Ricardo Bueno

Online Marketing Strategies for Real Estate

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Ep. 1: Mindset, Marketing, & Messaging With Tom Ferry

We’re in a weird time right now. 

There’s a lot of uncertainty. 

When you’re unsure, you need to make smart decisions. But also, stop worrying about what you CAN’T control and focus on the things that you CAN control. 

Things like: 

  • Your reputation
  • Your relationships
  • Your past clients
  • Your prospecting

These are the foundations, or the building blocks, of a successful real estate career. 

Right now, with everything that’s going on … 

You need to be digital first. 

You need to have systems. 

You need mentorship (to help weather you through the storm). 

Business doesn’t STOP. It’s quite the opposite, you need to communicate with your clients and prospects, and you need to actively build a pipeline of future business. 

To help me paint a picture of what all of that looks like, I’m joined by real estate coach, CEO, and business mentor, Tom Ferry – who helps real estate professionals do just that, day in and day out. 

Join us as we discuss: 

  • The mindset shift you need to make to shore up your business right now
  • How to develop an effective communication strategy with your clients and prospects
  • What you need to do right now to continue to market yourself and grow your business, tastefully

… and more! 

Click the flash-player below to listen in: 

Show Notes: 

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Transcript:

Ricardo Bueno (01:41):
Welcome everyone. We’re in a weird time right now. There’s a lot of uncertainty out in the marketplace and when you are unsure, you need to make smart decisions but also stop worrying about what you can’t control and focus on the things that you can control. Things like your reputation, your relationships, your past client strategy and your prospecting strategy. Do you have enough fishing lines out in the water to build a pipeline of future business? These are the foundations or the building blocks of a successful real estate career. You’ve heard me say that before.

Ricardo Bueno (02:14):
Right now more than ever, you need to be digital first. You need to have systems, you need mentorship to weather you through the storm. Business doesn’t stop. In fact, it’s quite the opposite. Like I said, you need to build a pipeline, a future business, but what does that look like? You need smarter strategies and now more than ever, you need to execute. To help me paint a picture of what all of that looks like, I’m joined by real estate coach, CEO, and business mentor who helps real estate professionals just like you do just that, day in and day out. Tom Ferry, welcome.

Tom Ferry (02:50):
Hey, thank you Ricardo. I appreciate the opportunity to talk to your tribe.

Ricardo Bueno (02:56):
Tom, it’s crazy times. There’s a lot of angst I think out in the marketplace and a lot of people are thinking, “Ah man, my plans off for the year,” or a lot of people are thinking there’s a lot of fear in the marketplace. How do you handle your current transactions? What does business moving forward look like? I thought we can break this up into a couple of different conversations. Maybe the first one that we start with is mindset, because for a lot of people, I mean what the heck is going on? Right? We can’t control this, but there’s certain things we can do. Where do we start?

Mindset Matters

Tom Ferry (03:29):
Yeah, I mean that that really is the question and I’m going to answer it two ways. First, I’ll tell you that just in the last week I probably talked to 75 plus teams and team leaders. I’ve done more content and more training than you could probably imagine, around all the things that matter today. Your marketing, your messaging, your branding, how important your tone is today. Even this morning with several thousand people in our program having a conversation with them just around mental toughness and mindset routines. The thing that I’m stressing to people right now is like for 31 years I’ve been doing these things. Affirmations, which some people would make fun of or writing goals or having a morning routine that fires you up. The reality is we do those things for these moments.

Tom Ferry (04:28):
The hard part is right now there’s a lot of people that they’re finally recognizing …

Ricardo Bueno (04:32):
That we need to do these things.

Tom Ferry (04:34):
Yeah. That thoughts are things, like everyone’s got a reticular activating system in our brain. If you keep thinking about all this bad stuff, then all you’re going to find is more of the same. No different from the old example of if you wanted a new white Lexus everywhere you drove, all you saw was a white Lexus. It’s the same thing. I’m kind of seeing people in three different categories right now. I’m seeing people that are in an absolute state of panic. Listen, I don’t wish ill will on anybody. I say blessings to them. I wish them peace. If they’re in the real estate business, I remind them that we need them to come back. We need them to get facts and data. Get out of the right side of your brain with the emotion and the fear and get to the left side.

Tom Ferry (05:17):
Look at KCM as an example, of keeping current matters and the content that they’re putting out, which is designed to help us help clients. It starts first with helping yourself. I talked to a woman a couple of days ago, she actually told me that she’s tracking the death rate in every state by county.

Ricardo Bueno (05:33):
Oh no.

Tom Ferry (05:35):
I said to her, “Do you have children?” She’s like, “Yeah.” I said, “I could only imagine what the dinner table is like, the conversation is like.” I mean if you’re a real estate agent and that’s what you’re tracking right now, like that’s what you’re focusing on. She said, “Well, I just think it’s important.” I said, “I’m not questioning if it’s important or not. I’m questioning what impact does that have on your emotional state.” Then we all know how you feel on the inside radiates to people on your outside.

Ricardo Bueno (06:02):
100%.

Tom Ferry (06:03):
If that’s what you’re thinking about, you’re in trouble. The second group is the group that’s like … every agent knows the phrase, “Ghosting,” right? You meet an agent, Ricardo, or you meet a prospect, you meet a buyer, you meet a seller, and they’re all excited and you’re jiving, you have a great relationship and all of a sudden they just go dark on you. I’m seeing a lot of agents going dark right now. We know that the first rule of leadership is to see things as they are. Not better, not worse, see it as they are. Number two, communicate like crazy. Communicate so everybody understands what to do. If you’re going dark right now and you’re not communicating, you’re out of sight, out of mind. You’re breaking the first rule of trust, which is connection, which is conversation, which is dialogue.

Tom Ferry (06:46):
You’ve spent a year or 50 building trust and credibility in your brand, in your marketplace, as an agent that people trust to go to and you’ve gone dark on them. You’re killing trust. Then thank goodness because of guys like you and myself and many others, we’ve got these incredible tribes that are in various stages rallying around the country and in my case around the world to communicate, to messaging, to help people. I only have three rules. Number one is safety first. That means you, your family, your health and vitality, your team, your tribe, your community. It also means your finances. We can talk to a lot of people about their finances right now, making sure that they’re ready for what’s to come.

Tom Ferry (07:30):
The second rule is you’ve got to keep your business moving forward. I know we’ll talk about that. The third one is you better be loading the cannon. Specifically like you better be prospecting and marketing. You just have to do it differently today. The right tone and the right message. Thank goodness there’s a third of us out there that are doing the right stuff and I’m kind of praying for that two thirds of the other group to come back, because we can’t do this alone. We need everybody to help.

Messaging & Selling

Ricardo Bueno (07:56):
Right. Maybe this is a good time to talk about messaging. I’ve seen a lot of brands who are completely tone deaf to what’s going on right now and I’ve seen a lot of … there isn’t a playbook for how to communicate during a pandemic. A lot of us are making it up as we go. How do you find that right balance and is now a good time to sell?

Tom Ferry (08:24):
It’s interesting talking with clients and then people that have contacts and relationships within China, Shanghai, Beijing, like as we sit here, on what is it, April 3rd, they’re back. If I call my buddy who runs one of the biggest real estate companies and his office is headquartered in Milan, right now they’re in survival mode. Fortunately, knock on wood, it looks like they’re getting closer to the end of this, where if I called somebody in New York City today, they feel like they’re in the thick of it. Then I call somebody in Phoenix, Arizona and they say, “I opened up 40 escrows last week.” I’m like [crosstalk 00:09:03]. I think the most important thing is to understand the situation that you’re in. Your company, your broker, your rules, and making sure you’re paying attention to that.

