Back in the day, I used to be a pretty competitive tennis player. I became interested in playing tennis seriously in junior high school, and by the time I graduated high school, my performance on the tennis court was a very big part of who I was. One of my biggest influencers as a young man was my high school tennis coach, Coach Whitlow. He was one of the coolest teachers I ever knew. He could crack the whip of discipline with ease, and he could tell jokes and poke fun at us kids even easier. I rarely got dressed for school without making sure that there wasn’t something about my appearance that Coach Whitlow could make fun of because if he could, he would. I loved Coach Whitlow for always reminding me that I was capable of being better than I was. Regardless of how tired or lazy I was, he wouldn’t let me linger there. And I always found myself wanting to push myself harder under his direction.

One of the greatest friends in my lifetime has been Mark Brown. Mark and I met in the 7^th grade and we played on the basketball team together throughout the following years, and we ultimately ended up as doubles partners on the tennis court. The more we played, the better we got. And during our senior year we found ourselves playing in the state championship tournament some two hours outside of Atlanta.

Coach Whitlow drove us to the tournament, and during our drive he talked to us continually about our mindset and our perspective. He knew us both. He knew that we were skilled enough to win; he also knew that we were probably too immature to let that happen. As Mark and I joked and talked about our opportunity to play in the state tournament, Coach Whitlow listened and took it all in.

“You boys have put in a lot of hard work to get here,” Coach said. “It’s going to be a shame to drive all this way and come home without winning.”

“What do you mean, ‘without winning’?” we asked.

“You’re not focused on winning.”

“What makes you say that?”

“Because you are acting like this is your first crack at a state championship, and you’re just happy to be here. You’ve already lost if you’re just happy to be here. And I think you’re both just happy to be here.”

As it turned out, Mark and I lost that day. It was one of the most disappointing losses of our career together on the court. To say that we were mad would be an understatement. I was mad at not playing to the level of which we were capable, but I was even “madder” at the fact that Coach Whitlow was right. We were so excited to play in that tournament that we were, in fact, just happy to be there. And in less than two hours, we were back in the car with Coach Whitlow, heading for home. I’m not sure if any of us spoke on the way back. Mark and I sat there, stewing over our regret while Coach let the lesson sink in. And it did.

Fast forward to today. It’s 2013. More than 25 years have passed since that day. I, along with my Realtor friends and family, have successfully battled through the toughest 5 years that our industry – and our economy – has ever seen. And now we find ourselves in a rebounded market, ripe with the opportunity to re-succeed in new, yet familiar market conditions. For many, the next several years may be no different than my trip to the state tournament. If you survived the past five years, you could be at risk for just being “happy to be here” in a market with momentum, anxious only to ride the economic tide to wherever it takes you.

If, in any way, you resemble that remark, then I’d like you to take your right hand and slap yourself across the cheek right now. You can’t afford to sell yourself short like that. As Mark Willis recently reminded me, “The infinite power of the universe does not exist for you to be average.” The universe provides a lot of things, but it usually provides answers to the questions we ask, and nothing more. In the Aladdin Factor, we learned that the size of our questions determines the size of our answers. If you don’t like the answers that life is giving you (the amount of money you receive, the quality of the relationships you have, the level of stress you live with, etc.), then you need to ask bigger questions that beg for bigger answers in your life.

The past 5 years has created a detrimental mindset of “survival” for many people, particularly for people in the real estate industry. And if you give more power to your memory of the past than you give to the opportunities in your future, then you’re going to find yourself wallowing in regret that’s reminiscent of my loss in the state championship years ago. Quite simply, it’s time to clear out your memory and re-set your hard drive.

What would phenomenal success and happiness look like over the next 5 years? What could you do TODAY that would be a great first step in that direction? What do you need to do to solidify your resolve to win? Do you have the right people around you who make you want to do and be better? Are these people modeling success for you, leaving clues for you to follow? What’s wrong with your thinking that’s always been wrong with your thinking? And what do you intend to do about it? Now is the time to answer these questions and get serious about building a career worth having, a business worth owning and a life worth living. Later is for losers. “Now” is how you need to roll. Now is when you need to go, to be, to do, to have. Now is when you need to live into your future with your actions. “The infinite power of the universe does not exist for you to be average.”

I don’t know about you, but I’m ready. I’m ready to be better than I’ve ever been. I’m ready to win this match. The market of the past five years has only given me more experience and more confidence to succeed in any market, and I’m going to make the best of the best conditions we’ve seen in years, and I want to help you do the same. I’m asking that you join me, that you take a stand and declare your intention to get your unfair share of what is yours for the taking. I’m asking that you ask for greatness and work relentlessly until you find it for yourself. Will you? Won’t you?

