The Tom Ferry Podcast Experience

What separates the best from the rest?

In any profession, you have your elite performers… the top 5%... who seem to naturally differentiate themselves from everyone else.

The question then becomes, “What makes them special?”

I got the answer from Rockstar sports psychologist Gio Valiente, and last week, I shared it with the thousands of agents at my annual Success Summit.

Today’s Tom Ferry Podcast Experience delivers an excerpt from that session, exploring five traits common to those extraordinary individuals. In it, you’ll learn:

The reason why most people underperform compared to their potential

Beyond talent and work ethic, why it’s critical to own your unique perspective

How elite performers turn best practices into habits and repeatable processes

Why letting go of the “control freak” mentality is crucial to your success, and more!

 

Here’s the harsh truth – all of us are capable of so much more than we actually achieve. If you’re ready to tap into your full potential, this is a can’t-miss episode!

To catch up on the rest of the Success Summit main stage presentations, go to: https://store.tomferry.com/products/ondemand-summit-2026/ 




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“You are not performing to your full potential.” 🤯

How you interpret that sentence 🤷‍♀️ says a lot about you. If it hurts, it’s probably because it’s true. If it motivates you, it means you’re ready to tap into more of what you’re capable of.

Either way, I’d advise you to listen to today’s podcast episode. It’s an excerpt from last week’s Success Summit where I dive into five common traits of the world’s true 📈 top performers – the elite 5️⃣% who set themselves apart from everyone else..

Whether it’s Michael Jordan or the agent in your market who makes you think, “How do they do that?,” these elite individuals just do things differently. 

You can, too. Watch or listen now. 🔗 Link in bio.

It’s likely you’ve never thought as deeply about the sales process as you will in the next 52 minutes – especially if you’re among the 82 percent of people who came into real estate with no formal sales training.

My guest on today’s podcast is not only a powerhouse Baltimore team leader, but also the creator of the Control Selling Method. 

Andrew Undem joins me to unpack the 9 “C”s that empower you in every sales scenario and how to incorporate them into your process. 

Andrew goes deep on:

Why sales skills are even more important in the age of AI

How to embed your “close” early in the sales process – “Even more important than being a good closer is being a good opener.”

6 objectives you must achieve before beginning your actual presentation

When and how to spell out the unique value you bring to a transaction

 

And so much more!

Your ability to influence people has never mattered more, and the Control Selling Method is the modern sales approach every professional needs right now.

Also… this episode is just the start of a much deeper examination of the Control Selling Method, so watch or listen now to lay the foundation for your future growth.

Should Andrew and I go deeper on this topic? Go to www.ControlSelling.com to get on the wait-list for more.

Every 1000 YouTube subscribers generates between 1 and 3 real estate transactions a year. Here are the YouTube tips for real

estate agents that make that math work in your favor.

READY TO GROW YOUR REAL ESTATE BUSINESS ON YOUTUBE?

Schedule a free call with a Tom Ferry consultant:https://www.tomferry.com/free-coaching-consultation/

THE BREAKDOWN:

73% of consumers are now searching for property on YouTube — and most real estate agents are not showing up. In this

episode, Tom Ferry sits down with YouTube coach Aaron Cuha, author of Crazy Simple YouTube, to break down the exact

YouTube tips for real estate agents that turn subscribers into transactions.

The math is simple. One video a week gets you 5 to 8 thousand subscribers. Three videos a week gets you 25 to 35 thousand.

Five videos a week and you hit 100 thousand in a year. Every thousand subscribers generates one to three real estate

transactions annually.

Aaron covers the complete system — channel setup, Gemini bio writing, TubeBuddy keyword research, naming your channel

around search terms, semantic listening, the 12-minute property tour formula, post-production upload checklist, and advanced

analytics.

Real proof: Patrick OConor — zero to 80K subscribers in five months. Jonathan — first million dollar lead in 10 videos. Leah

Courage — 150 leads from going viral. Aaron himself launched a Cabo channel 10 days before recording and hit 1200

subscribers ranking number one for every target keyword.

He skipped college. He got his real estate license. And he started making phone calls.

Year 1: 6 homes.

Year 2: 30 homes.

Year 3: 75 homes.

Year 5: On pace for 100.

All before the age of 24.

In this episode of Tom Ferry's Outliers series, Anthony unpacks exactly how he did it — the lead sources, the follow up strategy,

the CRM obsession, the farming playbook and the mindset that separates outliers from everyone else.

Here is what you will learn:

- How he started at 18 with no sphere, no experience and no college degree

- The Facebook ads strategy that fuels his business — $25 a day, 1-2% conversion

- Why new construction was the growth accelerator nobody talks about

- The two-text speed to lead system that converts more leads instantly

- How to build a follow up strategy that pays off two years later

- The geographic farming blueprint that gave him 35% market share in one neighborhood

- The biggest mistake he made transitioning from buyer agent to listing agent

- What a high volume day actually looks like — and how he manages task switching

- How AI will handle 92% of what agents do today — and what that means for you

 

"The next escrow is always in my CRM." — Anthony Anselmo

If you want to know how to sell 100 homes a year without burning out — this episode is your blueprint.

From $10M to almost quitting — to $143M in one year. These are the luxury real estate tips Manhattan's top agent wishes he knew sooner.

Michael Franco started in real estate in 2008 with a law degree, 14 years of closing experience, and zero idea how to actually build a business.

He sold $25 million his first full year. Then sat back and waited for the phone to ring.

By 2012 he was down to $10 million and almost walked away from real estate entirely.

Then he found coaching. And everything changed.

Today Michael is one of Manhattan's most respected luxury real estate agents at Compass — with $1.5 billion in career sales and $143 million closed in 2025 alone.

In this episode Tom Ferry sits down with Michael to unpack the luxury real estate tips, mindset shifts and business decisions that made the difference — including:

• Why being a former attorney gives you an unfair advantage in luxury real estate • The 3 decisions that transformed Michael's career from $10M to $143M • How to earn trust with wealth managers, accountants and family offices • What luxury clients are really hiring you to do — and how to deliver it • The psychology of getting comfortable at a higher price point • The co-listing strategy that gets you into luxury real estate fast • The biggest pricing mistakes luxury agents make — and the scripts that fix them • The pre-launch phone and email campaign most agents completely skip • Where Michael is investing his marketing dollars in 2026 — and why print is out

"Everybody has imposter syndrome in the beginning. You gotta get a little confidence, remove the ego, and just serve the customer." — Tom Ferry

If you want to break into luxury real estate or take your high end business to the next level — this episode is for you.

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