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Last week I was able to watch the French Open on TV.  The match I was watching was between Rafael Nadal, one of the all-time greats of tennis, and an unseeded player, whose name I can’t recall.  As you might expect, Nadal was clearly the better player of the two.  That being said, “Mr. Unseeded” was playing a great match…for him.  He hit great shots, he stayed in points longer than expected and he even won some games in the match…all of which were great victories, given his opportunity to play against one of the best players in the world.  The good news is that competing against such a great opponent elevated his game to a level he had never seen before.  The other good news, as the announcers noted, was that he was “redlining.”  By redlining, they meant that he was playing beyond his capacity and that his engine was revving at an extreme level for him, which was unsustainable.  Nadal, in contrast, was playing at his everyday level, nowhere close to redlining with a weaker opponent.

Redlining is a precursor to improved performance.  Without being pushed beyond our limits from time to time, we would never grow, never improve and never better ourselves, our businesses or our lives.  To be our best, we have to redline from time to time.  We have to suffer defeat from people better than us.  We have to have “matches” that test our determination, that scare us a little, that excite us a little and that bring out the best of what’s inside of us.  We have to redline.

What I love about our company and our environment is that we have consistently created opportunities for everyone to redline.  MAPS coaching pushes us to redline, our leaders push us to redline, our training (BOLD!) pushes us to reline…and our top producers, who got to where they are by redlining, raise the performance bar for the rest of us and push us to new personal highs of thought, action and performance.

I look at my market centers in awe of our leaders, our staff, and our associates, because together we have matured into an encouraging and challenging environment that celebrates failure as a positive step forward towards success, that cheers our peers onward – through their fears, doubts, insecurities, and limiting beliefs.  Our environment for redlining creates an even bigger appetite for redlining.  And I believe that such an environment has its own energy field that is magnetic, contagious and ever-growing.  To be a part of it is to be swept up in it, to contribute to it and to benefit from it, all at the same time.  More people create more energy, which, in turn, creates more people who create more energy which creates more people and more energy, and so on and so on.  And before you know it, you are redlining.   Then the next thing you know is that you’re better because of it… until you redline again and create a whole new level of performance and achievement in your life and business.

So, whether it’s your favorite sport or hobby, your business or your life, look for ways to play at a higher level, to redline and to find new territories of success for yourself.  You’ll never know how great you are without playing your heart out and risking defeat while the whole world watches.  The truth is, if you are cruising to victory every day, then you’re probably not getting any better.

Oh…it’s important to note that when he redlined his way to losing the match against Nadal, Mr. Unseeded collected the biggest paycheck of his professional career. $170,000.  Hmmmm….Something to think about!

Your #1 Fan…



Shaun Rawls


The One Thing, “Cubed”


I think we can all agree that hearing the words “the one thing” is the equivalent to hearing a battle cry for efficiency and productivity. Gary Keller’s book has taken our company by storm and its impact can be felt by anyone who picks it up and soaks it in.

“What’s the one thing that I can do that would make everything else easier to do or no longer necessary?”

This is the foundational question of the book, “The One Thing.” It’s a great question that, when asked, can simplify the complex and shine a light on one’s proper pathway to action.

One of my own personal adaptations of asking this question is to ask it couple of different ways, particularly if the answer to “the one thing” question happens to elude you. So, if you ask “the one thing” question and you don’t come up with a suitable answer for whatever reason, then maybe you should try these on for size:

“What’s the one thing I feel guilty about not doing that I know I should be doing?”

Sometimes we have a little voice inside of us that gets drowned out amongst all of the busyness and amongst the stress and complexities of our day, and our actions become a product derived from the outside world more than our inner world. Sometimes it gets drowned out by having the wrong sources of input in our life and business. Regardless of why, it’s important to be still and quiet…to find that inner voice…and to listen to it. That voice knows us better than the outside world knows us, and can hold the key to the answer of what action you need to take that will make everything else easier to do or no longer necessary.

Alternatively, it may be that you should stop doing something before you should start doing something. This can be true for adrenaline junkies and for those of us who put more food on our daily plate than we can – or should – eat. So, this next alternative way of asking “the one thing” question is for everyone “whose eyes are bigger than your stomach,” as my grandmother used to say.

“What’s the one thing I am doing that I know I should stop doing?”

The answer to this question may open up a whole new world of opportunity for us. Most of the top producers that I know are not bored. In fact, they are the complete opposite of bored. They have schedules that resemble an overbooked airline flight, they are trying to accomplish too much at the same time and the thought of asking a question that gives them one “more” thing to do is scary. Another thing my grandmother used to say is, “You can’t put 10 pounds of poop in a 5 pound bag.”

So, perhaps, if we want to be inspired by doing what will make everything else easier to do or not necessary at all, maybe we should identify what is ineffectively and unprofitably eating away at our ability to be efficient, productive and profitable? What efforts are eating up the clock and not giving us the return we want? What clients in our business are sucking the life out of us? And because good is the enemy of great, we have to understand that some of the things we need to stop doing are not yielding “bad” results for us. In fact, they may be yielding “good” results, and good results may actually be keeping us from great ones.

Take inventory of the time, money and energy resources you spend to get the results you want. Anything that is not yielding great results should be looked at as a potential resource for trading up to great results. If you’re going to stop putting your time, money and energy towards something, then you should have more time, money and energy to spend on your answer to the question, “What’s the one thing I can do that will make everything else easier to do or not necessary at all?”

Clarity, conviction and passion are the precursors to efficiency, productivity and profitability. Answering “the one thing” question will help us discover all of these.

Good luck! I wish you all the best in your quest to identify and live your one thing.

Your #1 Fan…


Shaun Rawls
The Rawls Group / Keller Williams Realty

Here We Go Again…


While all of us in Atlanta are bracing for an ice storm, it’s hard to believe that in just a few of days, many of us, along with thousands of people from around the world will be making our way to Arizona for our annual Keller Williams convention, otherwise known as “Family Reunion.” If you’ve been before and are going again, then I’m sure you are already excited about all of the information and energy that you will return with; if you’ve not been before and are going for the first time, then buckle up and get ready to experience the power of Keller Williams like you never have before; and if you are not going, then try to make going next year a huge priority for you.

All of us take vacations from time to time in an effort to step away from the stress and busyness of our daily lives. Vacations allow us to regroup, re-center, re-focus, re-energize, re-build and refresh. What’s cool about KW’s Family Reunion is that it does the same things for you that a vacation does. In my history with Keller Williams, I have concluded that there are personal vacations and professional vacations. And I have found that almost every educational event I attend in this company brings me back to work sharper, more focused and more excited and energized about what I am doing and how I can do it better.

Unlike any other training event you could attend, Family Reunion offers significant training on virtually every possible topic in our industry in just a matter of days. Almost literally, anything that you want to improve in your business or explore for your business is there and you can spend all of your time feeding yourself with the educational food that you most want and need. And all of the educational nuggets are downloaded by agents who have earned the right to share their experience with you. They are an open book and they share their success and their failures so that you can benefit from their experience while potentially avoiding the costly and painful mistakes they had to endure.

In addition to the breakout sessions, you will also have the opportunity to listen to and learn from Gary Keller and Dianna Kokoszka, two of our industry’s most powerful real estate educators. When it comes to Gary, I always like to point out the uniqueness of Gary and why he remains the critical engine underneath the hood of Keller Williams. You see, Gary Keller founded this company and even being at the height of his career, he continues to focus all of his efforts on real estate agents. Gary coaches the most accomplished professionals in our industry and as a result, he has his finger on the pulse of the real estate industry more than any other leader of any other company in our business anywhere. And no one does a better job of downloading the information you need to hear to create your career worth having and your business worth owning… You’ll never see thousands of real estate agents coming to hear any other company head teach them how to run a better, more efficient and more profitable real estate business…never. That’s because all other company heads are more focused on their company than they are on their agents, and they lack street credibility. You will rarely see Gary at a leadership event in Keller Williams. If you want to see Gary, you have to go to the agent events because that’s where he will be. That’s where he lives. That’s where he thrives. And that’s why we love him so much.

And if you are looking for tools and systems and leverage for your business, the exhibit hall for vendors is heaven for such things. There are more people with more products and services that could provide you with the very thing(s) that’s missing in your efforts to grow your business into all that it’s capable of. From signs and cards, to logo merchandise, to closing gifts, to marketing and prospecting systems and tools, to technology…there’s nothing missing…nothing.

Lastly, KW’s Family Reunion is one of the greatest money making events you can invest in and attend. More than 10,000 people meet and re-connect here. It is a super highway for referral business for those who go with the expectation of building relationships with influential people in different markets. Don’t go to Family Reunion and spend all of your time with the people you live with locally. Branch out! Go and find new friends in different states who can become an extension of your valuable business services. We have so many great people in this company, and the people who you want to send business to are the best people in the business, and the best people in the business invest in their careers by attending this great event. Everyone you meet at Family Reunion is a potential source of new business for you. Don’t underestimate this truth. Go to Family Reunion focused, and go prepared.

Whether it’s referral income or income from something new you learn to improve your business, Family Reunion should never be an “expense.” It should always prove to be an investment that provides a tremendous return for you.

If you are attending Family Reunion this year, be sure to thank any member of the KW Events Team that you see out there. They do an amazing job and without them, your experience at Family Reunion would be far less enjoyable than it tends to be. This is their biggest event of the year and they need to be told what an amazing time and experience you have had out there.

This will be my 15th Family Reunion at Keller Williams. I never tire of this event. In fact, much of my excitement comes from watching the faces of those who are attending for the first time. Seeing and hearing the first timers being blown away by Family Reunion always reminds me of what a special company we are a part of.

As always, I look forward to seeing so many of our KW peeps in Phoenix. I can’t wait to go, and I can’t wait to come back with a sharper set of tools that will help me and all of my associates succeed at a higher level.

I’m looking forward to a great event, and I’m looking forward to seeing you there!

Your #1 Fan…


Shaun Rawls
Keller Williams
Phone: (404) 561-6555
Fax: (404) 806-6280

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KW History

Keller Williams’ history dates back more than 20 years. The firm currently has approximately 76,000 real estate professionals in 650 offices throughout the United States and Canada making it the fourth-largest U.S. residential real estate firm in North America. As an alternative to both dependent and independent real estate models, The Rawls Group and Keller Williams provide and “interdependent” model and environment and promote a team environment where both parties succeed by working together.