Outwork, Outsell, Outlast – How to Dominate the Rest of 2025

Welcome everybody to Mike Ferry TV for the week of August 17th, 2025. Boy, this month is going fast. The whole summer has gone by fast and we’re excited today for Mike Ferry TV to have Mike Ferry with us, so thank you. As many of you know, the Monday after our Superstar Retreat which was the 28th of July, Mike started radiation treatments for prostate cancer. So this is the first time you’ve been on camera since then. So would you give us a little update as to what’s going on?

Well, the the funny part about it, when when the doctor told us that I had this cancer, he walked in. He had kind of a glum look on his face and we didn’t know what he was going to say. And he just looked at it and he said, you have prostate cancer. We have three options. We’re saying, okay, what are our options? Number one, don’t do anything. It’ll kill you in 5 to 7 years. That wasn’t a good option. Not something we wanted to hear. Option two. We take your prostate out. Cut it out. I don’t recommend that. It’s not good for somebody your age or number three. I think he said we’ll do radiation. Well, that sounded pretty good at the time. It sounded better than it actually is. For any of you that have gone through it. You have my empathy and sympathy, and I hope that whatever you’re going through, you get through it quickly. So they they did something good. They questioned us about our schedule because we’re pretty active, as most of you know. And it was interesting because, um, when you looked at our schedule, they said, we’re going to do 44 treatments originally. And I thought, well, 44, you know, it’s less than just a couple of months. Um, and then they listened to our schedule. They cut it back to 28, but they made the each treatment a little more intensive to solve the problem for us. So I think I’m doing today. Number I don’t know.

Yeah. It should be probably number 16 or 17. The good news is we’re more than halfway through week. He’s more than halfway through.

I’m doing number 16. Yeah. Number 16 today. And we’ll have this thing wrapped up by September 5th. And then back to taking shorter naps.

So that really has been the biggest thing. And that’s what the doctors told us as well, is that as Mike goes through these treatments, it’s kind of interesting because if you’ve been around Mike Ferry for any period of time, you’ve often heard him talk about the accumulation effect, and that’s part of what we’re going through right now. So what do you expect over the next few weeks as you finish this longer?

Naps? Because the treatments. You know what’s amazing about this? The technology that in the medical field has today is so advanced. I thought the treatments would be extensive in terms of the time they’re actually while we drive over, which takes us about 20 minutes. They want us to be the 30 minutes early and drink a couple of bottles of water. Um, I go into the treatment room. They. I unbutton my shirt. About this far. Um, they give me a little a little rubber ball to hold on to so I don’t move around. And they said, we’ll be back in a minute, and it takes two minutes. That’s all it takes. And it’s, it’s amazing to to see the technology they have. There’s all these big machines moving around and you know, by my head and by my stomach and it’s it’s kind of fascinating. It’s been interesting. It’s not long enough for me to take a nap. Darn it! But. But it’s curing the problem. But again, I want to say, for anybody that has gone through this, you certainly have our empathy and sympathy. And be brave, get it done and move on.

Well, and it has also been this thing of yeah. Do you want to have to go through this? Absolutely not. Is this the reality that we find ourselves in right now? Yes. And Mike’s attitude through this has been simply amazing. We have come into this center and, you know, we have an appointed time. So you get to know other people there. No one can believe that this man is 80 years old. So there is a lot to be said for having a great attitude and just showing up every day, getting it done. And yeah, the end is in sight and the goal is in sight.

Well, one of the fun parts we have, the doctor that is taking care of us. We meet with her every Tuesday and she said, what are you feeling? I said, I’m feeling tired. And I said, I’m understand. That’s because of the condition of all the radiation accumulating, as Sabina said. And she goes, well, there’s another thought. You’re 80 years old. If you weren’t having these treatments, you’d probably still be tired. So now you’re just tired with treatments. So, you know, you’re 80 years old, live with it. And of course, to me, I still think I’m 40. So that’s the challenge that we face today.

Well, and I would also remind you that not many 80 year olds do a Superstar Retreat the week before starting radiation. So that could have something. But now that I mentioned the Superstar Retreat, I haven’t had a chance to ask you this question. What did you think of the retreat? It was a different format for us this year.

Well, I want to say, first of all, thank you for attending those that are attended and those that have watched because we had a lot of people viewing versus attending, which is fine because they got the substance of what we’re doing. I loved the format this time because I’ve always said that, you know, me saying, do A, B, C, D, E, f, g is coming from a speaker, and you would expect that I would give you a plan to follow. But having 15 agents, each one doing a different part of the Mike Ferry sales system and how they do it, change the whole perspective of the audience. And one of the things that we measure is not only the response in terms of the smiles or the applause or the kind notes, but we measure the amount of contracts we sell to get people engaged in coaching. And between our one on one, our premiere and then our variety of other types of contracts for other programs that we offer. I think it totaled over 200.

Oh, well. Over.

Yeah.

That was a strong response. And yes, I would say that’s because a lot of people are realizing that in this market, you know, and you’ve said this before, if the market goes up, if it goes down or if it’s flat, which are the only things you’ve ever said it could do.

Yeah.

