How To Master Your Marketing Strategy, One Item at a Time

If you’ve skimmed through Ty’s 35 and are feeling overwhelmed with how and where to start, don’t worry. You aren’t alone. A lot of people message me and tell me that the Ty’s 35 is insane. And they are right. It’s pretty insane. But I wanted an insane book of business.

When I started my business I didn’t have any money. I was broke. In my first year, I was at a 50% commission split and had only sold 3 homes. Regardless of my pitiful start, I had big goals. I wouldn’t settle for being mediocre. I wouldn’t accept average.

If you only want to sell five homes a year, don’t worry about implementing “above and beyond” steps of service. Just keep doing what you’re doing. Ty’s 35 will bring you more business then you’ll know what to do with.

But if you want to have a successful career where you get a ton of referrals without putting your name on billboards or buying leads then you have to be patient. You have to maximize your marketing plan and invest time and effort. This is not a quick fix. And please, don’t email me and ask me where the rest of the items are.

Here are a few tips on how to use Ty’s 35 as a guide to effectively build your marketing strategy.

Know Your Goals

You’ve probably heard me use the quote, “You don’t have to be good to start… but you have to start to be good.” And that’s the medicine I’m going to prescribe you.

Before implementing any of Ty’s 35, you need to determine your goals and organize your business plan with the goal calculator (aka the one-page business plan). All you have to do is plug in how much you want to make and it will calculate how many deals you need. From there it will guide you through what you need to do to get those deal (marketing) and how to execute (operations).


For me, it wasn’t insane because I only had one item when I started out. Back then, it wasn’t called Ty’s 35. It was just one item that I implemented and consistently executed on. Pick one item and do it for 10 deals. Then evaluate the improvements in your business. If it’s going well, continue doing it until it no longer seems like extra work.

Even adding one item to your already full schedule can be stressful at first. It might not go exactly how you imagine the first few times. You’ll have to work out the kinks. But eventually, it’ll become second-nature.

Personal Touch

Put your personal touch on your marketing. Make tweaks to any of my items or personalize them to fit your style. If certain items don’t work for you, don’t do them! Don’t forget to look at what other Realtors are doing and adopt their strategies. That’s how Ty’s 35 came to be; some of it I made up myself, some of it I implemented based on ideas I picked up from other Realtors. But every single item was personalized to fit me and my style.

Master Your Marketing

WARNING: Don’t add another item just because you aren’t seeing growth! You will end up biting off more than you can chew and you’ll actually be harming your business because you won’t be able to keep up and you’ll burn out.

Once you have mastered one item and you have the bandwidth to implement another item, then and only then, should you add another item to your marketing plan. It’s important that you check in with yourself and know what you can handle without dropping the ball.

You don’t need to have 35 items. You will see results with three items. And if you are content with the results after implementing three items, stop there. You definitely don’t need 35 items. I’ll admit, it was a bit excessive. Those 35 items resulted in an average of 26 referrals a month. I kept that streak up for 18 months. I needed my entire team to be able to consistently implement all 35 items.

Ty’s 35 is there for you as a guide to the marketing tactics that I incorporated into my business. It’s not the bible of real estate marketing (although, it’s pretty good!). What worked for me and my team may not work for you.

Pick an item, modify it, and put it into practice until it’s a normal part of your business. Remember, it’s not a sprint. It’s a marathon.