Let’s Get Real. Are You a Professional or a Hobbyist? | Tom Ferry Motivational Video

Let’s Get Real. Are You a Professional or a Hobbyist? | Tom Ferry Motivational Video

– Hey what’s up everybody on Facebook. Happy Thursday, just kind
of a Thursday rant here. I was reflecting on some
meetings I had today, some conversations I had
today with a few CEOs and owners of companies, some text messages with some incredibly successful rock star agents. A conversation I had
yesterday with a couple I’m super proud of that
have saved a ton of cash and are doing tremendous
things inside their business, and it just got me reflecting on this years success summit where I basically opened
the conference by saying I’m deeply concerned. I can remember the 1988
stock market crash. I could remember the impact that had on the real estate economy
in ’89, ’90, ’91, ’92, ’93. I remember making broad
statements to people just saying, you basically survive until 1995, and then we will thrive again. I remember then the dot com bubble, the 9/11, how that impacted the high end and the psyche of the US in
terms of buying real estate. I remember the incredible run of 2002, three, four, five, six and I remember reaching
out to companies in 2006, banks, and saying look I know
you guys have got REO assets I know this is not sustainable
and I want to do everything in my power to help my
clients get REO accounts and I started talking to,
imagine in 2006 in San Diego, California, San Francisco,
New York City, Chicago, Miami, and saying to people, look
I’m working on getting REO accounts for you in 2006. They’re like what are you talking about? I just got a brand new
Rolex and I’m thinking about buying a Rolls
Royce, ’cause I’m hot shit. And I’m like, oh my God
it’s happening again, and then of course pivoting through that and going through the experience of 2007, eight, nine and 10 and
11, dependent upon where our clients were and where we were. I mean I had this thriving
business and from 2007 to 2009 we lost 38% of our top line revenue. It was a devastating time,
we made a lot of adjustments, we did a lot of pivots,
but I know plenty of people that their income went down
50%, 75% because they simply weren’t operationalizing
around the fundamentals of having a sustainable business. So when I came out this
year to the summit, I didn’t wanna be a fear monger
in any way shape or form. I wasn’t trying to, what’s up, Ochella? Hello, hello. What’s up, Malcolm? I wasn’t trying to plant seeds of doubt. I was not trying to use an
adjusting economy as a fear or an incentive to pay
attention, to listen. It was really just thinking
about 30 years in these multiple recessions
that I had lived through and worked through and trying
to get ahead of the curve with people on what I
believe were the eight most important principles
to be unstoppable, to be undisruptable, regardless
of market conditions. Listen for the hook. Market conditions,
discounters in your area, disrupters, disintermediators,
and just a massive amount of distractions. Certainly if you’re in the
US from the politics, right, politics in your local town and politics on a national level. There’s just so many
things that are hindering people today from having
the kind of business success that they could have and quite honestly not just business success, happiness. So, I outline my aid, I
reached out to multiple of my advisors and shared
this is kind of the direction. I don’t wanna come across, I don’t wanna put fear and
doubt in people’s minds, I want to inspire them
to make good decisions and to lay the right
framework for their business. So I thought today I
would share in my mind the two most important
distinctions and it was the first two points of those eight
points and if you were at the summit you remember because I said, Look the market doesn’t give a shit, the market is gonna continue
to find discounters, disrupters, disintermediators and you will be continually
disrupted by distraction in your office, in your
life, in your business, politics, money, whatever
you wanna call it man, there’s just so much noise,
so much noise out there. I don’t believe that there’s
a real estate bubble, I don’t believe that there’s
a real estate crisis, every leading and lagging
indicator is saying that instead of having, in the
U.S., 10 percent annual appreciation, we’re gonna end up at like two to three percent annual appreciation. Last time I checked,
that’s a normal market. If you’ve been selling real
estate for under a decade, you don’t know what a normal market is. You don’t know what it’s
like to take a listing, and not have it sell instantaneously. You don’t know what it’s
like to have perhaps, 25 percent of every
escrow that you open up, or deal that you put together fall apart because of conditions
or a myriad of reasons. It’s a very different market. It’s a very different experience. And what happens is, my first point, it is the separator, right? So this is what I said to everybody. Look, the market’s adjusting. We’re going to a normal
