Archive for the ‘Leads Listings Leverage’ Category

Russell Shaw’s Guide to Real Estate Listing Presentations

Wednesday, March 7th, 2018

Joshua Smith Interviews Me

Thursday, July 2nd, 2015

 

 

 

Seminar – The Two Types of People

Friday, January 3rd, 2014

This seminar contains the most vital, high impact and important information I know.

Here is the link to the online version of the booklet:

http://www.scientologyhandbook.org/suppression/sh11.htm

Here is the link to the YouTube video:

https://www.youtube.com/watch?feature=player_embedded&v=g1qhh7Ubsqs

 

Happy New Year?

Wednesday, January 1st, 2014

Earth made the full trip around the sun.  365 revolutions of the earth.  And we are supposed to “make new decisions” about the time it will take for the earth’s next full trip around?

What was wrong with our old decisions?  Didn’t yours all happen the way you decided?  I know mine sure didn’t.  Not even close.  The sudden changes in the market stood many predictions on their heads.  An awful 1st quarter, a decent 2nd quarter and a mediocre 3rd and 4th quarter for us – we wound up 2013 closing 342 transactions.  But congratulations are not in order – as that is down from our 435 closed transactions for 2012.  Oddly enough, our annual sales volume ($63,973,603.) didn’t suffer, in fact it was up by almost a million dollars – due to prices being higher than in 2012.

So, HAPPY NEW YEAR!

We hope it is happy.

Happy = Fun!

Happy = It went like we wanted and planned.

For the record I am planning on doubling the amount of business in 2014 we did in 2013.  I am no longer trying to figure out HOW to generate buyer sides, thanks to finally having that crazy making issue resolved thanks to my Real Estate Webmasters site (www.allphoenixareahomes.com).  So we have added 2 buyer agents (for a total of 6) and hitting 200 closed buyer deals in 2014 is no longer a pipe dream.  That now solved – along with the market shift back to “traditional sellers”, we can once again make lead generation for sellers our primary focus and have our (considerable) marketing dollars have a huge impact (regardless of the now numerous local copycats).  The new radio ad is done.  The new TV ad will be done early this month.  Our staff is fully groomed to provide an even higher quality level of service so the experience our clients have will create more raving fans.

Some of you felt battered in 2013.  I did too.  It is just part of the deal.  If you don’t ever want to get hit, don’t get in the ring.  This is going to be a GREAT year.  Won’t you join me?

Realtor Success Seminar – The Conditions

Monday, August 19th, 2013

You can see the booklet here: http://www.scientologyhandbook.org/SH10.HTM

http://youtu.be/jghaBqogkoo

 

 

 

 

Find Out Why – Achieving Your Goals

Tuesday, July 9th, 2013

Here is the entire seminar

http://www.youtube.com/watch?v=ZJeTKzEDUcA&feature=youtu.be

And here is the handout https://number1homeagent.com/FindOutWhyHandout.pdf

What is your time worth?

Thursday, September 13th, 2012

If you are a working Realtor and want to “give yourself a raise” this short post is for you.

There are many many “things which must be done” in your business. Many. To skip just one of those things is to invite eventual disaster. But that does not mean YOU have to physically do each of them yourself. In fact, doing them all yourself is a very expensive way to foolishly spend money.

There are DOLLAR PRODUCTIVE ACTIVITIES.  And then there is everything else.

There are only two types of activities which can not ever be delegated. Just two. Lead generation (not lead conversion, it can) and quality control.

All other actions can be delegated. All of them. You will always make the greatest income if YOU focus on Led Generation and delegate the rest.

The first thing to get rid of is the $15 an hour stuff. Your time spent on lead gen is worth at least $200 an hour. You doing $15 an hour work costs you $185 an hour for you to do it.

And get over the (false) idea that customers only want you. They want a certain result. Not “you”.

This is done on a gradient. First get rid of $15 an hour work. And get a life in the process too.

