Outliers | The #1 Thing That Makes a Successful Agent – Ryan Carney

The Tom Ferry Podcast Experience

Tom Ferry

Education, Business, Self-improvement

4.7 • 1.1K Ratings

🗓️ 12 February 2026

⏱️ 8 minutes

🔗️ Recording | iTunes | RSS

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Summary

Welcome back to Tom Ferry's Outliers Series—where we study the disciplines of agents who are doing extraordinary things. This week, Tom talks with Ryan Carney – who closed 32 transactions in his very FIRST YEAR as an agent (27 of them from expired listings and FSBOs). Whether you’re a new agent or an experienced pro looking to level up your game, this is a must-watch episode where you’ll learn: How “The Mirror Effect” is the #1 thing that makes successful agents The 12-hour execution rule that changes everything Why you should be waking up before 4 AM The emotional regulation strategy that keeps him calm in chaos Ryan didn't come from a warm database. He didn't have years of connections. He built his business through cold calling, discipline, and refusing to negotiate with himself. But let me give away a major spoiler from the episode… The difference that made the difference for Ryan… It’s Tom Ferry Coaching. Most agents are grinding without a clear system. They're inconsistent. They lack accountability. And they're one decision away from everything changing. That's exactly what Tom's Elite Coaching Deal is designed to solve. This is the proven system that's helped thousands of agents go from stuck to unstoppable—with the structure, accountability, and expert guidance that outliers use to win. This insane deal won’t last long. Learn more about it here: https://www.tomferry.com/elite-deal-consultation/

Transcript

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0:00.0	Due to technical issues during recording, portions of this episode's audio were enhanced using AI for clarity.
0:07.1	The conversation itself is unedited.
0:09.9	Have you ever asked yourself, why is it that some people seem to constantly outperform their potential?
0:15.7	Call them an outlier.
0:16.9	While other people with the best of intentions fall dramatically below or just below their expectations.
0:23.4	And listen, they're not bad people.
0:25.1	They set big goals, but they don't align their behaviors with what it is they want to accomplish.
0:30.7	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?
0:38.6	What do they do that cause them to outperform their potential? Enjoy the show. Hey, welcome to it on the show where we're
0:44.5	talking to outliers, people that are outperforming their potential. And unlike just looking at
0:50.0	the details, the leading and lagging indicators, we want to get inside of their psyche where it really
0:55.1	matters. What we've done with our AI tools, we've actually mapped outlier performers and people
1:01.4	that are underperforming their potential. And today, I've got my guy Ryan sneaking across to talk to him
1:07.4	today about how he is absolutely crushing, but I bet you're not satisfied.
1:13.4	Never.
1:14.1	So, Ryan, take a second for the listener.
1:16.1	Give me a little backstory.
1:18.1	You mentioned college football, college basketball, and then you got into the mortgage world.
1:24.3	So maybe from just a professional journey before we get into the stuff, tell a build a value
1:28.7	pack route. Yeah. So started out in mortgages, 2015, was in a call center mandatory 9-to-9,
1:36.1	pick up the phone, start dialing, you know, Wolf of Wall Street type of stuff. Did that for about
1:41.8	four years. Then I left mortgages, dabbled into like wholesaling, real estate investing.
	...

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