market, not a bad market, not a bubble market, not
the world’s falling apart. There’s no indicators that
show 2006, seven, eight, nine, there’s none of that, right? But what’s gonna happen is this, when the market slows down, quote unquote, when average time on the market extends, when listings aren’t
selling instantaneously and you don’t have a lot of
the foundational principles in place to service your customers, to communicate with your customers, to create the right expectations up front in advance with your sellers, what’s gonna happen is you’re
gonna feel like there’s nothing but chaos. The market sucks and it’s horrible. And you will start to
create a narrative that will create a downward
spiral for your life, for your business, for your clients, and for your income. You will be responsible
for that narrative. So what I started to say at
the opening of the summit was look, I’ve started 17
businesses, this business, uh, you know, Ferry International, you know, number one coaching
company in this space, blah blah blah, all that stuff, I have 178 full time employees. Most of them are married
and have children and this work that we do, it
matters to them, right? We have 170 business coaches. We’re coaching, you know,
7,000 real estate professionals all over the world. This business matters to them. It is critical. It is imperative that they succeed. So what I say to everybody
is are you a hobbyist or is this your business? Is this your business? And if you were there, you
remember cause I mean I had you know, 5,500 people screaming, “This is my business” and it wasn’t meant to be motivational. My intent was not to get
you to be like, you know, come on, take responsibility. But I was trying to get
people to recognize that a lot of the behaviors that they have today in their business
are really the behaviors of a hobbyist not a business person. You and I both know, if you
don’t kill, you don’t eat. No one’s responsible for that. If you don’t kill, you don’t
find a buyer, find a seller, find a mortgage, do a title
order, do an escrow, like, if you don’t find the
business, you don’t eat. That’s on you and no one else. If you remember my
Instagram page, you know, the months leading up to the summit, I was posting things like, you know, if you’re not willing to
make your phone calls and follow up and do the
fundamentals to be successful in this business, just go
home and tell your kids, sorry I’m just not committed. I’d love to buy you things, I’d
love to send you to college, I’d love to pay for your wedding, I’m just not in to this
business that much. I’m not willing to go the extra mile. I’m not willing to do
the things that it takes. It’s easier for me just to
look you in the eyes and say, sorry we can’t afford that,
real estate sales is hard. That is bullshit thinking and
that is a bullshit mindset. And unfortunately it is the
mindset and the behavior of so many people in our industry. If you remember, I shared
the number in the U.S., 1.3 million agents, only
43,000 of them are selling more than 25 homes a year. Right? It’s like three percent of
all real estate professionals. Those people, my
hallucionationists, since 10 percent of them are clients, that those people, this is their business. This is the difference between
their financial livelihood, their savings, their retirement
one day, buying investment properties, taking care of their families, servicing their customers, like, this is real to them. It is important to them. You contrast that to,
look in your MLS tonight, 40 percent of the agents
in your MLS haven’t done a transaction this year, maybe higher. You could be in Vegas, it
could be as high as like 60 percent of the agents haven’t done a transaction this year. I mean, they’re not in
business, I don’t even know if I’d call them hobbyists. I mean, it is, it’s
incomprehensible to me that they even declare themselves a professional. Now, I know if you’re in
my ecosystem that this message resonates with you. What I would love for you
to do, I’d love for you to put a sign up in your home
office, I’d love for you to put a sign, this is my business. I control my own destiny. I decide how it’s going to be. F the market. The market’s the market’s
the market’s the market. I am going to do what I need to do. I’m going to pivot, I’m going
to adjust, I’m gonna alter my behaviors, I’m gonna
make more phone calls. I’m gonna follow up more leads. I’m gonna recognize I need
to list more property. I need to be more dominant,
more outgoing, more outspoken, more focused, create more content, whatever it may be, but like, it’s so cliche, I feel like I’m
Napoleon Hill and it’s 1936, If it’s going to be it’s up to me. But that’s it. Like, look, when the
market was falling apart, legitimately in 2007, eight, nine, I had every chance, I’ve
made this public to a lot of my best clients, I had every opportunity to
just take at that time my 50 person operation and
my 40 coaches and just shut the whole thing down and