“Together Everyone Achieves More.” Losing out on a great future by settling for average is not an option that we should consider. Let’s win this thing.

Your #1 Fan…

SHAUN

Shaun Rawls
OP – Keller Williams Realty – The Rawls Group – Atlanta
RD – Keller Williams Realty – NY Tri-State Region
www.RawlsGroup.org

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Atlanta Firm, The Rawls Group at Keller Williams Realty Earns Top Nods

For Immediate Release, Atlanta, GA-   Shaun Rawls, Operating Partner, The Rawls Group, Keller Williams Realty was recently cited by REAL Trends, Inc. as one of only 17 firms in America to achieve growth in all key areas of brokerage operational performance.  REAL Trends is the leading trends and research firm in the residential brokerage industry in North America and annually publishes rankings of the leading brokerage firms and sales professionals.

In a ten year study of the largest 500 residential brokerage firms in the country, REAL Trends found that only 17 had grown the levels of their sales professionals, closed housing sales and personal productivity from 2002 to 2011.  The Rawls Group was one of these few firms to have received this recognition from REAL Trends.

Steve Murray, editor of REAL Trends, said “when you consider that housing sales volumes fell over 50% throughout the country over this time, to have even 17 firms accomplish growth in all three key areas of brokerage performance, is an amazing accomplishment.  What we found is that these leaders have an absolute commitment to the people of their companies and have proven to be able to adapt to the most adverse environment that we have seen in recent times.  Not only did these firms perform well, but in all three categories they outperformed their peer companies by as much as 100 percent over the ten year period.”

Shaun Rawls said “We were greatly surprised by this acknowledgement of our success over the past ten years.  We are proud mostly of the efforts of our leadership team and sales professionals that we all worked together to not only survive the downturn, but found a way to thrive.”

About the Rawls Group: Atlanta real estate group led by Operating Partner Shaun Rawls and General Manager Jeri Moran, Keller Williams Realty First Atlanta, Keller Williams Realty Peachtree Road, Keller Williams Realty Cityside, Keller Williams Realty Buckhead, Keller Williams Realty East Cobb, Keller Williams Realty Perimeter North, The Rawls Group Atlanta real estate offices are “Changing the way you THINK about Real Estate”. Keller Williams Realty is the fastest-growing and second-largest residential real estate firm in the United States and ranks number 1 in Atlanta, GA real estate.

For additional information regarding REAL Trends, Inc. visit www.realtrends.com

www.RawlsGroup.org/Press Contact: Jeri Moran – 404-606-0705

Founder of the “Generosity Generation” and North America’s Most Referred Real Estate Professional Named Director of Productivity

For Immediate Release, Atlanta, GA – Michael J. Maher, The #1 International Bestselling Author of (7L) The Seven Levels of Communication: Go from Relationships to Referrals, announced today that he will be joining forces with the #1 real estate organization in Atlanta, Keller Williams Realty, The Rawls Group.

Michael joins the Rawls Group as a Senior Leader- Director of Productivity, and will be responsible for developing systems for agents at all levels. Michael has led a 40 -million dollar producing team and understands the models and skills that are required to succeed at a high level. He will translate these skills for the 1,000+ agents in the Rawls Group as well as assist other Realtors in their transition to the team. Michael will oversee agent productivity, train the models of Keller Williams and coach all levels of real estate professionals.

Shaun Rawls, Operating Partner noted: “Today our organization added the most sought-after coach, real estate professional and trainer in the industry. Bringing talent of this caliber to our team is a huge win for our agents and the leadership at Keller Williams. We became a better company today and we are thrilled to be in business with Michael whose integrity and beliefs are in line with what we stand for.”

Gary Keller, Chairman of the Board, Keller Williams Realty International commented: “Michael is a true professional and we are proud to welcome him to our business family.”

In an Atlanta real estate market where many offices are closing their doors or limiting services, The Rawls Group of six Atlanta real estate offices has proactively and productively added services for their agents and their clients. One of these is the latest addition, KW Luxury Homes Services, a service designed as the best in the real estate industry for global promotion of upper-bracket Atlanta, Georgia homes. They are ranked in the top 100 Brokers in the country and provide daily education to their associates. The Rawls Group is led by Shaun Rawls, Jean Rawls, Jeri Moran Brad Feiman, Robben Matthews, Jennifer Greenway, Jim Alexander and John Fountain.

Michael J. Maher, best-selling author and top-producing Realtor® added: “When opportunity knocks, we have to listen. In exploring the plans for Keller Williams Realty International (KWRI) and more specifically, The Rawls Group of real estate offices in Atlanta, I was presented a lucrative opportunity that involved incredible leaders, significant challenge, and tremendous personal growth. As a consultant, as Director of Productivity, I have one focus – to help the agents do more in less time. As they do this, it will help Atlanta’s job market and the local economy as well. Also, in learning about the Keller Williams plans for the future and without disclosing too many details, I can say with certainty that my goal of making a significant difference in the real estate industry is shared by KWRI. I come in as a consultant, trainer, and teacher, but I am just as excited by what I am going to learn.”

