The Tom Ferry Podcast Experience

Welcome back to Tom Ferry's Outliers Series—where we study the disciplines of agents who are doing extraordinary things.

 

What does it take to go from no clients and no money to leading the top-producing medium-sized team in the country at Real Broker? In this episode, Tom Ferry sits down with Shannon Gillette to unpack her remarkable journey of growth and the leadership principles that fuel her 300+ transaction-a-year business.


Shannon shares a candid look at the mistake that cost her a $2 million listing and the specific communication systems she implemented to ensure it never happens again. She also explains why she is abandoning "polished" video trends for a more authentic, "talk to a friend" approach that is already winning her multi-million dollar listings before they even officially launch.

 

If you are feeling the burnout of being a solo agent, struggling to stay consistent with your content, or looking for a way to stand out in a crowded market, this conversation is your blueprint for the next level.

 

In this episode, you’ll learn:


The Communication Reset: How using automated, detailed seller reports can prevent you from getting fired and prove your value every week.


The Content Rebrand: Why big captions, speed ramps, and "sales voices" are dying, and what the new era of authentic storytelling looks like.

The Culture Code: Why Shannon considers gossiping or complaining a form of "stealing" from the team and how to hire only those who align with your core values.


The YouTube Advantage: How to leverage the world’s second-largest search engine for listing marketing that attracts buyers who aren't even actively looking.

The Reality of Scaling: The first move you must make to transition from a solo agent in a panic to a team leader who actually experiences traditional weekends.




Ready to build a business that serves your life instead of consuming it? The most successful agents don't just work harder; they build better systems and surround themselves with the right mentors. Discover how Tom Ferry coaching can help you find your path to 300+ deals while reclaiming your time.

 

Schedule a free coaching consultation today: 📞 https://www.tomferry.com/free-coaching-consultation/

How's the market? It's the question every agent gets asked. And in Summer 2026, no two markets give the same answer.

 

This week, Tom sits down with David Childers, CEO of Keeping Current Matters, for the data and context agents need to give clients the right answer right now.

 

David brings the latest on mortgage rates, inventory, pricing, and foreclosures. And contrary to what most of the headlines are saying: no, the market isn't crashing.

 

If your sellers think they'll get asking price, your buyers think rates will crater, and everyone thinks foreclosures mean another 2008 — this episode is your reset.

 

In this episode, you'll learn:

The Bifurcation Map: Why California, Washington, and Florida prices are softening — while the Mid-Atlantic and Northeast remain rock-solid.

The Rate Reality: What mortgage rates are actually doing — and the lender play that can lower a buyer's rate today.

The Equity Cushion: The number every agent should have memorized.

The 80/40 Listing Truth: 80% of sellers expect to get their asking price. Only 40% do. Here's how to use that gap on listing appointments.

The Inventory Reality: Why only 15 states have returned to 2019 inventory — and what that means for your local market.

 

Watch the episode now and then make sure to download David’s slides to use them in your presentations, conversations, and marketing.

Get David’s slides here: 

👉https://docs.google.com/presentation/d/1iOsH-FyajxgrpXIUdpEnLK78zGfiUz97/edit?usp=sharing&ouid=110484379841180842609&rtpof=true&sd=true

 

Ready to become the agent your market actually trusts for answers?

The agents who thrive in markets like this don't have better opinions. They have better data — and the discipline to use it. That's the foundation of Tom Ferry coaching.

 

Schedule a free conversation with our office to learn more about coaching and see if it's right for you.

📞 https://www.tomferry.com/free-coaching-consultation/

This week on the podcast, you’ll hear from an agent who defied all the rules of real estate and came back more profitable than ever. 

 

At just 30 years old, Avi Becker of Santa Barbara, CA, has already scaled to $30 million in annual production. But after reaching the top, he did the unthinkable: he bought a one-way ticket to Bali and spent 11 months traveling. 

 

Now, he’s back, going solo, and proving that stepping away can be a shockingly profitable decision. 

 

You’re about to learn the mindset and tactical shifts required to build a high-level business that funds your wildest dreams instead of consuming them.

 

In this episode, you’ll learn:

The Sabbatical Strategy: Why Avi took 11 months off to travel the world and how he prepared his business to survive it.

The "Meeting the Parents" Hack: A genius charisma trick for open houses that turns cold visitors into lifelong clients.

The Long Game: How a $10.6 million luxury deal took five years of consistent, low-pressure follow-up to close.

The Value-Add Listing Strategy: How taking a seller to see a neighbor’s open house secured a $2 million listing over the competition.

Mindset Over Fear: The meditation and mental reframing techniques used to turn the "fear of going solo" into pure excitement.

The $5,000 Charity Bet: The exact prospecting discipline Avi uses to ensure his "reset year" hits $23 million.

 

Avi’s success wasn’t an accident. It was built through the structure of Tom Ferry coaching. Ready to build a business that actually supports the life you want?


Schedule a free call with a Tom Ferry consultant to see if coaching is your next step. 📞 https://www.tomferry.com/free-coaching-consultation/

It doesn’t matter how smart you are — going it alone isn’t a good idea. You need to have mentors to bounce ideas off, get outside perspectives, and help you see what you’re missing. In this Mindset Monday, I’m talking about the mentors who keep me on track. 

 

Looking for a top-tier mentor to guide you in your real estate business?

That’s what we do. 

👉https://www.tomferry.com/free-coaching-consultation/

Most agents are either ignoring YouTube — or posting videos nobody is searching for. Both are costly mistakes.

 

In this episode, Tom sits down with Aaron Cuha, a YouTube coach, real estate veteran, and host of Listing Velocity—YouTube Edition — a revolutionary new YouTube training program only for Tom Ferry Coaching members. 

 

Aaron has helped agents sell billions of dollars of real estate using YouTube. Here he gives you the full playbook: how to get found, build trust fast, and convert views into listings — even if you hate being on camera.

 

In this episode, you’ll learn:

The #1 video type that drives real buyer and seller search traffic

How to build a posting rhythm the algorithm actually rewards

Simple SEO moves that move the needle fast

Hooks and thumbnails that earn the click

How to turn one video into content everywhere

The mistakes that kill your reach before you even start

 

Want the full system?

Listing Velocity — YouTube Edition is a coaching-member-only program built to turn your YouTube channel into an active listing pipeline.