just go home and be a solo coach and I would’ve made
plenty of money doing that, but you know what, this is my business. This is a part of my legacy, right? I had to, could you imagine, I couldn’t even imagine looking
at my employees and just saying, sorry I’m just a candy ass. I just, you know, I’m not
willing to do the work and go the extra mile and– I’m not willing to go
through the hero’s journey. I mean, my god, it’s Biblical, right? Like, you know, woman sets
off on her path and things are going great and then the
world hands her a shit burrito and the whole thing falls apart. And does she fight her way out of it? That’s the hero’s journey. That is Star Wars, Star
Trek, it’s every epic movie you’ve ever seen in your life. The hero’s journey. I wasn’t willing to just say to my team, sorry I’m not gonna be a hero,
I’m just gonna be a slug, a slugette, and I’m just gonna
bow out and I’m just gonna focus on making my own self okay and make sure I’m making money. No. I remember looking at my
wife’s eyes and saying look, we’re gonna go through the
next two to three years, and we’re gonna do whatever it takes. And when we come out of this,
we’re gonna come out stronger, more intelligent, more
refined, better at what we do, better operationally, better in marketing, better in coaching, and
we will look back on the 2007, eight, nine, 10,
and we will be ready for whatever the business
or the market has to bring. And we will be stronger because of it. Now again, I want to reiterate, I’m not saying under any
conditions, under any circumstances that we’re going back in to a seven, eight, nine, 10 market place. We’re going back in to
a ’95, ’96, ’97 market. Two to three, four percent appreciation. Some areas more, some areas less. You read Keeping Current Matters
which I’m sure you all do from the oracle Steve Harney, and he’s saying, like, looking across, Mortgage Business News said it yesterday, there are, there’s more
money in equity in people’s houses today than there’s
ever been in the history ever ever ever. Like this was just reported
in uh, I want to say it was Mortgage Business News,
I’ll get the exact email and I’ll post it here for you guys. And they’re saying, and
people aren’t refi-ing and taking all their money
out and being stupid. Like, what does this mean? And I’m like, it means we
finally learned the lesson. Going in to this next
cycle, where there’s only two or three or four percent appreciation, I want you to consider that
the vast majority of people are not gonna take on this
mindset that this is my business. And you know what they’re gonna do? They’re gonna complain,
they’re gonna bitch, they’re gonna moan, they’re
gonna like control the narrative in office meetings, Oh my listings aren’t selling
and my sellers are totally upset and my buyers don’t know what to do, and I think they wanna wait
until prices come down. And they’re gonna, that’s what’s gonna happen
in your office, right? And I have to ask you, how are you gonna shield
yourself from that? How are you going to control the narrative because guess what, in a marketplace like we’re
coming in to in 2019, 2020, the people that are
doing the fundamentals, the people that are saying, This is my business and I’m
gonna do whatever it takes no matter what, this is when we gain market share. This is when what I was teaching you in 2008, nine, ’10, ’11, ’12, you gotta get on Zillow and you gotta pile up the
number of reviews, right? You gotta stack the
cool in your marketing, you gotta position yourself the right way. This is when it shows up. This is when it really matters. Now all of a sudden things
get a little bit shaky and maybe I’m not gonna
list with my sister in law who just got her real
estate license and could barely sell her own home, but she said she’d do it for
a one percent commission, but they’re like wait a minute, I could pay Laney here or
I could pay Fabian here, right, Gomez, and they might
be charging significantly higher commission percentage. Maybe even outside of the norm, but because of their track
record, because of the way they run their business, because
of how they operationalized everything, the way they
communicate to us, the way they market to us, like, they’re
a no-brainer, right? Of course I’m gonna go with them. Yes I could go with a
discounter, a disrupter, a dismediator, or you
know, my sister in law, or, I can choose to hire
someone who has a track record who’s selling three
times faster, you know, one and a half percent more money, or three percent more money
and they do it with ease. And like this steady, I
don’t want to say mechanical, but like process oriented
way of doing business. Cause it’s their business. You with me? That is the opportunity. I don’t know if there’s been
a better time right now for an agent or a team, and a
brokerage quite honestly, to position themselves to
win like I see right now. And listen, you guys know, I
work with, I’m like Switzerland right, I work with everybody. And I get the phone calls from
