comprehensive learning program - tom ferry · 2019-08-07 · comprehensive learning program gain...

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Ferry International, LLC | 888.866.3377 | tomferry.com4

Did you realize if Success Summit was a person, it could get its driver’s license now?That’s right… this is our 16th annual Success Summit!And I truly believe we’ve done everything possible to make this “Sweet Sixteen” our best one yet!So… THANK YOU for being here and WELCOME to the best four days we’ve ever presented.

Here are a few tips to make the most of your Summit experience:

ENGAGE: Get out of your shell, open your mind, and lean in! There’s a ton to be learned in the next four days, but ultimately Summit is what you make of it. Pay attention, take notes, and continually ask yourself how what you’re learning can apply to your business. Also, meet new people! The educational aspect of the Success Summit extends far beyond the stage. There are thousands of incredible professionals here with you. Pick their brains, exchange ideas, and grow your mind, your business, and your network.

GET OUT OF YOUR COMFORT ZONE: If you’re here with a group, I strongly encourage you to split up and sit with others. (Then you can re-group later and exchange notes and ideas.) And if you’re here alone, choose a new seat every day. Growth is all about getting out of your comfort zone to bring about desired changes. Sitting somewhere new and meeting new people is a great start!

PLAY IT COOL: Yes, you’re away from home. Yes, we want you to have fun. But play it cool… don’t overindulge at night. Get your rest, hydrate, eat well, and get up early to get your body moving before the event begins each morning.

PRIORITIZE YOUR TAKEAWAYS: You’re going to learn a lot over the next four days… way too many actionable ideas to implement all at once. I suggest taking some time toward the end of the event to start prioritizing what you’ve learned so you can set a clear course to move your business forward after the event!

Thank you again for being here and congratulations on beginning the journey to transform your business (and your life!) into exactly what you want for your future!

Tom Ferry | CEO - Owner

how to get the most from the summit

Ferry International, LLC | 888.866.3377 | tomferry.com 5

Thank you to our sponsors

AGENT IMAGE

Summit Agenda

DAY 1 - Tuesday, August 13, 2019

8:00am - 5:00pm ACC North - Level 100

1:00pm - 5:00pm ACC North - Level 200


DAY 2 - Wednesday, August 14, 2019



12:15pm - 2:00pm Arena Plaza

2:00pm - 4:30pm ACC North Level 100 / South Level 2

5:00pm - 7:00pm Hilton - California Ballroom

DAY 3 - Thursday, August 15, 2019


10:00am - 12:30pm ACC North Level 100 / South Level 2



7:00pm - 11:00pm House of Blues Anaheim

DAY 4 - Friday, August 16, 2019





Time Location

6 Ferry International, LLC | 888.866.3377 | tomferry.com

Summit Agenda

Registration / Check-In / Customer Service (Doors Open at 11:30am)

Afternoon Session with Tom Ferry

Welcome Reception (All Attendees)

Registration / Check-In / Customer Service

Morning Session with Tom Ferry + Chris Voss (Doors Open at 8:30am)

Lunch Break (on own)

Breakout Sessions (Check out Event App or page 8 & 9 for details)

C3 Reception: Coaches, Clients and Cocktails (Coaching members only)

Registration / Check-In / Customer Service

Breakout Sessions (Check out Event App or page 8 & 9 for details)


Afternoon Session with Tom Ferry

Tom Ferry After Dark (Coaching members only)

Customer Service

Morning Session with Tom Ferry + Tom Bilyeu (Doors Open at 8:30am)


Final Session with Tom Ferry

Agenda Item *Time, locations and speakers were current as of press time and are subject to change.

7Ferry International, LLC | 888.866.3377 | tomferry.com

WEDNESDAY - AUGUST 14, 2019

THURSDAY - AUGUST 15, 2019

ROOM 204 152/153 161/162 163

ROOM 204 152/153 161/162 210

Session 3

10:00-11:00AM

Session 4

11:30-12:30PM


breakout sessions

YouTube Ads Are Insane!

4 (step-by-step) campaigns to run

Jason Pantana

Campaign Case Studies: 5 Facebook

Ads That Kill It (Every Time!)

More engagement, more clicks, more clients!

