fly that keeps slamming into the window.More effort.More force.More frustration.And yet, no breakthrough.The same thing happens in business.When something isn't working, our instinct is often to push harder.More calls.More hours.More hustle.But what if the real solution is to stop for a moment and look for a better approach?Ask for feedback.Learn from someone who's already solved the problem.Challenge the assumptions that got you stuck in the first place.Because breakthroughs rarely come from doing the same thing with more intensity.They come from gaining a new perspective.This week, ask yourself:Where am I trying to force an outcome that needs a different strategy?

You're Not Failing. You're Just Not Taking the Shot. 29.06.2026

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?

The AI Army That Helps You Sell More Homes In Less Time 25.06.2026 37m

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/

You Need To Let Go Of The Noise | Mindset Monday 22.06.2026

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.

How A 25-Year-Old Agent Sells 200 Homes A Year | Outliers 18.06.2026 38m

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/

1 Habit = 85% Success Rate | Mindset Monday 15.06.2026 1m

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 Death of Generalist Agents: Why You’re Being Replaced by Experts 11.06.2026 34m

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/

Real Estate is About Cultural Relevancy | Mindset Monday 08.06.2026 2m

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/

How to Break Buyer and Seller Paralysis FAST 04.06.2026 36m

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/

It’s Time To Unfollow Some Socials | Mindset Monday 01.06.2026 1m

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.

The New Trend in Video: Moving Beyond Polished Reels to Storytelling | Outliers 28.05.2026 45m

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/

The 2026 Market: What to Tell Your Clients Right Now 21.05.2026 32m

How's the market? It's the question every agent gets asked. And in Summer 2026, no two markets give the same answer. This week, Tom sits down with David Childers, CEO of Keeping Current Matters, for the data and context agents need to give clients the right answer right now. David brings the latest on mortgage rates, inventory, pricing, and foreclosures. And contrary to what most of the headlines are saying: no, the market isn't crashing. If your sellers think they'll get asking price, your buyers think rates will crater, and everyone thinks foreclosures mean another 2008 — this episode is your reset. In this episode, you'll learn: The Bifurcation Map: Why California, Washington, and Florida prices are softening — while the Mid-Atlantic and Northeast remain rock-solid. The Rate Reality: What mortgage rates are actually doing — and the lender play that can lower a buyer's rate today. The Equity Cushion: The number every agent should have memorized. The 80/40 Listing Truth: 80% of sellers expect to get their asking price. Only 40% do. Here's how to use that gap on listing appointments. The Inventory Reality: Why only 15 states have returned to 2019 inventory — and what that means for your local market. Watch the episode now and then make sure to download David’s slides to use them in your presentations, conversations, and marketing. Get David’s slides here: 👉https://docs.google.com/presentation/d/1iOsH-FyajxgrpXIUdpEnLK78zGfiUz97/edit?usp=sharing&ouid=110484379841180842609&rtpof=true&sd=true Ready to become the agent your market actually trusts for answers? The agents who thrive in markets like this don't have better opinions. They have better data — and the discipline to use it. That's the foundation of Tom Ferry coaching. Schedule a free conversation with our office to learn more about coaching and see if it's right for you. 📞 https://www.tomferry.com/free-coaching-consultation/

Building a $10 Million Luxury Brand from Scratch 21.05.2026 45m

This week on the podcast, you’ll hear from an agent who defied all the rules of real estate and came back more profitable than ever. At just 30 years old, Avi Becker of Santa Barbara, CA, has already scaled to $30 million in annual production. But after reaching the top, he did the unthinkable: he bought a one-way ticket to Bali and spent 11 months traveling. Now, he’s back, going solo, and proving that stepping away can be a shockingly profitable decision. You’re about to learn the mindset and tactical shifts required to build a high-level business that funds your wildest dreams instead of consuming them. In this episode, you’ll learn: The Sabbatical Strategy: Why Avi took 11 months off to travel the world and how he prepared his business to survive it. The "Meeting the Parents" Hack: A genius charisma trick for open houses that turns cold visitors into lifelong clients. The Long Game: How a $10.6 million luxury deal took five years of consistent, low-pressure follow-up to close. The Value-Add Listing Strategy: How taking a seller to see a neighbor’s open house secured a $2 million listing over the competition. Mindset Over Fear: The meditation and mental reframing techniques used to turn the "fear of going solo" into pure excitement. The $5,000 Charity Bet: The exact prospecting discipline Avi uses to ensure his "reset year" hits $23 million. Avi’s success wasn’t an accident. It was built through the structure of Tom Ferry coaching. Ready to build a business that actually supports the life you want? Schedule a free call with a Tom Ferry consultant to see if coaching is your next step. 📞 https://www.tomferry.com/free-coaching-consultation/

Where I Get Advice | Mindset Monday 18.05.2026 2m

It doesn’t matter how smart you are — going it alone isn’t a good idea. You need to have mentors to bounce ideas off, get outside perspectives, and help you see what you’re missing. In this Mindset Monday, I’m talking about the mentors who keep me on track. Looking for a top-tier mentor to guide you in your real estate business? That’s what we do. 👉https://www.tomferry.com/free-coaching-consultation/

The Ultimate Strategies for Real Estate YouTube 14.05.2026 33m

Most agents are either ignoring YouTube — or posting videos nobody is searching for. Both are costly mistakes. In this episode, Tom sits down with Aaron Cuha, a YouTube coach, real estate veteran, and host of Listing Velocity—YouTube Edition — a revolutionary new YouTube training program only for Tom Ferry Coaching members. Aaron has helped agents sell billions of dollars of real estate using YouTube. Here he gives you the full playbook: how to get found, build trust fast, and convert views into listings — even if you hate being on camera. In this episode, you’ll learn: The #1 video type that drives real buyer and seller search traffic How to build a posting rhythm the algorithm actually rewards Simple SEO moves that move the needle fast Hooks and thumbnails that earn the click How to turn one video into content everywhere The mistakes that kill your reach before you even start Want the full system? Listing Velocity — YouTube Edition is a coaching-member-only program built to turn your YouTube channel into an active listing pipeline.

“Someday” Is Too Late | Mindset Monday 11.05.2026 1m

Episode Description: If it’s not in your calendar, then how much longer are you really going to keep putting it off? This Mindset Monday is a reminder that you don’t have as much time as you think you do. Want to really make the most of your life and not look back with regrets? That’s what we help real estate agents do. Schedule a call. 👉https://www.tomferry.com/free-coaching-consultation/

How to Discover Your Purpose | Mindset Monday 04.05.2026 2m

What do Steve Jobs, Walt Disney, and all the great entrepreneurs have in common? They’ve answered five questions. If you answer and live by these questions, your life will change. So why doesn’t everyone do it? It’s not as easy as it seems. Need help in getting real clear on what’s important in your life and business? 👉Schedule a free consultation with my team. That’s the first step to clarity. 🔗https://www.tomferry.com/free-coaching-consultation/