How to Succeed as a New Real Estate Agent within Your First 5 Years

welcome back to the podcast if you're a veteran you might want to listen to this it'll probably make you mad it'll probably get you inspired but if you're under five years in the business and you want to know what for extraordinary new agents have done to stand out to crush the competition and to absolutely cement their place in their marketplace as successful agents you're gonna love this breakout session from the success summit where I had Phil Gerdes mark Keller Alli Vasquez and Patrick ferry yes my little brother no competition there or no pressure there with that last name but these four people shared some extraordinary insights some tactics some hacks and things that they're doing to absolutely crush it so whether you're a veteran or a brand new agent buckle up listen up take some notes and decide how you're gonna grow your business and take it to the next level enjoy this little bonus podcast how many of you in this room how many of you in this room are less than five years in real estate raise your hands really high say aye okay you have four extraordinary people I have just a few questions for them and if time permits we'll do a little audience Q&A get ready we're gonna start with Phil we're gonna go right down can you guys hear me okay cuz it's really weird up here we're just gonna go right down tell him who you are where you're from tell him how you know how long you been in the business and how many transactions you're on pace to do this year you guys got it we'll go filled first just give you guys context go Phil Gerdes from Annapolis Maryland they doing the business for a year and a half and we're on pace to close somewhere around 75 transactions this year okay so second year in the business seventy-five deals get a big round of applause boom Phil sat at the summit last year like right over here right and just got it okay go ahead Marc killer from Niceville Florida going on my fifth year in the business and I'm set to close about 120 transactions so fifth year 120 transactions welcome to the new norm everybody Ali I'm Ali Vasquez I'm from Frederick Maryland this is my fourth year in the business and I'm on track to close 48 48 transactions give her a nice round of applause and this is a little personal for me because I've not have been his entire life Patrick Ferry in the house tell him buddy so Patrick Ferry and I'm in San Diego I live in Carlsbad and I've now I got my license about three and a half years ago and I also have a part-time coach I coached 30 clients and this year I will sell write 18 and I hope I can push to 19 or 20 sales so where I'm on pretty good pace right now I'm pretty excited about it all right give them all a nice round of applause okay there's two questions that I get the most when people say what is it about you know starting new weather I was two months in three years in our brand new in real estate and those questions are always the same you ready what are the most important lead sources I should go after right I'm newer how do I get my business going fast that's the first question I'm gonna ask every one of them right and then I'm gonna go through and ask them to tell you reflecting back on their illustrious career of a year or two or four what were this two or three most important things that they did so the intent is you're gonna get eight to twelve very tactical things that they're doing that you can go deep on so we're gonna start right with Phil Phil top leads so we're just gonna go right down that way and maybe I'll mix it up top lead sources today what do you recommend top lead source for me is withdrawn and expired withdrawn and expired so Phil go a little deeper help them understand from a tactical standpoint what do you do what did you have to overcome are there any tools that you use give us the process go deep and tactical with them so with with drones expireds the reason I started with that and I said that's gonna be my primary resources because I was never a realtor before so I figured I might know a lot about business but I know nothing about being a real estate agent so I let other Realtors educate people for me because they knew more than me and I already knew poles yeah that's smart cool sorry Phil no that's all right do that oh but I let other people educate for me and then I knew that they I knew people were ready to sell because they already tried once so all I had to do was come in and sell those people on my system and once I did that we ended up selling their house for them well what the hell was your system you were brand new in real estate yeah so for me it was about creating a story right cuz I've been watching you for before I was a realtor so I already I was like oh I know what Tom's gonna tell me to do so I started doing that stuff create a story do the best marketing find the best marketing for that house right so not necessarily the best marketing like Jen out of in general and then just find the right buyer for those people and then as we kept doing it over and over again what I found was that my days on market started getting less and less and less and we started selling for more and more and more and then you said something in August I don't remember how you put it but it was about having like a almost a slogan I forget what you called it but for me it was we sell three times faster for more money because the average days on market was 52 and ours was 16 so and then the average sale was like ninety seven point four nine and mine was 98.7 so everywhere I went I'm like look we sell three times faster and yet for more money so give us a go you guys hear that you guys got that give a nice round of applause dude this guy's in Maryland he's a baller baller okay so let's go to mark best lead source Zillow and past clients okay start with Zillow because let's assume let's say no one in the room as or let's we'll go Zillow slash any online lead but for you specifically it was illo Zillow once I was able to save up