Today we're talking about why your holidays might suck.
For over twenty years I've dedicated my life to bringing you the very best selling, marketing,
and business building strategies to keep your business thriving.
Get ready to experience the success you've been searching for.
Welcome to the Tom Ferry Show.
Hey everybody!
Welcome to the Tom Ferry Show.
You know what I'm talking about?
Here's what's going on right now.
The economy is up.
Real estate transactions.
NAR has already said, they're way up.
As good as 2006.
Which means the gross commission income in your office is up, up, up!
And what happens?
What happens?
Do you know anybody that celebrated too early?
Um, Leon Lett.
Superbowl 27.
Jim Kelly.
Buffalo Bills.
Right?
The quarterback of the Bills gets sacked.
Leon Lett picks up the ball.
Big ol' dude starts running down, and he's huffing, and he's puffing.
And he's thinking to himself: "I'm about to score in the Super Bowl!".
A line man!
And what happens?
He puts his arms out and another guy from the Buffalo Bills comes up and swipes the
ball right out of his hands.
You know what I call that?
Complacency.
Do you know anybody that's gonna suffer because of what they're doing right now in the holidays?
Think about it.
Everything we do in this business is a 60, 90, 120-day cycle.
The activities that you're doing in the month of June and July create income and opportunities
for you in September and October.
So what happens if you stop working?
What happens if you take your foot off the gas?
What happens if you look around and say, "the market is good, the sun is out.
Man, I'm just gonna coast for a little bit."
You know what you should do?
You should go home.
Say to your loved ones, your cat, your dog, your spouse, your kids, and say: "Hey, I'm
taking the summer months off so I can ensure panic, fear, and a financial disaster in the
fourth quarter for the holidays."
Do I have your attention?
I hope I do.
You know me.
I'm reaching out to you as a friend.
I have been doing this for a long time.
And when I see the market this good.
And when I see people succeeding at the level that we're succeeding today, what I see is
Leon Lett.
Taking their foot off the gas and cruising into summer.
And what I'm asking you to do is to step up your leadership, and step up your personal
responsibility.
I believe we owe it to ourselves, our clients, our family and our loved ones to maintain
the disciplines throughout the summer months.
Maybe you just set a goal like, for the next eight weeks.
For the next eight weeks.
I'm gonna dig deep.
I'm not gonna be Leon Lett.
I'm not gonna be.
If you Google right now.
You know.
Bloopers or people that quit too early, there's hundreds of videos that you can watch of professional
athletes that got to the moment of truth and they're about to celebrate and they make a
mistake.
They quit on themselves.
Don't be that gal.
Don't be that guy.
I've got three disciplines.
Three recommendations.
You know I'm a huge fan of Emerson and this quote.
He said: "Do the thing, have the power."
Do the thing.
Have the power.
He also said:"Do not the thing, have not the power."
What I want is I want you to have the power.
I want you to go into the summer months feeling great.
And more importantly, I'm going to be very clear with you.
As a husband, as a father, as a person who cares for a lot of people, I want you to go
into the holiday cycle.
Right?
I know we're talking November and December, right now in June, but you and I both know
what you do today.
Your income shows up from today's activities then.
I want you to be in a great place.
I want you to break the cycle of poor, rich, poor, rich, poor, rich, which is what most
agents do because they're inconsistent with their disciplines.
So I would say to you, do the thing have the power.
Here's three different disciplines I recommend for the next eight weeks.
You can pick whatever you want.
But if I was your coach, this is what I'd tell you to do.
Number one: I want you to double down on what works.
What are your best lead sources?
Are you great at your past clients and sphere?
Double down on past clients and sphere.
Do you rock at open houses?
Double down on open houses.
Are you great at Zillow leads?
Double down on Zillow leads!
Are you awesome with expireds?
Double down on expireds!
Double down on what works.
Why?
Because it's easier for you.
You're good at it.
It's in your natural wheelhouse.
You can generate more.
You don't have the fear of the phone or whatever it may be, so double down on what works.
Now it doesn't mean stop doing everything else, because you don't wanna kill your momentum
going forward.
But I really want you to think.
Okay, if I'm only gonna be on the phone for an hour I gotta do what I know works, which
leads me to my second point.
You know gotta know and act on what I call your "Automatic (sorry for the spelling there)
Shot".
Long time ago, right after, remember the first Olympic dream team?
What's going on with sports today?
Um.
Remember the first Olympic dream team?
Michael Jordan.
Larry Bird.
Right?
It was just extraordinary!
Do you remember the coach?
The late great Chuck Daly.
I had the good fortune to sit at the Desert Springs Marriott in a board room with Chuck
Daly after speaking at one of our conferences.
