The document discusses tactics for real estate agents to use during market shifts. It suggests agents focus on lead generation, expense management, leveraging staff, finding motivated clients, internet lead conversion, proper pricing, staging properties, and creating urgency for buyers. The key is for agents to adapt quickly when the market shifts by changing their mindset, expenses, processes and focus onto higher converting activities.

1. The Shift Twelve Tactics for Tough Times

5. Shifts Happen (continued) NOV JAN FEB MAR APR MAY JUNE JULY AUG SEPT OCT DEC Seasonal Sales Cycle More Sales Fewer Sales

6. Shifts Happen (continued) NOV JAN MAR APR MAY JUNE JULY AUG SEPT OCT DEC Seasonal Income Cycle FEB More Income Less Income

9. Source: NAR Months Million Housing Inventory (left axis) Existing Home Sales – Single Family Homes (right axis) Buyers’ Market Sellers’ Market National Shifts Happen Gradually

11. Local Market Shifts—Happen Fast! Buyer Transitional Seller SLOW FAST FASTER

14. The Law of Equilibrium (continued) Available Income Time Survive Thrive Peak Per Agent Income Lowest Per Agent Income The Lag Number of Agents

16. The Resilience Factor (continued) The Market The Market The Market Your Market Share 20% 35% 50% Build a fortress around what you have! As the market falls, hold your numbers steady and your share of the market will grow. Time Sales Activity

17. The Resilience Factor (continued) The Market The Market The Market Your Market Share 50% 50% 50% When the next up shift happens, your market share will hold steady but your numbers will explode! Time Sales Activity

26. Tactic #2: Re-Margin Your Business “ The most successful people are those who are good at plan B.” James Yourke University of Maryland

30. Re-Margin Your Business (continued) “ Name a business that has been ruined by downsizing. I can’t name one. Name a company that has been ruined by bloat. I can name dozens.” Charlie Munger Warren Buffet Speaks

72. AVERAGE HOME PRICE TIME ON MARKET Price Correction Price Correction

75. The Tale of Two Markets In the Market Out of the Market Great Poor Condition vs. Comps Above Below Price vs. Comps

76. Sellers’ Market In the Market Out of the Market Above Below Price vs. Comps Great Poor Condition vs. Comps

77. Buyers’ Market Out of the Market In the Market Above Below Price vs. Comps Great Poor Condition vs. Comps

78. A Final Look

84. Promotional Flyers & Cards Internet Listing Page Curb Appeal Entryway Kitchen Master Bedroom & Bath Living Areas Other Bedrooms Backyard 1 2 3 4 5 6 7 The Buyer Experience Determines Staging Priorities

118. Thanks for Being Here! Don’t Forget to Complete Your Evaluation of Mega Agent Camp!