New Real Estate Agent Went From Broke to $1.3 Million in GCI in Three Years!

hey what's up everybody on Facebook its tom ferry in the house i've got a real special treat for you whether you're watching this with us live or you're seeing this later on youtube or some other one of our social channels i get to introduce you to a young guy that i got to know very early on in his career he has had an extraordinary first three years in real estate so much that recently we asked him to get up in front of about 5500 people in anaheim california at our annual summit and do a Tom X talk this three year in the business million dollar GCI agent from Sarasota Florida to talk about its experience so today we want to get into the head into the heart into the mind into the mindset into the tactics into the schedule into the technology into the discipline into the routines of this extraordinary young individual so Ryan script Kowski Michael Saunders real estate company Sarasota Florida Ryan welcome to Tom Carey live how's it going thank you very much it's oh it's going amazing this is absolutely on its beat thank you well thank you very much my friend and I know everybody here is you know wondering who is this guy and you know I only do a couple of these live shows this way so they know they know this has got to be important so yeah so why do we start don't be scared buddy just be you man just maybe share we have just a little context who are you where are you from married single kids how long in the business I kind of shared so who is this Ryan script Kowski guy yes so I you know so I actually got I got I became I became licensed in February of 2015 so you know so it was only 2015 you know considered 2015 a partial a partial year you know so my first like you know real year you know first of January to December was was the year of 2016 and my wife's my wife's in the business as well she's an absolute absolute rock you know she's she's she's amazing her name's Theresa we've been married for about about four years we've got a couple of little kids as well and Charlie who's two-and-a-half and little Harper who's who's gonna be coming up to 11 months pretty soon so time time definitely applies on that obviously I've got an accent and I've lived in Sarasota Florida for almost 10 years now about you know a night you know nine nine and a half years I so actually I'm actually gonna become a u.s. citizen one week from today ceremony for all that so and so it's been that's been that's been a journey and it's in itself so I said oh yeah I mean that's pretty much it I come from a little a little mining town called in called Mansfield which is just on the outskirts of Nottinghamshire right in the middle right in the middle of England which is them which is I don't know kind of no not a lot that happens there well congratulations and first of all on your citizenship Congrats on your marriage of four years a business only three years and two beautiful babies so life was good my friend and as I mentioned these people you and your wife together gonna do a million dollars plus and GCI this year so so let's go let's go back to like February April of 2015 you got invited to Deven we do called blueprint I think it was one of the last ones I dedicated to more that year and then I actually stopped doing that event for a while maybe take us back to that moment what was that that first experience like is a brand new agent showing up to this crazy event maybe give us some insight into what you learned and what was going on yeah that's I'm glad that was starting there because that was literally the the beginning I mean to be completely honest you know before I really went to this blueprint event I started with a small boutique brokerage so no training whatsoever other than you know me kind of shadow in the broker who had his own way of doing things you know and it was you know and you know doing it wrong you know I learned I learned a lot from being in that environment and I actually chose that environment over a model that would supply more training you know I you know I kind of like to figure things out thinking things out myself somewhat so and so but I didn't really have a didn't really have any idea what I was doing I mean you know what I thought was you know was a was a lead source I came to realize that blueprint you know I wasn't really focusing on the right right things whatsoever so to actually uh you know it was it was very it was very overwhelming to be to being to be you know to walk into a space where so much where so much information was was delivered but it was also I felt for for the first time in a really long time at blueprint and I remember this very vividly I felt like I was with my people you know I felt I haven't I hadn't been in a I don't been in an environment where I was you know I don't know how many people were at the event probably 500 and I would guess but I don't I've never been in a situation before where there were so many people in one place all committed to all committed to growth and growth and improvement because anybody that goes out to a Tom very event is you know has a you know whether they're in coaching or not you know they've got they've got this growth mindset you know they want insulin they wanting to they wanted to progress you know so I think that was the biggest thing for me and that was that was inspiring in itself and obviously and you know there was that so that was that was probably one of the biggest things from the beginning so what would you say was okay again we're talking to a brand new agent there may be someone watching this right now you know Ryan is a 35-year veteran who's been a friend forever and been around me forever well what was it that you learned specifically during that first event because your trajectory to go three years from basically brand-new ation to over a million dollars in GCI is not a normal trajectory so there was something that you learned something that happened something you put in place that laid a foundation for you that other people just didn't