I remember asking him, "what was the difference?"
I mean you took this team that you know I mean had all these, Isaiah, and all these
amazing players.
Larry Bird, etc.
All of these unbelievable athletes.
But that team was together and they weren't producing the results.
They weren't the back to back Detroit Pistons NBA champions.
He said it was really simple.
He said, "when I took over the team, I literally laid out.
Here's the court.
Here's the basket.
You tell me where your the most successful.
So if you want the ball here.
Isaiah, if you want the ball here.
If you want the ball here."
And then he said, "what I'm gonna do is I'm gonna set up all the plays for you to get
the ball in that shot where you're the most successful.
Now, metaphorically speaking, what am I saying?
Double down on what you know works and focus on your automatic shot so when you're there,
close and get the appointment.
Make the shot.
You with me?
Don't be Leon Lett, running down the field starting to celebrate and not close.
You gotta produce the results.
You see, I know people that can get on the phone and they can generate one or two listing
appointments in twenty five or thirty minutes, and I know others that can bang on the phones
or open houses or knock on doors and follow up on leads for hours upon hours.
And guess what?
Produce very little, if not zero results.
The difference is, this group knows.
Hey!
I know I'm good with my database.
I know I'm good with buyers.
I know I'm good with expireds, and I'm gonna double down on my efforts and produce amazing
results there so I can go enjoy my summer but not kill my holidays.
You with me on this?
Let's look at number three.
You need to over index on personal and professional development.
You might be saying, "Tom, I watch the Tom Ferry Show.
I'm with you on this."
Think about it like this: A body in motion tends to remain in motion until it's acted
upon by an outside force.
Right?
Newton's Law of Physics.
Right?
A body in motion remains in motion until acted upon by an outside force.
You've heard me talk about fixed mindset and growth mindset.
I learned early on that I could turn my fixed mindset on a subject matter, on learning another
language, learning a new skill, learning to dance, whatever it may be by focusing on knowledge
and learning more and discovery and being interested, becoming that growth mindset person.
You see, I think about it like this.
In life.
This kinda shows kinda sports and metaphors today.
I think about life like this: There's this river that I have an opportunity to step into
every day and I think about it like the river of endless possibility.
Think about it like this: If you imagine you're sitting on a nice piece of grass.
This beautiful river is going by.
Perfect temperature water.
Nice gentle breeze.
Nice flow to the water and you can step into that river, and down that river everything
is possible.
To me that river is personal and professional development.
When I jump into that river every day by watching the Tom Ferry Show, listening to stuff on
YouTube, diving into my iPod.
Did I say iPod?
You know, listening on my iPhone to various different podcasts with Tim Ferriss or others.
I mean I get fascinated by all these ideas and you know what?
Ideas give me inspiration.
And when I'm in an inspired state, I'm more inclined to take the actions that I want.
But what happens when the economy is good, and real estate sales are insanely great,
and the GCI is flowing, and it's summer time?
You know what we start to do?
We start to turn off possibility.
We start to turn down, if you will, the velocity that we wanted as we started the new year.
January new year, new me.
Let's go.
Hustle.
Right?
Best year ever!
And then all of a sudden, you know?
I'm making some sales.
I've got some deals in the pipeline.
Or some people are saying.
You know there's no listings out there so I'm just gonna take a little mental break.
And the challenge is, when you step out of that river of what's possible, and you stop
making your automatic shots, and you stop doubling down on your lead flow...
Listen to me my friend.
Listen to me.
As your coach, as your friend, as an ally, as someone that wants the same thing you want
, I want to have a wonderful holiday this year like I do with every year with my friends
and my family and the people we choose to contribute to.
And I can simply do more and experience more joy and more happiness, more satisfaction
during that time and less stress, and less anxiety because I did what I was supposed
to do during the summer months.
You got a choice.
Do the thing, have the power.
Do the thing have the power.
Joy and happiness, and ecstasy during the holidays.
Less stress, less tension.
Do not the thing, have not the power.
Sure your summer will be more chill and more fun and more enjoyable.
And then what happens in September?
The rat race begins.
Generally speaking in that rat race state of mind, how are you with your family?
How are you with your loved ones?
How are you during the holidays?
Oh the lines are horrible!
Or I've got nothing but time, and I created the income I needed to.
My pipeline's full.
My business is repeatable and scalable.
I can sit back and make some phone calls, text some people, and watch all those people
that didn't do what they were supposed to do during the summer, and that's why they're
in a panic during the holidays.
Makes sense?
Episode 120.
What are you gonna do?
Hey, thanks so much for watching.
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