Category Archive

Leads Listings Leverage

What is your time worth?

Posted on September 13, 2012 by Russell Shaw

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

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No BS Real Estate

Posted on August 8, 2010 by Russell Shaw

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

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

Posted on August 3, 2009 by Russell Shaw

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

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Russell Shaw Webinar for Number1Expert

Posted on July 3, 2009 by Russell Shaw

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.

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We are looking to attract more listings without paying a lot of advertising expense

Posted on June 19, 2009 by Russell Shaw

This was passed along to me by Benn: We are a small real estate company in Md.  We are trying to expand our clientele do you have any advice on how we can grow our business.  We are looking to attract more listings without paying a lot of advertising expense.  We tried the expired listings but most of the time the homeowner phone number is not listed. Thanks, (name deleted) I’ve deleted your name, so in case you feel insulted by what I am about to tell you – you can feel a little less insulted because no one but

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The Secret to Becoming a Top Listing Agent

Posted on May 26, 2009 by Russell Shaw

  Here are some factual statements: Most people who enter the real estate business are gone in just a few years.  Most real estate agents, who stay in the business, are not very successful.  To be in the top 1% of all agents in the U.S. would require about 50 – 60 sales a year.  Most agents, who are successful, (50 – 60 sales per year) do not really know why they are successful.  They think they know but they are usually wrong. Only about 25% – 30% of the top 1% of all agents actually know why they are

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I Mean Business

Posted on March 12, 2009 by Russell Shaw

What is a "top producer"?  How is it defined?  Why would anyone care? Some would say if you are in the top 10% you qualify.  I set the bar higher because the bottom 90% is doing so poorly.  To be in the top 1% – of all agents in the United States – you would need to sell about 40- 50 houses a year.  The first year I qualified I sold 38 houses.  At 40 – 50 sales in a year you would probably always be in the top 1% in your area and in the country. Why does it

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2. Invitation to the Realtor Ghost Dance

Posted on February 24, 2009 by Russell Shaw

It would seem that anything, any idea, if combined with aesthetics can be made to stick.  Someone will embrace it and buy into it.  Apparently, there is no idea too preposterous, or so idiotic that it can not find a home.  From young men wearing big baggy pants, put on backwards, to Indians wearing "special shirts" that will stop bullets, there is always someone who is all in. There is an endless supply of wonderful ideas from well-intentioned and those who only pretend they are well-intentioned about what "ought to be done with the MLS".  Most of these ideas would

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3. There is Real Joy in Doing "Meaningful Work"

Posted on February 24, 2009 by Russell Shaw

Years ago my sister went through nursing school and completed all of the requirements to become a Registered Nurse and graduated.  Nurses were in demand so she got a job as an R.N. quickly.  She kept that job for exactly two weeks and quit.  She didn’t like anything about being a nurse.  Shortly after quitting the hospital, she took a job working as a bookkeeper for an accountant, where she stayed for years.  She must have liked the idea of being a nurse but not actually being a nurse. Many men and women complete law school and yet don’t practice

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