Jason Pantana

Marketing X Multipliers

Top Producer Tactics/Techniques

Bri Martin, Eric Eickhof, Judy Michaelis, Sandra Pike

Moderator: Johanna Fatheree

The Foolproof Listing Launch

FormulaWin EVERY listing

(& buyer)Bill Pipes

Rehumanize Your Business

How personal videos accelerate sales and improve customer

experienceEthan Beute

Convert & Close More Leads Now

Bill Pipes

Become the Dominant Agent

in Your FarmAndy Tse

Glennda BakerMary Maloney

Moderator: Trey Willard

TrackROOM 204 152/153 161/162 210

ROOM 204 152/153 201 210

Session 2

3:30-4:30PM

Marketing & Lead Gen 1track Marketing & Lead Gen 2 Lead Conversion 1 Lead Conversion 2

Session 1

2:00-3:00PM

Instagram X-Factor

Complete guide to Insta-Domination!

Jason PantanaDanielle Garofalo

Marketing X Multipliers

Top Producer Tactics/Techniques

Bri Martin, Eric Eickhof, Judy Michaelis, Sandra Pike

Moderator: Johanna Fatheree

Convert & Close More Leads Now

Bill Pipes

How to Generate Over $500,000

in Income from Expireds Your

First YearDevin Tryan

2020 Video Marketing

Leverage video to the max AND grow your

business (faster)Jason Pantana

No-Holds-Barred Interviews w/ the Instagram Elite

Keri White, Phil Gerdes, Taya DiCarlo

Special Interview: Yitzi Nussbaum

Moderator: Byron Lazine

Mastering the Art of Objection Handling

Candace DeckerDoug Edrington

Tom Toole

Moderator: Brittney Guadagnoli

The 4X Multiplier: How to Turn 1 Sale Into 4

Karen StonePaula Clark

Shawna Martinez

Moderator: Trey Willard

30 MINUTE BREAK

30 MINUTE BREAK

How to Get More Names, Info & Deals

from EVERY Open House

Eileen RiveraHaneen Hayder

Melissa Kwan (Spacio)

Moderator: Debbie Holloway

breakout sessions

THURSDAY - AUGUST 15, 2019

201 163 207 main stage 202


How to Build Your Business for Maximum Profits

Debbie Holloway

7 Life Lessons I Learned Climbing

AconcaguaBill Pipes

Expired Role Play Championship

Hosted by: Jeff Mays

Featuring: Adriana Pickard, Carolyn Young, Devin Tryan, Jay Bond, Josh Huglen, Robert Mack, Ryan Skrzypkowski, Tom Toole

Level 10 HealthHow optimizing your health can increase

your wealthKathy Ferry

Pam Jacobson

Triple Your Sales from the #1 Income

Pillar - Your COI & Past Customer Database

Adriana PickardKris Weaver

Moderator: Jeff Mays

To Team or Not to TeamHow to build a

dynasty without a huge teamDebbie Holloway

How to Value and Sell Your Agent

PracticeSteve Murray

The Coaching Conversation

Everything you need to know about Tom

Ferry CoachingTom Ferry

The Benefits of Tech Enabled

CoachingTF Tech Insiders

Become the Master of Your Schedule

Hacks & Apps that help you achieve more in less time

Alan ThompsonKirk Kessel

Mark Pattison

Moderator: Jeff Mays

RE Tech ToolsBest practices to

change your businessDeanna Haas (Fizber)

Jon Krabbe (Agent Image)Toufic Mobarak (MobileSphere)

Moderator: Jessica Grover

Personality Positioning

How to forge stronger connections and win

more dealsDebbie Holloway

Why Getting What You Want In Life Starts By Looking

InwardJeff Mays

The Benefits of Tech Enabled

CoachingTF Tech Insiders

How to Hire, Train and Manage a World-Class

TeamLisa Chinatti

Jason Posnick

How to Create Generational

WealthSo you can actually

retire from real estate Andy Dane Carter

Jeffrey Samuels

BreakthroughTop agents share their strategy for

BIG successTom Ferry

Ask Me AnythingTom Ferry

Level 10 HealthHow optimizing your health can increase

your wealthKathy Ferry

Pam Jacobson

207

207

207

163

163

210

201

161/162

201

main stage

main stage

main stage

202

202

202

leadership mindset, motivation, goals main stage ...and more!strategic tips, tricks and tools

