Description
Most realtors sound like everyone else — and it's costing them clients every single day. Joanna Wiebe built a $30M business on client communication tips for realtors that actually work.
0:00 – Intro
0:56 — Why sales and copywriting are the two superpowers that matter most in the AI era
1:50 — Jo Wiebe's background: from English major to copywriter to founding Copy Hackers
5:43 — Jo's copywriting mentors: Claude Hopkins, John Caples, and Jay Abraham
7:40 — The psychology of great copywriting: how word choice changes behavior (the fertility study example)
11:32 — Fixing your website headline: leading with the problem, not the solution
14:35 — Writing a compelling bio/About page that makes prospects feel understood
18:10 — Jobs to be done framework and the empty-nester condo story (storage + dining room insight)
24:15 — Instagram bio hack: the "I help [blank] do [blank]" formula
29:04 — The Copy Selling System framework: listen, find your hook, choose a framework
30:57 — The SweatBlock case study: turning a customer review into a winning headline
32:53 — Copywriting frameworks: problem-agitation-solution vs. desire-obstacle-solution
39:20 — Using AI as a thought partner (the right and wrong way to prompt it with reviews)
42:02 — The rehab center case study: "If you think you need rehab, you do"
46:50 — Two action items: build a habit of listening to customers and documenting it
Everything a realtor does every day is writing.
Emails. Texts. Listing descriptions. Offer letters. Your bio. Your website headline. Your Instagram profile.
And yet almost nobody in real estate was ever trained in the art and science of using words that actually get clients to say yes.
That changes today.
Tom Ferry sits down with Joanna Wiebe — the woman who coined the term "conversion copywriting" and built a $30 million business helping brands communicate better — to unpack the client communication tips every realtor needs right now.
Here is what you will learn:
• Why your homepage headline is almost certainly wrong — and the one fix that changes everything
• How to write a realtor bio that makes clients feel understood instead of sold to
• The voice of customer method — how to use your clients' own words to attract more clients
• The Instagram bio formula every realtor should be using: "I help [blank] do [blank]"
• Problem-Agitation-Solution vs Desire-Obstacle-Solution — which framework to use and when
• Why AI produces generic copy — and what to do instead to stand out
• The rehab center headline that got 400% more clicks and 20% more signups overnight
• How one word change made people 4.6x more likely to act — and what that means for your listings
"Value and differentiation are at the heart and soul of all marketing, all copywriting, all advertising." — Joanna Wiebe
If you are a realtor who feels invisible online, sounds like every other agent, or just wants more clients to call back — this episode is for you.
Get Joanna's Book: The Copy Selling System: https://copysellingsystem.com
Follow Joanna Wiebe on Instagram for daily copywriting tips
Tom Ferry Success Summit: https://www.tomferry.com/success
Free Tools & Playbooks: https://www.tomferry.com/tools
#TomFerry #ClientCommunicationTips #RealtorTips #JoannaWiebe #RealEstateMarketing
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For the majority of my life, I’ve been passionate and dedicated to changing lives by giving away the very best strategies, tactics, and mindset techniques to help you and your business succeed. Join me as we take this to level 10!
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You are advised that any Information provided on this podcast is not legal advice. Ferry International assumes no responsibility for consequences resulting from the use of the Information. Some of the Information may be outdated or not consistent with current law.