What I Learned About Reaching Out To My Contacts (aka, On Stage with Tom Ferry)

By in Real Estate Career with 2 Comments


So, there are moments in your life when you wish your hair had looked better, or you were wearing something cuter, or you wish you’d lost about fifty pounds in the year before…but this was one of those magical moments when it all came together for me, looks-wise. I liked my outfit, I loved my hair that day, and my make-up was on-point! However, if I’d known I was going to be called up ON STAGE, I would have said something different, probably.

Tom Ferry is a very big deal in real estate coaching circles, and I was lucky enough this summer to win an auction prize of a 30-minute call with him. It turned into a 45-minute call, and we talked about a lot of great things that would be helpful for my business. It was truly a highlight of my business year.

We also made a bet. He challenged me to call people from my database every day and have a real estate conversation with them, then check in with him every night via text. I had to do this for the 35 business days between the call and Summit — a huge event in August with more than 5,000 people attending and tens of thousands of others on the live webcast. If I skipped a day texting him or didn’t call at least ONE person and have a real estate conversation, I’d lose. A thousand dollars was riding on it.

Well, I did it! Sometimes I only got two calls in, sometimes I had more than seven. And the increased business I got as a result was not even the best part.

The last day of the Summit, Tom called out my name and asked me to join him on the stage. (See the video above.) I was more excited than nervous. If you know me well, though, you can see me starting to get a little nervous as the conversation played out. By the end I was back in the game, though, and it was amazing.

Tom asked me what I had learned from the bet, and this is where — if I had been prepared — I would have said more. What I SAID was, “I have the capability. I can change my business single-handedly.” That’s true, but kind of weak.

What I really learned is that connecting with people not only brings you business, it makes you happier, and them happier. Look at this text I sent Tom after one pretty amazing phone call –

And Tom’s answer is why he’s a freaking genius!

When I came back to work from Vegas, I actually didn’t make my calls for a couple days. You know what? It was AWFUL. Making calls/connecting with my clients had become a habit. And I missed it.

As Aristotle says, “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”

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About The Author
Cari McGee

My husband and I came to the Tri-Cities in 1994, and we thought it would be a temporary stop on our way to larger cities. He was a television sports anchor at the time, and we planned to go wherever the "next step up" took us. Twenty-plus years later, we're still here and we've loved every minute of it! We have two children now, and we've found the Tri-Cities area is a wonderful place to raise a family. It's a great place to do outdoorsy things -- I like to hike Badger Mountain or run along the river path. I also love reading ... by a cozy fire in the winter or a beautiful picture window in the summer (with the A/C on!). I've been a licensed Realtor since 2004. I earned my managing broker's license in 2016, which means I can run my own brokerage, or create a team of real estate agents and supervise them, which is exactly what I did when I formed the Cari McGee Real Estate Team in 2018! We have administrative and marketing personnel, as well as additional agents to serve you. I became a director of the Tri-Cities Association of Realtors Board of Directors in 2016, became Secretary/Treasurer of the organization, and was elected to Vice President in 2019. Want to talk about real estate? Click here to schedule a meeting with me!


  1. Jennifer Davis-Kay says:

    Ohmygosh, what a great video!!!! You look amazing, you sound great, and what a wonderful message for us all. Such a rock star you are, Cari Triple-M!!!!


  2. Cari McGee says:

    Thanks, JDK!

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