the mike ferry organization: Mike Ferry - "Upgrade ... Upgrade ... Upgrade" - 11/22/13 09:10 AM
Upgrade … upgrade … upgrade … has been my theme throughout the calendar year 2013 and will remain my theme as we enter 2014. The difference between the haves and the have-nots in Real Estate is becoming the widest that it’s ever been and growing by the day. By this, I mean, the gap between people that know how to list and sell Real Estate and the huge number that don’t seem to have any idea … is widening. Why is this taking place? There is probably a dozen reasons, but one of the most common things that I can see … (3 comments)

the mike ferry organization: Mike Ferry Discusses Cutting Commissions - 11/15/13 07:57 AM
In the Real Estate market, the most common way to be competitive is to… cut commission. We all saw a bad market for several years and the most common way to compete in a bad market is to cut commissions because desperation becomes a major factor. I’m being asked almost every day by our clients… “How do I compete with agents cutting their commissions?” In some cases you cannot compete… but in 75% of the cases, not only can you compete, but you can win the commission rate you would like to charge.  Think about securing the best commission for yourself … (2 comments)

the mike ferry organization: Mike Ferry Discusses Increasing Per-Person-Productivity - 11/08/13 08:29 AM
This past week I completed a 2-day Management Retreat with approximately 150 great Brokers, Owners and Managers. The program itself was held in Naples, FL and the majority of all the Brokers and Managers travelled from some place on the East Coast to be part of the program. We spent 2 full days looking at every possible scenario that I knew of to increase an individual’s productivity. The entire seminar was on increasing per-person productivity for an office.
Here’s what I found interesting … I said the following to all the Brokers, “You have to have a stronger desire to increase … (1 comments)

the mike ferry organization: Mike Ferry Asks - Do you want a Predictable and Duplicatable Business? - 10/25/13 06:38 AM
Again … do you want a predictable, duplicatable, production-oriented and profitable sales system … or do you just want the hype and excitement that most people offer you every day? I have to tell you, I’ve been through enough seminars to know the hype and excitement is really fun and really makes you feel good. However, I’ve always wondered how “feeling good” adds production to your bottom line and profit to your bank account. Somebody said to me last week … “Mike, it’s so hard. The work is hard and I’m tired!” I responded with, “Everybody gets tired whether they are … (0 comments)

the mike ferry organization: Mike Ferry Asks ... "So You Want to Be a Superstar?" - 09/13/13 09:23 AM
Everybody I talk to (and I talk to a lot of people every day, in seminars, by phone and by email) says to me … “I want to be a Superstar, what’s it going to take?” Thirty percent of the people get mad at me when I give the answer, thirty percent are thrilled with the answer because they can see themselves doing it, and forty percent don’t even know if I’ve given them an answer. So here’s what I tell people …
 
Yes … any person can become a Superstar, however, there are certain definitions and certain things that … (0 comments)

the mike ferry organization: Mike Ferry Discusses Buyers vs. Sellers - 09/06/13 09:19 AM
We’re involved today in a very unusual market … as all of you that are good easily recognize. We went for many years in what we would call a buyer’s market, and have shifted dramatically to a seller’s market today. As you know, there were parts of the country that had up to a 3 year supply of inventory between 2007 and 2011, and today there are actually metropolitan areas in the US that have a two week supply of inventory.
 
HERE’S THE PROBLEM … if you don’t know how to list property … if you don’t understand the listing … (2 comments)

the mike ferry organization: Mike Ferry - "They Just Don't Want to Deal with Reality" - 08/22/13 02:50 AM
One of our top agents in the Los Angeles area received a cold call from Google during the last couple of days. The Google sales representative asked our client to buy their internet marketing package. Our customer said, "I do not believe in that type of business operation, as I know a better way to generate business." The Google rep then asked our client how she does it. Here’s what our client said to me ...
 
"I told her that I simply did what she just did ... I call people and ask for business. I told her this is what … (1 comments)

the mike ferry organization: Mike Ferry ... "The Gap is Growing" - 08/02/13 09:25 AM
The gap is growing and widening by the day between those Real Estate agents who are producing reasonably high numbers and the vast majority that are doing between nothing and a little less. Why??? Because the majority of these agents simply do not know how to list property. Why??? We didn’t have to know how to list property because Mr. REO (who has retired) furnished all the listings we could ever need and all we had to do then was take out the buyers we had … give them one of many choices … and they bought a home.
 
… (3 comments)

the mike ferry organization: Mike Ferry Asks ... "Is Selling Real Estate That Complicated?" - 07/26/13 08:10 AM
It seems that most people, whether they are brokers, agents or trainers … say the answer is YES. My belief is exactly the opposite of that. “Selling Real Estate is not complicated, as long as you understand that we are in the people business … communication business … and have to know how to sell.”
 
If we, as an industry, ever get real about this business … and if we, as an industry, ever set standards that require Real Estate “salespeople” to actually understand the sales process … our industry would be deemed a lot more professional and a … (4 comments)

the mike ferry organization: Mike Ferry Asks ... "Are you REALLY a Good Listing Agent?" - 07/12/13 10:59 AM
Everybody says they are, until we get down to the moment of truth where we carefully look at our production, which is the name of the game. If you think about it for a minute … if you’re listing less than 70% of the appointments you go on, you’re probably not quite as good as you think you are, or you thought you were.
In today’s market, we know that listings have incredible value to the agent, or as I’ve said time and time again … “It’s almost a guaranteed commission check within 60 days.” A great listing agent is … (1 comments)

the mike ferry organization: Mike Ferry - "Jetsons vs. Flintstones" - 07/05/13 06:04 AM
Recently, I have been called the “900 pound gorilla” … “the voice of the past” … and the “Flintstones”. On this one, the speaker stood up and said his company is the “Jetsons” of coaching (the future of the Real Estate industry) and that The Mike Ferry Organization is the “Flintstones” … or the prehistoric model that nobody is interested in.
 
I guess I’ve been called worse after doing this for 38 and a half years. Here’s a thought for you. Why has NAR recognized me as one of the “5 most influential people in this industry”? Why do a … (4 comments)