enough money to spend money on Zillow key distinction what I had what I had was some some reviews and those reviews were end up being critical for me right now I'm up to 126 reviews on Zillow and over the past two years I've had 19 come with me or sell me a house calls that is huge and you know that's above and beyond the spend I'm spending with them on average I'm spending right now about 4,500 a month I've got a lender partner with that yeah that's another thing if you're new get with your lenders they'd be more than willing and happy to contribute to that the other thing I found what the Zillow for me was when they called had that initial conversation and just go show them the house okay let's let's roleplay and I may come back to you on inspired so I'm calling you ring ring ring hello hello this is Mark hey Mark yeah I'm just calling I'd the Zillow people passed me over to you they said you could show me the house on one two three four banana Street yes sir when are you available to see the home we could see it as fast as early this evening or Saturday morning let's go this evening what would six o'clock work uh let me check with my wife I mean it could it could work I mean is the house gonna be ready to go well the house has only been on the market two days and I think they've already had three or four showings today so I think it's critical to get in there as quick as we can urgency urgency urgency that's all you needed you guys got that that house just came on the market they've already had three or four showings you need to get on this now okay killer Ellie hi so my top three lead sources would be my sphere of influence because you know at first at first I didn't want to tap into him Ellie's a cup and tell them like what did you do before so that context when she says sphere right so I was a high school Spanish and Chinese teacher for ten years so now my high schoolers are becoming adults and buying houses and who better than Senor Tobuscus to help them buy a house right you all high school Spanish teacher to sell you a house so I didn't want to tap into my sphere of influence because when I first started I was a little timid and it seemed like they were going with other Realtors but now I've just dug in deep and I'm like okay like you guys know my particular brand of crazy and you've stuck around so let's just do a business transaction together also my other is I have a farm my farm is very complicated in my farm there are 22 different languages spoken I mean I speak Spanish English Chinese so I do I like to think I do the big three but almost all of my marketing is 50/50 Spanish English and that's also the split on my clientele 50% Spanish speaking only 50% English speaking or other other languages really because I got a lot and then this is something I've never heard like Tom talked about ever but I have what I call my big fish so because I'm a teacher I can go into places and I sit like I do care about people contrary to popular belief but I go in and I say hey like I went to the health the day after I got my license I went down to the housing authority and in my town you can purchase a home if you were a section 8 recipient and now I'm the preferred section 8 realtor I go to community festivals specifically Hispanic festivals and I do a lot of church seminars because that's where I find that I get a lot of and then see all you have to do is talk to the pastor you don't even necessarily - you know sometimes they say like listen we don't want the seminar but you you planted the seed they're gonna invite you back and they know that you care so that's kind of how I've gotten my footing she she just gave you guys a lot of things to think about Section eight housing right understanding that your spirit may be in the beginning not gonna be ready for you but you know you just got to get be a bulldog and I love the church thing we talked about seminars in that 33 so it's beautiful okay Patrick best lead source so best lead source right now is open house and a little bit of backstory on this so when I got into the business tom was like you got to do open houses my bill no pressure my little brothers on real estate so you know my father-in-law my my wife and father-in-law are my business partners in my father-in-law's he built his business on open houses so I'm like okay like I got a do open houses so I do open houses literally for two years like almost three a month no kidding and I only sold one home and I was like I totally am screwing this up like what is the deal right and so something happened to me and I I'm actually doing an open house for another agent of vacant property in my neighborhood that was dragging a little bit on the market so I called the agent said hey I live in the neighborhood let me you know do the open house it's been booked every weekend so I said I don't care I'll do it during the week right so I did a couple during the week cuz I got an opportunity to meet a bunch of neighbors and that was great especially in my farm and then I did the open house like three or four times and then she refreshed the listing they painted it they staged it and I was like hey give me the Sunday I got the Sunday and then all of a sudden I had like 30 people come through the open house what I noticed though this was the game changer was I had my hyper local content down hey welcome to the open house Tom hey let me just tell you a little bit about the backstory of this property let me tell you quickly about the neighborhood here's the things that you need to know you know have you seen that property do you know about this one and then hey by the way when you come into the house here's the things that I want you to notice here's a couple of the deal-breakers that I've noticed here's some of the stuff that I the best in this house and then it was weird like I just gave the presentation right because that's I've done the open house like six times and then all of a sudden people were just coming back to me and just started zeroing in on me and asking me