have yeah yeah I mean it's you know there's there's no there's no one thing you know it's the it's the entire process you know blueprint to me was the see before I went to blueprint I didn't have a business plan I didn't even know how to calculate a business plan I didn't know you know I really know and and there was you know I know that we'll just chat in just for a couple minutes before we went on the phone here and then you know I think that one of the best ways for me to explain this would be to and you know if anybody's ever seen the the hierarchy of competence you know when you're trying to learn something and you you know so I guess I'll just you know I wrote this down because I didn't want to I didn't want to mince my words but to to be unconsciously incompetent is is the first level of it's the first level of this and and you know people use the expression you know you you just don't know what you don't know you know and that was that was me you know I didn't I just didn't know anything I didn't I didn't know enough to even research or know you know but going to going to blueprint gave me this conscious incompetence you know so I was consciously incompetent and then the next two levels from that would be to be consciously incompetent and then the mastery level would be to be unconsciously competent you know so you you know you just don't you know that would you know so everything in between that's everything in between that's that's training but to what what did I learn specifically I learned put together a business plan I think that was the and here's the thing what what I took from that event would have been very different to what I would take from that event today you know and I'm really really excited about going to the event I'm really really excited about doing it again so a thirty year veteran somebody that's been in business for a long time they would have it they would have had a very different experience than what I had is kind of a it's kind of a mini summit would you know it's you know there's you know it's a it's a very you know I find it to be very strategic and it's you know it was it laid the foundation I believe there you know for where the business should be and you know for anybody that's that's in real estate you know we tend to go off in different directions so blueprint to me is okay let's get back to you know let's you know let's bring things straight you know and and you know and kind of figure out the path that we should be on and on it this it probably wasn't the intention to I'm sure it was the intention to have a really big impact but I remember being having the one of one of the fundamental parts of this of this process to me was the was the ten year visualization that you did because I'd learn all these things lead you not to the ten year visualization and I don't even know if it I don't even know if you're doing it now you know on there on the new one but I mean that that's me it was it was you know and learn all these things then and I've never I've never done an exercise which gave me the ability to really you know to really look into the look into the future and and that was really a catalyst for you know obviously we learn all these different things and and I'd put myself in this mindset that anything was possible and I remember you know we kind of were kind of took it down a notch and you did that you did the visualization and and I was in tears because it was you know I just felt I felt so emotional you know about about what about what I've experienced and what I'd stepped into and it was so awkward I'm a new broker sat next to me you know he's kind of he's start there and I'm like and I'm like in tears at this event next to him which is really which was really weird but that was a you know that was my love so that was you know that gave me the ability to that gave me the ability to visualize where I wanted to be so it was it was figuring out a lead figuring out figuring out a business plan figuring out which lead sources and what processes around those lead sources I was going to need to take me there and ultimately figuring out what I wanted in the future and so I'd say that those three those three things for my biggest takeaways so not unlike you know someone who has ever built a house or done a remodel you've got to have a plan you got to have architecture you got to know what tools you got to know what supplies but you got to have a finished end result in your mind of what it is you want it to look like so I'm just I'm just curious because we're gonna talk about the hundred appointment challenge which you did such a remarkable job talking about and you've inspired so many people with but but I'm just curious in that 10-year visualization that you did you know now you know three and a half years ago um is it look anything like what you saw your business in your life doesn't look anything like that here we are three and a half years later my house doesn't and I did have two children so that's so that's getting there but I mean I I couldn't of I mean it's you know obviously you know I wanted to become a million a million dollar producing a million dollar producing agent and I I didn't it was I didn't really ate you know at the time I don't think that I expected it to happen as quick as as quick as what it what it what it did and actually my you know so I you know my my first you know 27 year in 2016 my goal was to do a million dollars a month which you know which would have been which would have been twelve million for the year and I'd already hit that goal by mid-year and so so that's when I kind of adjusted it to twenty so we ended up with twenty million and then you know this year we should be pretty close to you know pretty close to fifty forty to forty five million or something like that but it's a you know I can remember seeing somebody on I can remember seeing somebody on stage and I can remember that person it was a you know as a young young guy from Naples and he was doing around forty million at the time and I can remember just thinking