the good, the bad, the ugly, in terms of where they’re at, CEOs. I met with one today, Dave
Linigar, chairman of the board, Adam Contos CEO of Remax,
I can’t name all the people that I’ve talked to for
the last couple of days just for some level of privacy
based upon our conversations but like, I talk to a lot of people, and it’s interesting to me
that there are CEOs today of 2,000 person you know,
30 office brokerages that are losing money. And they’re telling
me, Tom, it’s not fair. The market’s adjusting. It’s just hard right now. And then I talk to someone
in an equal marketplace with a few less agents who
actually chose to control the narrative, who actually
controls the activities and the behaviors and the
identity of the management team and as many of their
sales people as they can, and they’re having a
banner year, more profit, taking more listings, and I’m
talking about 1,800 agents, 31 offices, operationalizing
at such a high level, what’s the difference, right? One’s like, hey, this is my business. This is what we do. I can’t afford to go in the tank up here. I can’t afford to not be innovative. I can’t afford to not be proactive. I can’t afford to look
beyond the door and see what else is out there
and look at new technology and how am I gonna adopt it. And what makes sense and what doesn’t. Right? That’s gotta be the mindset in my opinion. 30 years later. Call me crazy. But here’s the second point. I think you get the first one. This is your business. This is real. You with me? This is real. This is as real as my children. You with me? Like, that’s the truth. That’s how I feel about my business. I got three kids. Michael 19, Steven 17, and you know, Ferry
International 15 and a half. Like, they’re all my
children, I love them. I will do whatever it
takes to make them succeed. Whatever it takes to make them succeed. This is my business. You with me? Now, the second point. We are going to go in to
a time, where there will be some adjustment period. There will be chances for
listings to take longer to sell. Right? Increase marketing budgets
and a lagging return perhaps on your investment. Or, spending more money as an example to market your listings and they still take longer
to sell decreasing your profit margin as an example. Well if you’re sitting
on 15, 20, 30 listings, eight, 10, seven, 40, 100,
and each one of those, right, is taking a little longer to sell, a little more time, a
little more advertising, a little more promotion,
a few more open houses, that begins to stack
up your cost structure. So what I’m telling everybody
is, for two reasons, that and then secondarily, what up Jeff, yo, Jeff is on the leadership
team of one of the biggest baddest real estate
companies on the planet, Douglas Solomon, hopefully
I’ll see you next Friday in New York brother. You and I know what I’m talking about, like this is the real deal, right? But the second part of it is, when the market is in
an adjustment period, there is an opportunity to grow, an opportunity to expand, an opportunity to improve,
to take more market share, to start more geographic farms, to do more online advertising, as other agents are
potentially flaking out and dropping out of the scene. So what I’m telling everybody right now is stockpile cash. That was the second point that I brought up during the summit. I’m like, you need to stockpile cash. I don’t know if I said the
number while I was there, but I’m gonna tell you what
I’ve been telling everybody ever since, I want you to think about,
when I say stockpile cash, I’m not looking for you to go
in to fantasy and go from like hey I’ve got $40,000 in the bank and I want a million dollars, right? The 10x thinking, psychology
tells us, it’s kinda hard for people. 1x, 2x, 1.5, three, like,
you can actually own that, you can actually believe that,
you can see yourself doing it you put it up on your
mirror in your bathroom and you start chipping away
and adding and you can do it. So I want you to be more realistic. Maybe this is a stretch for
you but I don’t think so. I’d like you to have
a minimum of one year, of all of your personal and
business expenses set aside in a savings account. One year, total cost to
operate your business and total cost to operate your household, in a separate account, sitting over here, put it in to a money market fund. Put it in to something you can
easily get the money out of. Don’t lock it up in a two
year CD for four percent or some stuff like that. You gotta make sure you
can access the cash. But the deal is, it is not there for 2019. It is not there for 2019. It is there for 2020, it
is there for 2021, right? You gotta be thinking about that $144,000, that $260,000, that $92,000,
whatever that number is, that you can say, hey you know what, I can sleep better at night
as my listings are taking longer to sell. I can sleep better at
night as adjustments are occurring and there’s a
negative narrative potentially in my marketplace. I can sleep better because
this is my business and I stopped buying dumb shit. And I stopped spending
