tom-ferry-book

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Let’s start by taking a look at the eight categories on the wheel: • Family • Career • Travel • Contribution • Relationship • Social/fun • Wealth • Health Look back five years; where were you with all the key equities of your life? Draw a line. Now, look at where you are today. Have you improved? Where are the areas you can improve? Then declare where you want to be in the next five years and give yourself three goals for each equity to build around for the next five years. What’s Your Vision for Five Years from Now? Imagine the kind of life you want, and what it would look like five years from now. Picture the people you want to impact, and the things you want to do. See all the different areas of your life where you want to have an impact and 52 · MINDSET, MODEL AND MARKETING
write down one- or two-word phrases and then a series of goals behind those. Do you really want to make that vision a reality? Share it with people you know will hold you accountable. Mindset · 53
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 22 and 23: CLOSE THE LOOPS AND TAKE MASSIVE AC
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 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
Page 72 and 73: What Got You Here Won’t Get You T
Page 74 and 75: Body: It is all about movement (exe
Page 76 and 77: 78 · MINDSET, MODEL AND MARKETING
Page 78 and 79: This means you need to be data depe
Page 80 and 81: TOOLS FOR SUCCESS If you were more
Page 82 and 83: Traditional Organizational Tools No
Page 84 and 85: delegated. Who you delegate these t
Page 86 and 87: How It Works In the Do column, I us
Page 88 and 89: evenue. Once your list is prioritiz
Page 90 and 91: Lead Gen Plan Take a look at your p
Page 92 and 93: 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 144 and 145:
YOUR STEPS TOWARD MASTERY As you th
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
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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
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minutes to think about past stories
Page 174 and 175:
• How can you intelligently share
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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
Page 194 and 195:
Take Action. I know it is easy to r
Page 196 and 197:
you are flooded with a bunch of lea
Page 198 and 199:
IMPROVE YOUR LISTING PRESENTATION H
Page 200 and 201:
Show Up Mentally Prepared You know
Page 202 and 203:
Share Case Studies, Not Promises Mo
Page 204 and 205:
Below, you are going to see a numbe
Page 206 and 207:
4. Link to reviews. Let other peopl
Page 208 and 209:
MARKETING FOR THE SUCCESS YOU DESER
Page 210 and 211:
ecommend giving back in some way. A
Page 212 and 213:
their agent, you can provide them t
Page 214 and 215:
FIVE IS YOUR MAGIC NUMBER So all th
Page 216 and 217:
money is made in the follow-up. The
Page 218 and 219:
that has enabled many solo agents t
Page 220 and 221:
Uncomfortable Did parts of this boo
Page 222 and 223:
Disclosure Techniques mentioned or
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