that that was just something that was so far out in the distant future for me and then you know but as as it's actually turned out it wasn't that far in the future and but I still you know but I don't I still feel like I've still got a tremendous amount to learn like I feel that we are you know and that's what that's what's so exciting I'm like look at how bad I am at all of this and look at her business we do and so you know so back and you know so if I can continue to to sharpen that axe and I'm always like wait wait till wait till I get good at this you know this is going to be this is gonna be this is gonna be something that's really special but I you know I I don't yeah that's I guess I love it man I love man so so I gotta ask cuz you you know you and I've interacted so many times texting during your hundred appointment challenge you know having baby's life speaking on stage you seem a little nervous you okay buddy [Laughter] it's always nerve-wracking talkin to you anyway never mind on Facebook laugh all right listen you're doing great man because you're so genuine you're so real and that I mean you know you know you know I feel about you so it's I just I'm calling you out on buddy so let's let's talk about the hundred appointment challenge so you know this is for the people are watching you probably want to be talking about this a couple times where it's on Instagram or Facebook or wherever else I'm this sort of mission right now to say to people look the real estate market is absolutely shifting and it's not it's not becoming a bad market it's becoming a normal market we were in a crazy market the last five and a half six years where we've had 10% appreciation a year five straight years in a row that's not a normal market a normal market is two to three four percent appreciation things will feel like they've slowed down dramatically and and they haven't we've just become more normal like how it should be to swim the best agents step up and do great things so I've been pushing the 100 appointment challenge as a way to control people's narrative as things adjust to focus on what they can control which is get in front of buyers get in front of sellers have more appointments because the worst case scenario is there is no worse case so Ryan's would share with them you had a whole bunch of stuff that you talked about the summit will get in and out but share with them why did you first take on this challenge and then share with them what you did and how it worked and we're going to all the details why did you first do it yeah so I first did it because my my inventory levels had fallen really really low you know and I knew that I needed to do something I just felt like hours and I know that you know we've had tremendous growth but I mean you will know what it's like in real estate a year in real estate is like five years in any other in any other place and you know and I felt like I was just as plays where I really needed to film it I really need something that was very very inspiring and then and it just trying to it was a very quick conversation that we had and it was it was simply what are you committed to I'm committed to you know at that time I wanted to I wanted to take 20 listings between now and the end of the year and you said so what is it going to take to do that and I said well knowing what I know about my numbers I'm going to need to go on 100 appointments and you was like perfect I want you to email me every single day to tell me how many appointments you've been on although you know I know that I'm getting a lot of the I'm getting a lot of the you know a lot of publicity about this which is absolutely amazing but James Suarez actually actually was the first one to do this he did am it a aidid at all with them with bill pipes on on bill pipes his real success and yeah I watched few times leading up to leading up to that so if anybody hasn't seen that I would absolutely watch that and you know and I I'm gonna I'm gonna interject and say one of the very first people to do it was Maggie Ward and that was almost 10 years ago and then we had Mary angel Mary angel Francis from Houston Texas who turned seventy one and at 69 she took on six and half years old took on the hundred appointment challenge and never held it like went from three sales in the first seven months or eight months of the year and did 15 transactions from the summit's of the end of the year so there's a lot of people that are doing this absolutely you talk to us about how you were able to do it what like did you I see these boards behind you like did you track it did you measure it what technology did you use who did you call did you you know what were the numbers like walk us through it as if we have no idea how to do it okay so so my my intention was to my intention was to was to was to build my list in inventory so my focus was expired for sale by owners primarily although I did count all appointments you know if I had a you know a you know a you know whether it was whether it was some kind of a roofer or whether it was at Zillow libros calmly I counted all referrals but but the focus was primarily expired and sell by owners so my two hours of power as a you know as it was as it was on our bridge each each day was was dedicated towards towards you know cultivating expires and sell by owners and I think that having a dialing system is critical and you know I I would track the amount of time that I was in that out from my that housing mad dialer I used them I used mojo dialer although I know there's a lot of a lot of great systems out there you know and and so I was having my you know expired leads pushed into that system and and I was just calling them like calling them like crazy actually and I've taken a lot of inspiration from Tom Saul who's also done it done a great presentation before on on calling expireds and I think one of the one of the interesting things is you know when I look back over my numbers now Tom I am I see that it's just amazing how many times I called the same person you know if you if you