30 MINUTE BREAK

30 MINUTE BREAK

How to Produce *Pro-Grade* Videos(w/o breaking the bank)

Amber Anderson, Bryan Koci, Chris Kwon,

Tim Macy

Moderator: Ethan Beute

WEDNESDAY - AUGUST 14, 2019

Ferry International, LLC | 888.866.3377 | tomferry.com

table of contents

10

8 Drivers of Geometric Growth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20

37 Ways to Generate More Referrals . . . . . . . . . . . . . . . . . . . . . . . . . 30

Out-Position & Out-Market the Discounters & Disruptors . . . . . . . . 42

Negotiation Secrets from an FBI Investigator (Chris Voss) . . . . . . . . 52

Top 11 Listing Sources for More Appointments. . . . . . . . . . . . . . . . . 62

21 Best Marketing Tactics to Generate More Listings . . . . . . . . . . . 72

Mindset & Money . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82

How Will You Impact the World? (Tom Bilyeu). . . . . . . . . . . . . . . . . . 92

Blueprint for Building Your 2022 Dream Business . . . . . . . . . . . . . 100

Breakout Sessions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 108

Be real. Be authentic. Just be you.


#TFSummit19


Frequently asked questions

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IS THERE WI-FI?Yes, the Anaheim Convention Center offers FREE Wi-Fi!

DO I NEED TO WEAR MY NAME BADGE / LANYARD? Yes! Attendees (and guests) must wear their name badge and lanyard at all times. Security will not allow anyone inside the main ballroom or other events without credentials. A replacement badge and lanyard can be purchased at the Customer Service, Level 100 for $150.

I LOST MY WORKBOOK. CAN I GET ANOTHER ONE?Be sure to write your name in your workbook as a precaution and check with Customer Service on Level 100 to see if it was turned in. If you lose your workbook, a replacement workbook can be purchased for $50.

IS THERE A LOST & FOUND?Lost and Found is located at Customer Service on Level 100.

WHAT IS THE WRISTBAND FOR - DO I NEED ONE?Wristbands were given to Coaching Members at Check-in and are required for the client exclusive receptions and parties. Your wristband gets you in and has your drink tickets attached – so don’t lose it! Replacements will be available for $50 at Customer Service on Level 100.

WHERE CAN I BUY A SNACK OR LUNCH?We encourage attendees to stay on site and for your convenience we’ve arranged Food Trucks during lunch hours and a Cash & Carry Concession stand where you can grab a quick bite! There are also food and beverage outlets at the Hilton and several restaurants within walking distance of the Center.

PARKING:Located at Car Park 1 and 4. Rates vary. Go to https://www.anaheim.net/1163/Maps-Directions/ for more information.

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Frequently asked questions

13

*Time, locations and speakers were current as of press time and are subject to change.

WHO CAN I TALK TO ABOUT COACHING?If you are interested in speaking with any of our top Business Coaches and Coaching Consultants, head to the coaching booths in the back of the main ballroom, Level 200 and on Level 100. Look for someone wearing an “Ask Me About Coaching” button!

WELCOME RECEPTION Tuesday, August 13, 5:00pm - 7:00pmAll attendees welcome!Located on Level 100, don’t miss this networking opportunity following Day 1’s Session. Get ready to mingle with the best in the industry! This is a non-hosted event. Cash bars will be available for drink purchases.

C3 RECEPTION: COACHES, CLIENTS AND COCKTAILS Wednesday, August 14, 5:00pm - 7:00pmExclusive for Coaching Members Come connect with your Coach and re-connect with old friends – and make some new ones! Wear your wristband (drink ticket attached) and lanyard for entry. This event is exclusive for Coaching Members only. Event will take place in the California Ballroom (Level 2) at Hilton Anaheim.

TOM FERRY AFTER DARK! Thursday, August 15, 7:00pm - 11:00pmExclusive for Coaching MembersWe are excited to host our annual Tom Ferry After Dark dance party at the House of Blues featuring Jukebox! We all had a blast last year and we know this year’s party will be too – so don’t miss it! I.D. and wristband (includes two drink tickets) required for entry. Sponsored by Bank of America.

summit scavenger hunt

14

Use the Hashtags: #TomFerry #TFSummit19Post your photos / videos and tag on a channel below

Prizes Include: Swag, 2020 Summit Tickets or LiveCast 2020!