About the Rawls Group: Atlanta real estate group led by Operating Partner Shaun Rawls and General Manager Jeri Moran, Keller Williams Realty First Atlanta, Keller Williams Realty Peachtree Road, Keller Williams Realty Cityside, Keller Williams Realty Buckhead, Keller Williams Realty East Cobb, Keller Williams Realty Perimeter North, The Rawls Group Atlanta real estate offices are “Changing the way you THINK about Real Estate”. Keller Williams Realty is the fastest-growing and second-largest residential real estate firm in the United States and ranks number 1 in Atlanta, GA real estate.

About Michael J. Maher: Michael J. Maher is known as North America’s Most Referred Real Estate Professional® and is the #1 International Bestselling Author of (7L) The Seven Levels of Communication: Go from Relationships to Referrals. He is the father and founder of The Generosity Generation, a group of the most refer-able professionals in the world. Michael is a world-renowned speaker and productivity expert. His transformative trademarked coaching and consulting programs CATALYST*, LAUNCH, BOOST, and PLATINUM have helped thousands of professionals do more business and have better lives.

www.RawlsGroup.org/Press Contact: Jeri Moran – 404-606-0705

Growing up is a tedious process. It’s filled with trials and errors born out of the “research and development” of immaturity and a curious mind. Everybody grows up, or at least has a chance to. I would think that the concepts of right and wrong start to take shape shortly after birth and get honed throughout our lives. Our sense of self-worth, our vision for our lives, our environment and the leaders around us tend to have the greatest influence on our behavior as it pertains to doing the right things or doing the wrong things.

I grew up in schools that disciplined with corporal punishment. For those of you Gen Y’s, that means that the concept of right and wrong were taught by applying a wooden paddle swiftly and firmly to the buttocks of one who crossed the line of good behavior and entered the land of bad behavior. Students’ poor choices of behavior were usually corrected by a “one, two or three licks” system. You got one lick for lesser offenses, three licks for something bad, and two if the principal couldn’t decide between the two. By the time I got out of elementary school, I had enough experience with the paddle that I knew punishment of this kind was something I wanted to avoid, if I could help it.

In the third grade, my posse and I were sent to the principal’s office for instigating a food fight in the lunch room. The principal was a huge man, who many believed to have been kin to Big Foot. As I remember the event, he seemed to take great delight in looking at six boys and telling us that it was the first time in his career that he would get to swing his paddle 18 times in a single day. That was the first time I was ever paddled in school. Unfortunately, it was not the last. I was paddled several times of the next few years, mostly for fighting and once for peeing out of a second story window with my good and most influential friend, Ben…but that’s a story for another time.

My parents and grandparents all believed in physical punishment, or discipline, as well. Unlike the heavy, wooden paddles they used at school, spankings were delivered by hand, tree branches or belts in my family. And unlike many parents today, my parents didn’t idly threaten a spanking. There were no threats. There were spankings. One of the ways that decisions were made when facing an opportunity to cross the line, was to try to evaluate how bad the spanking would be. And the thought of a painful or embarrassing experience was often enough for me to determine that crossing the line was not worth the consequences. I got spanked for not saying, “Yes, ma’am or No, sir” to an adult. I got spanked for bringing home bad grades, for fighting, for bad language, for disobeying, for being an idiot and for whatever I did to get spanked in school.

But perhaps what influenced me most growing up, and even today, is disappointing the people that I love and respect the most. While I hated receiving physical punishment, I could deal with it, learn from it and move on. What I hated was letting my mom or my grandmother down and feeling like they thought less of me and my abilities. Disappointing those two growing up was more painful than any spanking I received. As a result, I learned to strive to not disappoint them. Even more important, I strived to make them proud of me. And what I realize now is that I wanted to earn freedom, autonomy and respect, three things that come from making good decisions without the influence of rules, instructions or management by others. Making good decisions creates opportunities and freedom; making bad decisions takes those things away.

Even today, I have a long list of those who I love and respect, people I don’t want to disappoint and who I want to make proud of me. I realize that what I do every day will reflect positively or poorly on others, as well as myself, and I have a responsibility to try to make the most appropriate choices.

