skills: Mike Ferry - "Who's The Boss?" - 06/14/13 05:15 PM
I ask people every day why they pick Real Estate as a career. The three most common answers I get are … “I want to be my own boss” … “I want more freedom in my life” … “I want to have my own schedule, not somebody else’s.” I hear these every day and, believe me when I tell you, these are three of the biggest reasons why Real Estate people fail. If your goal is to succeed, which I believe it is, and our goal is to assist you in that process … you have to knock those three thoughts … (1 comments)

skills: Mike Ferry Asks ... "Who is really number one?" - 06/07/13 05:01 PM
Ego versus your bank account … during the last several weeks, specifically in the month of May, I did thirty 3-hour seminars to different groups in 17 days. During June, I will do twenty-six 3-hour seminars in 15 days to a wide variety of great brokerage companies that are customers of my firm. Almost every day, somebody tells me that they are number one … they are the top agent … or that their company is number one.
 
My question, of course, is … great, I’m glad you’re number one … are you making any profit or income based … (1 comments)

skills: Mike Ferry - Here's One of The Best Ever - 05/24/13 04:15 PM
I had a very interesting conversation yesterday with a lady who called me and said that she is dropping out of our program and going with one of our competitors. The first thing I said was, “Thanks for letting us know,” and then I asked the proverbial question … “Why?” She said there were two reasons she was doing this … first, the company she was going with told her that she doesn’t have to do the prospecting that we ask her to do. They’re not asking her to use the scripts we teach, they told her she doesn’t have to … (3 comments)

skills: Mike Ferry - "I REALLY DON’T UNDERSTAND THIS ONE" - 05/17/13 12:18 PM
As the market heats up (and in most parts of North America it has) things keep changing in a positive manner … and yet a lot of things remain the same. The agents that are good are doing better than ever, and the agents that aren’t any good are complaining more than ever. If you’re good, you’ve got to be happy with this market and if you’re not any good … get good.
Here’s what I don’t understand … we’re fortunate enough as an organization to work with agents from almost every major Real Estate franchise company. Re/Max … Century 21 … (1 comments)

skills: Mike Ferry - "It's 2013 ... What I STILL Don't Understand" PART FOUR - 05/10/13 03:36 PM
I was invited to speak to a group of 30 independent Brokers several years ago. About an hour before I was to start, I was called by the leader of the group and was told that they had changed their minds and decided not to have me speak. I said, “Fine. Please send the check for my speaking fee and expenses up to my room.” The man said, “Well, we’re not going to pay you if you’re not going to speak,” to which I said, “We have a signed contract and I am here in New Orleans, so therefore, you are … (5 comments)

skills: Mike Ferry - "It's 2013 ... What I STILL Don't Understand" PART THREE - 05/03/13 05:23 PM
"The training in Real Estate is designed for the stupid, the dumb, and the ignorant."
Boy, did I get in a lot of trouble for that statement ... which was actually made to 4,000 people at a convention in New York in 1986. The people that hired me were furious and banned me from ever speaking again at one of their conventions. What I don't understand is that the 4,000 people I was speaking to for 4 hours gave me a 5 minute standing ovation. How do you get a standing ovation that lasts 5 minutes in front of 4,000 people … (4 comments)

skills: Mike Ferry - "It's 2013 ... What I STILL Don't Understand" PART TWO - 04/26/13 12:37 PM
Everybody tells me that the answer to all Real Estate problems revolve around social media. "If you're not involved in social media at a high level, you're not in tune with the market ... not in tune with business today ... and you're never going to grow or succeed." That comes from my competition.
WHAT I DON'T UNDERSTAND IS WHY PEOPLE ACTUALLY BELIEVE THIS. Let me give you a couple of examples ...
In the last 12 months, we've averaged over 10,000 people a week watching MikeFerryTV through the web ... we've had 1,743,441 total visitors to MikeFerry.com ... I have … (4 comments)

skills: Mike Ferry - "It's 2013 ... What I STILL Don't Understand" PART ONE - 04/17/13 03:19 PM
We all have competitors and most of our competitors all operate with different belief systems on how to do business. If you’re a Real Estate agent, you have competitors who will simply tell a seller anything they have to tell them to convince the seller to list with them versus you. “Oh yes, Mr. Seller, I can get you $475,000 for your home. I know my competition is telling you $395,000 … but I can get you more than what they said.” Or, they will simply cut their commission and undercut you, which is of course, devaluing the very service that … (6 comments)

skills: Mike Ferry Asks ... "Do You Really Believe You Can Do This?" - 03/29/13 03:53 PM
I had a very interesting and long conversation with a potential client this past week. He didn’t call so much asking for advice … he called asking me to approve what his plans were for becoming a 50+ deal a year producer. I asked him what methods he was using for creating business now, which would allow him to do 50+ transactions in the next 12 months. His answer was very interesting, as he told me that he really didn’t like talking to his Past Clients and had very little communication with them. He wasn’t one of those types of agents … (2 comments)

skills: Mike Ferry Asks ... "Are You Worthy of a Large Income?" - 03/22/13 05:14 PM
Probably sounds like a dumb question, but the truth is, it's a very important question. The majority of most people have very strong preconceived beliefs as to what they feel they are worth, in terms of income. These beliefs come from our family upbringing ... our education ... our religious training ... what we have fed into our minds over the years ... who we hang out with presently ... and your entire background prior to this moment. What I've discovered is that it takes a tremendous amount of work on an individual's part to get a clear picture in their … (3 comments)