Tom Ferry (09:13):
I talked to a client a couple days ago in New York City, she sold a $1.2 million house right or apartment. Site on scene by the buyer. Now the seller was able to take Zoom and walk around and show it and have a conversation to the buyer, could ask questions. It’s very complex to do business always in New York City, but let alone in this environment. The thing that I tell people is tone is everything. Everything you have that’s automated in terms of marketing, turn it off. I mean you’re seeing the same thing I’m seeing.

Ricardo Bueno (09:43):
Yep.

Tom Ferry (09:43):
People are going, “Hey, the spring market is here,” and I’m going, “Oh my goodness. Please.” I think the kind of two people, two hour rule is really important right now. Hey, I’m going to do a social post. I’m going to show it to two people and I’m going to wait two hours before I post it. I’m going to get some feedback at the minimum because I told people on April fool’s Day, “Today’s not the day to make jokes.”

Ricardo Bueno (10:11):
Nope, not at all.

Tom Ferry (10:13):
I made fun of myself. Which you can do, but even then I have to be mindful that like some people could take it the wrong way. You ain’t got to just listen to the just sold card today is probably a bad idea, but maybe just a stark black and white postcard that just says, “We’re in this together,” that kind of messaging is just a little more sensitive and mindful for prospects today because every one of us knows someone that’s going to be impacted by this, whether it’s impacted financially or heaven forbid, impacted in a health way. I think you need to keep your hand on your heart when you’re writing that message or typing that out or thinking about that video you’re going to shoot and just be very mindful of where people are at.

Safety & Finances

Ricardo Bueno (10:55):
Right, 100%. Let’s talk about business. A lot of our 2020 goals, business plans, those are out the window at the moment. If I’m a broker, what do I need to be looking at? You kind of addressed this a little bit, but what’s the first step and how do I start to position myself for this?

Tom Ferry (11:17):
Broker or agent, if we’re talking about someone that owns a company, I’m talking to a lot of CEOs right now and you know the first thing is, and this is going to sound … it should just be common sense. Safety for your agents, your staff, and your team. Number two is get really, really honest about your cashflow and where you’re at financially. I’m advising some CEOs where they had stockpiled enough cash that, hey, if you’re going to furlough someone because you simply don’t have the work for them, you’re not opening up enough transactions, do it gracefully and help them make that transition through the federal government, the state government, et cetera for some income. It’s like in relationships. You love on these people in the beginning, and then if you’re horrible at the end, like that’s also bad for your brand. Number one is safety.

Tom Ferry (12:10):
Number two is your finances if you’re a broker, and the same rule applies to an agent. We’re telling agents right now that you need to just go through all your credit cards and just figure out what are your non-essentials. I mean, what’s all this, like the three gym memberships that you never went to the in the first place? All the subscriptions you’ve been paying for that you don’t really need. I’m telling people that I work with that … I’m not going to say names in fairness to them, but that have tons of reserves. I’m telling them to do the same thing. I think everyone needs to pay attention right now to their mortgage, with forbearance rules and all that.

Tom Ferry (12:44):
As we’re talking about this, there’s been a lot of confusion with what’s happening with the payroll protection program. Not confusion around the program, but around the process of actually submitting your application. I was on the phone a couple of nights ago with one of the biggest banks in the country and talking to their lead person on the SBA and the guy and the gal, they’re telling me, “Just tell everybody they’ve got to get it done by this date and they’re going to be fine.” Well then you go to all the banks and none of them even have it set up yet. Including the one I was talking to. There’s a lot of confusion and the thing that I’m telling everybody right now is, “Look, you’ve got to be very clear. You’ve got to take care of yourself.” You’ve got to ask people that are intelligent around you, but most importantly, you’ve got to stop and you’ve got to read and you’ve got to get the information. You’ve got to know what you’re doing now more than ever. Just like a real estate professional is so critical to our economy and to our livelihood, so is your attorney, so is your CPA. If you’re not getting good information right … if you’re getting information from the now water cooler of Zoom or Facebook, I feel bad for you.