As a broker, my greatest hope is that our associates have the same sense of responsibility when conducting their businesses. Since we don’t use corporal punishment in the workplace, I would love nothing more than for everyone to live and work worried about doing something really wrong, fearful about disappointing me or their peers or their clients and customers. When you do business with someone, you will be a reflection of our company and our industry, in addition to yourself, and that is something no one should ever forget. A couple of years ago, my Team Leaders gave me stickers that said “WWSD?” It means “What would Shaun do?” I loved them because that’s exactly what I would love for my agents to ask before they do something they shouldn’t do.

I’m writing all of this because someone did something they shouldn’t have done. It was an unfathomable choice of poor proportions. And it involved someone that I truly believe to have greatness within them. If I could spank them, I would. However, the consequences of my disappointment and a reduction of opportunity and freedom will have to suffice.

Please think about every choice you make. Think about the consequences. Think about the freedom and opportunities you could create for yourself by making the right choice. Think about the lack of freedom and opportunities you will create for yourself by making the wrong choice. Think about who could be proud of you and who could be disappointed in you. Think about how you will feel about yourself. Think about whether or not what you are doing is something that you would like printed on the front page of the newspaper. Think! And make your decisions based on the future and greatest version of yourself that you wish to become, not on your current circumstances and needs.

As Matthew Kelly says, “Is what I am doing helping me to become the greatest version of myself, or something less?” We must ask this question all day long, every day of every week of every month of every year.

I am here for anyone with whom I am in business. I would love nothing more than to help people in times of need. Our market center leaders feel the same way. We are all approachable and able to discuss the toughest of topics in an effort to make a positive difference and an impact on the people we work with. If you are vulnerable to making a bad decision, please talk to someone before you make it. Simply put, bad decisions are best discussed before they are made, not after.

Among your New Year’s resolutions, please add “make GREAT decisions” to your list. If not for yourself, then do it for me because I believe that you deserve the very best that life has to offer.

Your #1 Fan…
SHAUN

Shaun Rawls
OP – Keller Williams Realty – The Rawls Group
RD – Keller Williams Realty – NY Tri-State Region
shaunr@kw.com
www.rawlsgroup.org

Like many January firsts before, today marks the beginning of a new year. It’s an iconic day because most everything we know in regard to time, development, relationships, productivity and profits re-sets and gives us the chance and the choice to do better, to do the same or to do worse than we did last year.

While I am usually optimistic about a new year, there are a couple things that I find particularly exciting about 2013. For starters, 2013 is a year that is beginning with momentum. Unlike recent years past, all indications are that real economic traction should continue and create a tailwind that favors the masses. As a student of the statistics and cycles of real estate, I’ve predicted that the (Atlanta) market would be back in full swing in the spring of 2013 for more than two years now, and I am thrilled to report that it appears I will be proven right.

It’s been said that success happens when preparation meets opportunity. For me, I believe that we have been preparing our people to take full advantage of the emerging opportunities of the market. We have educated relentlessly, we have provided more tools and products than ever before and we have supported our people with dedicated leaders who demonstrate a passion for our agents’ success on a daily basis. We’ve been spoiling our associates with preparation for years, and I believe that 2013 will expose our efforts with expanded success throughout our organization. While an optimistic economy and positively shifting market favors the weak, it provides the greatest opportunities for those who are ready, willing and able to maximize their success. For those of us who have succeeded through past years, this year will provide conditions for extreme success. My leadership plan involves me doing everything I can to improve your personal and professional growth, and to enhance the opportunities to succeed for all of our associates.

The other reason I’m excited about 2013 is that I believe that 13 is a LUCKY NUMBER. Like most things in my life, I’ve never succumbed to negative thoughts, beliefs or superstitions. When the crowd goes right, I usually go left…and vice-versa. I’ve always liked the number 13 and I’ve embraced it as a number to be excited about, rather than one to be feared. We’re going to be enjoying the fruits of living in the year 13 all year long!

I’ve been listening to Jim Rohn CDs throughout the holidays. Jim said to “set a better sail” if you want better results than the ones you’ve got. It’s not the strength or direction of the wind that matters; it’s the set of your sail. We’ve certainly found this to be true over the past five years. Now we must set our sails in a new direction to take full advantage of the winds we have today. Jim also said that all of our relationships should be evaluated and put into three different categories. Each of our relationships should be classified as one that requires disassociation, diminished association or expanded association. Nothing has greater influence on our progress and development than the people with whom we are associated. Having the right relationships carry us to new heights while the wrong ones carry us further and further away from where we want to be. No resolution is more important to you than one focused on enhancing the right relationships and diminishing – or dissolving – the wrong ones.

With that said, let us all resolve to be contributing participants in each of our relationships throughout the new year. Let’s endeavor to develop ourselves to our capacity and to share our gifts to the fullest with those around us. Coming from contribution can only return our efforts with peace, joy and prosperity, three things that we can never have enough of. I’ll do my part, will you?

Happy New Year… and a Lucky 13 to you!