more questions and I was like well this is pretty awesome so I sold two houses from that open house for two million in volume and I was like what the heck happened I spent two years did nothing right I'm trying to follow the script get everybody to sign in you know do all this stuff and then all of a sudden it shifted I was like I was saying things that people didn't know they couldn't read it on the MLS and I was engaging him in that content that information then I was having a good time going hey you know what that carpets a little funky don't worry I got a guy right hey the paint that costs about hey those windows this is how much that cost so all of a sudden I started really sharing a lot of the kind of real estate knowledge and then the last thing I noticed was I was able to talk about the comps in the area and have good conversation around that and literally since I've been doing those three things in a presentation when people walk in the door I've literally sold like eight homes in the last one year from open houses it's been off the start great work great work all of you okay so I'm gonna go deeper so I asked all of you to really think about two to three things tactically you did that you know work that you can transfer to the you know the men and women inside this room so whoever wants to go first and if you want to go one at a time I'm gonna just push it to you guys and say fight for it who wants to share first go so when it comes to with drones and expired I and I was explaining this in the back I looked at it like baseball so in baseball if you want to make a million dollars or more a lot of people think that you have to bat 300 I look at it the opposite way you have to learn to strike out seven out of ten times so I walked into this and I said let me figure out how many phone calls I need to make in order to get X amount of people to tell me no because I'm guaranteed someone to tell me yes and then I did the exact same thing the same formula we how many houses do I need to get into in order to get X amount of people to tell me no because I'm guaranteed someone to tell me yes so now I know that I can put in my dialer ten people and as long as I have two conversations I'll get one appointment and eight out of ten appointments I will list so it's it's like math to me so I don't have to sit down and like wonder oh my goodness what's gonna happen I just plug in the ten people and then make the calls and one thing I found out with my coach is that even though those numbers are really awesome there's like a hundred other steps that I'm missing that I'm now gonna be adding in to what I'm doing with my withdrawals and expires I mean it's just gonna go to an absolute different level but I think that's really it and then that leads to my second thing which we chatted about which is hey hold on first you guys want to hear him roleplay yeah yes all right all right so Patrick you're the expired perfect ring hello hey is this Patrick yeah Patrick this is filled with long and falster real estate how are you today man I've had a lot of calls from real estate agents just I'll just save it we're gonna just take a break for a little while yeah that's actually why I was calling and I was about to say you have probably been getting knocked over your head with phone calls and I bet the first thing you've been thinking is where the hell were all these people when my house was actually on the market I've asked that question numerous times so we're happy where were you when my home was for sale and if you have a buyer you can for sure bring them over but I'm not listing my property all right awesome well Patrick listen I understand why you're upset and I totally get it because you walked into this thinking you had a perfect agent and they were gonna do everything you needed to do and then they were gonna sell your house right of course yeah exactly and I'll tell you what I actually showed your house I have a huge buyer pool that particular buyer wasn't interested and I really want to get in there and just learn a little bit more about your house before I bring the rest of my buyers in and then market it to other people because I don't want to market the wrong information so here's what I'm gonna do I'm open on Friday what time by the tire schedules open for you what time Friday can I come by sit down you can tell me the best parts of your house you can and really think about this tell me why your house didn't sell then from there we'll sit down and talk about whether or not I'm just gonna bring my buyers by or you're gonna let me show you what we do to market houses and how we sell them Friday is not a good day all right great what day is a good day for you we can go to Saturday or we can go into next week on Tuesday I got to talk to my wife first I can't make a decision without her perfect and like I said my Friday's wide open but Patrick the truth is the rest of the days are really booked so let's go tentative 10 a.m. on Saturday if something changes I'll have my assistant call you on Friday to confirm but if something changes we'll just switch the date does that sound good that's fair it could you know can you send me some information a little you know I just need to find out a little bit more about who you are before I let you in my house absolutely I'm actually going to send you my Zillow reviews and I'm also gonna send you my pre listing guide so not only you're gonna learn about me but you're gonna learn about my entire marketing plan so here's what I suggest you do and I'm gonna let you go because I know you got 10 other Realtors about to call you so here's what I'm gonna let you do when I send you your listing my listing guy go through it and come up with three to five questions that you and your wife will want to know hey Phil how do you do this and how has it worked so well for you and then we'll go through that and talk sounds good awesome see Saturday attendant nice hey guys that's a year-and-a-half in the business you think he's maybe practice that