In this powerful episode of The Mike Ferry Podcast, Mike sits down with top-producing agent Dimitrios Kalogeropoulos “DK” to break down what it really takes to build a profitable real estate business—and a life worth living.

From door knocking to building a lean, high-performing team, DK shares exactly how he went from grinding solo to running a successful operation in Ottawa, Canada—while still maintaining strong personal production and taking a full month off every year to travel.

This conversation dives deep into:
Why most agents build teams the wrong way
How to generate business without paid leads
The real reason consistency beats everything
How to stay productive in any market
The mindset required to reach 6- and 7-figure income

If building a sustainable, profitable real estate business with freedom and control is the goal, this episode delivers a clear blueprint.

In this episode of Mike Ferry’s Podcast, Mike sits down with Bryan Ogletree, a 20-year real estate veteran from Dayton, Ohio, to break down what it really takes to build a consistent, high-performing real estate business.
Bryan shares how he built a database-driven business where 65–70% of his deals come from past clients and sphere, how he maintains an 80% listing conversion rate, and why his 98% sell-through rate comes down to strong pricing and presentation skills.

They dive into daily structure, prospecting habits (3 hours and 30 contacts per day), and how Bryan’s blue-collar work ethic shaped his success in real estate. Bryan also explains why he prefers a small, efficient team over large expansion teams, and how focusing on listings has been the key to profitability.

You’ll also hear insights on:

• Transitioning from cold prospecting to a database-based business
• Handling shifting markets and pricing conversations
• Building consistent listing inventory
• The importance of coaching and mentorship
• Why simplicity and discipline still win in today’s market

If the goal is to grow production, increase income, and build a predictable real estate business—this conversation delivers exactly that.

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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.


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In Episode 10 of the Mike Ferry Podcast, Mike sits down with top-producing real estate agent Marissa Winegarden from Minneapolis, Minnesota. From transitioning out of insurance in 2019 to generating over $1M in income, Marissa shares the real story behind her rapid rise in production—and what it really takes to succeed at a high level in real estate.
This conversation dives deep into mindset, discipline, daily schedule, and the power of consistent prospecting. Marissa breaks down how she shifted from a balanced business to predominantly listings, why simplicity wins in sales, and how embracing rejection became the turning point in her career.
If the goal is to increase production, improve focus, and build a scalable real estate business, this episode delivers practical insights that can be applied immediately.



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New Agent Training: https://www.mikeferry.com/the-foundation/
Upcoming Events: https://www.mikeferry.com/events/

In this episode of the Mike Ferry Podcast, host John Sullivan sits down with Ira Naiditch, one of the most respected coaches in the Mike Ferry Organization.

Ira shares the story of his journey from a 20-year Army career into real estate, how he discovered the Mike Ferry system, and how he built a business closing 100 deals per year within seven years. He also explains why coaching changed the trajectory of his career and how it ultimately led him to become a coach himself.

Throughout the conversation, Ira reveals the strategies that top agents use to grow their business, including focusing on listings, building a database, prospecting consistently, and understanding the true financial goals behind production targets.

They also discuss the importance of coaching, the role of discipline and schedule in real estate success, and why agents who fully commit to the system consistently outperform the competition.
If you want to grow your real estate business, develop better habits, and learn from decades of experience inside the Mike Ferry system, this episode is packed with practical insights.

00:00 Introduction to Ira Naiditch
00:30 Discovering Mike Ferry in 1997
01:00 From the Army to Real Estate
02:00 Early motivation and competition in the industry
03:30 Why coaching is critical in any profession
04:30 Setting goals in real estate
05:20 The decision to invest in Mike Ferry coaching
06:30 Charging transaction fees and increasing profitability
08:30 The mindset behind pricing and business decisions
09:30 Why top agents focus on listings
11:30 Building a business to 100 deals a year
13:00 Becoming a Mike Ferry coach
14:30 Managing coaching clients and staying accountable
16:00 Setting goals and understanding motivation
18:00 Building a schedule to reach production goals
20:00 Financial awareness and planning for agents
21:00 How to get the most out of coaching
22:00 The ideal daily schedule for agents
23:00 Opportunities in today’s real estate market
24:00 Advice for agents considering coaching
26:00 The opportunity in the real estate industry
27:30 Customer service and building a referral database
29:00 Final advice for agents


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In this episode of The Original Podcast, John Sullivan sits down with longtime Mike Ferry Organization coaching client Thayne Bailey from Orem, Utah. Thayne shares insights from more than 20 years in the Mike Ferry system, including the lessons he learned after leaving coaching during the 2008 downturn and the powerful comeback that followed.