No BS Real Estate

Sunday, August 8th, 2010

Jeff Brown's Head

I don’t think Jeff Brown’s (BawldGuy) head is much larger than Jay Thompson’s head or my head .  The three of us will be on a panel together on Tuesday, August 24th in Scottsdale.  Each of the three of us has a different approach to our business and yet I can’t remember a time I disagreed fundamentally with something significant that Jeff or Jay had to say about how to get and keep customers.

That last part of that last sentence is THE most important skill in business success: HOW TO GET AND KEEP CUSTOMERS.  If you are good at that one you could be bad at most of the other skills and still be a success.  I am not recommending being bad at the other important skills – just pointing how how important that one is.  If you are not good at that one it won’t make much difference how good you are at the other skills – if you are in business for yourself – you will still fail.  How we get and keep customers is what we will be covering – from three different perspectives.

In Gary Keller’s wonderful book, "The Millionaire Real Estate Agent" the idea of Leads, Listings, Leverage was a key concept.  If you are working on or solving a problem in your real estate business you were always solving or working on one of those three issues.  How to get more leads, how to get more listings from those leads or setting up or improving your systems.  Those three things: Leads, Listings & Leverage were THE things.  Just those three.  No matter how it might seem that our industry is changing or the economy is now "different" (it usually is) those three things really are what needs work.  Getting leads, converting leads into listings and being able to handle more and more and still give great service.

The "economy", various market conditions, etc. does not determine your stats or your income.  Your ability to adapt to the current market and lead generate in that market with an offer that seems desirable to consumers in the current market and then lead convert establishes your income.  That is all in the skill category and that is something you can do something about.  Always.

I Hate Most Every Sales Pitch And Most Salespeople But Make My Living Selling

Monday, August 3rd, 2009

SalesPitch

It’s true.  I really don’t like salespeople, I don’t like to listen to a sales pitch and anytime someone says, "I just need twenty minutes in person to explain it to you", I already know in advance that whatever it is I don’t want it.  And, for sure,  I don’t want to listen to them explain it to me.

It is also true that I have made my living on straight commission since I was 17.  I have not had a "job" or worked for wages, I’ve lived on commissions all these years.  Several times over the years people who wanted to get me to sit still for a sales pitch so they could give me a "briefing" or "enlighten me" have pointed out that my attitude on this subject would harm by business.  I don’t think so.  In fact, I believe my attitude has helped my business.

Once I am interested in buying something I do want information: whatever facts and data I might consider important.  But notice it is whatever facts and data I might consider important.  I don’t want to be "rushed".  I want to take my time.  That amount of time might only be a few seconds, but still – I want to make my decision based on my time schedule not the schedule of someone else who needs to move things along.  I don’t want to allow someone else to fixate my attention and then evaluate the relative importance of all the various "facts" for me.  That’s my job.

The person who "only needs twenty minutes" wants to attempt to evaluate – for me – the relative importance of various data and then try to tell me what to think.  All for my own good, of course.  No thanks.  I just want the facts, all of the relevant facts and then it is my job to decide which facts are important and which ones are not so important.  To me.  Those last two words are the key.  To me.  Which facts are important to me?

I believe it is the same, most of the time, with our buyers and sellers.  In most cases we wouldn’t even be talking to them for very long if they weren’t interested in buying or selling real estate (I’m pretty sure I wouldn’t, anyway).  My job is to make sure they have all of the relevant data.  It is up to them to decide which of those data are "important".  Is it a two-story home?  Single level?  Does it have a swimming pool?  How close is the school?  How much is the house?  How much have other homes nearby sold for?  Will I evaluate those last two for them?  Absolutely.  But it is still up to them to decide if it is the home for them or – if a seller – the offer is acceptable.

There are lots of examples of this but really, I want to treat them the way I would like to be treated.  The way you would like to be treated.

Russell Shaw Webinar for Number1Expert

Friday, July 3rd, 2009

WebinarNumber1Expert

Here is a link for a webinar I did about a week ago for Number 1 Expert.  You do have to fill out a short form to listen and give them them information to get to the actual recording.  It is about an hour long and you will see slides on the screen that are in sync with my answers.  They titled the talk, "How to Stay Positive in Uncertain Market Conditions".

Some good stuff.