a few times what do you guys think and here he was just ripping on all that stuff he's notice he also stood up when he started presenting interesting okay Martin let's go next all right so for me the Zillow reviews I think that was that was a big thing one thing I did I created a form that I give to all of my buyers that they sign as we were presenting a contract to the sellers okay mark mark mark mark say this again do you guys hear what he just said this was we all freaked in the back of the room mark tell him again basically I created a form that I give to all my buyers when we're getting ready to present an offer they agree to fill out a Zillow review for me prior to or within 30 days of closing so I give it to them as they're signing the contract it's just another paper to be signed off on same thing with my sellers I give it to them when I'm taking the listing the they agree to fill out a Zilla review for me prior to or thirty days within closing and again it's just part of the package they sign it no big deal I've never had to pull it out and hold them to it every time I've sent them as a review they've just filled it out so there's no one that ever says well wait a minute we're not sure we're not working with you yet and we don't know no and you know part of that comes with the service you know my background is from the boating industry we were the number one yacht sales company in the world at one time and you know exceeding the expectations of my clients that's number one you know I've got they've got no reason not to fill out that review yeah yeah congratulate that's a killer one it what's it give us first of all is that good guys that's like ridiculous that is a ridiculous and if you're in Canada you just say realtor.ca or you say in Europe Google right Google review you just replace with the appropriate review but setting the tone right upfront is awesome Ellie give us one of the Patrick you raise your hand but I'm a ladies first guy so oh here she goes so number one is video marketing last year I was here at Summit and you know I said okay Tom says do video so you know I was doing video and I felt like I was kind of going through the motions so in February I did like a little series like oh prepping your house for the spring market and I noticed that other realtors in my market were filming videos and I was like oh god that's there sucks like it's artificial I'm not really feeling it and then I looked at my stuff and I was like oh my sex like I gotta and so I did what was natural to me and so on Valentine's Day I told my husband please take the kids and I'm going in the bathtub and I'm filming a video and he was like and I was like oh no you're gross I am actually filming a video for my business page and I filmed this which is something that kind of put me on the map I would say showing the video viewer discretion is advised good evening all it's Valentine's Day a very romantic day and I honestly couldn't think of anything more romantic than sitting in a bathtub talking about real estate really gets my juices flowing don't know about you but let's talk about some of the things that I said I was going to cover in my sellers videos the problem is I haven't been producing them because I've been selling too many houses I'm sorry my bad but I won't stop and now I'm gonna tell you hold on one moment you guys got the idea give her a big round of applause so after that I started doing things that were more genuine to me so I have a series with my lender called Thirsty Thursday and we have a drinking game every time you hear the word credit take a sip burping beer that's all in my personal wheelhouse I do a lot of different things and with video and I really think obviously I get a lot of comments that that video had like 3,000 views so yeah for me video has been really the way it's be for people to recognize you and to kind of get yourself out there what did your mother say about no nothing and I know she's watching right now mom where's the comments Carrillo Furillo what a comment said um I also my big thing is integrated marketing so talk about that yeah so I have a farm on my farm you know I said English Spanish the first thing that I did after summit last year was I hired Allison Allison is my former student past client and now she's my operations manager and she does I love her she does all my graphic design she does all of my video she didn't edit that video that was a solo mission but yeah she does all of my video and were you really naked in the bathtub absolutely yeah so integrated marketing has been a huge and I followed what Kyle whistled is did I have a so I told you Spanish speakers is my thing so I have a neighborhood page on my neighborhood page it's only Spanish why to me that is a marginalized group they need a place to go they need a safe spot especially now and that's where I get three appointments a week just being me on that page that's beautiful give her a big round of applause love it Patrick I think I think one of the most exciting things that I've done more recently and you know being Tom ferry's brother you know he's doing all the social media and I'm like I am such a rookie novice at social media and it's driving me crazy so I'm like how do I get this thing figured out I'm super analytical so I'm just trying to like what do I do you know he's posting thousand things he's saying you're supposed to post once a day and I'm like trying to push my clients you got to post once a day but I wasn't and so what happened though is I just heard one really simple bit advice that's really changed my social media just my personal profile was I I figured out all I need to do is is figure out four topics that I'm passionate about that represent Who I am and that's it and so if you go to my you know obviously you'll see my kids super passionate about them then you'll see you know I've been doing stuff with my dog I have a Hungarian Vizsla which is which is a lot of fun and then you know I have like soccer and then I have real estate and