stupid money on stupid things I didn’t need and
instead I said to myself, I’m gonna pay myself first on every check. Then I’m gonna pay my business. Then I’m gonna pay my taxes. And then I’m gonna take
the balance of the money, I’m gonna put it in to
my house in all the ways that I wanna do that. But I’m gonna take 10 percent,
12 percent, 13 percent, 15 percent, 18 percent, off the
top in to a savings account. Cause you and I both know
everyone that does that is a great saver. They just make it part of what they do. They kind of wiggle through
sometimes the balance of it, but at the end of the
day, if you don’t start to operationalize now around
saving, around being disciplined with your money. Not buying the next fix and
flip if you only got $60,000 and putting in to a flip
trying to turn your 60 in to a quick 90, cause that shit
doesn’t work when you’re sitting in that position. But when you’ve got $600,000
sitting inside your bank, and you want to put 60
to go make a quick 90, God bless, keep up the work, good work, do it over and over again. I want you to be a in a position
where you are cash strong, you sleep better at night, you feel better making phone calls, you dominate expired listings
cause damn they’re gonna need your help and this
is not a rant on expireds, but you and I both know,
this is the market. You know, 25 percent of listings
aren’t selling right now, yes, oh my god, even in your market. Just start looking at the MLS. Start looking at your daily expireds. I don’t wanna make it about that. But by the way, you could
probably put all the money aside, just from expired listings
in the next 10 months. You could do that. You could literally say,
I don’t work expireds now, I’m just gonna make the phone
calls to help these people. They chose the wrong
agent, I’m the right agent, this is my business, I’m
gonna put aside all that money just from expireds. Like, as an example. Break it down, make it real for you. And then, do me a favor, what you should do, is you
should take this video, you should post it on
your own page, and then Facebook will remind you in a year, right? When it says, reminder, this
is where you were a year ago, or put it in some file on your desktop and put a memory on it
like an Evernote that says, remind me of this in June of 2020. And you’re gonna watch this
video and you’re gonna go, damn, Ferry was right. It was a Thursday night, the
sun glaring off the ocean in the background of his house, making the side of his face
all red and he’s not even looking at the camera cause I’m
screwing this whole thing up but you know what, I did it. I saved $194,000 and I
put it inside the bank. And you know what, I am
sleeping better at night, and I do feel better about myself because this is my business. And I actually went home, and
I had a conversation with my kids and said, this is my business and here’s the deal, there’s an 87 percent failure rate. I’m four years in, I’m forty years in, I haven’t been operating
the way I want to be, this is my time, these are the
sacrifices I’m going to make, these are the things I’m going to do. Hold me accountable cause I
wanna have a good Christmas this year. I wanna have a good Hanukah this year. And if I’m not freaking
doing my job in September, October, November, it’s on me,
the holidays are gonna suck. And I’m tired of that. So, hold me accountable mom. Hold me accountable daughter. Hold me accountable husband,
wife, et cetera, buddy, dog, whatever, because this is go time. This is my business. And it matters. What I do matters. If you’re in the U.S. it’s
17 percent of the GDP. Is there anything more
important than shelter? Is there anything more
important than housing? You sit in the middle of
the most important part of our economy and some of
you have been acting like a bunch of damn hobbyists. No more complaining. You just look in the mirror and say, look, I’m really not in to that. Real estate for me is
just kinda, I don’t know, I failed at the last thing,
failed at the last thing, I’m just kinda floating through this one, but I might do a deal
this year, who knows. Or you can say, you know what, I can go from there to hero. The hero’s journey. Right? Maybe you should just
google the hero’s journey and really understand it to see, like, that’s just the process of human beings. That’s what we go through. Breakdown to breakthrough. So, wrapping it up. Two things. One. The market is gonna adjust, you with me? And it will even adjust
on good people, right? Two to three or four
percent appreciation versus this wild 10 percent
appreciation we’ve had five years back to back. 50 percent appreciation in
home values guys is not normal that’s insane. That’s like buying Amazon a
year and a half ago at $9.99 and now it’s almost at $2,000. Like, that’s not normal. There’s thousands of companies
on the stock exchange. One is doing that right now. We need to get really
focused and hyper focused around what it’s going to
take and what actions I need to be doing every single day