@TomFerry

Day 1Take a pic by any Success Summit sign

Day 2Post a pic on social with Summit merchandise

summit scavenger hunt

15

Follow the Guidelines Below to Win Cool Prizes

• 1 winner per day• 3 chances to win• 1 bonus winner

Day 3Post a pic with a new friend you met at Summit

bonusPost a video of main stage action at Summit

ACC SOUTH - Level 2

HALLS A - D

Grand Plaza

Breakout Sessions

16

event map

100 LEVEL• Registration / Check-In• Customer Service• Breakout Sessions• Merchandise• Cash Concession• Welcome Reception

200 LEVEL• Main Event• Breakout Sessions

• Food Trucks during lunchARENA PLAZA (Outside)

• C3 Reception: Coaches, Clients and Cocktails

HILTON ANAHEIM (California Ballroom)


Tom Ferry After Dark400 Disney Way #337,

Anaheim, CA 92802

800 W Katella Ave,Anaheim, CA 92802

MAIN STAGE

Plaza Level

Level 100

Level 200

ArenaPlaza

HiltonAnaheim

CarPark

1

CarPark

2

Arena

Cash ConcessionFood Trucks

Registration Customer ServiceBreakout Sessions

C3 Reception: Coaches, Clients and Cocktails

ANAHEIM CONVENTION CENTER

event map

17Car

Park1

CarPark



Emily Terrell

Karen Stone

Joining the Tom Ferry Coaching program is one of the best decisions that I could have made for my career. My amazing coach has

helped me to systemize my business and continue to have exponential

growth each year that we work together. More than just the additional business and money, my coach also helped me through major milestones in my life and business. They helped me to modify my business so that I was able to keep my newborn baby home with me for 9 months, as well as regroup and reorganize my business after my business partner decided to part ways, all without having my business suffer. More than just a program, the Tom Ferry network is a family who is ready and willing to offer advice and guidance, but also the support. This program has personally helped me grow from 36 transactions my first year, to a goal of 115 transactions in my fourth year as a solo agent.

The Tom Ferry organization has been much more

than just the coaches I’ve

been privileged to have. Over the last 5

years I have not only been coached by some of the most amazing people ever, with such a wide range of skill sets and backgrounds and coaching styles, but along the way, with each event, I’ve learned from countless other agents who have turned into my family. I always tell people it’s more than just the coach. For me, it’s the community of agents who wake up every day at 5am to kick off their day with the right mindset. It’s the mastermind group formed within the ecosystem who are my support system on our calls each week. It’s the morning breakfast, lunches, and dinners in cities all over the country with amazing agents who come together to break bread. It’s the group of WIRE women, inspired and formed by my amazing coach, Debbie Holloway, who are my closest friends and my tribe. It’s the network of agents I can trust and send my clients to when they have a real estate needs anywhere in the world. It’s being asked to be the featured speaker on a team huddle in a totally different market, only to be followed by receiving a referral. My mindset and my life will never be what it was before coaching. Tom taught me to think bigger, to dream bigger, and most of all, to plan for bigger things. For me, it’s not just about my production and tracking and knowing my numbers. It’s a mindset that relates to all aspects of my life. I am so appreciative for this network and Tom and all of the incredible coaches.

Life Changing results

8 drivers ofgeometric growth


8 drivers of geometric growth

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Every day really mattersWhat you do

37 ways to generate more

referrals


37 ways to generate more referrals

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TOP BIG IDEAS & ACTIONS

By Who? By WhEN? Expectation of $/ROI

out-position & out-market the discounters & disruptors



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STAND OUT



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How I view myself determines what I believe about myself

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AVOID THEroller coaster

Got my license!

My first sale!

Nobody is answering their phone. Bank account is

nearly empty.

Lost the high-budget buyer to my competition!

Scored ahigh-budget

buyer.

What Now?

Woo-hoo!Signed 3 big listings.

