For over 20 years, I've dedicated my life to bringing you the very best selling, marketing and business building strategies to keep your business thriving.

Get ready to experience the success you've been searching for. Welcome to the Tom Ferry Show.

Hey everybody, welcome to the Tom Ferry Show episode 58. As we jump into the spring market, I want to have a very simple conversation with you.

I want 2016 to be your best year ever, and I just simply believe in a concept called R&D.

You know R&D, like research and development, you know a lot of people talk about that, like find out what everybody else is doing to be successful.

Do your research and then develop your marketing, your strategy, but you're writing essentially on the skills or the experiences of other people.

So research and development, we've all heard that before, right? I actually believe though in R&D in a different context, big shout out to one of my clients, Kyle Whistle.

We talk about R&D like this. R&D is rip off and duplicate. You know, if somebody's already doing something really well, I don't need to do too much research.

You know, Sarah's a rock star at social media. I'm just going to take what she does, and I'm going to make it right for my customer, but I'm going to like rip off if you will and duplicate that.

Now, you might be asking, Tom, why are you talking about being so blatantly obvious in terms of modeling success by saying, you know, R&D rip off and duplicate.

It's very simple. We've finished a survey for you, with you. Many of you that are watching this, we're a part of this.

About 3,274 people were kind enough to answer. I don't know, 55, 60 questions, where we got, you know, high level into the nitty gritty.

Do you have a plan? Do you have a marketing plan? If you have a marketing plan, how many different ways do you generate clients?

What's your, you know, cost per lead? Like we really got deep with people, and I want to talk to you about a simple R&D today, around the three big things that are making people a ton of money, and it's all about the number five, five to thrive.

So check it out. We interviewed coaching clients. We actually had people that were not in our coaching program that were in other people's coaching programs respond, which was fantastic.

And we had people that just have gone to seminars, been around the world, you know, you know, meeting Facebook friends or whoever it is.

And they answered all these questions, and here's what they told us. If you're sitting here right now, and you're like, I'm not ahead of my goal.

I want to, I want to really dominate the rest of March through April, May, June. I really want to have a great spring selling season.

Then the answer is five to thrive. Check it out. Basically, the essence of all of this. Here's what they told us. Agents that prospect five hours a week, five hours a week, five to thrive.

Agents that prospect five hours a week, with this formula averaged $308,000 a year in income. Now, one of you might be saying, why would I want to go backwards?

I'm on pace to make $750. I'm on pace to make $800. I would say to you, are you currently doing five hours of power?

Five hours of calling your past clients, calling your sphere, calling your lead sources, you know, going after all the target rich opportunities in your marketplace that you want to serve, are you doing that five plus hours a week?

...