cause this is my business, it’s for my family, it’s for my clients, it’s for my assistant,
it’s for my buyer’s agent, it’s for my teammates. This thing matters. And this is what I’m committed to. And I am all in. You with me? That’s one. And number two. Pick a new lead source or two
and call them cash reserves. You with me? If you’re working your data
base, your past clients and sphere and that’s only
getting you X amount of dollars, you’re gonna have to become less myopic. You’re gonna have to add
new sources of business. You can only squeeze your
database so many different ways for more referrals. At a certain point, you
have to add more pillars of lead generation. The thing I would caution
you on is in the marketplace we’re going in to, if I’m
already not a geographic farmer I don’t know if geographic
farmer’s the right move because it takes six, sometimes
12 sometimes 18 months before you really get the
return on investment you want. I don’t know, doing open
houses, calling expireds, working withdrawns and
canceled, Zillow make me moves, for sale by owners, and I
know some of you are like, ahhh, Ferry, screw you, I hate
those sources of business. A whole bunch of people
that are really professional love that you think that. Like, they really do. Cause, that’s like saying I hate listings. You know what I mean, I hate sellers. And by the way, that’s not
what business people do. Business people say, what is
the total addressable market. What is the TAM? What are all the different sources? What are my lever points? Where could I be influential? How could I do a little bit? How could I spend no money
and get maximum results? How could I spend no money
and a little bit of time and get a huge return on investment? Those are the kind of
strategic questions we ask in a marketplace like this
and they naturally lead you down to some of these paths. And in many cases those paths
are not spend $800 for a lead that takes me 30 to convert one. Or, all my business
comes from relocation or this referral site that
I’m on and I’ve gotta pay a 35 percent referral fee and it just, it sounds easy cause it is, but it doesn’t make sense financially. You can’t stockpile cash on
a business model where you give away 35 percent of all your dollars. It doesn’t make sense. Huh. You feel me? I know I got a lot of you out there. Um, listen, this is just pure
carefrontation at it’s finest. This is my business,
stockpile cash, be ready, cause when it comes, I want you prepared. Watch this video again in 18 months. You tell me. Watch this video in 18 months,
and look around your office and see, who’s controlling the narrative, who’s controlling their
business, and who’s dying. And I don’t mean that like,
I don’t want agents to die. I remember how hard it
was in 2007, eight, nine, watching really good human
beings that chose not to change. Their strategy was complaining, like, that was their strategy. Like, I know, if I just bitch
and complain long enough, that it’s not fair and no
one gives me REOs and I can’t get my offers accepted
from REO agents, like, heaven forbid they make
any adjustments or change. They just complain, like,
that was their strategy. I don’t want people to die
financially, but they did. They did. You know it and I know it. If you, like, I almost wish I could say,
raise your hand if you were in the market in 2006,
eight, seven, you know, that time period. Like, anybody that was there
remembers how stark the contrast was between
the rich and the rest. We’re not going in to that market. But we are going in to a
marketplace where half the real estate population has never been in. If you don’t adjust, you
don’t deserve to win. It’s that simple. I don’t know. I gotta bounce. I hope you guys got some value
out of this conversation. I see all the hearts and all
the likes, and that means a lot to me. I know I’m looking at like Jeremy Ward, who is just a dude, just
a badass, like, rockstar. Thomas Yates, yo yo, exactly. Kirk, my boy, rockstar
agent, rockstar coach. John Mangus, one of the
greatest broker owner managers on the planet, right? Big love to you my friend. Vonda Martin, one of my amazing
coaches, the energy queen. Look, I know I’m preaching
to the choir here. Think about what you gotta do between now and the end of the year. Right? To make sure that your family’s
having a rocking holiday if that matters to you, I think it does. You have plenty of time
to make adjustments. You have plenty of time to start tomorrow. You don’t have to wait til
Monday, that’s a stupid idea. Start tonight. Start tomorrow. Send an email to everybody in your list, have you had any thoughts
of selling in 2018 or 2019, boom, let’s talk. Call every one of your old leads. Pull up the expireds. Do a little analysis. Find the ones with phone
numbers and call ’em. Deal with the two or
three that reject you. And find the one or two
that are ready for you. And just start winning. Cause this is your business. That’s it. I’m out. Thanks guys, I appreciate your time.

