Tom Ferry on how to increase per-agent productivity

Today’s HousingWire Daily features a crossover episode with RealTrending, a podcast that focuses on interviewing the brightest minds in real estate and the housing market. In this episode, RealTrends Managing Editor Tracey Velt interviews Tom Ferry, founder of Ferry International. In this episode Ferry boils down the top things brokers need to do today to increase per-agent productivity, and why he thinks some brokerages have rocket-ship growth.

Here is a small preview of the interview, which 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?

HousingWire Daily examines the most compelling articles reported across HW Media. Each afternoon, we provide our listeners with a deeper look into the stories coming across our newsroom that are helping Move Markets Forward. Hosted by the HW team and produced by Alcynna Lloyd and Victoria Jones.