You’re about to learn a new term that will majorly impact your business… and it’s just two, simple words courtesy of author and 30-year mortgage industry veteran JJ Mazzo: “Life rate.” Millions of homeowners feel stuck in their low mortgage interest rate. You hear it all the time – “Our rate is just too good. We’d love to move but we can’t sell now.” Here’s the problem: They’re not seeing the big picture. People are struggling financially due to “other” debt they’ve accumulated – their “life rate” – and failing to realize their home equity can actually solve their financial woes. On today’s podcast, JJ reveals the conversations you should be having to help these people convert “bad” debt to “good” debt – and earn more listings as a result. JJ’s tips provide a fantastic solution to a problem with no end in sight. On the pod, we also discuss: • How to use “The Anniversary Call” to reengage past clients in a meaningful way • Why new agents enjoy an advantage over certain veterans in today’s market – are you letting this happen to you? • The importance of focusing on what you can control • The aftermath of JJ’s first book, “Perseverance Principles,” and what to expect in his soon-to-be-released follow-up. There are certain people with the ability to cut through the clutter and share tons of wisdom in the name of helping others. JJ Mazzo is definitely one of those people. Don’t miss this episode. Watch or listen now! ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

“I just like a little bit of ridiculousness in my life.” That’s a direct quote from today’s podcast guest, Cassandra Marks, a highly successful agent from Vancouver, Washington. To understand what she’s referring to, I strongly suggest you watch this episode instead of just listening. And yeah, Cassandra might be a little ridiculous, but she’s also finely attuned to how to capitalize on her authenticity to build an extremely memorable personal brand. In addition to talking branding, we dig into: • How Cassandra generates 40% of her business from agent-to-agent referrals • Why YouTube is her marketing platform of choice and how she adapted her videos once she realized her primary audience • Long hours and lost weekends – her initial Open House strategy that helped her gain a footing when she first got licensed • Her proven system for keeping clients up to date throughout every transaction, and much more! If you’re still searching for a personal brand that reflects the real you, this is one episode you simply cannot miss. Watch it now to let Cassandra’s philosophy guide your success! ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

I’ve got a quick but powerful message about breaking through and tapping into your full potential on today’s podcast. In just 12 minutes, I’ll share three areas of your life and business that warrant closer examination – and some strategic suggestions to spark your transformation. I’m talking about the “mechanism of suppression” and how to overcome this built-in tendency to underperform. Even when we know we’re capable of more, human beings tend to stop short of our true potential. But true outliers know how to conquer their mechanism of suppression. So press “Play” on this one to learn: How stacking small wins builds much-needed momentum for your business and alters how you view feel about yourself, how you act, and how others view you Why the people you surround yourself with matter more than you expect – and how to set yourself up for success more frequently 5 meetings that bring much-needed structure to your business (number 5 is absolutely crucial) Ready to stop suppressing your own success? Watch or listen now! ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ 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://x.com/tomferry _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

If you’ve ever wondered what successful real estate agents are actually doing on social media to generate business, this episode of the #TomFerryPodcastExperience is for you. My guest is eight-year real estate veteran Faith Barrett, who closed 126 transactions in 2025 and doesn’t hold anything back when it comes to: Her best advice for someone starting new on social – and the three core types of content she recommends Her weekly social posting strategy, including how she’s reached the point that local businesses actually DM her asking for collabs Where she finds inspiration and how she handles the logistics of it all AI’s role in her social media lead gen strategy, and much more! Faith is living proof that you can achieve everything you want in business, make it fun, and still have a life outside of real estate. If your social media presence feels inconsistent, uninspired, or disconnected from your business goals, our conversation gives you a practical blueprint to start making it work harder for you. Watch or listen now and apply Faith’s advice to your growing business. ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ 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://x.com/tomferry _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

Today’s podcast is dedicated to missed opportunities from all the great ideas you never implemented. You know the story… you get a new business idea, get excited, scribble it on a “to-do” list somewhere, and then… sink right back into your routine and forget all about it. Let’s change that. To help, I’m going to show you: How to eliminate distractions so you can improve your focus, clearing space for you to achieve more 5 key meetings that should be on your calendar every single week A sample “top performer” checklist of nine daily activities that the best agents do regularly Why getting your goals “up and visual” is way more important than you think A simple way to prioritize ideas that helps you maintain focus and avoid overwhelm This episode is advice I shared toward the end of Success Summit earlier this month, but it’s relevant to anyone who has ever regretted their failure to act on an idea. Transformational ideas don’t belong on the back burner. It’s time to put them into action. Watch or listen now. – Want more from Success Summit? Get OnDemand today: https://store.tomferry.com/products/ondemand-summit-2026/ ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

What separates the best from the rest? In any profession, you have your elite performers… the top 5%... who seem to naturally differentiate themselves from everyone else. The question then becomes, “What makes them special?” I got the answer from Rockstar sports psychologist Gio Valiente, and last week, I shared it with the thousands of agents at my annual Success Summit. Today’s Tom Ferry Podcast Experience delivers an excerpt from that session, exploring five traits common to those extraordinary individuals. In it, you’ll learn: The reason why most people underperform compared to their potential Beyond talent and work ethic, why it’s critical to own your unique perspective How elite performers turn best practices into habits and repeatable processes Why letting go of the “control freak” mentality is crucial to your success, and more! Here’s the harsh truth – all of us are capable of so much more than we actually achieve. If you’re ready to tap into your full potential, this is a can’t-miss episode! To catch up on the rest of the Success Summit main stage presentations, go to: https://store.tomferry.com/products/ondemand-summit-2026/ ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ 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://x.com/tomferry _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