Your #1 Fan…
SHAUN

Shaun Rawls
www.rawlsgroup.org
OP – Keller Williams Realty, The Rawls Group – Atlanta
RD – Keller Williams Realty’s NY Tri-State Region

“I may be, Mr. Jones. I may be. Tell me, do you ever take a drink?”

“Well…I can’t lie to you, Mr. Rawls. Ever now and then I do.”

“Good. Cause I can’t trust a man who doesn’t drink every once in a while.”

This is a conversation that my father vividly remembers his dad having with a black man in the 1950’s, when my father was less than 10 years old. My grandfather was a self-made man who succeeded in business with his creativity and his generosity towards others. He gave generously to the church and local orphanages, and he didn’t think twice about giving opportunities to minorities as workers in his south-of-Atlanta shop, which, in those times, was something special. As such, he earned a reputation of “being too good to black folks,” so much so that the Ku Klux Klan showed up one night and burned one of their infamous crosses in the front lawn of my grandparents’ home, scarring the four children inside with a memory they will never forget.

My grandfather died when I was six months old, so I’ve only known him through the stories my family tells of him. From what I know, he was quite the role model. He lived his life the way he believed God would expect him to. He was an honest, fair, generous, optimistic, creative, charismatic and confident leader of his family and his business. When rendering advice to his frightened children after the cross burning, I’m told that he said, “There’s a lot more to be afraid of in life than a bunch of cowardly men in sheets. Just because something’s scary doesn’t mean you should be afraid. Those men in sheets are the ones who should be afraid because they’re going to have to answer to the same God we do.” My grandfather modeled leadership in his family and his business. He modeled it so well that I’m still trying to live up to his example, and I never even had the chance to know him.

So, what does the Ku Klux Klan have to do with real estate? Nothing really, except that we all have our own version of burning crosses in our minds – things that are scary to us. And we either see those things for what they truly are or we give them more attention than we should, robbing us of our potential. As Realtors, we find ourselves closing the door on 2012 and, perhaps, on one of the toughest economic periods of our careers. If you’ve been paying attention, I’m certain you have learned many lessons about life, business and yourself over the past five years. I’ve always admired people who endure difficult times and emerge from them without ever sacrificing who they are, who they know they should be, and who have a clear picture of what they are determined to accomplish. That’s why it’s critical that we have a clear mission in front of us at all times.

For many of us, this time of year is the time when we put our mission and our standards under the microscope and we get re-energized by the passion that comes from clearly seeing a path from where we are to where we want to be. Just like a burning cross in our front yard, we have to take inventory of all that is scary and determine what, if anything, warrants our being fearful. Confidence comes from clarity of vision, and from knowing who you are, what you stand for, why you are here and what you want your legacy to be. If we know these things and we are passionate about them, then there’s very little for us to be afraid of, and everything for us to be excited about.

The other, and obvious, lesson from all of this is how important everyone in our life is. Success and happiness come from expanding our network, striving to do good (if not great!) and right by everyone in it, and recognizing that everyone plays an important instrument in our life’s orchestra. Even the “bad people” in our life serve the purpose of allowing us to show ourselves and others what we are made of and what we are capable of when we live with gratitude, acceptance and purpose. Without adversity and opposition, our resolve would grow dull and never get sharpened.

Just like the stories I’ve always heard about my grandfather, I’m proud of all of the stories that we are creating in this company, together. Our examples serve as living proof that abundance always wins and that every single person has the opportunity to make the biggest difference on the smallest of scales. Thanks to all of you who fight the good fight every day, who overcome your obstacles and who have faith in who you are and in the potential you are determined to reach. It’s an honor and a privilege to share my life with you.

If we’re afraid of anything, let us be afraid of NOT building careers worth having, businesses worth owning and lives worth living.

Your #1 Fan…
SHAUN

Shaun Rawls
Operating Partner, Keller Williams Realty – The Rawls Group
Regional Director, Keller Williams Realty – NY Tri-State Region
shaunr@kw.com

A New “Sign” In Luxury Coming January 7, 2013

Atlanta, GA December 7, 2012 — Keller Williams Realty announced today that one of the largest luxury divisions join the ranks of KW Luxury Homes International. With close to 60 current members the metro Atlanta division will formally launch on January 7, 2013 with a new look, image and benefits to both clients and agent members. The division focuses on listing and selling homes in the $750,000 and above price range.

With more than 1,200 members, KW Luxury Homes International is the elite, luxury properties arm of Keller Williams Realty, currently the 2^nd largest real estate company in the United States. The organization offers eligible associates extensive training, marketing and technology resources as well as elite designation as a Luxury Homes Specialist via The Institute for Luxury Homes Marketing and benefits with the Wall Street Journal online.

Shaun Rawls, Operating Partner, The Rawls Group, Atlanta noted: “Launching this division is reminiscent of launching Keller Williams in the basement of my home thirteen years ago. Only this time, we launched at the St. Regis, Buckhead. I am thrilled to be a part of one of the most successful luxury homes divisions in Atlanta and look forward to the growth and great success in the Atlanta market. This area is an obvious place for this brand and we are excited to be leading one of the most powerful groups in the area.

Dee Shultz, the founder and chairman of KW Luxury Homes International said: “We know that the vast majority of luxury property transactions – on both the buying and selling side – are driven through agent connections, and our agents are among the most well-connected in North America! With Keller Williams Realty’s network of 75,000 associates and our luxury-specific referral network, we serve our buyers and sellers at a higher-level.”

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 About Keller Williams Realty, Inc. and KW Luxury Homes International:

Keller Williams Realty Inc. is the second-largest real estate franchise operation in the United States, with almost 700 offices and more than 75,000 associates in the United States and Canada. The company has grown exponentially since the opening of the first Keller Williams Realty office in 1983, and continues to cultivate its agent-centric culture that emphasizes access to leading-edge education and promotes an economic model that rewards associates as stakeholders. In 2007, the company founded a member-organization for its luxury homes specialists, KW Luxury Homes International, providing training, marketing, and technology resources for associates serving high-end clientele. For more information, or to search for luxury homes for sale, visit www.kwluxuryhomes.com.

I am a huge fan of Gary Keller. Consequently, I’m also a huge fan of what Gary teaches in his quest to make Keller Williams associates the best business owners they can be. If you’ve been with Keller Williams any time at all, then you’ve probably been introduced to the 80/20 principle as it relates to real estate. This, as we discuss it, is a hinge pin concept in the foundation of Keller Williams that Gary has been preaching since I joined this company in 1999…and before.

The 80/20 principle says that 20% of what we do creates 80% of what we make (financially). It also means that 80% of what we do creates 20% of what we make, and therefore gets in our way of spending more time on the 20% of things that give us the greatest rewards in our business. In real estate, Gary has defined our 20% as LEADS, LISTINGS AND LEVERAGE. If you are spending time on the people and tasks that generate more leads for your business, that build your listing inventory and that free you from less rewarding people and tasks so you can spend more time on lead generation and listings, then you are spending your time “in your 20%.” We call this “the 3 L’s.”

When I teach the 80/20 principle, I spend a lot of time talking about the 3 Ls, why they are so important and how one can stay more focused on his or her 20% throughout the day, week, month and year. But I also talk about “the 4^th L.” The 4^th L is “LOVE,” and I consider this the most important “L” of all. Love, as a 20% component of your life, acknowledges that 20% of the people in your life create 80% of the quality of your life relationally, and that 80% of the people in your life get in the way of you spending time with the people you love the most, who love you the most, who give you the greatest energy and who create your biggest “why” for doing what you do professionally. When you are clear about your “love relationships” and what they mean to you, you will create a sense of urgency in your work to be more efficient, more effective and more productive in the time you spend in and on your business.

Perhaps the hardest thing about the 80/20 principle is the decision you have to make to live in it. Make no mistake about it, if you haven’t DECIDED to live in your 20% of people and tasks, you’ve DECIDED not to. The 80% is what you get when you don’t demand better. The 80% is what comes your way without much effort or resistance on your part. The 80% is where the most amount of people live in all aspects of their lives, which makes it a compelling place to live because ”everybody’s doing it.” If misery loves company, average loves it more!

Have you thought about the life and business you are determined to have? Are you taking steps that will lead you there? Do you know what your 20% is? Are you committed to spending more time with the right people, on the right tasks, so that you can work less and live more? If not, then you are expanding the time you have in your day to allow for your lack of focus and your inefficiency. You don’t have the proper sense of urgency.

If you were to look at your watch right now and realize that you have to be at the airport in 1 hour in order to catch a flight to Paris or you wouldn’t be able to go at all, how focused would you be on getting to the airport as fast as possible? Who would you allow to stop you from making that flight? What would you say to anyone or anything that gets in your way? You’d probably say, ”I’m so sorry! I can’t talk to you right now. I’ve got to catch a plane in an hour and I’m terribly late!”

Would you feel bad? I doubt it. Everyone has been late for a flight at some point, and therefore understands the urgency required to make it to the airport before the plane leaves the gate.

Why don’t we have the same sense of urgency when it comes to our businesses and our relationships? Why is it so hard to worry about being late for our 3 or 5 or 7 year plan? I think it’s because most of us define “urgent” as “now,” or as “three feet in front of us,” not later. We tend to value time the most when it’s running out before our very eyes, not when it’s out of our reach or out of our sight. We should all be telling our 80%, “I’m so sorry! I can’t talk to you right now. I’m late for my business plan!”

