Jeff Gabriel of Saw.com sent out an email to sellers at Saw.com celebrating his 16th year in the domain business. I thought Jeff’s thoughts on it’s never too late to get in the business was spot on. As he said, “It’s never too late to get in. The domain world is resilient, and the next wave is always around the corner.”
His thoughts on having a proper CRM is something all domain investors big or small should take note of.
Here is the full post:
| Today, I’m celebrating my 16th year in the domain industry. I remember selling my first name—WorkZilla.com—just before the release of the original iPhone. Back then, two-letter .coms were going for under $100,000, and .MOBI was the .AI of the industry (some of those auction prices were wild!). I wanted to share a few lessons I’ve picked up along the way. In no particular order: 1. “No” Doesn’t Always Mean No I’ve lost count of how many times a buyer said, “No,” or a seller claimed, “Not for sale,” only for the deal to close eventually. Many of those cases it is not about someone overpaying or caving on price—it’s often just timing. Circumstances change, and so do perspectives. Keep the door open – keep planting seeds and following up. 2. There’s Always Money in the Banana Stand One of the best parts of this business is the innovation. Entrepreneurs and early adopters surround us. Since I started, we’ve seen hot streaks in .MOBI, nutraceuticals, akai berries, ringtones, online education, Chinese numerics, and chips—and now, AI, Web3, and blockchain. It’s never too late to get in. The domain world is resilient, and the next wave is always around the corner. 3. Your CRM Is Everything If a broker interviewing for a sales position with us tells me they useExcel as a CRM, I cannot get off the phone fast enough. In today’s world, an organized CRM isn’t optional—it’s critical. It’s your pipeline, your history, your leverage. Each person who works with you needs to use it in the same way. Our clients using our platform get access to a streamlined CRM that lets them revisit leads, track communication, and restart stalled deals—because you never know when a six-month-old “no” turns into a yes (see #1). 4. Appraising Domains Doesn’t Have to Be Hard I talk to brokers across the industry every week. When we talk value, we’re usually in the same ballpark. Here’s how to ballpark like a pro (I’ll do some videos on this):Search for the keyword. Look at global demand.Ask yourself…BE HONEST….Are companies buying ads? Are there multiple companies using the name? Is there action on it? Is the Webster’s dictionary and other results like it the first few pages, or is it a vibrant list of well-funded, successful companies fighting for position? Meaning, is there a pulse that has commercial value? If not is it because it is a really cool brand name that hasn’t been used yet, or is it a keyword no one wants?No matter what extension, always pretend you are appraising the .COM. Depending on the quality of the name, think about a ball park value. Add or subtract based on your findings above.Check your competition…If you own the .AI, what is on the com, net, org, co, xyz..Are they all for sale too…Not a good sign, and a lot of competition. If they are all owned/developed, you are in a good spot. Add more to that price! Use appraisal tools—but don’t rely on them blindly. Add/subtract based on reality.Read DNJournal. Know your comps. Get a feel for the market. 5. Be the Most Prepared Person in the Room Years ago, a grizzled old man (who is me now) told me this in the loan business, and the domain world reinforced it: Know your stuff. Know the players, who’s buying what, who worked where, and when. Product knowledge + process knowledge =confidence/success. Confidence (not arrogance) + success = referrals…. We now receive referrals from other domain brokers! 6. Pick Up the Phone When you’re prepared (this ties back to the previous point), you’re confident. You’re ready to handle any objection and look forward to having intellectually stimulating conversations with business owners, entrepreneurs, and anyone serious about acquiring a domain name. If all you’re doing is emailing “four figures”or “three figures,” then following up with a bland email that starts with, “I hope all is well,” you won’t land the kind of prices or close the volume of deals you’re aiming for. Confidence enables you to address the elephant in the room and ask for the sale directly.That’s what leads to engagement and then commitments from buyers, and gets deals across the finish line. 7. Faceless, Face to Face When I talk to the Domainer OGs in this business, they all had handles they used on the various domain expiration auction sites. Many still remember each other by those names. That’s how the business started—and in many ways, it still operates like that today. If you’re serious about this industry, attending in-person events is a must. Meet other domainers, industry leaders, and vendors. Your network will grow exponentially, and with it, the opportunities. Even if a specific show doesn’t deliver immediately what you want, I bet you a beer that you will come away with something valuable. 8. Celebrate Wins—Yours and Others’ This business has wild highs and steep lows. Celebrate the wins. When you’re low, don’t scrap your whole process—refine it. Get honest about what needs work and fix it. And when someone else has a big win? Congratulate them. Don’t be the person who kills the vibe—learn something from it and stay inspired. This industry is too small for bitterness and too fast-moving for ego. 9. My lucky number (9) – Hard WorkAlways Pays Off! Here’s to what I’ve learned, and to whatever comes next. |
| Best, Jeffrey M. Gabriel Buzz@Saw.com |
My interview with Jeff back in February
