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No BS real estate – upcoming panel in Scottsdale

Jeff Brown's Head I don’t think Jeff Brown’s (BawldGuy) head is much larger than Jay Thompson’s head or my head.  But you wouldn’t know it if you looked here.  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.

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Written By

Russell has been an Associate Broker with John Hall & Associates since 1978 and ranks in the top 1% of all agents in the U.S. Most recently The Wall Street Journal recognized the Top 200 Agents in America, awarding Russell # 25 for number of units sold. Russell has been featured in many books such as, "The Billion Dollar Agent" by Steve Kantor and "The Millionaire Real Estate Agent" by Gary Keller and has often been a featured speaker for national conventions and routinely speaks at various state and local association conventions. Visit him also at and



  1. Ken Brand

    August 7, 2010 at 9:22 pm

    I wish I could be there. Your panel is sorta the plutonium to success in real estate. Will any, please for the good or real estate agents everywhere, record/video/archive, the session.


  2. Eric Stegemann

    August 7, 2010 at 9:29 pm

    wow, that should be a great panel! In my opinion it’s all about blending the two worlds of real estate together. The old world of handshakes and face to face interactions with the new world of technology and systems. I can touch a lot of people if I have a system in place to help me do that automatically, but it’s my job to then to connect and try to turn an impersonal system into a personal connection.

    Certainly a lot to be learned from these three about the most effective ways to blend each of these worlds together!

  3. Matthew Hardy

    August 8, 2010 at 12:33 am

    @ Ken Brand

    > I wish I could be there. Your panel is sorta the plutonium to success in real estate. Will anyone, please for the good or real estate agents everywhere, record/video/archive, the session.

    Yes Ken, we will video the event — and I agree, positive catalytic stuff for sure. C’mon! Don’t let a little travel stand in your way — getcha a good deal at The Princess in Scottsdale! 😉

  4. BawldGuy

    August 8, 2010 at 12:39 am

    I’ll be the guy shcleppin’ coffee for Russell and Jay. 🙂

  5. Jim Gatos

    August 8, 2010 at 7:54 am

    I wish I could be there. You guys are my “mentors by internet”.. and since I’ve devoured “Shift” and Millionaire Real Estate Agent” by Gary Keller, my business got back on track and pointing upwards!

    If there is a “DVD” made on this, I’ll buy it!

  6. Al Lorenz

    August 9, 2010 at 12:47 pm

    What a great time! So much genius in such a small space! I’ll be looking forward to all of you sharing your insights afterwards!

  7. Joe Loomer

    August 10, 2010 at 6:32 am

    …….what Jim Gatos said – you guys rock!

    Navy Chief, Navy Pride

  8. Richard Smith

    March 20, 2011 at 12:52 am

    Awesome! This is great!

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