Truthfully, I think that lack of clarity in our vision creates our lack of urgency. Urgency can only result from clarity. How serious are you about spending quality time with yourself, your spouse, your children, your family and friends? How serious are you about building a profitable and leveraged business and enjoying the fruits of it? If you’re serious, the only choice is to get serious about defining and living in your 20% so you “don’t miss that plane.” The 80% will never get you where you want to go. The 80% is an illusion, an oasis that makes you feel better about your average efforts by suggesting you will be able to make it all up later. The 80% is like quicksand to anyone living with clarity and urgency, and yet it’s comforting to those who don’t.

And one more thing…remember that the most important things in your life are not required by anyone other than you. No one’s going to arrest you for cheating yourself out of the life you want. Punishment comes in the form of missed opportunities and relationships lost, personal disappointment, guilt and regret. And who wants that?

Let’s take the 4 L’s seriously. Let’s decide to live in our 20%. Let’s judge ourselves based on what we believe we are capable of, not against what the 80% are doing. Let’s live with urgency regarding our lives and our business.

It’s all about Leads. It’s all about Listings. It’s all about Leverage. And it’s all about Love.

Your #1 Fan…

SHAUN

Shaun Rawls
Regional Director, Keller Williams New York Tri-State Region
Operating Partner, Keller Williams Realty – The Rawls Group
404-561-6555 cell
shaunr@kw.com

September 15, 2012, Atlanta, GA — Atlanta’s leading business publication, the Atlanta Business Chronicle, named Keller Williams Realty – The Rawls Group, to its list of “Atlanta’s Best Places to Work.” The Rawls Group ranks No. ¬¬¬1 on the 2010, 2011 and 2012 lists of Atlanta’s best places to work for large companies.

Just after accepting the award, Shaun Rawls, Operating Partner noted “We are so honored and frankly humbled. To receive this top honor three years in a row in a market that is no less than difficult is extremely rewarding. We have a great team of leaders and our real estate agents rank among the best in Atlanta. In 2012 we chose to build communities within, sticky communities that our team would never want to leave. What an accomplishment.”

“Beginning in 2010, our focus was to become the irresistible and obvious choice in real estate said General Manager, Jeri Moran. We strive for that each and every day and an award like this falls in line with our vision. Training, technology, culture and energy are at the forefront of all we do. We are thrilled.”

In a real estate market where many offices are closing their doors, The Rawls Group of six offices has maintained all of the services they have always provided and added more. They are ranked in the top 100 Brokers in the country and provide daily education to their associates. The Rawls Group is led by Shaun Rawls, Jean Rawls, Jeri Moran Brad Feiman, Robben Matthews, Jennifer Greenway, Jim Alexander, Steve Kout and John Fountain.

Atlanta Business Chronicle, in partnership with Quantum Market Research Inc., recently surveyed the metro area’s businesses and organizations to find those that have discovered how to be among Atlanta’s Best Places to Work. More than 600 companies participated. Independent research firm, Quantum Market Research conducted anonymous employee surveys to tabulate the results. Best Places to Work winners are ranked based on numerous topics including, manager effectiveness, trust in senior leaders, alignment with goals and team effectiveness, among other criteria. To find Atlanta’s 2010 Best Places to Work, the Chronicle asked readers to nominate workplaces in metro Atlanta. Nominations were accepted during June through the Chronicle’s Web site. From July to mid-August, employees of the nominated organizations filled out online surveys containing 37 questions about their work environment, co-workers and managers. All answers were evenly weighted using a six-point Likert scale (1=strongly disagree, 6=strongly agree).

Led by Operating Partner Shaun Rawls and General Manager Jeri Moran, Keller Williams Realty First Atlanta, Sandy Springs, Keller Williams Realty Peachtree Road, Keller Williams Realty Smyrna/Vinings, Keller Williams Realty Buckhead, Keller Williams Realty East Cobb, Keller Williams Realty Perimeter North, Dunwoody and Keller Williams Realty Peachtree Battle, The Rawls Group offices are “Changing the way you THINK about Real Estate”. Keller Williams Realty is the fastest growing and second largest residential real estate firm in the United States and ranks number 1 in Atlanta, GA.

Ask most married people if the person they married was the first and only person they ever dated and you will most likely hear that their answer is, “No.” That’s because dating serves the specific purpose of providing an experiential process that illuminates Mr. or Mrs. Right, Mr. or Mrs. Wrong and anyone in between. When it comes to big purchases, or big investments, we all need comparables. We need to experience what we don’t like so that we can determine what we do like. The same premise is true for home buying. Most people who buy property have to see more than one before buying, simply because it feels better knowing that one is better than the rest. I could go on and on with examples of times when we examine multiple choices and ultimately choose ONE. Spouses, houses, cars, doctors and clothes are easy ones to think of. But what about “accountability?” What about accountability partners or coaches? Finding the right coach is certainly an investment. Shouldn’t we view the process of finding the right accountability partner like we view dating?

