SC197: Gary Raze. 72 Year Old Solo Agent Sells 69 Homes In One Year.

In this call, Gary talks about:

  • Teaching middle school for 32 years.
  • Entering real estate as a second career (and earning 10 times what he made as a teacher).
  • Building his business based on repeat and referral (95% of his business).
  • Generating 60 closings from a 350 person list … 1 in 6 people sent a closed referral or repeated.
  • His low budget annual marketing plan.
  • Why he never calls his people to beg for business.
  • The 3 client appreciation events he hosts every year.
  • Why he sends 2 direct mail pieces to millenials every month (and what he sends).
  • The power of humor in marketing.
  • How to celebrate your people (and thier kids) birthday with cards and a video birthday song.
  • Simple models, profit margins, and more.


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Download FULL Audio Running Time: 54 minutes



Gary Raze is with Re/Max in Eugene, Oregon. Last year he closed 69 transactions with a total sales volume of 17 million and earned 510 thousand in GCI. His average sales price was 252 thousand of which 35% were buyers and 65% were sellers.

Gary is a solo agent with one part-time administrative assistant. He has been an agent for 12 years. Gary has sold 573 homes and earned 3.3 million in GCI in his career.

2017 Stats:

  • 69 closings
  • 17 million sales volume
  • 2 member team:
    • 1 administrative assistant
    • 1 solo agent


  • repeat & referrals
  • past clients
  • sphere of influence