There’s always something to howl about

Sales Success Training?

Stack of $100 bills - smallerMost of the national real estate sales trainers training today are selling worthless crap. Want proof? Buy their stuff and see if you can apply any of it and actually make your business better.

Most of the real estate magazine articles that are chock full of “what agents ought to be doing” are written by well intentioned people who either were never successful at selling real estate for a living or never did.

One of the most high profile agents in the world endlessly promotes that he will share (if you sign up for his fabulous training program) how he became so successful. He is quite successful and it would seem logical that he could share quite a bit that would help. One of the main things he “shares” is a cluttered looking clone website that you can buy from him. I’m not quite sure how that website helped him so much as he was fantastically successful before the internet existed.

One trainer (rhymes with fairy) knowingly lies from the stage.

Most agents who enter the business (13 out of 14 by actual count) will be gone in a year or two. Can that be changed by “learning about success”? I really doubt it, as most of them didn’t have much commitment to ever really apply themselves. But that doesn’t include everyone – there are a LOT of people in the real estate business who want to do better and aren’t sure what to do next.

I’m planning on doing something about that. Over the years I have figured out what is involved – exactly – to go from “0 – 60″ and I also know what is not involved. We are going to make that information broadly available. Free. Free, in the sense that we won’t be charging any money for any of it. Period. We won’t be endlessly attempting to get new people to listen to the audio or watch the videos because it makes us more money. Our only goal will be to see each person
who desires it to do better.

It will be fun. Please let me know any and all questions you might have. If I don’t know the correct answer I promise I will say just that.

Related posts:
  • Success FAQ
  • First Russell Shaw Sales Success Seminar: Podcast #3
  • First Russell Shaw Sales Success Seminar: Podcast #5


    13 Comments so far

    1. Brian Brady February 26th, 2007 8:14 am

      This is way cool, Russell.

    2. Phil Hoover February 26th, 2007 8:37 am

      So . . . .
      I am confused.
      What about all those refrigerator magnets I bought last week?
      Do I have to stop sending newsletters with recipes?
      What am I gonna do with all those pumpkins next Halloween?
      Gotta go now; I am in the middle of memorizing 28 scripted reasons why buyers should buy today.

    3. David Saks February 26th, 2007 8:57 am

      Hi Russell,
      A few weeks ago I was invited to a (rhymes with chump) seminar. 75% of the people who came for the free book, entitled “How to Think Like a Billionaire”, left after listening to three hours of crap on “no money down” ways to buy real estate with little or no credit. All of the information these hucksters and shysters wanted to sell, at the follow up two thousand dollar two day study event, was public information. Needless to say, those who left early didn’t get the paperback book (which sits on my commode).
      After the break another twenty something schmoe, in J.C. Penny’s type fashions, tried to sell another mouthful of malarky in the form of how to purchase tax lien certificates, and an additional 1.5k class the same weekend. The original attendance of some 400+ had dwindled to about 40. Some actually began walking out when the tag team event started.
      I stayed for the books. I got two of them because they had so many left over. One has taken the place of “Jokes for the john”. The other servers as a reminder not to run out of Charmin.
      Here are two fascinating glimpses into the world of real estate guru malarky:

      Hope you enjoy these links, Russell, and hopes that this day finds you in great health, as each day.

    4. Drew Nichols February 26th, 2007 5:26 pm

      I personally am:

      1) Brand new to the biz and motivated.
      2) Not going to spend money on training for the reasons you mention. These secrets obviously left something to be desired for those who are offering them
      3) A big fan since listening to the podcast series. Thanks for making me listen until 2 in the morning because I simply could not put the podcast down. :)

    5. Craig Ernst February 26th, 2007 6:22 pm

      Hi Russell,

      I’ve spent many thousands of dollars over the past few years on training courses and seminars- some of it was very worthwhile, much of it was not. Personally, I’m eagerly awaiting the start of your training series. I found your personal story very inspiring. And I heard more sensible information come from you in any given 10 minute block of your recent podcasts, than I hear from most trainers in two hours. It is incredibly generous of you to share your wealth of experience through recent and upcoming podcasts. You obviously have more “street cred” than just about any professional trainer out there, and you could undoubtedly charge a very good price for any training materials you produce. Thanks in advance for the upcoming training!

    6. Jim Frey February 27th, 2007 6:18 pm

      Since I am a new Realtor (Licensed October 2006), my mentors = established Real Estate agents within my office & OUTSIDE……I steal from everyone! (LOL!) I find out HOW they established their business’ – I may tweak it a little bit – and put my stamp on it. I am NOT a big fan of training tapes/seminars/etc….My gut tells me “THEY” are making the $$$, not me…..Since I KNOW this will take me 1-2 years to get “up & running” successfully, I have to “crawl” first….

    7. Brian Brady February 27th, 2007 8:16 pm

      >You obviously have more “street cred” than just about any professional trainer out there

      Russell does have street cred which is what makes this project so cool.

