# How to Win the Market When Rates Skyrocket | Outliers

Page: https://stenobird.com/podcast/the-tom-ferry-podcast-experience-446979/how-to-win-the-market-when-rates-skyrocket-outliers
Text version: https://stenobird.com/podcast/the-tom-ferry-podcast-experience-446979/how-to-win-the-market-when-rates-skyrocket-outliers.md
Podcast: [The Tom Ferry Podcast Experience](https://stenobird.com/podcast/the-tom-ferry-podcast-experience-446979)
Published: 2026-03-12T16:00:00+00:00
Episode link: https://tomferry.podbean.com/e/how-to-win-the-market-when-rates-skyrocket-outliers/
Audio file: https://mcdn.podbean.com/mf/web/yhmm8u9hyuhcncp6/Outlier_7_-_Audio99f4w.mp3
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JSON: https://stenobird.com/v1/public/podcasts/the-tom-ferry-podcast-experience-446979/episodes/how-to-win-the-market-when-rates-skyrocket-outliers
Duration seconds: 1543

## Resource

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: 📞 https://www.tomferry.com/free-coaching-consultation/

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## Transcript

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