In real estate, clients don’t just want a knowledgeable agent; they want someone they recognize, trust, and remember. That truth came through powerfully in one of the closing sessions of Tom Ferry’s 2025 Summit, where Josh Altman, star of Million Dollar Listing Los Angeles, shared lessons from his career as one of the world’s most recognizable agents.
Altman‘s stories highlight some of the best strategies that forward-thinking agents and firms are embracing today: Stay visible, take bold action, and treat every client interaction as an opportunity.
Success comes from playing the long game
Altman was candid about his early years. His very first deal, a $4.25 million transaction, stretched across weeks and nearly fell apart multiple times. In his first year, he closed only one deal. Yet he stuck with it, and by year three, his sales volume reached nearly $40 million, setting the stage for a career that would eventually surpass $6 billion in closed real estate.
The lesson is simple: Success is built over years, not days. Altman’s persistence mirrors the resilience required of any modern agent. While the market may fluctuate, long-term consistency compounds into influence, trust, and credibility.
Make sure everyone knows you’re in real estate
According to Altman, what’s crucial, possibly even the most important thing you can do as a Realtor, is “let everyone in the world know what you do for a living.” He built relationships with hotel concierges, luxury car dealers, and even chose Starbucks locations frequented by talent agents and celebrities to maximize his visibility.
This philosophy parallels the modern movement of agents leveraging media platforms to scale visibility. As highlighted in our analysis of reality-TV real estate professionals, figures like Ryan Serhant, Tracy Tutor, and Eleonora Srugo have built brands that extend beyond their listings. Television, social media, and content channels act as trust accelerators, ensuring that clients already feel connected before the first meeting.
Adopt a “ready, fire, aim” mindset
Altman’s mantra, “ready, fire, aim,” challenges the traditional sequence of over-preparation followed by cautious action. His story of meeting Tyler Perry on a treadmill illustrates the power of acting decisively. Instead of waiting for the perfect pitch, he introduced himself, started a conversation, and eventually brokered an $11.25 million deal.
This mindset is equally important for agents building their digital presence. Whether it’s launching a new brand video, experimenting with social content, or testing ad campaigns, waiting until conditions are perfect often means missing the moment. Boldness creates momentum. As Altman said, “Recognize an opportunity when it is in front of you, take the shot. Don’t wait. Just take the shot. And if you miss, guess what, take another.”
Every client interaction matters
While Altman is best known for multi-million-dollar transactions, he shared a pivotal story about a $4,000 rental client. At the time, the deal felt small, even unprofitable. Yet that one lease relationship eventually generated over $160 million in sales through referrals and introductions.
The takeaway is timeless: Every client deserves the same level of respect and care. In an industry where word-of-mouth remains the most powerful marketing tool, the ripple effect of one “small” client can change a career.
Top producer mindset
As one of the closing sessions at Tom Ferry’s Summit made clear, the future of real estate belongs to the bold. Josh Altman’s advice may come from years of navigating Hollywood’s luxury market, but the lessons apply universally.
At Luxury Presence, we help agents bring those same principles to life online. Whether you’re building your brand, elevating your marketing, or preparing for your next wave of visibility, our platform ensures that attention turns into opportunity.
If you’re ready to elevate your presence and position yourself as the trusted choice in your market, connect with Luxury Presence today.
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