From selling 50–60 homes per year before joining coaching to building a business focused on investors, multifamily properties, and development projects, Thayne explains how consistent prospecting, strong relationships, and surrounding yourself with top professionals helped him rebuild and grow a multimillion-dollar net worth.

Thayne also discusses his daily accountability systems, how he set 25 appointments in two days at a prospecting clinic, and why role-play, scripts, and staying connected with other driven agents are key parts of long-term success.

Whether you’re a new real estate agent, a seasoned producer, or someone looking to sharpen your prospecting skills, this conversation is packed with practical advice on mindset, networking, prospecting, and building a high-performance real estate career.

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Free Coaching Evaluation: https://www.mikeferry.com/free-real-estate-coaching-evaluation/
New Agent Training: https://www.mikeferry.com/the-foundation/
Upcoming Events: https://www.mikeferry.com/events/

What do you actually learn after 36 years in Real Estate?

In this episode of the Mike Ferry Podcast, Tony Smith shares the biggest lessons he’s learned after spending more than three decades studying the Mike Ferry Sales System ... first as a Real Estate agent, then as a coach and speaker for the Mike Ferry Organization.

Tony breaks down the difference between hearing the training and actually learning it ... and what separates agents who produce consistently from those who struggle year after year.

He covers the critical fundamentals that many agents overlook.

Inside this episode:

• Why your environment plays a major role in your production
• Why the Real Estate industry actually allows agents to stay unproductive
• The three characteristics every top producing agent develops
• How to keep your emotions between the lines when deals fall apart
• Why the Listing Presentation is the most valuable skill in your business
• The two areas responsible for the majority of a Real Estate agent’s lifetime income
• Why the best agents focus on becoming listing agents instead of buyer agents
• The power of starting at zero every day
• Why wealthy people control their mornings, learning, and self-talk

Tony also explains why two core systems continue to drive success for top agents:

The Mike Ferry Sales System
And the scripts that develop real sales skills

After 36 years in the business, his message is simple:

The answers are already there.

The question is ... are you applying them?

If you want more listings, stronger presentations, and a Real Estate business built on proven fundamentals ... this episode will challenge the way you approach your work.

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What does it take to become Number One in the nation?

In this episode of the Mike Ferry Podcast, Mike sits down with Matt Weaver, Vice President of Sales at CrossCountry Mortgage in Boca Raton, Florida — a 27-year industry veteran, six-time #1 producer in the state of Florida, and the loan originator who closed nearly 1,600 transactions in 2023 … the most in the United States across all companies.

This isn’t theory.
This is production at the highest level.

Matt shares the exact structure behind his success:
• Why he built an infrastructure to support his personal production instead of hiring more originators
• How “singleness of purpose” and clearly defined lanes create peak performance
• The leadership mistake that keeps most producers stuck
• Why scripted processes and written standards make delegation possible
• The mindset shift from sole practitioner to scalable operation
You’ll hear how Matt scaled to a 90+ person team while maintaining elite performance — and how separating rainmakers, advisors, and operations roles unlocked consistent growth.

For Real Estate agents, this episode is required listening.

Matt breaks down:
• Why you must understand mortgage financing to sell more homes
• How bridge loan products can create transactions in today’s market
• The right way to handle the interest rate objection
• How negotiating seller concessions can directly lower your buyer’s monthly payment

If you’re serious about increasing production, strengthening your partnerships, and building a business that doesn’t rely on hope … this conversation will challenge you to think bigger.

Production is not random.
It’s built on process.
It’s built on standards.
It’s built on performance.

Watch now. Then ask yourself … are you operating with singleness of purpose?

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Free Coaching Evaluation: https://www.mikeferry.com/free-real-estate-coaching-evaluation/
New Agent Training: https://www.mikeferry.com/the-foundation/
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