The Tom Ferry Podcast Experience How to Win the Market When Rates Skyrocket | Outliers
Welcome back to Tom Ferry's Outliers Series—where we unpack the mindset and disciplines of agents doing extraordinary things.
This week, Tom sits down with Chris Wolf — a former home builder and house flipper who made a career pivot into real estate sales just 14 months ago. He knew no one in his market. He had no sphere of influence. And he had a family counting on him.
He finished his first year at $510,000 GCI. But it wasn't luck, a hot market, or a secret strategy that got him there….
In this episode, you'll discover:
- Why he hired a full-time assistant just two months into his career — and why it was the best decision he made
- The two lead sources responsible for 78% of his transactions
- How he went from $130K GCI in his first six months to $380K in the second — and what changed
- The "just start" strategy he uses on the 40% of days he doesn't feel like doing the work
- Why personal responsibility — not market conditions — is the only variable that matters
If you're waiting for the market to get easier before you go all in… this episode is your wake-up call.
And as you'll learn, Chris credits his explosive first year to working with a Tom Ferry Coach.
Want proof that you can hit $500K GCI before your second anniversary in real estate?
Schedule a free call with a Tom Ferry consultant to learn more about coaching and if it's right for you: