How To Run A $100M Real Estate Business From Anywhere | Outliers

The Tom Ferry Podcast Experience

Tom Ferry

Education, Business, Self-improvement

4.7 • 1.1K Ratings

🗓️ 16 April 2026

⏱️ 30 minutes

🔗️ Recording | iTunes | RSS

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Summary

Tom Ferry's Outliers series is back — this time with a deep dive into the world of luxury real estate. Lourdes Maestres runs a $100 million luxury team out of Fort Lauderdale with a team of just 15 people. And she travels four months out of the year. Where most agents hustle harder to earn more, Lourdes rebuilt her business to do both — produce at the highest level and actually enjoy her life. This week, Tom talks with Lourdes about exactly how she did it and how you can too. If you think scaling means sacrificing your freedom… this episode will prove you wrong. You'll learn: The team restructure that unlocked her freedom (and why she cut her roster nearly in half) The mailer campaigns quietly driving her luxury pipeline Why she ditched lead buying — and what she replaced it with The "cheesy" marketing move that landed a $13.5 million listing Why even a $100M producer won't make a major decision without a coach And as you'll learn from Lourdes, having a sounding board at every level of success isn't optional — it's the strategy. Ready to build a business that gives you more of everything? Schedule a free call with a Tom Ferry consultant to learn more about coaching and see if it's right for you. 📞 https://www.tomferry.com/free-coaching-consultation/

Transcript

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0:00.0	Have you ever asked yourself, why is it that some people seem to constantly outperform their potential?
0:05.8	Call them an outlier.
0:06.6	Well, other people with the best of intentions fall dramatically below or just below their expectations.
0:13.5	And listen, they're not bad people.
0:15.2	They set big goals, but they don't align their behaviors with what it is they want to accomplish.
0:25.6	The next seven shows, this quick little series I'm doing, where I'm interviewing the outliers, what's the psychology, what's the mindset, what do they do that cause them to outperform their
0:30.9	potential?
0:31.9	Enjoy the show.
0:32.9	I have been waiting to do this show for quite some time.
0:36.1	You and I have been on many stages together. Lus, you're at $20 million in production year to date. You're behind on your goal. And when you listen to the reason why, you're going to love it. So, Lordis, for the person that doesn't know who you are and they're listening to this, even though it's the third time you've been on one of my shows, take take just a couple seconds and backstory where do you work how long you've been in the business just give
0:58.7	people context for you so i've been in the business 17 years this year i am in fort lauderdale city of
1:03.9	fort lauderdale i currently have a small operations i have seven agents and eight employees like
1:09.9	staff three in the united states and the other staff outside of the country.
1:13.8	Yes.
1:14.2	And I mainly focus on luxury real estate.
1:17.0	I have a lot of business that comes to me that is small, but I pursue the three million and up.
1:22.3	Yes, I love it.
1:23.3	So 17 years in the business.
1:24.6	Last year, called 120 transactions, $100 million in volume.
1:28.4	I don't think you care about how many homes you sell. I think you care more about the volume. Correct. I don't care about transaction. For me, it's about quality versus quantity. Yes. Back in the day, I used to sell a lot of homes myself. And I was just losing my mind, and I'm not interested in that anymore. Yes. So on this show, kind of piggybacking, you know, coach to coach on what we learned from the
1:48.4	examination of like 230,000 coaching sessions, right, the outliers versus the underperformers.
1:53.7	I would not call you an underperformer.
	...

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