Tom Ferry: 3 ways to focus on the “plays that work”

Succeeding in real estate is often more about being consistent and focusing on the things that work for your business, rather than trying to follow the latest trend.

That’s the belief of US-based real estate coach, Tom Ferry who says focusing on “plays that work”, is the key for most people in all aspects of life.

Tom has three tips real estate agents should follow that will help them focus on the right activities.

Document the plays that work

Tom says it is critical to identify and record the activities and strategies that have consistently led to success in the past. 

“Do you have a documented list of plays that work for your evening routine, your morning personal routine, your morning business routine, your appointment setting routine, your email marketing, your open houses, the plays that work for taking out buyers or a buyer consultation or a buyer agreement getting signed,” Tom says.

“In an environment like this, where the greatest asset you have and I have is our time, can you afford to run plays that don’t work?

“Can you afford to always be trying something new every single time and not cementing once?”

By documenting these successful plays, you create a reference guide that can be used to maintain focus on what works and drive consistent results.

Focus on the activities that bring the greatest success

Tom believes that once you have documented the plays that work, prioritise these activities in your daily routine. 

He says by dedicating time and resources to the activities that have proven successful, you can maximise your potential for growth and profitability.

“There are so many plays we can run to be successful in business, just like there are so many plays you can run to be unsuccessful in business,” Tom believes.

“Fall in love with the mundane, fall in love with the boring, run plays that work, and you’ll have a great year.”

Learn from the plays that don’t work

Finally, Tom says it is critical to look at the way your business operates and analyse and document the activities that have not yielded the desired results you wanted. 

He says by understanding the mistakes and shortcomings in these unsuccessful plays, you can avoid repeating them in the future and refine your strategies for better outcomes.

“We learn a lot from our mistakes, but only if you document them,” he says. 

“Otherwise, we have a tendency to repeat them over and over again.”

Show More

News Room

If you have any news for the Real Estate industry - whether you are a professional or a supplier to the industry, please email us: