Jay Papasan is a creative exec, bestselling author and the Vice President of Publishing at Keller Williams Realty. During his prolific writing career, he’s authored and co-authored several hits including The Millionaire Real Estate Agent, The Millionaire Real Estate Investor, The One Thing and award winning Social. He’s been a finalist for Austin’s 40 Under 40 as well has been featured on publications such as Forbes. He is the co-founder of the Keller Inc. and co-owner of the top real estate team called the Papasan Team.
Understanding what you need to say ‘Yes’ to, the biggest gift of that…it allows you to say ‘No’ to all the other stuff. — Jay Papasan
The Papasan Realty Group is a real estate company part of Keller Williams Franchise system. They find buyers and sellers before they decide to work with another real estate firm. Last year, 27% of the business came from agent to agent referrals. They have networked with agents from other communities. At least 45% of our business come from their own sphere, people they were in relationships with. They follow up by mail or by email and try to stay in constant connection to provide services. It’s all about that high contact, high service mentality.
Jay’s One Idea
Jay’s wife had a career in marketing and PR and he was working in Keller Williams, the real estate firm. After having their first baby Wendy had surprised Jay by announcing that she wanted to stay home. Working with Gary Keller, the largest real estate company in America, they had at that time a couple of rental properties. Wendy had decided to manage those rental properties and she had also flipped a house and found that she was really good at that. Jay suggested for her to start a career in real estate. She had been doing it, she found that she enjoyed it and they needed to do the transition. She would come into the office only after the kids are off and she spent time finding new customers.
In 2009, after 4 months of work, she had sold over $600,000 in real estate, the next year she sold almost $3 million, the next year she sold $3.5 million and now that she’s serious about it, she sold $12M then $22M and last year she closed over $36 million in real estate (141 homes). It started with being self-employed to becoming a business.
The real estate team for Austin home search
Wendy Papasan, Realtor
The One Thing: What’s the ONE Thing you can do such that by doing it everything else will be easier or unnecessary?
Jay Papasan on Twitter and Facebook
Lessons / Struggles
“The challenge in our industry is that people only buy homes once every 10 years, so capturing that repeat business is really valuable.”
“You just have to keep showing value so that when they are out there looking for a home again, you’re the first name on their list.”
The lies that mislead and derail us:
Everything matters equally = if your calendar is so booked up, instead of doing the most important things, you’ll end up doing what will shorten your list the fastest. 80/20 principle: The majority of the results that you want are going to come from minority of the actions. Number your To Do list, out of all the things that you could do, there’s only a handful that you should do. Look at your 1, 2 or 3 and make a commitment to do those first during the day.
Multi-tasking = Do things at once and do them both very well. Multi-taskers are lousy at everything from a research by Clifford Mass based on a battery of tests. In every single test low taskers out did the multi-taskers. The longer you stay in your secondary task, the harder it’ll be for you to get back to your primary task. That’s how loose ends pile up on us.
Time Blocking = Making an appointment with yourself and do that work.
The One Thing by Gary Keller and Jay Papasan