Skills matter in every one of those markets. So you have to have skill. You have to know what to say and do. And I think people are seeing that. Yeah. Was there anything or any speaker that or presenter that we had stand out for you? When you think back to those four days other than Elvis and Tina?

I was going to say Elvis Presley.

He was big.

I met him behind the stage before we started, and I walked up. And, you know, I’m just a little over six foot tall. He was probably six foot five.

Wow.

I mean, he was a big. He looked on and said, hi, Mike, how are you? But I felt that the content was exceptional and I’ll share with you what I did because I said this at the retreat, I took each of the steps I wanted covered in the Mike Ferry sales system. We picked an agent that we knew was using that step successfully. Then I had Ron Lurie and Tony be the interviewers, and I gave the interviewers 4 to 5 questions they could ask to trigger the good responses, but I gave the people being interviewed the same five questions so they would have a chance to prepare. So I think it was the combination of very specific topics and the chance for the interviewer and the interviewee to prepare. That made it a hit. And then, you know, the Elvis Presley and all the great entertainment. She brought the marching band from UNLV, which was a big hit. Um, who was the last one that.

Frank Sinatra.

Frank Sinatra. They it was funny. I didn’t tell this to Sabrina. When he finished, he started to walk off the stage and I stopped him and I said, stop and take a look. They loved what you just did. And of course, here we have several thousand people on their feet of flooding. But every one of the speakers, every one of the interviewees, every one of the fun parts that Sabrina put together, I think was a big hit. But the most important thing was I think we presented it in a fashion, Serena, that made it even more usable than it has been in the past.

You know, it was interesting because in hindsight, obviously we had people like Ethan Penrose and Justin Torres who they’re in their 20s, for goodness sakes, And they are using the system so effectively. And then we also had people who have been clients for 2030 years. They’ve they’ve been clients longer than Ethan and Justin have been alive. And it’s still the same system. And everybody is using it to increase their business and to better the quality of what they do.

That’s right.

That’s pretty amazing, Mike.

Well, it was a it was a group effort and it worked.

Yeah. And then there’s always Mike’s line because I would say to him during one little interview process and I’m like, how do you do all of this? And all he ever kept saying was.

It’s my job.

It is. And I understand that more now. Watching you go through the radiation and all of the things that we’re dealing with right now, you could make a lot of excuses, or you could just simply say, this is the process that we’re going through right now. And the price I have to pay to be healthy again. That’s the choice. Now, back to the retreat. You said at the retreat that if people did not have the first half of 2025 that they had envisioned or had wanted or planned for, you actually told them to write a new plan for the second half of the year.

Well, what we were talking about is that with the exception of the people that came from overseas, the North American people. January. Well, actually, November, December of 24th January and February and early March of 25 were bad real estate months. And nobody knows the specifics as to why, but it was a tough time. Transaction count was down. Number of closings were down. I mean, the industry was shaken pretty hard. So I knew that most of the people attending the retreat, even though it was in month seven, probably had missed two and a half months. So that affects your annual production, your annual income. So I stated, I think it was on day three. If you had a difficult time to start the year, which the majority of people I could see smiling and nodding their head, write a new plan. It’s, you know, as soon as you get home on Monday, write a new business plan for the for the last couple of days of July, August, September, October, November, December. And let’s work that new plan and let’s make that plan. Accelerate your thinking. Accelerate your attitude. Accelerate your skills. Accelerate your activities so you can finish this year strong. And that’s what I was trying to get that message across.

So where do you think people get off track with that? If they have a bad first half and then just give up because some people do that, they just really struggle.

All the good agents count on that. The good agents count on the weak agents quitting the turnover. According to the published reports that have been coming out since the first of the year for the agents in the US. I saw a report. It would be Friday morning. I saw a report that said the agent count for Nar has gone from 1.6 million to 1 point 2 in 90 days. And of course, part of that is that dues were needed to be collected and people didn’t have the income to pay the dues, so they eliminated. So because we had heard back around the end of the first quarter that there was a chance that 3 to 400,000 agents would disappear. I didn’t think it would happen as quickly, but now Nar are saying it’s already taken place. So the good agents have not been affected. But the challenge, really, Sabrina, that the industry faces. Don’t ask me why, because I don’t understand it myself. The average sales price has continued to rise as the transaction count has continued to decline. So the average commission check is getting bigger and bigger and bigger, with less transactions taking place. So we have an interesting dilemma. You know, a seller wants 9.95 for a home that’s worth 7.95. An agent takes it at 1.1 million. It sells for 965. The agents doing the happy dance all over town because he had both sides, or she had both sides of the transaction at 4 to 5%. They made a lot of money. So the problem that we’re having is keeping people motivated in the second half of the year. It’s the challenge that brokers face. It’s the challenge that we face. The challenge our coaches face is keeping people excited because the amount of money that they’re earning when they do a deal is so significant. We’ve seen it right in our own family.

