tom-ferry-book

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CLOSE THE LOOPS AND TAKE MASSIVE ACTION When I look at people I see the amazing potential they have for growth! The life, dreams, and desires they are striving for are available to them! Here’s the problem… Your head is a scary place to be! When most people are faced with a choice to take action, their subconscious kicks into overdrive. So for example, if I asked you to call five expired listings, you might think of all the awful things that could go wrong. What if they yell at you, or hang up, and then you start visualizing a whole list of awful things happening, ending with you not being able to work and feed your family! Is that the reality? Of course not! 24 · MINDSET, MODEL AND MARKETING
Here are some things you can do to break that pattern of thinking and be in the right frame of mind: 1. What am I holding onto that if I let go of I’d be free to create, grow, or have fun? Every single one of us is holding on to a story that we think is true. These are the things that we have told ourselves to be true based on a few past negative experiences. We’ve let these experiences have a tremendous amount of power in our lives, but they shouldn’t. Don’t let those past negative experiences become the story of your future events. I want you to change those stories and remove their power! How many of those open loops are still around in your life? It takes some work, but you can remove those patterns. Altering those patterns starts with changing your mindset, and then visualizing success. It takes time and effort, but I believe in you and know that you have the power to achieve your full potential! 2. What “incompletes” are causing you to drag? Incompletes are things that create uncertainty in your Mindset · 25
Page 2 and 3: ADVANCE PRAISE “Tom is the expert
Page 4 and 5: Be sure to visit Tom Ferry.com for
Page 6 and 7: MINDSET, MODEL AND MARKETING THE PR
Page 8 and 9: The Importance of Charm............
Page 10 and 11: I’ve created this book with three
Page 12 and 13: ACKNOWLEDGMENTS I’d like to thank
Page 14 and 15: the foundation for massive success.
Page 16 and 17: constantly. We all experience this
Page 18 and 19: differently to earn the business I
Page 20 and 21: yours could be longer or shorter de
Page 24 and 25: usiness. It could be new marketing
Page 26 and 27: Too many times we set our standards
Page 28 and 29: that cape and performing at a level
Page 30 and 31: Not sure where to start? Think abou
Page 32 and 33: Do What You Love, with People You L
Page 34 and 35: 5. Am I willing to make calls for t
Page 36 and 37: most agents out there have faced. H
Page 38 and 39: marketing emails, or simply making
Page 40 and 41: DON’T COMPLAIN ABOUT UNCERTAINTY
Page 42 and 43: 3. The market doesn’t care what y
Page 44 and 45: working for you. If you have some s
Page 46 and 47: you want to do 20% more. With that
Page 48 and 49: Don’t be afraid of setting those
Page 50 and 51: Let’s start by taking a look at t
Page 52 and 53: BEING BUSY DOESN’T CREATE INCOME
Page 54 and 55: DO WHAT MAKES YOUR HEART SING Are y
Page 56 and 57: Business Plan This is the plan you
Page 58 and 59: tips on how to create marketing tha
Page 60 and 61: Hours of Power Are you making those
Page 62 and 63: Do you have people that you are rol
Page 64 and 65: Don't miss an episode of the #TomFe
Page 66 and 67: after was in a completely different
Page 68 and 69: model is definitely possible. It st
Page 70 and 71: 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
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CREATING YOUR UNSTOPPABLE SALES AND
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For example, if you have a tendency
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Building Rapport After you’ve got
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You say, “Excellent, so you are l
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Why? Because I did the exact same t
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donate to a political party they ha
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make sure that you have a smile on
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Create the Ultimate Appointment-Set
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6. Plant Having a plant in your off
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FEARLESS OBJECTION HANDLING A few y
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4. Create a pattern. The pattern is
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CREATE YOUR MASTERMIND GROUP Are yo
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Mastermind Discussion Questions •
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1. The Illegitimate Team I use this
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got to have both. Are you an operat
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When to Build to Your Team You know
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7. You are becoming tired and unins
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desire, and this trend continues wh
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igger question is, “What are you
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Make sure you are spending more tha
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Organized Organization is vital to
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schedule, but I just need more time
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EARN MORE COMMISSION Discount commi
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includes all of your unique selling
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1. Tax Account: Take one-third of e
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YOUR STEPS TOWARD MASTERY As you th
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3. The Tortoise versus the Hare It
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that doesn’t mean it is over. Pic
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Getting appointments proves to be c
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Like Peter Drucker, Mike believed
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things I’ve seen from agents who
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GETTING NOTICED IN A CROWDED MARKET
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3. Your customers have to trust you
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THE HONEST TRUTH ABOUT MARKETING Ha
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3. Stop romanticizing. You can’t
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REACH YOUR AUDIENCE THROUGH DIGITAL
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Digital Marketing Plan 1. Authentic
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2. Bitly for URL Tracking and Short
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STORYTELLING FOR MARKETERS Think ab
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minutes to think about past stories
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• How can you intelligently share
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ate in under five minutes. This wil
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The assumption is that the look-ali
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The benefit to you is that you are
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Interacting with the Neighbors In a
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EXPIREDS What if I told you that I
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How Do You Win? Start by making a c
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HOLIDAY MARKETING STRATEGIES Do you
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Are you sending a gift? Make the gi
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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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