Mike Ferry’s Podcast the Original: 800 Contacts, $1M+ a Year — Mike Ferry Interviews Marlene Ritzman
In Episode 11 of the Mike Ferry Podcast, Mike sits down with top-producing agent Marlene Ritzman from St. George, Utah. With nearly two decades in real estate and consistent production near 100 transactions per year, Marlene shares what it really takes to build a high-level, sustainable business.
From earning nearly $1M+ annually to generating 70–80% of business from a database of 800 contacts, this conversation dives deep into the habits, mindset, and systems that separate top agents from the rest.
Marlene opens up about overcoming a slower year, staying consistent with prospecting, and the critical role of coaching in her growth. She also reveals why hiring a buyer’s agent may be the key to finally breaking the 100-transaction barrier.
If building a stronger database, improving negotiation skills, and increasing listing opportunities are the goals — this episode delivers clear, practical insight from a true professional.
In this episode you’ll learn
- How Marlene generates 70–80% of her business from a database of just 800 contacts
- Why consistent prospecting from 8–11am every day is the foundation of her production
- What makes a great negotiator — and why asking questions without attachment to the outcome is key
- How coaching helped her earn $100,000 more in her very first year
- Why hiring a buyer’s agent may be the final step to breaking the 100-transaction barrier
- The one thing agents doing 15–20 deals a year should stop doing immediately — stop avoiding the phone
- How a 9-person mastermind group with accountability fines keeps her sharp year after year