Every 1000 YouTube subscribers generates between 1 and 3 real estate transactions a year. Here are the YouTube tips for real estate agents that make that math work in your favor. READY TO GROW YOUR REAL ESTATE BUSINESS ON YOUTUBE? Schedule a free call with a Tom Ferry consultant: https://www.tomferry.com/free-coaching-consultation/ THE BREAKDOWN: 73% of consumers are now searching for property on YouTube — and most real estate agents are not showing up. In this episode, Tom Ferry sits down with YouTube coach Aaron Cuha, author of Crazy Simple YouTube, to break down the exact YouTube tips for real estate agents that turn subscribers into transactions. The math is simple. One video a week gets you 5 to 8 thousand subscribers. Three videos a week gets you 25 to 35 thousand. Five videos a week and you hit 100 thousand in a year. Every thousand subscribers generates one to three real estate transactions annually. Aaron covers the complete system — channel setup, Gemini bio writing, TubeBuddy keyword research, naming your channel around search terms, semantic listening, the 12-minute property tour formula, post-production upload checklist, and advanced analytics. Real proof: Patrick OConor — zero to 80K subscribers in five months. Jonathan — first million dollar lead in 10 videos. Leah Courage — 150 leads from going viral. Aaron himself launched a Cabo channel 10 days before recording and hit 1200 subscribers ranking number one for every target keyword. ---------------------------------------------------------------------- 00:00 — Welcome 0:05 — Introduction — 73% of consumers now search for property on YouTube 1:48 — Welcome back Aaron Cuha — the YouTube masterclass begins 2:04 — Step 1 — Setting up your YouTube channel banner image and bio 2:52 — Using Gemini to create a keyword-rich bio for your channel 3:13 — Step 2 — Keyword research with TubeBuddy Semrush and Keywords Everywhere 3:36 — How to name your channel around keywords not your name 4:33 — The first 30 characters of your title carry the most weight 5:51 — Step 3 — How many videos per week and what subscriber growth to expect 6:44 — One video per week versus three versus five — the subscriber math 7:26 — Every 1000 subscribers generates one to three transactions per year 8:19 — Case studies — Arondo Nava 270K Patrick OConor 80K Leah Courage 150 leads 10:21 — Step 4 — Create content based on what people are actually searching for 11:26 — Step 5 — Property tours are the number one searched content on YouTube 12:54 — Step 6 — Record and post — the video you never post never gets you a lead 13:09 — The framework for the perfect property tour video 14:23 — Semantic listening — YouTube now transcribes and matches what you say 15:06 — How to say keywords naturally in the first 30 seconds 16:44 — The opening hook formula — tease the best thing about the property 19:20 — Post-production — naming your file playlist and description 20:49 — Tags are for analytics not ranking — how TubeBuddy tracks your positions 22:44 — The complete upload checklist — title description tags playlist 24:07 — Email your database and turn every video into a blog post backlink 26:31 — Advanced strategy — analytics average viewer duration and drop-off points ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

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://x.com/tomferry ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

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. 0:00 – Intro 0:56 — Why sales and copywriting are the two superpowers that matter most in the AI era 1:50 — Jo Wiebe's background: from English major to copywriter to founding Copy Hackers 5:43 — Jo's copywriting mentors: Claude Hopkins, John Caples, and Jay Abraham 7:40 — The psychology of great copywriting: how word choice changes behavior (the fertility study example) 11:32 — Fixing your website headline: leading with the problem, not the solution 14:35 — Writing a compelling bio/About page that makes prospects feel understood 18:10 — Jobs to be done framework and the empty-nester condo story (storage + dining room insight) 24:15 — Instagram bio hack: the "I help [blank] do [blank]" formula 29:04 — The Copy Selling System framework: listen, find your hook, choose a framework 30:57 — The SweatBlock case study: turning a customer review into a winning headline 32:53 — Copywriting frameworks: problem-agitation-solution vs. desire-obstacle-solution 39:20 — Using AI as a thought partner (the right and wrong way to prompt it with reviews) 42:02 — The rehab center case study: "If you think you need rehab, you do" 46:50 — Two action items: build a habit of listening to customers and documenting it 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 ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.

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. 0:00 – Intro 0:22 — Why the current real estate lead generation strategy is broken — and what Kelley Blue Book is doing about it 6:16 — What the Kelley Blue Book name means for consumer trust — and why that matters for your lead gen in 2026 12:21 — How Kelley Blue Book Homes delivers more accurate home valuations than Zillow's Zestimate and traditional AVMs 14:13 — How TrueTrack data gives hyper-local pricing intelligence no automated valuation model can match 19:47 — The subscription model that gets agents listing leads without paying a single referral fee 20:46 — Why only vetted, top-performing agents get access — and exactly how to qualify before August 1st 23:53 — How agents are already using Kelley Blue Book Homes to win price reductions and convert stubborn sellers 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? Tom Ferry Success Summit → https://www.tomferry.com/success🎟️ Free Tools & Playbooks → https://www.tomferry.com/tools 🛠️ #TomFerry #RealEstateLeadGeneration #KelleyBlueBookHomes #ListingLeads #RealEstateAgentTips ------------ Interested in a FREE Coaching Consultation? Click Here: https://bit.ly/TFfcc For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10! ------------ Let's Connect: Website - https://TomFerry.com Facebook - https://facebook.com/TomFerry Instagram - https://instagram.com/TomFerry Twitter - https://twitter.com/TomFerry Podcast - https://TomFerry.com/Podcast Events - https://www.tomferry.com/events _____ You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law. #TomFerry #RealEstateLeadGeneration #KelleyBlueBookHomes #ListingLeads #RealEstateAgentTips