look at the number of calls that I made and then if you look at the number of contacts that were called it's the the number of calls that were made is probably eight or nine times the number of contacts in the database you know so that just that that just that just shows how many times each one of those people were getting called you know I've got people that I've probably called you know 12 14 16 times before actually before actually getting them and to me they're the that they're the you know it's most people are going to drop off after either calling the new experts for that day or perhaps calling calling the ones that are that you know that are a week old but you know you know just stay in staying on top of it staying on top of that and calling those people for a really long time one of the one of the key things actually for me and I think this might be really good information for people is I realized that I was converting about for every 30 expired leads within my marketplace I was able to I was able to physically contact or talk to ten of them and if I was physically able to talk to ten of them I was able to meet with three of them and then from those three I was basically listing I knew that I was getting a listing immediately now this there's still people that I met with that I'm still following up with today I mean it's not you know so I don't want to want to paint in this picture that I have this um thirty percent conversion rate when it comes to appointments but you know during the one hundred appointment challenge it was about thirty percent I mean the majority of people didn't you know didn't list their property and you know with anybody you know some listed with some listen with other people expireds often go for sale by owner for a period of time if they think that they can do a better job than their agent did so you know we you know so so for so it took 30 listings within my marketplace to get sorry thirty expired listings for me to get one listing so once you know that information you're able to you're able to build or pay you know you've got to be you've got to be focusing on you've got to be focusing on on a large enough part of the market that's giving you that's giving you enough opportunities to to to get that so no numbers you know you can you can look over you can look over pass data and you can say okay this zip code provides this many this many expires per year or this is it code provides this many expires per year but what it but what I actually did was I am in the beginning I was actually getting too many too many leads so I was looking over a really big area and I wasn't able to call those people as many times as I'd like to call them so what I did was I decided to only focus on a certain price range so so what I created a separate folder within within my mojo system and any expired within a certain geographic area above seven hundred thousand dollars I would transfer into that list and that would be my primary calling list you know they were the ones that were getting they were the ones that were hearing from me you know you know ten ten to twenty ten to twenty times literally and you know and perhaps if I you know if I had a little bit of spare time or actually usually if I was you know if I found that I was getting behind and if I needed to catch up I'd probably go into the insert into the other list to see if there was any opportunities there that were that was missed but and that's that so one thing that one thing that's that's really interesting is you know I saw her about a three hundred and twenty percent growth in in business this this year compared to last year but one thing that's substantially different is my average price range I went from having like you know a three hundred and ninety thousand dollar average price range to having like a you know a you know to having a above eight hundred thousand dollar average price range and you know and I think that that was and I did that through limiting the amount of leads that I was receiving I think that to a day is the perfect amount you know you need to work an area that gives you about 2 X 5 ly today because if you have any more than that you're not able to call them at the you know at the rate that you that you need to you know if you if you calculate to a day you know over the space of over the space of 10 days you know that's 20 that's 20 leads you know so so that gives you know so you can still continue to call all of those 20 leads after 10 days whereas if you get to the point where you get in practicing five six seven eight you know a text by it's a you know a day if you look you know if you've got that many then and then you're just never going to be able to you're never gonna make the impact you know go deep instead of going instead of instead of going you know go deep instead of going wide on the flip side you may not even be getting enough you know if you if you're not you know if you want having that constant that constant flow of expired opportunities then and then you perhaps need to broaden your horizons a little bit to get more to get more leads in okay so let me let me interrupt you for a second because I wrote down seven very specific things that I think you said number one you gotta have a clear outcome yours was I want twenty listings right I'm a clear outcome number two two hours of power every day like non-negotiable number three because she wanted listings you called highest probability lead sources for sale banners expired being the example because they've already raised or added so they want to move you use the dollar so you weren't physically dialing and you've got this machine that's just spitting people up for you which is great number five you said and I've got an interesting stab for you you got to call the best lead sources you said like in ten fifteen times our friends at agent ology just published a report that I shared at the summit that you have a 78% contact raids after the eleventh attempt you have a 78% contact rate after the in your right Ryan the vast majority