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.

In the very first paragraph of this chapter, Keller nails down a sentiment that will sound very familiar to any agent in the market right now. He writes, “What felt like an unlimited supply of buyers and sellers suddenly feels very limited. Abundance quickly shifts to scarcity.”

This is exactly what’s happening right now. When demand slows down, as is the case right now, the pool of buyers and sellers will shrink. And this means the businesses of agents in our market right now will shrink, as well. So what can be done to counteract this?

Watch the Recording of Session 4 to learn more