Once again, he's REMAX's worldwide top agent

Shallow had a total of $186 million in sales in 2006. He sold $173.3 million in 2005.

"He's a well-oiled machine," said Jim Sutton, regional director for REMAX based in Atlanta. The staff at REMAX International have asked him what's going on in lower Alabama, he said. "It's not California or Florida. For him to do what he's done is amazing."

The former dairy farmer has been selling property at the Gulf for more than 26 years, and said he plans to sell $200 million this year.

The Press-Register talked with Shallow about his sales success and future goals.

Q: How did you sell $186 million in 2006 with such a slow market?

A: I had Bella Luna close and Opal closing. Half my business was presales that I sold in 2004 and 2005 and closed in 2006. The other 50 percent was from commercial, condos and residential sales. I closed on 207 pieces of property last year. Most of it was residential.

(There are 138 units in Bella Luna on Ole River in Perdido Key and 13 Gulf-front units in Opal in Orange Beach.)
 

Q: How are you doing in sales this year?

A: It's mid-March, and I have 140 people in 2007 that are going to buy real estate from me that I've yet to meet. This year I plan to do over $200 million in sales. So I've got to manifest $140 million from new people. I'll have $60 million from 50 Vista Bella units (on Ole River in Orange Beach) closing next month, and I've done over $10 million in closings so far this year.

Q: How do you sell so much?

A: Consistency. I'm in marketing. I'm the guy putting the deal together, the broker -- as long as everyone is facing reality. The trick is to get qualified buyers and not someone who buys something for $500 and has to sell it for $700. I'm talking about the end-result buyer.

Q: You have a database of 2,000 clients. Are you taking on new ones?

A: If you're buying. Remember, I have to have 140 new relationships this year. I usually know what people's expectations are and what they can afford within 20 to 30 seconds of talking to them.

Q: What's your reputation among your real estate peers?

A: I refer business to other agents all the time. I have a great relationship with other agents here. There are a handful I refuse to do business with. I've been in the market 26 years, and 99 percent are great people.

Q: Some people say you can be gruff ...

A: I'm blunt. I like to cut to the chase, get to the point. I have no patience at all. For me, it's all about how you use your time and energy. Like when you go fishing, I like the catching part, not the waiting.

Q: Have you made any mistakes?

A: Of course. We all make mistakes. It's what you do after the mistake that makes the difference.

Q: Any big mistakes with property?

A: We sold a lot on West Beach and deeded 100 feet of the woman's property instead of 50 feet. The other agent and I each wrote her a $30,000 check. That was a few years ago.

Q: What's the best advice you ever got?

A: I seek advice at the REMAX International conference from people who have done what I perceive to do or how I can make the business better. I've received lots of advice from people over the years, from the military to college and to get here.

Q: Any plans to retire?

A: No. I have a passion for what I do and for putting deals together. I sold my two (REMAX) companies and now I have a secretary, one assistant and one independent agent. I get to pick and choose who I deal with. I've got the boat and two farms. I can work three to four hours a day and go take care of my watusi (a breed of long-horned cattle).

Q: What makes you happy?

A: In business, it's putting a deal together. If I go a few days without selling, I feel a little ill. I like the feeling of accomplishment. In my personal life, it's spending time with my daughter and my wife. And being on my farms with my bison and watusi.

Q: What's your least favorite word or sound?

A: I don't like whining.

Q: What's your favorite word or phrase?

A: "Life is good," or, "What's not to love?" Just think about what we have here and all the things going on in Mobile. We just need to quit watching The Weather Channel.