people if they call and calm once once or twice and they move on so your last point about you know the optimal number of expires as an example being to a day you're dead on then you said number six you got to know your numbers you got to know your numbers and then you said it was thirty leads to ten contacts at three appointments to one immediate listing like I remember you said that on stage of the summit I watch people like oh and and you're like all of a sudden I get it right and then Phil Gerdes who is you know he's in his second year in the business thirty-six sales last year he's doing some of the same stuff I know you guys are pal and he's up in the DC Baltimore area call me by the way as well he said I got it was the same thing it's 30 conversations or at 30 leads 10 contacts three appointments one listing this is math game over right then the last thing you said which I loved was understanding the zip codes because you can target price ranges you can actually target price ranges and make more money for the same effort so those are seven big points the one you didn't bring up the two you didn't bring up which I want to know about is schedule and mindset okay so I mean I always scheduled my calls in in the morning and I got I I've had some of the most amazing roleplay partners and roleplay 7:30 every morning Monday through Friday you know with that without exception and my roleplay partners I am inferior to them that they you know I vote people say oh I'd love to roleplay with you and I'm like no you wouldn't there's you know I've you know my roleplay partners you know they completely beat me on the phone you know they're like Ryan why would you ever say that to a customer why would you know and it's like oh yeah you know maybe this you know so I think it's really really important to to find some good people to roleplay with you know and be you know be hard on each other you know Colin isn't easy you know to make roleplay you know something that's just a walk in the park is you know is you know it's just I don't think it's I don't think it's a good way to go and really awkward for salespeople to do that I am you know I find it really really hard to be to be a mean customer but the reality is if you can find roleplay partners that are what you know that are willing to get on the phone at certain time every every day so for me it was it was 7:30 and Monday through from Monday through Friday with a different person every day I think that's also important and we were then so that I mean you've already role played it in Europe you're at the office by you're at the office by 8 o'clock I mean my you know I I would you know I and there's I've learnt this from you Tom I mean we ever you know for an hour every day you know I do you know work on personal development work on work on mindset you know I've got in fact I'm going to stand back and I'm gonna hold salt this is my this is my vision board it's my shrine actually oh so this is the prospecting shrine so I've literally got a um I've got my affirmations down one side I've got my I've got my scripts I've got my you know my you know everything that I'm everything that I'm working towards my you know my you know visualizations you know my you know and I've actually got my morning schedule written up there as well so you know it's almost like a checklist to make sure that I've done I've done all that and it's you know and I've got it kind of I've kind of got it put away a.m. here and pick it back up and bring it closer to your camera and just hold it up there and let's see if people can get a visual of this this is something I've been talking about for you know two decades this is just a bird's-eye view so she show it to again and just tell us like two or three things they should do witness okay so go to Office Depot get one of these get one of these boards it's like a tripod type thing so I keep this just folded up it just sits at the side of my desk and then when I'm ready to prospect this thing comes up and Tom Tom said to you know it was Tom that it was Tom that gave me this idea is like you know who was it that used to prospect with Tom I used to prospect with my brother Matthew brother Matthew I thought it was so you know knew Matthew would open up the shrines and it was like a you know and it was almost like a you know it was a cinema ceremony like the sacred candle of lead generation and appointment setting we would call and I know that it's where I know that it's weird and it's really funny but at the end of the day it's you know that's the mindset that you've got to that you've got to develop you know I've got this and you know I've got these you know like it's almost like an affirmation statement that I that I read this that's on there and you know it just gets me it just gets me in there gets me in the right mindset you what is it let's hear it what is it it's kind of long it good if you were I'm gonna okay bear with me I've got I've got to get it somebody where I'm gonna read it here by the way for the people that are watching this if you keep looking back behind Brian that looks like is probably his listings in sales board some way that he's measuring his performance every good each and I talked to that's what I see behind them Jill begs you know these the gallons they all have their board behind with all their transactions so beautiful and by the way the first time you put that up and it's empty it pisses you off and then you finally get on it it's at your appointment setting board this is the appointment setting board so this shows this is really simple this shows the lead source the the blue number is how many leads came in all four X bytes how many opportunities you know the red number is how many appointments we went on that week and so literally it's appointment it's it's leads in appointments booked leads in appointments booked leads in appointments booked that runs for 13 weeks we actually we have a more detailed version of that on it on a spreadsheet but this is more just like a open visual in the in the office this is actually