Nobody knows the future. Every industry is inspecting the coronavirus spread, wondering if, when and how it could affect business. Will it affect your real estate business? In short, yes. There are certain indicators that can give us insight into the impact the current conditions and what strategies you should adopt now to prepare your business.

In a buyer's market, it should be just that. But that isn't always what happens. The buyers don't actually buy quickly - in fact, many times they sit on the fence and take their time. Why does this happen? The great irony of a buyer's market is that even though the opportunity to buy is high, buyer urgency tends to hit an all-time low. Fear settles in - the fear of paying too much seems to stop most in their tracks and immobilizes them.

"In a shifting market ....Gary writes, "unless sellers are under pricing it they will end up under selling it.  Time is not on their side...."  This is difficult for some sellers to understand, and much more about correct and strategic pricing is explained in the book.

Welcome back to our series on the real estate tactics described in Gary Keller’s fantastic book “Shift.” Today, we’ll be covering Tactic No. 4: Find the Motivated - Lead Generation. This tactic, like the others we’ve described in previous episodes, can help agents not only survive, but also thrive during a shifting market.

As noted in The Millionaire Real Estate Agent, lead generation is among the core pillars of a successful real estate business. And, while finding good leads is great, without the ability to turn the activities into leads, all activities are futile. In SHIFT Tactic #5, Gary Keller underscores the most important, dollar-productive activity agents should be focusing on during a shift – lead conversion.

As vital to the real estate industry as when it was originally released in 2008, SHIFT addresses the current market, and the tactics included are derived from the shared experiences of hundreds of top agents, who have survived and thrived through difficult markets. The book explains a timeless strategy for long-term success by teaching agents to get back to the basics and rely on foundational models- especially the most important model of them all. LEAD GENERATION.