Quantity – Quality – Viability

---

Posted on June 26, 2008 by Russell Shaw

“Miracles are great, but. they are so damned unpredictable.” – Peter Drucker Quantity, then quality, then viability.  That is the correct sequence with regard to leads, listings and leverage. Leads always comes first.  In this business if one can not generate sufficient leads nothing else will matter.  It will make no difference how smart you are or how much you know – if you don’t have any customers to talk to.  Lead conversion is obviously the action sitting between having sufficient leads to wind up with a sufficient amount of listings.  But just having enough leads is the very first

---

0

How To Get The Listing Every Time!

---

Posted on June 11, 2008 by Russell Shaw

  With this post, I am introducing the new iRuss.  Here is another email from Raymond: Hi Russell, I’m trying to get some realistic perspective on the fall out rate of listings as experienced by successful listing specialists.  It’s not my intention to invade your privacy so I will understand should you ignore my request.  Anyway here is what I’d like to know: How many listing appointments/presentations did your team make in the past year? How many listings did your team take in the past year? Of those how many sold? And, how many expired or were canceled or withdrawn?

---

0

The 100 Days Trick

---

Posted on June 3, 2008 by Russell Shaw

  I have seen the future and it is a lot like the past, only longer.  There is a "trick" that time plays on people.  For most working Realtors the trick that time plays is about 100 days. In this business, it takes about 100 days from the time you do the things that matter until you get paid.  What you did or didn’t do (Dollar Productive Activities) in March will determine how much income you receive in June.  This lag in time contributes to many agents failure to realize that they personally control their income.  But there is a

---

0

Thrive – Survive – Thrive

---

Posted on May 20, 2008 by Russell Shaw

Pushing the River It is sometimes amazing how it lightens one’s load to find out that you weren’t alone in having a particular problem.  The downside of course is if one is seeking agreement on having that problem the people they find in agreement with the problem can become a support group for the problem.  And that can equal agreement with being a victim.  Not really where I am wanting to go with this thought.  I’ve written before that from the time the Phoenix market crashed at the end of August last year until March of this year I had

---

0

I Need a System

---

Posted on May 20, 2008 by Russell Shaw

I received the following email from Justin.   I have read The Millionaire Real Estate Agent it is fantastic.  I also have the Billionaire Real Estate Agent. My problem is in the building of systems.  I want to develop: 1. A system to get buyer leads.  (I get a lot of buyers leads but do not have a system to handle them) 2. A system that once we get the leads, how they are handled. 3. A system to get listing leads.  ( Same as above) 4. A system to sell our own listings. 5. A system to get Referrals

---

0

What do you feel are the best 2 or 3 systems to get listings?

---

Posted on May 20, 2008 by Russell Shaw

An email I received last week:   Hi Russell, Good to hear about your new association with AgentGenius. We all need your stuff. We can’t afford a Radio or TV marketing campaign, so I would appreciate your thoughts on… Other than Radio/TV, what do you feel are the best 2 or 3 systems to get listings? Other than marketing my listings, what is the next most effective method of attracting buyers? Thanks for your help. Raymond Good news, it is a short list.  There are precisely two ways to get business: marketing or prospecting.  All methods of getting business fall

---

0