From $10M to almost quitting — to $143M in one year. These are the luxury real estate tips Manhattan's top agent wishes he knew sooner.
Michael Franco started in real estate in 2008 with a law degree, 14 years of closing experience, and zero idea how to actually build a business.
He sold $25 million his first full year. Then sat back and waited for the phone to ring.
By 2012 he was down to $10 million and almost walked away from real estate entirely.
Then he found coaching. And everything changed.
Today Michael is one of Manhattan's most respected luxury real estate agents at Compass — with $1.5 billion in career sales and $143 million closed in 2025 alone.
In this episode Tom Ferry sits down with Michael to unpack the luxury real estate tips, mindset shifts and business decisions that made the difference — including:
• Why being a former attorney gives you an unfair advantage in luxury real estate • The 3 decisions that transformed Michael's career from $10M to $143M • How to earn trust with wealth managers, accountants and family offices • What luxury clients are really hiring you to do — and how to deliver it • The psychology of getting comfortable at a higher price point • The co-listing strategy that gets you into luxury real estate fast • The biggest pricing mistakes luxury agents make — and the scripts that fix them • The pre-launch phone and email campaign most agents completely skip • Where Michael is investing his marketing dollars in 2026 — and why print is out
"Everybody has imposter syndrome in the beginning. You gotta get a little confidence, remove the ego, and just serve the customer." — Tom Ferry
If you want to break into luxury real estate or take your high end business to the next level — this episode is for you.
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