Ricardo Bueno (13:48):
There’s a lot of somewhat useful information, but it’s hard to find. There’s a lot of noise. There’s a lot of noise and there’s a lot of misinformation.

Tom Ferry (13:56):
It’s a lot of misinformation right now. No doubt.

Ricardo Bueno (13:59):
Yep. We were talking about business. What’s your advice for an agent who’s facing objections from a seller who doesn’t want anyone entering their home? Not realtors, photographers, inspectors.

Tom Ferry (14:15):
Yeah. Let me back up first though and share with everybody the stance that I’m taking with people, is if you’re a good agent and you’ve been generating leads for a long time, you may have leads that are seven or eight years old in your database. Those are just as important as the one that said to you in the beginning of March, “Hey, we’re going to wait a little bit and see what’s happening here.” Also, all those future leads. What I’m telling my clients is the number 10. If you’re not booking 10 appointments a week right now … Ricardo, always mindful, the first thing is like, “Hey Ricardo, how you doing? I’m checking in.” You’re going to build rapport and you’re not going to present something to someone that’s in hardship. You’re not going to present something that someone’s in a panic.

Ricardo Bueno (14:58):
Right now I’m telling people to just do wellness checkups.

Tom Ferry (15:01):
Well, okay, yes but see, we’ve been talking about that now for three weeks. At a certain point now I’m just checking back and saying, “Ricardo, when we met in 2017 you were talking about buying a house and obviously there’s a lot of confusion in the marketplace. What I’m doing right now is I’m scheduling 15 to 30 minute Zoom sessions where I’m able to just historically educate you on what’s happened in the last four to five recessions. Like KCM and others. Here’s what’s happened.” Then talk about what are the smartest people doing today. In terms of the financial world, what are they saying? What are they advising us on? On this whole V conversation of the recovery.

Tom Ferry (15:39):
Then because I’m smart, I’ve been tracking the shadow inventory and the shadow inventory is not something that most home shoppers know about. It’s the listings that expired. It’s the listings that were canceled. It’s the listings that were withdrawn. Because I’m the good agent in the marketplace, I can reach out to those agents and say, “Hey Sally, you have this property of 1234 Banana Street. I’ve got a client who’s interested. Is your seller ready to go or do they still want to wait? Give us a sense of the timing. I’m scheduling these meetings to just walk people through everything, Ricardo, so they can make good decisions. We haven’t chatted in a bit, so where are you at? Do you want to spend 15-20 minutes and I can answer all of your questions? Would that work for you?”

Tom Ferry (16:21):
Here’s the thing, the agents that are doing that, it’s not a sales pitch. Our job is to educate right now. Right now more than ever.

Ricardo Bueno (16:28):
Educate. Show leadership.

Tom Ferry (16:30):
1000%. To be able to do it in this format is the key. Now back to your question of the objection, so let’s role play. You’re my seller, I’m calling in and saying, “Hey,” so Hey Ricardo, I’m checking in. I want to let you know that that I’ve got a buyer that wants to see the property and what we’re doing today, as I mentioned you before and in the email and in the video that I sent you and in the phone call and the correspondence, I was sending you smoke signals, because that’s what we’re doing right now with all of our clients. We should have been doing that two weeks ago. Just to be fair. What I’m going to do is I’m going to send you a Zoom link and what I’m going to ask you to do is just if you don’t mind, just walk through the house so the buyers can see the property. This will be the first time we’ve done this. It’s really easy. What kind of phone do you have? Okay, good iPhone. Great. I’m going to send you a link. You’re going to hit the button and literally myself and the buyers and the buyer’s agent are going to just ask you questions about the property and look, no one knows your home better than you. You’re going to share everything.

Ricardo Bueno (17:30):
100%.