it's just it's very easy now is because I have a nice variety people get to sense of who I am and then you know then now I get like way more engagement more than I've ever had and it's just all it is is just me being me but I have my topics like and those are my go-to now don't get me wrong social media to me it's like every post is 100% it's about building my business it's about building my brand I'm not not one post is ever random or or just an accident so for example today right don't miss any more opportunity so when Tiffany Bova was on stage what do you think I did I'm like okay I've got one of the top experts in the world in called Salesforce up on stage how do i leverage that to improve my brand not only to my agent friends but also all my sphere in San Diego who they don't know me from Adam right and I'm not even from San Diego so I'm trying to build a reputation as a guy in San Diego so I grabbed couple shots of Tiffany bova and then I'm gonna write some things about hey learning some amazing stuff from a top expert in Salesforce on how to delight more customers right that was a perfect moment I'm gonna put already I'm gonna already posted it and so that stuff is really starting to make a difference because my sphere that I'm meeting now in San Diego they're starting to go whoa like dude you're up you know like hey how's the market what are you doing and and so I'm starting to get a lot more referrals now because my engagement is way up but I'm also really focused on building kind of the Patrick ferry real estate agent brand in a really interesting way and then again one more thing on the on the on the social media no more open house wonderful you know comes come by and see me right we've all done it and it gets no engagement so I was cracking up the other day I'm going into an open house it's hot as heck right it's I'm going into Vista which is a really hot area of North County the house has no a/c right and it's Sunday I'm like oh man like I am NOT excited about this and I'm like what am I gonna do what am I gonna do what am I going to do so I get to the house I'm sweating I put out a bunch of signs and I'm like just what am I gonna do so I'm like I gotta just go out there and take a picture and I did this super funny face with my sign in the background and I'm like no one can you know you know judge my commitment to sell this home it's 90 degrees and in Vista San Marcos right and I am sweating this house has no a/c and it just went blew up because it was funny it was real now I had the sign in the background but I wasn't like hey housed in this though one two four come visit me mm-hmm right and so that's like one out of maybe five post and it goes bananas and now I'm having a lot more fun with social whereas before I had a ton of anxiety and I was feeling super guilty like I'm not posting enough I'm not posting enough so pick your main topics and then just start having more fun with those that's what would be my recommendation and it's really starting to build my brand as a real estate agent San Diego and that's what I need love it give them all this is really good guys this is really good okay I got four minutes so you got one minute each I either want the next best point Phil next best point mark or I want the biggest mistake they need to avoid this you did that you're like oh you with me because we learned times you know more from our mistakes right so whoever wants to go first Allie mark whoever loves so I made a ton of mistakes in the beginning right it was I've lost way more business than I've ever closed so I just for if you're a new agent and you're like hey I lost a deal I got fired by a client I've got fired by numerous clients right and I'm a coach I've been the industry for 15 years but I've only been selling for three and a half but listen I just want you to know that that's okay but the one mistake please do not make that I made which is once I got in the business I was like I'm gonna try some of this I'm gonna try some of that I'm gonna try some of this I'm gonna try some of that I'm gonna try some of this oh my god this is really cool I'm gonna do some of that and though I need to learn all of that and I need to learn all this and literally I did nothing and my coach was like get your ass on the phone and drop everything and I was like oh my gosh like I haven't sold anything in six months this is disaster so can anybody relate to that by the way the I gotta try this I gotta try that I get ready I gotta start so that's perfect yes please once I narrowed it down and kept it simple and just focused on those two or three things and that's it that's when my production started going up so avoid the distractions yeah whoever wants go next biggest mistake or another killer point I agree with Patrick 100% you know the big thing for me was shiny penny syndrome you know the next new lead source the next thing I got to try this I got to try that instead of just focusing on my database and picking up the phone and making those calls 100% 100% and when did you start with Zillow how long ago it's been about two and a half years so you you started pretty early in this yeah well I ended up getting put in a partner referral program where I wasn't spending the money I was just kicking about 50% back yeah to the other guy who is spending the money to me that was my entryway but as soon as I saw how easy those leads were coming in I got rid of him as quick as I could that was good alley fill biggest mistake or a point you want to share a little bit of a blend even though I know my numbers with with drones and expireds I don't I only probably do 70 to 85 percent as much as I could even though I'm a hundred percent aware of what my numbers are so my tip would be to hustle in every way I have been a business owner since I was 17 years old so when I'm out here working I'm not working because I'm just bored I'm working because I have two kids and a wife that really want to eat tomorrow so the example I'll give and I'll just real quick if you have a