Northern California to Austin: Russ Colliau’s Real Estate Journey

Russ Colliau’s path to becoming a top real estate coach was anything but typical. He earned his first real estate license in 1991 in California but didn’t pursue retail transactions for over 22 years. Instead, he ran the largest home inspection and mold investigation companies in Northern California while maintaining his license for client convenience.

In 2008, Russ discovered Keller Williams’ Bold Program, which focuses on business and life success strategies. Applying these techniques, he grew his companies by 40% annually—even during the Northern California housing crash.

Mastering Real Estate Production in Austin, Texas

In 2013, Russ moved to Austin to become a BOLD Coach. To qualify, he needed to complete 75 transactions per year. With no local network, Russ hit the ground running:

• 25 listings in his first 90 days

• Focused on expired listings and for sale by owners

• Worked 8–10 hours per day, building a repeatable lead generation system

His secret? Prioritizing conversations over marketing gimmicks. Russ emphasizes that realtors are paid in direct proportion to the number of conversations they have. By tracking every contact meticulously and following a daily routine, he consistently exceeded expectations.

Building a Realtor Database That Generates Leads

A strong real estate database is crucial for sustainable success. Russ teaches agents to compile their contacts, even those they might overlook, and systematically engage them through a six-step process:

1. Open the contact

2. Review notes

3. Make the call

4. Log notes

5. Set the next task

6. Close the contact

This methodical approach ensures every agent has a pipeline of active buyers and sellers, creating predictable income and growth.

The Power of Leverage and Automation for Realtors

Scaling a real estate business requires more than hard work; it demands leverage. Russ now coaches over 200 agents nationwide, teaching them how to replicate his success through:

• Strategic automation

• Consistent lead follow-up

• Creating their own marketing systems instead of buying expensive leads

He stresses the importance of investing in yourself and building a strong foundation before spending on shiny tools or platforms.

Mindset and the Magic Pending Number

Russ introduces the concept of the “Magic Pending Number”, which represents the minimum number of pending transactions an agent needs to achieve their financial goals. By maintaining this number consistently, agents stabilize their pipeline and can scale efficiently without burnout.