The Millionaire Real Estate Agent Quotes by Gary Keller (2024)

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“My mom lived to be ninety-five. Every morning I would ask her, “Are you going to have a good day?” She would always answer, “I choose to have a good day. I don’t have enough days left in my life to have a bad one.” She was right, she didn’t. And neither do I!”
― Gary Keller, The millionaire real estate agent

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“It’s quite possible that the most important contributor to your ultimate success will be your ability to keep moving, to make progress, and to learn as you go. So jump out there and enter the real estate sales race with confidence. And remember, you can’t get anywhere if you never start!”
― Gary Keller, The millionaire real estate agent

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“If you choose to track only two areas of your business, track your leads and your listings.”
― Gary Keller, The millionaire real estate agent

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“Here is what I do: I get up every day by six A.M. and meditate and pray—for spiritual energy. Then, I exercise and eat—for physical energy. Afterward, I hug, kiss, and laugh with my family—for emotional energy— and try to do it so that I get to spend time with all of them and still get to the office between eight A.M. and nine A.M. (Most people plan for emotional energy time only in the evenings or on weekends, when it can do little for their daily pursuit of big goals.) I then plan and calendar my day—for mental energy—and spend my first, most energized hours in the office working hard on lead generation and recruiting talent—for business energy. I never slack off before eleven A.M.”
― Gary Keller, The millionaire real estate agent

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“The truth I have come to know very clearly is that seeking mastery is a process and a path, not an event.”
― Gary Keller, The millionaire real estate agent

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“Napoleon Hill put it very well in the title of his famous book Think and Grow Rich.”
― Gary Keller, The millionaire real estate agent

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“My goals are fueled by my dreams. I defend and protect those dreams from distractions and from interruptions from other people.”
― Gary Keller, The millionaire real estate agent

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“I’ve played the board game Risk with my son and witnessed an otherwise guileless, wonderful child morph into a little Napoleon plotting my demise. If everyone, even the sweetest child I know, is capable of this level of competitiveness, why don’t we all apply the same level of strategic thinking and competitiveness to our careers? And, by the way, why shouldn’t our work be just as entertaining? Almost all of the Millionaire Real Estate Agents we’ve worked with or interviewed for this book were, by nature, very competitive people.”
― Gary Keller, The millionaire real estate agent

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“There are so many great reasons to devote all of your time and effort to taking and marketing listings. The Millionaire Real Estate Agent grasps the incredible advantages of making, obtaining, and marketing seller listings their primary lead-generation focus, and they do so almost exclusively. Over time, they will hire one or more buyer specialists to work the buyer side of the business and concentrate their energy on the high-return, high-leverage business of listings.”
― Gary Keller, The millionaire real estate agent

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“Our research shows that as your business grows, this can reasonably be held at or below 30 percent of gross revenue (GCI).”
― Gary Keller, The millionaire real estate agent

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“If we need 320 closed units to reach our GCI goal, we’ll still need to work backward a bit further. We’ll need to know: 1. the number of buyer listings and seller listings we’ll need to take to net 320 closed sides per year 2. the number of buyer and seller appointments we will need to go on to take the appropriate number of buyer listings and seller listings 3. most importantly, the amount of lead-generation activity needed to generate the appropriate number of buyer and seller appointments.”
― Gary Keller, The millionaire real estate agent

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“For a real estate sales business, there are three distinct areas of staffing: 1. Administrative—Marketing and administrative manager, transaction coordinator, listings manager, telemarketer, lead coordinator, assistant, and runner 2. Buyer—Lead buyer specialist, buyer specialists, and showing agents 3. Seller—Lead listings specialist and listings specialists”
― Gary Keller, The millionaire real estate agent

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“To properly set goals for and track sales contracts closed, you need to know: 1. Number of units closed 2. Total volume closed 3. Gross income closed”
― Gary Keller, The millionaire real estate agent

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“I just call. I have a schedule I follow. The first hour I call five clients, the second hour I do lead follow-up, and the rest of the day is appointments and contract negotiations. And, that’s it. I deal with a lot of investors. Last year, I did 300 deals, but I worked with only 100 people. I do multiple deals per person—about three deals per person in a year. I turn my past clients into investors—I create a dream for them. I change their financial destiny.”
― Gary Keller, The millionaire real estate agent

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“Your database is your business. Building up the number of names in it and a relationship with those names is really at the very core of what building a real estate business is all about. Think of it this way: The size of your real estate sales business will be in direct proportion to the size and quality of your database.”
― Gary Keller, The millionaire real estate agent

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“1. The Economic Model—A formula that shows you how to plug in specific numbers you’ll have to achieve in specific areas to receive a specific net income. 2. The Lead-Generation Model—The specific approach you must take to systematically generate a specific number of leads. 3. The Budget Model—An outline of the specific budget categories you should track and the percentage of your gross revenue you should spend in each of them. 4. The Organizational Model—The specific staff positions you will need to fill and the job responsibilities they will be given as your business grows.”
― Gary Keller, The millionaire real estate agent

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“The 80:20 Rule is always at work and Leads, Listings, and Leverage are the 20 percent of your focus that ultimately gives you 80 percent of your results. • Lead generation is never a passive activity! • Listings are the high-leverage, maximum-earning opportunity in real estate. • Leverage is the Who, How and What of a powerful real estate sales team.”
― Gary Keller, The millionaire real estate agent

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“The three key goal areas you will always have to address regarding your people are: 1. Recruiting—What people needs do I have? a. Who do I need and what do I need them to do? b. Where will I find them? 2. Training—What training needs do I have? a. Now that I have someone, how and when will I teach them what to do and how to do it well? 3. Consulting—What performance or accountability issues do I have? a. Now that my people are in the job and trained, what/how/when will they be supported and held accountable so they can excel?”
― Gary Keller, The millionaire real estate agent

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“This is approached as a business and as such money and the issues of money must always be accounted for and respected. The big money issues to track are: 1. Gross closed income—How much money did we make? 2. Budget—How much money did we spend? 3. Net income—How much money did we earn as profit? 4. Agent compensation—How much do I (the agent) personally get to take home?”
― Gary Keller, The millionaire real estate agent

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“Here is what you need to know about your sales contracts written: 1. Number of units written 2. Total volume written 3. Gross income written The best practice is also to track how many of your contracts written were listings and how many were buyers.”
― Gary Keller, The millionaire real estate agent

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