this is actually our own you know are tracking a tracking number but it's it's it's like a countdown so at the top you'll see row 250 million and so you know so that's the you know so this is this is our road 250 million you know we're kind of you know we keep them keep you know just check checking off checking off the numbers and kind of reducing that figure as we move this is just active active listings board and behind so the events okay so the mindset the monitor what do you say to yourself okay so this is it so it says I know that I have the ability to achieve the moat the object of my most definite purpose in life therefore I demand of myself persistent continuous action towards his attainment I now promise to render such action I realized that the dominating thoughts of my mind will eventually reproduce themselves into outward physical action and gradually transform themselves into physical reality therefore I will concentrate my thoughts for 30 minutes every day on the task of thinking of the person that I intend to become thereby creating in my mind a clear mental a clear mental picture of that person I fully realized that no wealth or position can long endure unless built upon trust truth and justice therefore I will engage in no transaction which does not benefit all whom it effects I will succeed I will succeed by attracting to myself the forces that I wish to use and the cooperation of other people I will induce others to serve me because of my willingness to serve others I'm on an all-out mission to build a 100 million dollar producing team by the end of 2020 my mission will bring me 1 million two hundred and sixty thousand dollars in savings by the year by the end of the year 2020 I will have three hundred thousand dollars in savings by the end of 2018 this year I will personally facilitate 60 transactions amounting in 30 million dollars in volume I am committed to booking five appointments every single week and I will not quit until this goal is achieved I'm going to learn how to fly a plane and commit in two more time with my family to be present at home and to schedule family activities every week I'm gonna run a half marathon I'm going to finish my home renovation and each member of my team will exceed 24 transactions I intend to give my services as a real estate professional to guide advise bring value and results in return for the money that I desire I will grow my team and I will track I will attract individual agents to me that will be able to utilize the hub that we have created and ultimately build an incredible thriving business because of our existence my plan of action is to commit my leap generating and business building time every working day commit to a daily self-development routine of Education to execute the business plan and to commit myself to being level 10 in all areas of my life I have more today and today I will give it I'm a force to be reckoned with within my field and I will stop at nothing to achieve my desired results I will push aside anything that may lead me astray I will maintain my part to provide for my amazing family I did not travel to new lands to simply live a mediocre life I came here to experience all that life has to offer and to enjoy this beautiful world that lay before us before us to its fullest with my amazing family I'll be a loving husband I'll be an amazing father and I'll pass on all that my kids need to ultimately achieve more than I'm able to achieve in life okay so because we're you know we're inside this different you know zoom version of Facebook live so I don't know what what the chatter is on Facebook live but anybody that wasn't a little touched and heartfelt and inspired and probably seeing themselves can I get a copy of that is that is that thinking Grow Rich is that a modified version of what Napoleon Hill didn't think we're rich that's exactly what it is yeah that's right that's right because I'd like written one of those before I remember that document okay so so let's wrap it up with a couple things are there any any hacks anything like if someone's sitting here and they don't want to do a hundred but they want to do 50 they want to do 30 they want to do 60 they want to do 80 are there any additional hacks and then I got this quote that you said that I just got a drive home so hacks first like anything and if it's nothing nothing because you you've covered a lot of ground there in terms of in terms of hacks I mean it's just it just been it's just being committed I actually I think that the one important thing about 100 point montgomery's because it's so big and I think that people can get behind it I mean if you commit into line 20 I don't I don't know as it would have the same same effect and also I think that you've got a you've got to lay a lot of seeds in order for in order for things to grow sometimes and you know and I know that you know going on 100 appointments and forcing those 100 appointments you definitely going to have lower conversion rates when you're actually at those appointments but I mean to me it's not the important thing I mean the important thing is to get him from to get in front and obviously it is very important but it's something that we can work on if you get if you get into the routine of just meeting a lot of people and and and getting you know for for a lot of people to know who you are I think that's just a big thing there's someone said to me recently you know Tom you always talk about the worst case scenario or the most likely scenario the best case scenario there is no worst case scenario - taking out a challenge like this the most likely scenario is you kill it and the best case scenario is you're doing you did three years a million dollars in GCI and a beautiful family and everything else like so alright you made a comment though at the summit and I was you know I'm standing backstage and I knew you know you've been in the green room like all this activity is going on and I'm watching you and you said it's the actions that can't be scaled that bring you the biggest results