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Gary Keller

with Dave Jenks

& Jay Papasan

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Real estate is a cyclical business

What goes up must come down

Shift is the market adjustmenttriggered by inventory and income.

Shift arises from imbalance of supplyand demand.

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Buyers Market

More than 7 months of inventory

Balanced Market

From 5-7 months of inventory

Sellers Market

Less than 5 months of inventory

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Existing Home Sales in Five Large Metro AreasSacramento, Sandiego, Las Vegas, Orlando, NYC

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Beginning in the fall of 2005, several years of marketgrowth were erased in less than 18 months

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From politics to unemployment, there aremany factors involved. Local and seasonal

markets shift quickly

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Critical factors include time, income andthe number of agents in the market

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Use the tools of SHIFT to stabilize yourBusiness in any market condition

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Secure your market share and watch yourrevenue grow during a SHIFT

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Get Real, Get RightMindset and Action

-The Mental Shift-The Action Shift

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Give yourself an attitude adjustment. Bring agreater sense of clarity, presence, priority, and

focus to your work.

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Re-Margin Your BusinessExpense Management

Protect your marginGet your money smart again

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Stop spending money on your business andstart investing money in it while leading with

revenue instead of expenses.

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Do More With Less--Leverage

-Back to Basics-Six core competencies-People-Seven Steps to Talent Shift-Systems-Getting Light on your feet

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Start to focus on the six core competencies of areal estate business and hold your team and

co-workers to higher standards. Integrateprocesses and procedures.

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Find The MotivatedLead Generation

-Move past your myths-Stop doing what doesnt work

-Figure out what does work-Your message matters-Offer response messaging-Your message needs a method-Ramp it up-Time blocking-Get in the path of business

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Make a commitment to master the tasks,

skills and scripts needed for your leadgeneration methods. Be sure your message

matches your market.

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Get To The TableLead Conversion

-Capture, connect and close-Responding-Cultivation-The seller table that matters-Be a lead converter

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Master the conversion process and scripts oflead capture, connect and close. Remember

you dont have a lead until you have anappointment.

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Catch People In Your WebInternet Lead Conversion

-The Internet lead generation model-Create & maintain an Internet Presence-Lead Generate for Traffic-Capture, connect, cultivate and close leads

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Focus Internet strategy on capturingcontact information and make rapid

response your standard.

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Price Ahead of The MarketSeller Pricing Strategies

-The window of opportunity

-The art of pricing persuasion-Let the market chase you-The Challenge-The tale of two markets-To take or not to take an overpriced listing?-The price is right

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Keep your listings in the market by masteringseller pricing. Communicate the risks ofoverpricing and agree on price reductions up

front.

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Stand Out From The CompetitionSeller Staging Strategies

-To stage or not to stage-Beauty is in the eye of the buyer-A picture is worth a thousand words-From curb appeal to closing the deal

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Communicate how clean-up, repairs, andcosmetic improvements will sell faster

for more money.

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Create UrgencyOvercoming Buyer Reluctance

-The myth that fuels reluctance-Understanding urgency-Be the local economist of choice

-Tap into the buyers why-Overcome buyer reluctance-Why wait: the hazards of timing the market-Trade up: the opportunity of a down market-Less is more: narrowing the field-Find a best buyget while the gettings good-Opportunity time

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Be the local economist of choice and helpbuyers overcome reluctance due to fear or

uncertainty. Create urgency focused on theirbig why!

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Expand the OptionsCreative Financing

-Creative financing

-Three areas of creative financing-Creative things sellers can do to sell their house-Creative things buyers can do to purchase a home-Creative things lenders can do to finance a transaction-Your financing team-Disclose and disclaim

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Build a creative finance team and use buyer,

seller and lender creative options andmethods to get deals funded. Think outside

of the box!

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Master The Market of the MomentShort Sales, Foreclosures and REOs

-Default

-What to include in a letter of authorization-The hardship letter-Workouts and short sales-Foreclosure-Real Estate Owned (REO)-The moment of truth

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Embrace the market of the moment andbecome a specialist by focusing in one of

the leading areas.

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Bulletproof the TransactionIssues and Solutions

-Heads up-Six potential problem areas-Inspections-Appraisals-Loan approval and funding-Other contingencies-Co-op agent-Deadlines-Two timeless strategies

-Proactive prevention-Early response

-Playing defense

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Remember the deal is not closed until it

is closed. Take nothing for granted.Manage client expectations and remain

personally involved.

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Be Careful What You Wish ForTackling Tough Times

Act Your Wage

The Speed of NeedWe Fail Our Way To Success

God grant me the serenity to accept the peopleI cannot change, the courage to change the oneI can, and the wisdom to know the difference.

Unknown

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