    8. Brian Brady February 27th, 2007 9:08 pm
    9. Jim Gatos February 27th, 2007 9:41 pm


      I wholeheartedly agree.. I also found (by accident, actually, this

      First, a little background info on me..

      I have been in real estate since 1985 full time. In all those years, depending on the year, my energy level, and plans, I have closed a high or over 50 sales (with a full time assistant and a buyer agent) and a low of around 12 sales (I was verrrryyy slow and busy with personal issues). Presently I don’t have an assistant. I can say, I learned a lot from Mr. Butcher, in the 1990′s, however, I think his methods are now outmoded and very expensive. I also took Floyd Wickman, Mike Ferry, and Brian Buffini. Of all those, I would say Floyd & Brian were probably the two I can attribute numerous sales to, and with Roger, I can too say I made money in using his systems.

      The problem is they advocate working expireds and fsbo’s. And that’s fine, it was a lot easier before the do not call list. Except Buffini, who is completely into personal referrals. They all have something to say, and I think I find them all invaluable. Hoewever, I honestly think YOU have more to teach us.

      The sad part is, a lot of people won’t take up your generous offering because it’s free. Some people have to pay for something to find value.

      Having been in the business for over 20 years, I will listen to everything you say. You’re the king, and I think your style is also very straight shooting.

      It did concern me a bit to see L. Ron Hubbard quotes when you recommend, however, honestly speaking, I found the website extremely useful and informative. I signed up for the weekly newsletter, and I even did the goal setting exercises. Honestly, they were the BEST goal setting exercises I have ever ever seen. Some folks are very very apprehensive about Scientology, and even afraid. It seems there are two very strong sides to that issue.

      You keep ‘em coming. I’ll keep listening!


    10. Sharon Simms February 28th, 2007 4:30 am

      Russell, thank you so much for to selflessly sharing your knowledge, to help individuals and raise the bar professionally. I’ve scheduled time to listen to each of your podcasts and look forward to learning from you.

    11. Beau March 1st, 2007 9:44 am

      Looking forward to hearing (reading) more from you!

    12. Ralph Goicouria October 28th, 2007 10:13 am


      Thank you for all the great information. I am going on my third year in real estate (started 2005) and currently working on doubling my income every year in a declining market. I owe most of my success to The Mike Ferry Organazation and their intense program. Thanks to them I am able to learn the core values of the business and what it takes to make it in Real Estate.

      I think what you have to offer is great. Trainers and Motivators is not for everyone, however everyone needs someone to help they succeed before they flunk out the business. For those who want to treat it as a profession they need to consider the fact that it is going to take WORK! In our current market its going to take MORE WORK than most people every thought was needed in real estate. There is no magic pill.

      What has helped me:
      Find someone to follow (Mentor, trainer, or both), study their training or advice, surround yourself with others doing more than you, make a better life for yourself and your family, always have fun, and never take yourself too seriously

      I wish everyone out there the best of luck.



    13. Ben March 19th, 2008 10:52 pm

      For all the remaining Mike Ferry devotees….it seems that
      someone has finally had a glimpse behind the Mike Ferry curtain and discovered the truth….this is a great post that Russell just put up. Fellow agents…read this (second part)

      Rhymes With Ferry
      By: Russell Shaw,, Post Archive, RSS Feed
      Posted: Wednesday, March 19th, 2008, 9:29 pm MST
      Category: General, Marketing, Realty Reality

      A couple of things. First, the largest real estate company in Arizona (based on number of agents) is now Homesmart. Homesmart was already pretty damn big but on Tuesday it was finalized – they bought Dan Schwartz Realty. Dan Schwartz Realty was, itself, was already one of the top 3 companies in the state for number of agents. So was Homesmart. It is my understanding that – at least for now – both companies will continue to operate with their current names.

      A Little Bird Told Me

      And now for the “big” news. I’ve just received a report that Mike Ferry’s coaching business is falling off. Big time. I have long considered him a predator, so I am happy to hear this. His company has had a pattern of high pressuring agents (who attend his free seminars) to sign up for coaching. Coaching is pretty much all he really sells – his events being a giant sales pitch for getting coached by his organization. For those who don’t follow the Mike Ferry coaching advice or who find it unworkable they are in for an additional shock, besides not having all that additional income they were sure to get. If they attempt to cancel their relationship they discover – as they have signed a contract – their account will be turned over to a collection agency.

      It now happens that the state of California (EDD) recently ruled that all the coaches (I think he has averaged about 60 coaches at any given time since 1999) he has been paying as independent contractors are legally employees. Mike appealed and lost. Prediction: a big fine will soon be levied by California and I’m guessing the IRS will soon do the same. Also, from the very same little bird: a lawsuit from ex-coaches will soon be filed and made public to recover any money not recovered via the taxing agencies. My prediction: he will be out of money before any of them can collect anything.

      Mike, once you see this you can have one of your attorneys send me a nice threatening letter. Here is my contact information.