Author Archives: Tom Owen

Here is a tip for listing agents to dramatically boost commissions over 5 to 10 years. If you are a West Coast agent, you can make a million dollars in commissions this way, easily.   Market to the buyers who … Read More

Mass intimacy is a phrase I borrowed from the top marketers in the Bay Area, where I live. They are famous for many campaigns, including the Got Milk? campaign.  They point out that in modern times, we are bombarded with … Read More

Across all of our accounts, we see a response rate to Buyer Concierge campaigns of approximately 2%. Our best campaigns see a response rate as high as 10%. There are three categories of homeowner replies, each of which is discussed … Read More

Buyer Concierge Defined Buyer Concierge is software that works with your buyer to create a list of off-market homes that meet the needs of your buyer. You could think of it as a Zillow search by your buyer but instead … Read More

A new employee at Celebrity Agent asked about success stories. Here’s the first. It occurred a couple years ago before we had formed as a company and were just using the software locally in Coronado. The story goes something like … Read More

The Celebrity Agent defined Our definition of a Celebrity Agent is one who has a listing market share in their farm between 10% and 60%. The farm can be as small as 500 homes, though more typically we see farms … Read More

The top listing agents in the country are farmers. By farmers, I mean agents who work to establish awareness amongst homeowners in a defined geography. In the years 2006-2012, I made fun of farming. My brokerage was using lead generation … Read More

How agents lose the client When we search past clients of agents, we consistently find a subset who used the agent once but not again for the next transaction. There should be no sicker feeling for an agent because that … Read More

Building a farm and dominating it is simple but not easy. The ingredients are effort and time. Money can replace your effort with the effort of another person and accelerate the time.  First, build awareness Effort goes toward first building … Read More