skills: Mike Ferry Asks ... "Can You Get Business Without Talking to People?" - 03/08/13 05:18 PM
Over the last 18 months to two years, more and more agents are in the habit of complaining bitterly about the fact that they actually have to talk to people. Whether it be prospecting … lead follow up … or any phase of the sale … it seems that too many Real Estate people actually agree that technology is a good substitute for conversation. Yes, I’ve addressed this before, time and time again. I guess we have to think about it from a different perspective. What are the odds of an attorney representing you without being in a lot of conversations … (5 comments)

skills: Mike Ferry Asks ... "Real or Not Real?" - 02/22/13 05:08 PM
So much of what we do in Real Estate revolves around what is real or what is not real, in terms of how to produce business. The good news is, there is no one way to create business in Real Estate, because there are as many ways as there are people telling you what to do, and there are a lot of people telling you what to do. The hard part is deciding what makes the most sense and if it will be productive and profitable for you. In reading through the print material that the majority of the big companies … (5 comments)

skills: Mike Ferry asks What's getting in your way of earning a lot of money? - 02/15/13 03:36 PM
 
One of my favorite topics is talking about how to earn money as a professional Real Estate agent. When I talk about this topic, people go one of two ways. They either get real excited or they get real mad. The people that get excited … get excited because they are listing and selling homes … creating a good revenue stream for themselves and enjoying their career. The people that get mad are the ones that are not listing and selling homes, and usually decide that people like me are the reason why they can’t succeed. The truth is, money … (3 comments)

skills: Mike Ferry is asked ... "Are You Out of Your Mind?" - 02/14/13 01:15 PM
 
At times I wonder what some of the people in Real Estate are actually thinking about. I had an agent call me yesterday who has not been involved with my company or what we teach … ever. He asked politely for 30 minutes of my time, because he wanted to do something now to build his business. This particular man is a 20-year veteran who does 8 to 10 transactions a year and earns between $40,000 and $50,000 a year. He kindly said to me, “If you will give me a plan to build my business and get it to … (1 comments)

skills: Mike Ferry Asks ... "Which Behavior Do I Change First?" - 02/01/13 03:27 PM
This is always a difficult question to answer for a Real Estate salesperson. The reason it’s hard to answer is because we don’t have anybody monitoring what we do or what we say. So, as a result, when somebody critiques or criticizes us, we don’t know how to respond in a businesslike manner. There are so many sales behaviors that an agent has to develop, that sometimes it can be difficult to be critical of yourself and be fair to yourself at the same time. If we break the Real Estate sales process down to its simplest form … it comes … (2 comments)

skills: Mike Ferry Asks ... "How Competitive Are You?" - 01/18/13 12:58 PM
In having the opportunity of talking to, working with, training and coaching hundreds of thousands of great agents … I’ve discovered there is an interesting and very defined difference in the levels of productivity agents have. In most cases it comes down to the competitive nature of the agent. I’m not referring to their being competitive as a Real Estate person, but their being competitive as a person. In talking to agents every day, a lot of them have a very lackadaisical … easygoing … almost “I don’t care what happens” attitude or behavior pattern. There is critically nothing wrong with … (5 comments)

skills: Mike Ferry's Thoughts on "Can I Do More Without Changing?" - 12/14/12 05:48 PM
Can I Do More Without Changing?
After doing seminars for 37+ years … speaking to hundreds of thousands of Real Estate people … doing millions upon millions of coaching calls … one of the most common things I hear, unfortunately, is … “I want more business, but don’t tell me that I have to change what I do.”
As you can imagine, this is someplace between either not being very bright or simply being stupid … most of the time I can’t tell which one. Yes, I know that comment will offend somebody, but the reality is we’re in a … (3 comments)

skills: Mike Ferry's Thoughts on Versatility - 11/30/12 04:44 PM
If you believe that versatility is an important aspect of becoming a great salesperson, and if you define versatility as … “the ability to adapt to a variety of people and a variety of situations in a variety of ways” … then the only question becomes, how well can you adapt what you’re doing to the people you’re talking to?
One of the things I stress continuously to all of our clients is that the average agent never comes close to fulfilling their production potential and the really good agents are many times losing 20/30 transactions a year because they don't … (2 comments)

skills: Mike Ferry's Thoughts on Independent Contractors - 11/21/12 03:59 PM
One of the biggest advantages of being a Real Estate salesperson is that we are deemed to be what we all refer to as “Independent Contractors.” A good majority of all the people going into Real Estate enjoy this status to its highest level, even though in a high percentage of individual cases, it’s actually to the agent’s detriment.
The freedom to do what you want … when you want … or if you want. The freedom to say to a prospect or client whatever you want to say … in whatever method or manner you want to deliver your message. … (1 comments)

skills: Mike Ferry's Thoughts on Understanding the Concept of Selling - 06/15/12 05:29 PM
Have you ever thought about the fact that everything that we touch, see, feel, purchase or want has been thought of by somebody ... designed and created ... manufactured and then sold by a salesperson like yourself?
The reason I ask you to think about this is because the majority of all the people involved in Real Estate sales don't really understand the whole concept of selling, nor do they understand that it's so much easier to become a great Real Estate salesperson if they develop a thorough understanding of selling and the sales process.
As you know there are two … (1 comments)