Yes, we should. However, as a rule, most people don’t. More specifically, average people don’t. Agents typically tend to evaluate coaches, or accountability partners, based on one or two experiences, and if those experiences were not pleasant or productive, then accountability gets put in the “it’s not for me” pile. While there is a plethora of excuses as to why accountability doesn’t – or hasn’t – worked for people, the only real reason is that they haven’t placed a high enough value on the benefits of finding “an accountability soul mate.” The reason that people date, as long as they sometimes do, is because they want to experience true love in their life and they are committed to finding it. Why don’t we have the same level of determination in our lives when it comes to accountability? Rather than stopping because we’ve had one or two “bad dates,” we should be anxious to try the next coach and the next and the next until we find someone who truly unleashes our potential.

For those of us who’ve enjoyed the benefits of great coaching and accountability, we know that our relationships with those who hold us accountable are some of the most important assets in our lives. Most importantly, we’ve learned that accountability that works is something that ultimately creates our greatest freedoms. And while it’s important to acknowledge that not all accountability is good, we must never diminish what’s possible for us by adopting a global view of accountability that is negative and that allows us to justify a “been there, done that” mindset. We’re going to date people who aren’t nice. We’re going to hire coaches who aren’t, either. We’ve all be on dates with people who “have a great personality” and who don’t excite us. The same is true for coaches. We just have to maintain the same resolve to find the person who inspires us to be a better person or a better business person.

When I was in high school, I attended an assembly one day. As students we didn’t know what the assembly was for, nor did we care. An assembly meant that we were out of class for a short while and that made us enthusiastic about any assembly at the time. I remember entering the gymnasium with my friends, giggling and cutting up as friends of that age typically do. As we made our way to the bleachers we couldn’t help but notice a young man smiling at us as we filed in. He was particularly interesting because he was sitting in a wheelchair on the basketball court, just in front of the bleachers where we were all taking our seats. He was a quadriplegic. And while I don’t remember his name, I never forgot his story.

The young man, after being introduced by our principal, told us about an automobile accident that he had endured as a teenager. He told us that he was once a “normal” kid. He rode bikes, he walked, he ran and he played sports…until he crashed his car. And as a result he would never do any of those things again, due to the fact that his spinal cord was severed in the accident. What made the biggest impact on me that day was not his story; it was his message. “I used to think that wearing a seatbelt was confining,” he said. “I never knew what confining was, and I certainly didn’t know what kind of freedom I was giving up by not wearing one.” I don’t know about anyone else in that gym that day, but my perspective was forever altered. Until recently, I thought that message was only about wearing a seatbelt. Now I see it as a message about accountability.

We have to put on accountability like we put our seatbelts on, and for the same reasons. While seatbelts allow us to live, accountability allows us to live as big a life as possible. Not having great accountability in our lives doesn’t create freedom, it takes it away because it allows us to live within our own limited framework of what’s possible for us if we focus on and do the right things.

If you’re with Keller Williams, then you’re most likely aware of all of the great people we have to help our associates, regardless of position, find the right level of accountability in their business. Our Team Leaders, Operating Principals, Regional Directors, MAPS Coaches, BOLD Coaches and Instructors and our KW University Faculty Members all operate with a fundamental understanding of the principles of the Millionaire Real Estate Agent. We help our people think better so they can be better. And only when people think better will they have a chance to be their very best. Best begins with better. And better begins with great accountability relationships like coaches, consultants and mentors.

Part of our educational model is called “The Six Perspectives.” And one of the six steps required to achieve mastery is to “Remove Your Limited Beliefs.” If ever there was a limited belief that holds agents back, it would be the limited beliefs held around accountability. Isn’t it time that you remove yours? What’s the one thing that you can do to move you closer to finding your accountability soul mate? What would you accomplish if you did that one thing? How much greater could your life be?

One of the “Aha’s” that I had a Mega Camp last week was this: When you want to accomplish something, the most important question to ask yourself begins with “WHO, not HOW.” The right “who” will help you find the right “how,” the right “what,” the right “where,” the right “when” and most importantly, the right “why.” You’ve got places to go and mountains to climb. Who’s going to help you get there?

You have to crave the freedom that great accountability provides if you want to find your accountability soul mate. And the more your crave it, the closer you’ll be to finding it.

Embrace the process, and enjoy it! And don’t forget to buckle up!

Your #1 Fan…
SHAUN