Argh ... This is tough

Replace the fear, panic and worry of the roller coaster with systems, consistent lead flow, appointments, deals & ambition to get you on the fast track to success.

VISIT THE COACHING BOOTH TO SEE WHICH COACHING PROGRAM IS RIGHT FOR YOU!

negotiation secrets from an fbi investigator (Chris Voss)


negotiation secrets from an fbi investigator

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No Excuses



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Are you going to get to what you want?



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coaching changes lives

Monica Carr Before Joining Coaching: 9 Transactions$120,000 GCI

After Joining Coaching: 110 Transactions$2,002,446 GCI

Devin Tyran Before Joining Coaching: 8 Transactions$115,650 GCI

After Joining Coaching: 25 Transactions$385,763 GCI

visit tomferry.com/testimonials for more success stories

top 11 listing sources for more appointments



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THINK BIG - DO BIGGER

21 best marketing tactics to generate

more listings


21 best marketing tactics to generate more listings

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mindset & money


mindset & money

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MAKE THINGS HAPPEN


mindset & money

how will you impact the world? (tom bilyeu)


how will you impact the world?



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blueprint forbuilding your 2022

dream business


blueprint for building your 2022 dream business



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BREAKOUT sessions


BREAKOUT sessions

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breakout sessions


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Rehumanizeyour communication

Our coaches are focused on making your business repeatable and scalable so you can fulfill your greatness.

your coachWow! As a newer agent, I was very fortunate to be exposed to Tom Ferry and his organization! I attended The Summit two years ago and left thinking that if I was going to be the most successful agent I could be, it was imperative to have the cutting edge information, the guidance and experience from his amazing team of coaches and the on-going support from Tom and his organization! I am now in my second year of coaching and cannot fathom having a real estate career without the support from my truly awesome coach! Every day I get up and move throughout the day knowing that I have my coaches amazing experience, accountability and most importantly their genuine caring and support for me and my business! I am grateful!

- Richard Klas | Coaching Member

128 Ferry International, LLC | 888.866.3377 | tomferry.com

Write your success story even faster with a coach who is equipped with a proven track record in the business.

your coach your storyMy time with Tom Ferry coaching has been nothing short of amazing. Having been in real estate for less than 3 years, I have seen incredible success. Year one I was my companies National Rookie of the Year w/ 37 transactions, $12Mil in volume and $290,000 in GCI, Year two was incredible w/ 64 transactions, $23Mil in volume and $555,000 in GCI and as of this moment, the close of quarter 2 of my third year in real estate, I already have 53 transactions closed, $26Mil in closed and escrowed volume and over $500,000 in closed and escrowed GCI! Looking back, it’s easy to attribute much of my success to the experience, coaching, quick chats, masterminds & ecosystem that the organization has offered. I truly believe that I’m years ahead of the crowd, setting the new standard for real estate done right. Thanks Tom Ferry, my coach and everyone in the ecosystem for helping to make this my reality!

- Phil Gerdes | Coaching Member


5 step coaching system

join today! tomferry.com/join

Raising the level of success by empowering agents to build businesses that are repeatable and scalable.

1

2

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5

Define Your Ambition & Goals

Establish Where You Are & What Holds You Back

Remove Barriers & Design a Plan to Close Gaps

TrackingTraining

Accountability

ReassessEvaluateAdjust

5 Disciplinesof

Execution

8 Levelsof

Performance8 Levels of Performance8. Exit / Succession Plan7. Extend Cash Cow6. Team Outproduce Me5. Grow Team4. Hire an Assistant3. Consistency & Conversion2. Diversify L.G./Plan/$Increase1. No Budget or Leads

1. Have a W.I.G / Rally Point

2. Act On Your KPIs

3. Scoreboard

4. Cadence of Accountability

5. Celebrate Success

Private 1-on-1Coaching Sessions

CORE ELITE

most popular

TEAM

2418

48 4836 36Group

Training Sessions

Core+ Mastermind Group

Elite+ Mastermind Group

Team+ Mastermind Group

Elite+ Retreat

Team+ Leader Retreat

Online Business Plan

Activity Tracking

Video Role Plays

Task Management

Smartest Referral Network

5 step coaching system

comprehensive learning program - tom ferry · 2019-08-07 · comprehensive learning program gain...

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