Two years ago, I stood in line at a small Tom Ferry event. At the time, I was wrestling with a big business decision and needed advice. So, I got in line to ask Tom Ferry. I knew the line was to take a photo with him, but I also knew those 30 seconds could be used in a far more impactful way. So, I asked. And do you know what happened? He gave me his cell phone number and said, “Please text me more details. I would love to help answer your question.”
That experience taught me two things:
- You can gain an advantage over a line full of agents simply by having the confidence to ask.
- There is power in seeking the opportunity to connect with your real estate role models.
Since then, I have gained an unreasonable number of insights from my role models. Because almost all of them will be at BAM Mania, I thought now would be a great time to share my perspective.
The Real Power of Role Models in Real Estate
Having a role model isn’t about copying their success or putting them on a pedestal. In fact, that approach won’t get you anywhere. What you should be doing is identifying the parts of their business that resonate with your own goals.
Is it their streamlined operations?
Their lead generation process?
Their personal branding strategy?
Whatever it is, there are lessons embedded in their story—lessons you can access easily if you know how to ask the right questions (and listen). This isn’t about blind admiration. This is about smart growth. We all know these industry giants didn’t get where they are by accident. Their strategies are often available for the taking—whether through a podcast, webinar, or even just a killer Instagram post.
Self-awareness is Key to Tapping into Their Success
So what’s the catch?
You must know what you need before diving into someone else’s playbook. Not all advice is going to apply to your current business stage. Maybe you’re just getting started, trying to master your CRM, or maybe you’re scaling up a team. The point is, you’ve got to be self-aware. Know where your business stands and identify what your next step looks like. If you’re clear on your goals, the next step is finding the right role model and extracting the specific advice that’s most relevant to you.
Maximizing the Face-to-Face Moments
Here’s the fun part. This industry is so interconnected that you’re bound to cross paths with your role models. When that happens, don’t freeze up or default to small talk.
I have a note in my phone called “BAM Mania questions.” It’s a list of tactical, business-focused questions I plan to ask certain people when I get the chance to speak with them. Is it over the top? Maybe. But that’s how I make the most of these moments. I don’t see these conversations as mere fan moments. I see them as an investment in my business, where the ROI is directly tied to the quality of the questions I ask.
When you meet someone you admire, don’t shy away. Approach with intention. Ask them about something you’re struggling with—something real and current in your business. Not only will this open the conversation, but it will also position you as a serious professional, not just another face in the crowd who wants to take a picture with them.
Growth doesn’t happen by admiring people from a distance. It happens when you have the guts to engage, ask for advice, and implement it in a way that aligns with your business. The key is knowing yourself and your business metrics. When you understand where you’re headed, you can leverage the experience of those who’ve already been there. Don’t just consume their content—engage with it, ask questions, and when you’re face-to-face, turn that conversation into something that can truly propel your career forward. Step up with confidence and clarity. You’re not just another fan. You’re a professional on a mission.
