Broker Builds 100-Deal-a-Year Business in Small Town

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Shawn Carroll, a 32-year industry veteran based in Montrose, Colorado, has built a thriving real estate business by focusing on long-term relationships rather than chasing leads or trends. After facing homelessness early in his career, Carroll doubled down on connection and now averages 100 home sales per year in a town of just 20,000 people, with 90% of his business coming from repeat and referral clients.

Why it matters

Carroll's story demonstrates that success in real estate is not solely dependent on lead generation tactics or online marketing, but on building genuine relationships with clients. His approach challenges the common belief that agents need to constantly chase the latest prospecting strategies, and instead highlights the power of consistency, competitiveness, and caring deeply about clients.

The details

After losing his car and nearly quitting the business, Shawn Carroll decided to focus on real estate relationships rather than traditional prospecting methods. He doesn't cold call or buy internet leads, but instead uses social media as a listening tool to stay connected with clients. Carroll's business is now 90% repeat and referral, allowing him to average 100 home sales per year in a town of just 20,000 people.

• Shawn Carroll has been in the real estate industry for 32 years.
• After facing homelessness early in his career, Carroll made a shift in his business approach.

What they’re saying

What’s next

Shawn Carroll plans to continue growing his real estate business by focusing on building long-term relationships with clients in the Montrose, Colorado area.