28 thoughts on “Let’s Get Real. Are You a Professional or a Hobbyist? | Tom Ferry Motivational Video

  • September 18, 2018 at 11:57 pm

    Hahhhh, #shitburrito

  • September 19, 2018 at 12:15 am

    Boom, thanks Tom I needed this!!!

  • September 19, 2018 at 12:51 am

    Love the work and content. Wanted to get a coach just simply cant afford it yet.
    But I’m excited for when I am able to. Keep it up.

  • September 19, 2018 at 2:29 am

    This advice works for all small business owners. You gotta be 100% devoted, and have a rainy day operational funds. Great advice!

  • September 19, 2018 at 3:01 am

    Have you thought about expanding your coaching programs to all business owners? Your market opportunity would be endless!

  • September 19, 2018 at 3:20 am

    Right on Tom! 👊🏻

  • September 19, 2018 at 3:41 am

    Awesome!!!!! Simply mother freaking awesome!!!!

  • September 19, 2018 at 5:17 am

    awesome video,-https://bit.ly/2NoI43N

  • September 19, 2018 at 11:24 am

    I needed to hear this.

  • September 19, 2018 at 12:55 pm

    You're Awesome!!!

  • September 19, 2018 at 1:22 pm

    great seminar. I have been in the business over 30 years and went thru the 18% interest. the new agents have always have low rates and great sales.

  • September 19, 2018 at 1:47 pm

    Next available time to take my licence is December. I am watching you and your teaching everyday, I have downloaded your plan and before (during work) after work learning the basics and watching you. Walking away from $50,000 guarantee job to grow strong, and develop a real career, invest in property, flip houses, buy multi units in my overall goal to have a real sustainable retirement. I TRULY APPRECIATE YOUR MESSAGE.

  • September 19, 2018 at 2:27 pm

    Once I finished the whole video, solid, solid, solid career advise.

  • September 19, 2018 at 2:34 pm

    As always Tom you nailed it … and you are absolutely correct …it starts with the mindset … thank you for the push …

  • September 19, 2018 at 2:46 pm

    thanks to do remember what did you say on your opening 2017 Long Beach sponsor by Nationwide REE most Agent are in a coma. I'm really founding that out now that i have started my first week. OH boy. I will stay strong and keep on learning be focus and just stay on my path. Thanks Tom ; you inspired me every day. thanks for the teaching.

  • September 19, 2018 at 5:46 pm

    Darn, I got all excited it was Thursday!

  • September 19, 2018 at 7:47 pm

    Hi Tom, I like these type of video's from you. It would be great if you would continue to make these 'in-your-face' video's, but make short 12-15 minute video's. I use your video's with my team, showing them how the industry is changing and what needs to be done to succeed. I like that you are telling them 'it's a sales business'! You ROCK!

  • September 19, 2018 at 8:55 pm

    By far the best video from you so far! Thanks!

  • September 20, 2018 at 9:32 am

    Dam 19:58 to about 25:00 hyped me up! I'm only 12 months in the business but I'm keen as balls to get into this. What's your take on fresh newbies entering this market. we havent got the past client database or the experience of selling many homes. Expireds the way to go?

  • September 20, 2018 at 12:35 pm

    I would rather you just stay focused on the topic than do the conversation thing with whoever starts watching. I LOVE, LOVE, LOVE your stuff. Just get rid of that interruption. Thx!

  • September 20, 2018 at 3:28 pm

    Tom, Tom, I am eating a burrito right now!!!!!

  • September 20, 2018 at 8:18 pm

    Thanks for giving a damn about us as people and what happens when markets turn

  • September 23, 2018 at 5:30 pm

    Yes! Incredible content !

  • September 23, 2018 at 9:36 pm

    Damn, this was a great video. I was better prepared in 2007 than I am now. Can't afford to continue operating as a hobbyist. This is my business.

  • September 29, 2018 at 2:32 am

    Grant Cordone says “get rid a money” I like your advice better

  • January 22, 2019 at 9:48 pm

    Half full, half empty. All in the mind. Great vid

  • January 24, 2019 at 12:35 am

    I've watched quite a few of your videos, and I can honestly say that this one was the best. It was the most heartfelt video I've seen from you yet 💜💜
    I'm sure it'll be on repeat every time I need inspiration.

  • December 30, 2019 at 4:42 pm

    Great information!! 2020 is my year to SAVE!!


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