yeah and that that just was like bone the it's the actions that can't be scaled that bring you the biggest results what did that mean so I mean as part of the talk that was one of you know I wanted to you know I spoke about how important it is to have to build a system that's scalable and I'm so you know and I believe in that true and I believe in that patrulla but I think it's it's so important to not replace to not to not rely solely on that and to and to just do things that aren't there a specific for that person you know it's you know you can't scale you know and you know you know if somebody you know if somebody enjoys as a particular movie you know if you've got a customer that's just as Star Wars not you know to you know to give them tickets when the new Star Wars movie comes out or - you know it's you know just to show people that you that you thinking about them you know that kind of stuff just can't be scaled but that's that's it's it's those it's those actions that will ultimately take you from being a be agent to a agent in my opinion I love it I mean I know when you said it and you were bringing up some of the same examples it is it's you know scaling the unscalable like you know it's it's hard to scale being nice you know doing a hundred appointments is a it's a tough thing to scale but you said it it's you're gonna meet all these great people your brands gonna get bigger you're not all these new relationships you're planning all these seeds that are gonna pay dividends you know for a year if not a decade say so to last things kind of closing up here first would you recommend someone takes off 100 appointment challenge I would completely recommend that somebody takes on their 100 appointment challenge I mean unless you unless you don't want 320 percent growth in your business then okay and what about blueprint should they go to blueprint there's by the way do it next year I am Baltimore coming up in like 10 days and I've got in Vegas and then it's finito I don't even know it's on the docket for next year so not trying to scare you all but should they go and 110 percent without a question I mean if you you know it was obviously for me it was that that was that was the that was the that was the beginning of everything for me that was that was the beginning of my journey where you know journey and coaching and all that unit but it's you know for anybody for anybody that's for anybody in the business it's just it's a no it's a no brainer I mean it's you know if you're committed to if you committed to growth if you can if you committed to getting better there's so much content that comes from that comes from your comfortable tongue and there's no way even even the even going to a you can go into an event like the summit there's just there's there's still so much more on the table and I think you've got to go to all these events you've got to go to you know marketing edge sales edge blueprint you know they're all own they're all fundamentals part fundamental parts of as you know growing and growing and just being you know just just yeah just having a thriving business look as we as we wrap up I hope that you will jump back to my main Facebook page and if people are asking more questions or they want to you know say yo to you and just you know whatever just make sure you jump in and participate all my friends up watching you know you might want to share this with some veteran friends new agents some you know some of your Posse inside the office because look at the other day like over there it's the hundred appointment challenge it's a blueprint whether it's my event or something you got to do something that sparks in you the inspiration to go you know to kick-ass like and Ryan said it like find your tribe like fine people that are like you and it's always level ten because you know I'm always talking about that so right any any closing thoughts before we let everybody get on the phone and start booking some appointments just and just let me know if you're on a 100 appointment challenge and you know I've had so many people reach out to me that have you know that have that have been committed to that and if you weren't at the summit guys today is the 31st of August like you know too much tomorrow is a massive day in fact this is February is watching right now so there's only a few times in the year that the first of that the first at the moment which we know is where where this wave of expired comes falls on a Saturday morning so do you know how many people aren't going to be calling on Saturday morning tomorrow you know it's so that's going to be that's going to be a game-changer there was a those are that are committed you know even if you've not started the 100 appointment challenge yet it's not too late because tomorrow is a huge opportunity so get on the phones tomorrow morning and let's let's let's make it happen love it alright well buddy thank you so much for your contribution I'll see you in a couple weeks and are you going to Baltimore Vegas and I actually haven't decided yet but I'm gonna be at one of them well text me let me know what your new beats you and make sure you break some bread and hang out now some fun so hey man god bless you congratulations love to you and the family and and to all the expired listings you'll be helping Saturday morning tomorrow so thank you so much everybody we're out Facebook live get on the phone go book some appointments step it up people level up we're out

Channel: Tom Ferry

Views: 43,382

Rating: 4.8273382 out of 5

Keywords: tom ferry, real estate, real estate coaching, real estate training, real estate school, real estate marketing, business, entrepreneur, business plan, ryan skrzypkowski, real estate agent, broke to millionaire, broke to millions, million gci, three years, new agent, new real estate agent, new realtor, real estate success, successful agent, business growth, business motivation, motivational video, million dollar agent, become successful

Id: qnGofcUzwhM

Length: 41min 36sec (2496 seconds)

Published: Mon Sep 17 2018