hand to put it like this in the air you everyone just work with me awesome now put it down now I'm gonna ask you a question just do it everyone here raise your hand as high as you can and hold it there as high as you can okay right from there just go don't do more just keep it up but go two inches higher but don't do any more than two all right so if you just moved your hand up you're my 20 to 25% because the first thing I said was raise your hand as high as you can so I'll just show you can I show something this would have been the answer you see that's hustle all the time a hundred and ten thousand percent all the time because you want to wife the kids to eat that's it sorry man that was just hitting people like and I was even like going yeah because I knew a year going yeah hustles a factor right or wrong guys okay you are no unrest you say turn your body to say this is my busy hey hey hey I didn't see your hand my business thank you very much don't think I'm not watching all right yeah I would definitely say you have to be yourself if getting naked in the bathtub is not yourself then you do you but I mean so I come from a family of all teachers when I said hold on Ellen could you imagine if right now we have like 17 a kid back but no I came from a family of all teachers when I quit and I said I got two months because I'm on summer pay all I had was me and so you know my dad was a teacher and my dad said no one cares how much you know until they know how much you care and so I put myself out there Tom you saw my brand video I definitely make sure that people know that I am there for them I don't know if you've been paying attention but Hispanic people have been getting on a lot recently and I'm over it and so it is a hundred percent my commitment to be there oye be by my side what look at you use our sway yeah but oh splish-splash though but that's my seat oh come on but my thing is is that you know you have to wanna you know i in my in my market there's a lot of what I call Barbara's and Doug's right Barbara has you know a perm and shoulder pads and she gets all the business because she's been around forever but she's not doing it anymore like she's not doing the business Doug's got tassel loafers and they mansplain everything to you like that's not my bag I got blue hair I got tattoos and I'm batch nuts but I'm also Ali Vasquez Louisville they're the las casas and I'm Abed thank you okay we only have two minutes I got time for one question who's got a question we only got two minutes who's got a question okay I'm coming right to you I'm going right here sir he's the only one I got to do one question okay Virginia hold on yeah okay hi of new agent for months and I'm doing pretty good I've taken 12 listings but when I get it girl when I have lost the listing I usually ask you know why you know why did you choose another agent and I always hear the same thing basically you know we interviewed six it was between you and another and you just didn't really have we didn't see a lot of experience because I don't have any zero reviews or no sales yet and so how do you overcome like what's the yeah so objection handling fill go connection right so if you saw when we were doing that role-playing when I asked him a question I was always doing this you saw that right yeah right so now you're even doing it so my my goal from the moment I get on the phone is to connect for example I said he'll but it was only because I realized he was met so if I was happy I would have irritated him so I just got mad with him right so Connect connect connect I've gotten listings where I know the other agents I personally know them and the flat-out truth is they're better than me and I still got the listing because when I left there those people felt like I just was part of them you know I'm I'm we're family now so connect who else has got a plane what else did you guys say to her I would say that you know I I brought when I first you know a lot of people I told you my sphere of influence they were like Alan you're still a new realtor we know exactly the day you got your license because you posted on social media I would just bring up Toms name I'd be like did you know that I'm connected to a gigantic you know like we're learning these things that like agents in our market they they'd never even dreamed of like I would bring up that like I got all this stuff like it I would take out my notebook and be like look this is all that's going on and like you know you can do your business with Barbara and Doug but but this is cutting edge oh yeah okay so you got a couple tips there all right can we give this panel an extraordinary round of applause well there you have it thanks so much for listening us again live from the 2018 summit it's about getting connected you know what it is I think shows like this and people like you and I we just don't want to reinvent the wheel we are big fans of R & D no we're not talking about research and development we're talking about ripping off and duplicating and certainly in this segment you've got a ton of ideas that you can go back and essentially cut their head off change the phone number hit print and go R&D my friend Rd Rd cuz that's what the best do in this business always thanks so much for listening talk to you on the next podcast if you want more information about this episode including my show notes mentions links and everything else make sure you visit Tom Perry comm slash podcast that's Tom Perry comm slash podcast thanks again and talk to you soon you

Channel: Tom Ferry

Views: 224,347

Rating: 4.9077621 out of 5

Keywords: tom ferry, new real estate agent, phil gerdes, mark hiller, allie vasquez, patrick ferry, new agent tips, real estate training, real estate scripts, lead generation, objection handling, real estate business, new realtor, how to succeed in real estate, new agent advice, first year in real estate, real estate agent career, how to get listings

Id: yREK3LTVlwA

Length: 36min 45sec (2205 seconds)

Published: Wed Jul 31 2019