30 Things Mike Ferry Learned During Pandemic

The pandemic started out as a very scary “unknown” for real estate agents, but it quickly grew into a windfall for the best agents as buyers started closing on a record number of houses. Top real estate coach, Mike Ferry, watched this moment in time with great interest, and he’s using his expertise to share his top 30 lessons learned during the shut-down and re-opening of our nation.

1. I’ve learned that controlling what goes on in your head is critical to production and profits … work every day at strengthening your mindset.
2. To get your prospects and clients to respect you … you have to respect yourself and you’ll respect yourself at a higher level. “When you know what to say, you can do what you’re supposed to do.”
3. Most agents did not do well during the pandemic because they never paid close attention to their database and they never tracked where their business came from … because of these two things, they were hurt in both productivity and income.
4. I’ve learned from the pandemic, we need to communicate more than ever with the world … certainly not less.
5. I’ve learned that we cannot be a loner and expect high acceptance in the community.
6. I’ve learned that throughout the pandemic, we have to eliminate emotions and drama faster than ever … if we expect to grow.
7. I’ve seen and watched agents get completely off track because they allow distractions and unimportant things to run their day.
8. I’ve learned that agents have quickly developed excuses that we keep repeating to ourselves and therefore we actually believe … we can’t do our jobs.
9. I’ve learned that the challenges we face during the pandemic were not just in individuals … they applied to everyone so let go of them.
10. I’ve learned that everyone needs daily doses of positive reinforcement to keep moving throughout the course of the day.
11. I’ve learned that most people, and I know it’s a generality, are mentally not tough enough, which makes it easier for those who are tough, to win.
12. I’ve learned that what we think about all day defines not only who we are and what we do but what we can accomplish.
13. I’ve learned that too many people are way too attached to the past and how the business used to be and therefore they can’t adapt to today.
14. I’ve learned that everybody needs to give in to coaching and allow themselves to be coached … it’s no longer an option … it’s a requirement to be competitive.
15. I’ve learned that sticking to a precise production-based schedule is still the answer to all problems you would have.
16. We can all do a lot more in a single day than we ever thought possible if we keep our mind on production-based activities.
17. I’ve learned that the more productive the agent, the more they do exactly what we tell them … the less the productive the agent, the more they question everything we ask and argue with us. Which agent are you?
18. I’ve learned that it takes more time than we thought to create a new level of productivity … it can take from 90 days up to 18 months to make a change in our behavior.
19. I’ve learned that if you complete a 90-day production cycle, you’re going to succeed … depending upon the intensity of the work you do.
20. I learned that the numbers that we’re involved in do not lie … unless we lie about the numbers.
21. There’s no magic answer to being a top producer … make quality contacts every day and your production will continue to rise.
22. I’ve learned that Real Estate people need to become businesspeople quickly if they want to grow and profit in high volume.
23. True blind faith is being able to see the results before you actually take all the actions.
24. I’ve learned that we know there are no new problems that we are dealing with … just continue to do your job and respond quickly to problems that come up.
25. I’ve learned that if we put the same energy into learning how to sell that we put into creative avoidance behavior … we’ll achieve our goals that much faster.
26. I’ve learned that the MFO Sales System is fool proof as long as you try it.
27. With the market being as hot as it is, the number one problem among most Real Estate agents is complacency … take advantage of the market we have.
28. Canned/scripted presentations are the answer to developing the confidence to produce at a high level. Stop fighting them and use them.
29. High profitability comes from personal production … building a team is fine but personal production is the answer.
30. I’ve learned that during the pandemic our number one critic seems to be ourselves and we beat ourselves up way too much. Remember … “I am a great salesperson.”