How to Win the Market When Rates Skyrocket Outliers

Welcome back to Tom Ferry's Outliers Series—where we unpack the mindset and disciplines of agents doing extraordinary things. This week, Tom sits down with Chris Wolf — a former home builder and house flipper who made a career pivot into real estate sales just 14 months ago. He knew no one in his market. He had no sphere of influence. And he had a family counting on him. He finished his first year at $510,000 GCI. But it wasn't luck, a hot market, or a secret strategy that got him there…. In this episode, you'll discover: Why he hired a full-time assistant just two months into his career — and why it was the best decision he made The two lead sources responsible for 78% of his transactions How he went from $130K GCI in his first six months to $380K in the second — and what changed The "just start" strategy he uses on the 40% of days he doesn't feel like doing the work Why personal responsibility — not market conditions — is the only variable that matters If you're waiting for the market to get easier before you go all in… this episode is your wake-up call. And as you'll learn, Chris credits his explosive first year to working with a Tom Ferry Coach. Want proof that you can hit $500K GCI before your second anniversary in real estate? Schedule a free call with a Tom Ferry consultant to learn more about coaching and if it's right for you: 📞

You can listen to How to Win the Market When Rates Skyrocket Outliers online on Radio and Podcast. Open the player on this page to stream the available audio.

How to Win the Market When Rates Skyrocket Outliers is an episode from The Tom Ferry Podcast Experience by Tom Ferry.

This episode is 25:43 long.

This episode was published on Mar 12, 2026.

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