Tom Ferry (17:30):
That’s how they’re doing it. Now when it comes to what about the fact that you need a professional photographer? Again, dependent upon where you are in the country, it’s going to be different. I mean, common sense. You with me? Wherever you’re listening to this, know the rules of your estate. The federal government has said we’re all essential. Yet states get a still govern. Your MLS, your association, your brokerage, your board, they’re still making decisions on a local level to protect everybody. In some cases, agents are being resourceful and saying to the seller, “Look I need you just to take some photos on your phone. Send them to me. We’ll edit them, we’ll make them as pretty as we can. Do yourself a favor. Don’t stand in front of the bathroom mirror and take a photo of yourself inside there. We’ve all seen that photo enough,” and in many cases, that’s what people are doing. They’re also doing the same thing with video. I want you to walk the house and just show us on video.

Tom Ferry (18:27):
Here’s the thing, ready? What it really comes down to is the question that’s on everybody’s mind. That’s timing. Timing, timing to sell my home, timing to buy my home. The reality is everybody’s got a different timing issue. I told this story recently that tragically someone yesterday was hit by a car or died of a heart attack, and all of a sudden now the spouse with their two kids can’t afford that house and they’re in a state of panic. With all that’s happening in the world, they need to sell their home. A good agent is going to be able to navigate that and take care of that person. Here’s the thing, they also want to buy a home. Because they want to keep the kids in the same school district. We’ve got those situations that we need to be mindful of.

Ricardo Bueno (19:17):
People are always going to still need to buy or sell real estate.

Tom Ferry (19:21):
Hey, shelter is always going to be a thing. You with me? Every agent knows this. You work in arguably the single greatest sector of the US GDP. Housing. You’ve got to be mindful, you’ve got to be resourceful. If someone says, “I just don’t want anybody in my house right now,” that tells me that you might have a trust issue with that person, that it’s time to slow down and say, “Ricardo, let’s just check in how you’re doing. We can pause the listing.” The rule in negotiation is it always starts like this, I’m here to support you. I have your back 100%. That’s negotiation 101 right now. In a crisis and always, take care of your clients. Make sense?

Ricardo Bueno (20:10):
100%. Given one of the things that I tell people is you always need to be building a pipeline of future business. Right now, if you have the money, the budget to advertise, we’re still running ads for some of our agents, how do you stand on advertising? The way I see it as screen time as up, ad cost is down. How do you tackle that and how do you approach that?

Tom Ferry (20:38):
Yeah, cost per lead is down across the board. People have their phones in their hands 24 hours a day, seven days a week, and they’re really paying attention right now. It’s interesting, we did a training on Monday of this week and we were looking at just the Facebook cost per impression, cost per lead, cost per clip. It is so far down. I interviewed Greer Allen, CEO of Boom Town recently, and we looked at theirs. We all can see the public numbers of Realtor.com and Zillow and others. Again, it all comes down to the individual. I have clients right now that are saying, “Hey, I’m going to put up 19 billboards in my marketplace with like #904, we’re strong,” and they can afford to do that.

Tom Ferry (21:22):
We’ve got to be mindful, there’s a lot of people out there that are trying to figure out like how they’re going to eat next month. I just say case by case, person by person. Every one of us has a phone. Every one of us can send personal videos from our phone to every person in your database, one at a time, not mass, one at a time. “Checking in Ricardo, how you doing? Got any questions? Do want to let you know there’s actually activity happening in the marketplace. A lot of people are asking me, is this going to impact their home’s value? If you want to have that conversation one-on-one, just hit reply and tell me yes and we’ll schedule a time.”