That’s for sure. It’s interesting because, you know, during the retreat when we did that little interview, every time I would say to Mike, you know, how do you do this? And he would just simply say, it’s my job. And it was such a simplistic answer that I would always come back to him and say, yes, I understand it’s your job, but explain it a little bit more. Give us something that we can use. And the bottom line is you just kept saying it’s my job. And you know, my first thought of when you just said, nobody knows why this is happening. You know, I think most people who are in this industry would then say, do you think the there is a possibility of having a financial collapse like we did in 2008 again. And you don’t think so? And yet, you know, the bottom line is we don’t know. So do your job today. You know what the market is today. Don’t waste this day. And if you do your job every day, you’re going to be fine. It’s the people who are running around trying to figure out what to do. Try doing your job. Yeah. What great advice you had that’s becoming wiser by the moment. So if there was 1 or 2 skills that you would say to people to focus on to finish strong in 2025, what would they be?

Well, I would say, number one, keep a very simple production based schedule. It should revolve around role play and practice to start some form of prospecting, a little bit of lead follow-up. pre-qualifying. Anybody that you have an appointment with in depth and then practicing your presentation, whether it be showing property or listing property. That’s. That’s probably the most important. But then second is take some type of production. Based activity and do it for 30 60 minutes every day. I mean, you got 8 to 10 hours. Can’t you carve out 30 minutes of calling your past clients centers of influence? Calling on some of your listings or sales? I mean, take some productive action. Quit sitting in the office with that blank stare that people have on their face today. That’s for the non producers. If you’re involved in Mike Ferry TV, if you’re involved in our. Seminars, if you’re involved in our coaching, you understand the value of taking action. Take action for 30 minutes minimum and then let that grow as the year progresses.

You know it’s just always so basic. And you listen to this and you go do something productive every day. And yet we get so lost with all the technology, with all these other things. You know, people looking at programs to do their CRM, to do their communications, to do all of these things. And yet your answer always is just go talk to people.

Talk to people.

You don’t need a program for that.

There’s going to be three and a half plus million sales in the US this year. We have 400,000 agents disappeared. They weren’t doing any of the sales, so it doesn’t matter. But with that, that means that if you take 3.6, 3.7 divided by 1.2, you’re only talking about three plus transactions a year per person, and yet 5 to 10% do 80% of the balance become target yourself to become one of the 80% that is the 10% that’s doing the 80%. Because if you take what we teach and you take what your coach if if you have one is teaching, you can have the greatest second half of your career this year. The market is ready for you.

Well, an interest rates are at the lowest for 2025.

So back down.

So you know these are all the things that are being teed up for you. And don’t get lost in wondering what’s coming. Take advantage of what is there today. It was interesting. I had a conversation the other day with our IT director here in the office, and I asked if they were using AI for something, and he told me a cute story. He said, yeah, well, I tried and I asked it to do this and I said, okay, so how did it go? And he looked at me and he said, well, it gave me about 70% of what I knew was out there, so he asked. I to get the rest of it. And he said the response he got from this AI program was, oh, you are correct. I missed some. And he looked at me and he goes, I seem to find the one AI program that’s cheeky and a little bit being sarcastic.

And honest.

And honest. Quite true. And he said, in the end, I wasted 2.5 hours trying to get the answer through this program, and I just went back to doing it the way I know I can get the results. So sometimes, you know, I know we’re all tempted by all these supposedly time saving things that are out there, but this is your career you’re talking about. Talk to people. Go do what Mike said. Something productive for 30 minutes every day, minimum. So speaking of productive, what are you going to be doing between now and the end of the year.

They’ve told me I need to take a couple of weeks in September and rest, which was all I’ve been doing for the last six weeks. But they want me to rest a little bit. And then we, um, we go to Paris for four days to do an event with our Think Big group. We’re going to go see some of her family for a couple of days in Germany. Then we go to Italy and do a four day Superstar Retreat. Then we fly down to Fort Lauderdale and do a finishing strong three day event. And then I think the company, though, is doing probably between September and December 15th, probably 14 or 15 events. So check our schedule if you’re interested and participate. Show up. Um, well, Mike, they cost money. That’s right. But we make them very cost affordable. So sign up, get involved, and we’ll see you down the road at one of these events.

So you’re really going to Paris and you’re going to Italy. Yay!

Yes! Just a regular day in the life of.

So, just one last thought. How do you set that mindset for that? Or is that part of getting through what you’re going through right now?

No. If I was not going through this, we would probably do more. But, you know, I’m doing the doing as much as I think was responsible to end the year strong and to be of service to the people that watch Mike Ferry TV and all of our great clients that are part of our coaching.

So I’ve said this many, many times before, you know, for all of you watching, if you know Mike, you already know that Mike walks the walk. He does what he tells us to do. He is focused on that. He’s going through something right now and he is still moving forward every day. So here’s the opportunity for you to do something. Make today count. Make the sweet count. Write yourself a mini plan as to what you’re going to do this week and do it. There is one person who will significantly benefit from you doing that and it’s you. At the retreat, Larry Kozak said over and over again, there is one investment that you should be making every day and that is in yourself. So stop with all your stories. Stop with all the reasons why. Stop worrying about what the market is doing, going to do has done its today that counts and make it count. So thank you Mike for agreeing to do this. He’s still awake so that’s great. He might have a nap now.

See you next week.

Sounds good. See you then.