RealTrending: Tom Ferry reveals top ways for brokers to increase per-agent productivity

Tom Ferry, founder of Ferry International, takes his years of coaching brokers and boils it down to the top things brokers need to do today to increase per-agent productivity, why he thinks some brokerages have rocket-ship growth and how to manage teams.

Today’s RealTrending features an interview with Tom Ferry, founder of Ferry International. All right, this is Tracey Velt, managing editor for REAL Trends. Tom’s a partner with RealTrends for The Thousand and America’s Best Real Estate Agent rankings. Known for his positive, motivational and strategic coaching, Tom continues to inspire brokerage leaders through his videos, speaking engagements and coaching calls.

Here is a small preview of today’s interview with Tom Ferry. The transcript below has been lightly edited for length and clarity:

Tracey Velt: I’ve found that there are brokers who are extremely involved with their agents on a one-to-one basis. But, how do you scale that as you grow?

Tom Ferry: When I look at the most successful CEOs, broker managers and team leaders that I work with, they all take a much more thoughtful approach to the individual. The challenge though is that once you get beyond 25 or 30 agents in an office or 25 or 30 agents on a team, how do you scale that?

There’s no doubt that if you grab your phone and shoot five videos a day checking in with the top 100 agents in your company or the top 10 agents in your company — the people that we rarely see now because of the remoteness of our business — that will activate them. And yet, I will say just being a coach as long as I’ve been a coach, at the end of the day, it’s about what is going to inspire that individual to get out and do something?

REAL Trending features the brightest minds in real estate. Twice a month, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Victoria Wickham.