Tom Ferry (21:58):
If you’re not prospecting right now, if you’re not marketing right now intelligently with the right tone, what’s going to happen is we will get through this. We’re going to get through this and no one’s got a crystal ball. I’m certainly no Nostradamus. You listen to what people are saying. Some people are saying May, some people were saying June. I don’t know, but I know this, when it happens, Ricardo, you and I are going to say, “Let’s race and go meet for a beer, man.” You know what I mean? I want to get together. I can’t wait to take my wife to dinner. I can’t meet my friends. If you see what’s going on right now in China, and I’m sure you’re reading the same things, they’re out buying houses right now. We can see whether it’s 30 days, 45 days, 60 days, 90 days. We know the pent up demand is there. People still need to buy and sell real estate. It’s going to happen. If you’re not marketing, if you’re not staying relevant with your leads, your database, and however you market, geographic farming and you know, digital advertising, if you’re not doing that you’re going to be starting at zero, as everybody else that did is really kicking ass and moving forward. Excuse my French.

Ricardo Bueno (23:10):
You’re either adapting or getting left behind. Big time.

“Yes, you should be marketing your business right now!”

Tom Ferry (23:13):
You’re either marketing right now or you’re choosing to not have a paycheck until around September. That’s the reality. We have to listen. You’ve got to prospect, you’ve got to nurture, and you’ve got to meet with people. We’re just doing all three of those. That’s been for 31 years of my time in this industry. Prospect, nurture, meet with people. Always and forever. Just differently today. The answer is if you’ve got the budget, you should be going all in.

Ricardo Bueno (23:41):
All right, so one last question. If you were an agent, what’s the one thing you would do or that you would want to get done during quarantine if you did nothing else?

Tom Ferry (23:56):
Safety is always the first thing that goes on my mind. Assuming you’ve already reached out to every person you know, and just connected authentically. I mean this is just … There’s always triumph in tragedy. What I’m seeing, and I’m sure you’re seeing too, forget the psychopaths that are out there, I’m seeing people bond and connect at a deeper level, whether it’s spiritual level or emotional level. For me, that just makes my heart sing. That’s the first thing. Here’s the second thing though, you ready? Now is the time to sharpen your ax. Now is the time to get better. What we’re seeing is a lot of people … I always go back to that kind of third, a third, a third. There’s a lot of people right now that are freaking out because where they used to go to the receptionist at their office and say, “Can you get my password because I can’t find this and I don’t know how to upload this and can you just do this for me?” Now guess what? They’re SOL.

Tom Ferry (24:52):
I’m telling people … we published something, just like a digital guide, like 75 resources that agents could use today. Non-denominational, you’ve got Microsoft Teams, you’ve got Zoom, you’ve got Google Hangouts and just tutorials, because I’m telling people, if you’re not sharpening your ax ready on technology, sharpening your ax on marketing and messaging, sharpening your ax on your ability to negotiate, sharpening your ax. You all know the metaphor? The two guys that are working, only one’s going to get the job. Okay, chop down those trees but only one of you gets the job and the one guy just starts chop, chop, chop and the other guy takes 45 minutes and sharpens his ax. Gets better, gets faster, gets more efficient. He’s the one that gets the job.

Tom Ferry (25:35):
There’s a lot of screen time right now. I don’t think you need to be watching the news for like three or four hours a day unless depression is on the height of your list of things to do for the day. To spend time on YouTube, to spend the time on tutorials, to spend time reading, listening to audio books, that’s the game right now. The mentally tough people know we’re going to get through this. I’ve just got to get better because it’s going to be different on the other side of this. Do you really like could you imagine only doing your listing presentations via Zoom? I have some agents that are like, “Man, this is really cool. [crosstalk 00:26:12] the sellers dig it and I dig it.” On their phone they walk me through their house. Yes, of course. I’ve eventually got to see the product, but everyone knows if you’re a good agent, you’ve sold a house before that you never saw. That could become the …

Tom Ferry (26:28):
I have clients right now doing virtual open houses. With the seller walking through the house. Getting offers. We’re seeing that on the daily. I have a young gal up in Maryland. Neo is her name, N-E-O, like Morpheus and [crosstalk 00:26:44] Matrix. She’s just so rad that one of the things we taught two years ago was you should be doing seminars for first time buyers. She’s been doing that forever. Guess what? Now Ricardo, she sends me a screenshot and there’s 20 people on a Zoom [crosstalk 00:27:00] and she’s doing it that way.

