tom-ferry-book

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YOUR STEPS TOWARD MASTERY As you think about modeling in your career and your life, I want to share with you a concept that we will all spend our lives working on…mastery. There is a huge difference between being interested versus being committed. Committed people persevere when things are difficult even when they don’t feel like taking action. What separates the wildly successful from the average? They keep going no matter what. They don’t quit, and they continue to take action even when things are difficult. Mastery is really built on your ability to persevere and continue getting better. It won’t always be easy, and right 146 · MINDSET, MODEL AND MARKETING
now I want to encourage you to keep going. It will all be worth it, and I know that you can get the success you are striving for. I’m sure you can think of something that you quit in the past. Maybe you even feel like quitting now. If you know the reasons why most people quit, you’ll be better suited to handle the ups and downs when they arrive. Why Most People Quit 1. Heart’s Not in It If your heart isn’t in it, you won’t last long. Oftentimes, we forget the reasons we started in the first place. Make sure that you’ve painted a clear picture of the “who” and “why” behind the goal you have set out to achieve. 2. No Support Structure As an agent, I’m sure you’ve felt like you are alone at times. Real estate is by no means an easy career choice, but it can be incredibly rewarding. You have to have a support structure in place. This can be a team, an accountability partner, or simply someone you can call when that deal didn’t turn out the way you thought it would. In life and business, we often think about what we want but forget to factor in the structure needed to achieve it. Model · 147
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ADVANCE PRAISE “Tom is the expert
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Be sure to visit Tom Ferry.com for
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MINDSET, MODEL AND MARKETING THE PR
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The Importance of Charm............
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I’ve created this book with three
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ACKNOWLEDGMENTS I’d like to thank
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the foundation for massive success.
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constantly. We all experience this
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differently to earn the business I
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yours could be longer or shorter de
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CLOSE THE LOOPS AND TAKE MASSIVE AC
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usiness. It could be new marketing
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Too many times we set our standards
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that cape and performing at a level
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Not sure where to start? Think abou
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Do What You Love, with People You L
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5. Am I willing to make calls for t
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most agents out there have faced. H
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marketing emails, or simply making
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DON’T COMPLAIN ABOUT UNCERTAINTY
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3. The market doesn’t care what y
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working for you. If you have some s
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you want to do 20% more. With that
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Don’t be afraid of setting those
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Let’s start by taking a look at t
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BEING BUSY DOESN’T CREATE INCOME
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DO WHAT MAKES YOUR HEART SING Are y
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Business Plan This is the plan you
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tips on how to create marketing tha
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Hours of Power Are you making those
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Do you have people that you are rol
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Don't miss an episode of the #TomFe
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after was in a completely different
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model is definitely possible. It st
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COACHING AND MODELING-KEY AREAS OF
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What Got You Here Won’t Get You T
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Body: It is all about movement (exe
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78 · MINDSET, MODEL AND MARKETING
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This means you need to be data depe
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TOOLS FOR SUCCESS If you were more
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Traditional Organizational Tools No
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delegated. Who you delegate these t
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How It Works In the Do column, I us
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evenue. Once your list is prioritiz
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Lead Gen Plan Take a look at your p
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2. Be 100% focused. Listening is a
Page 94 and 95: CREATING YOUR UNSTOPPABLE SALES AND
Page 96 and 97: For example, if you have a tendency
Page 98 and 99: Building Rapport After you’ve got
Page 100 and 101: You say, “Excellent, so you are l
Page 102 and 103: Why? Because I did the exact same t
Page 104 and 105: donate to a political party they ha
Page 106 and 107: make sure that you have a smile on
Page 108 and 109: Create the Ultimate Appointment-Set
Page 110 and 111: 6. Plant Having a plant in your off
Page 112 and 113: FEARLESS OBJECTION HANDLING A few y
Page 114 and 115: 4. Create a pattern. The pattern is
Page 116 and 117: CREATE YOUR MASTERMIND GROUP Are yo
Page 118 and 119: Mastermind Discussion Questions •
Page 120 and 121: 1. The Illegitimate Team I use this
Page 122 and 123: got to have both. Are you an operat
Page 124 and 125: When to Build to Your Team You know
Page 126 and 127: 7. You are becoming tired and unins
Page 128 and 129: desire, and this trend continues wh
Page 130 and 131: igger question is, “What are you
Page 132 and 133: Make sure you are spending more tha
Page 134 and 135: Organized Organization is vital to
Page 136 and 137: schedule, but I just need more time
Page 138 and 139: EARN MORE COMMISSION Discount commi
Page 140 and 141: includes all of your unique selling
Page 142 and 143: 1. Tax Account: Take one-third of e
Page 146 and 147: 3. The Tortoise versus the Hare It
Page 148 and 149: that doesn’t mean it is over. Pic
Page 150 and 151: Getting appointments proves to be c
Page 152 and 153: Like Peter Drucker, Mike believed
Page 154 and 155: things I’ve seen from agents who
Page 156 and 157: GETTING NOTICED IN A CROWDED MARKET
Page 158 and 159: 3. Your customers have to trust you
Page 160 and 161: THE HONEST TRUTH ABOUT MARKETING Ha
Page 162 and 163: 3. Stop romanticizing. You can’t
Page 164 and 165: REACH YOUR AUDIENCE THROUGH DIGITAL
Page 166 and 167: Digital Marketing Plan 1. Authentic
Page 168 and 169: 2. Bitly for URL Tracking and Short
Page 170 and 171: STORYTELLING FOR MARKETERS Think ab
Page 172 and 173: minutes to think about past stories
Page 174 and 175: • How can you intelligently share
Page 176 and 177: ate in under five minutes. This wil
Page 178 and 179: The assumption is that the look-ali
Page 180 and 181: The benefit to you is that you are
Page 182 and 183: Interacting with the Neighbors In a
Page 184 and 185: EXPIREDS What if I told you that I
Page 186 and 187: How Do You Win? Start by making a c
Page 188 and 189: HOLIDAY MARKETING STRATEGIES Do you
Page 190 and 191: Are you sending a gift? Make the gi
Page 192 and 193: HOW TO ATTRACT MORE LISTINGS Are yo
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Take Action. I know it is easy to r
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you are flooded with a bunch of lea
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IMPROVE YOUR LISTING PRESENTATION H
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Show Up Mentally Prepared You know
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Share Case Studies, Not Promises Mo
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Below, you are going to see a numbe
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4. Link to reviews. Let other peopl
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MARKETING FOR THE SUCCESS YOU DESER
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ecommend giving back in some way. A
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their agent, you can provide them t
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FIVE IS YOUR MAGIC NUMBER So all th
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money is made in the follow-up. The
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that has enabled many solo agents t
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Uncomfortable Did parts of this boo
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Disclosure Techniques mentioned or
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