Ricardo Bueno (27:01):
That’s awesome.

Tom Ferry (27:04):
It’s going to be different. If you are feeling left behind on sales, marketing, negotiation, and technology before this, this is your chance. This is your chance to lean in. You can learn whatever you want. The moment you say, “I can learn this,” you can because you can read, you can study, you can watch a tutorial, you can probably even ask questions in a chat box. Like, you can do this. Don’t get in that fixed mindset of I don’t understand. My personal client is 83, her name is Maxine [Gellons 00:27:36] down in La Jolla. We’re on a Zoom session yesterday. She’s telling me about her Zoom listing appointment that she was just on for up to a million dollar oceanfront.

Ricardo Bueno (27:43):
That’s awesome. That’s awesome.

Tom Ferry (27:45):
She’s 83. Get over yourself.

Ricardo Bueno (27:49):
Well Tom, thank you for helping us make sense of some of this chaos. I know a lot of people still need help getting over the hump, organizing their mindset, sharpening their ax, et cetera. I know you’ve got a coaching program that you’re running, Pivot. Do you want to share that with the group?

Tom Ferry (28:07):
Yeah, I mean listen, if it’s something you’re interested in, if you go to TomFerry.com you can see. It’s really about super low cost, massive value training. When we created this thing like seven, eight now let’s see, 10 days ago we actually thought to ourselves, “Gosh if we could just deliver like two trainings a week where we covered negotiation and technology and marketing and sales,” and the first week out of the gate, we did six trainings. We promised two a week, we did six. Next week we’re doing another six because right now the demand is just really high.

Tom Ferry (28:42):
What I acknowledge is people are at various stages of negotiation skills, stages of technology. We’re trying to cover everything and it reminds me of because I’m older than you are, like when I was a kid we had a thing called the TV Guide. I’m not referring to like when you go onto your DVR player and look at [crosstalk 00:29:02].

Ricardo Bueno (29:02):
No. Paper at the checkout aisle.

Tom Ferry (29:03):
Yeah. I got a physical book and we would go through as kids and I’d, “Oh man, Snoopy is going to be on Saturday at 4:00.” We would highlight it. You rip it out and you put it up on the wall. That’s what I’m telling people. Like I’m putting out so much content. Some people would just get overloaded by it. They’ll get confused by it because I’m just trying to give as much as I can. Then I tell people, “Look, it’s like the TV Guide. You don’t have to listen to everything. You’ve just got to say, ‘Oh I really need to understand Zoom better. I need to know how to use Bomb Bomb better. I really need to make sure I can use Zoom to make presentation,’ for example and you just check into that.” That’s the kind of stuff we’re doing.

Ricardo Bueno (29:39):
Right. Well thanks, Tom. Thank you for joining. Thank you for being here. Thank you for imparting some words of wisdom. I appreciate you.

Tom Ferry (29:45):
You got it man. I appreciate you and all the good work. Listen, we’ve known each other for a long time. We’ve been doing this stuff for a long time, so I’m proud of you man. Thanks for having me on the show.

Ricardo Bueno (29:54):
Thanks man. Appreciate it.

Tom Ferry (29:55):
All right buddy, see you soon.

Ricardo Bueno (30:01):
Thank you for listening to another episode of the Weekly Boost. If you got value out of this episode, do me a favor. Head on over to iTunes to subscribe and leave a review so we can reach more people and change more lives with this content.

Oh, and one more thing. Do you want to know how effective your online marketing strategy is? In order to succeed in real estate, you need to learn how to market yourself well. Find out how your marketing strategy stacks up against the competition by visiting RicardoBueno.com/audit. Answer a few simple questions and get an instant audio course on how to level up your marketing today. Again, that’s RicardoBueno.com/audit. See you next time.

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