Pivot: SHIFT Ahead Mastermind

When Buyers Want to Wait

“Only willing buyers buy.” On day four of Setting Expectations Week, James Shaw takes on buyer reluctance. He reads Shift page 167: fear is in the driver’s seat for buyer

Price Reductions, Ugh!

“The most expensive way to practice is on an appointment.” On day three of Setting Expectations Week, James Shaw tackles price reductions. He starts with how to tell a ho

Price For The Market You're In

“Pricing is a strategy question, not a value question.” On day two of Setting Expectations Week, James Shaw goes through what Gary Keller says about price. MREA page 95 l

Setting Market Expectations

“Be the local economist of choice.” To kick off Setting Expectations Week, James Shaw says the first person you have to set expectations with is yourself, then your buyer

Making It Automatic

“When you get this down to a systematic level, then you’ve probably gotten it down to an automatic level, and that’s when you’re really in business.” On the last day of P

Building Your List

“Quick leads first, more leads second, lots of leads third.” On day four of Pipeline vs. Pile Week, James Shaw uses Shift pages 66 and 106 and MREA page 140 to show who t

Your Lead Gen Message & Method

“Why would someone in my database reach out to me in this market, and what would they get if they did?” On day three of Pipeline vs. Pile Week, James Shaw uses Shift page

Sorting Your Pile

“Technology can leverage the reminder, but it can’t leverage the relationship.” On day two of Pipeline vs. Pile Week, James Shaw uses MREA pages 140 and 141 (plus Shift p

Pipeline or Pile?

A pile is a bunch of names and numbers. A pipeline is names with a scheduled follow-up and a next step. James Shaw pulls from Shift pages 81 and 105 and MREA pages 142 an

Accountability is Your Partner

“I hold myself accountable” is nails on a chalkboard. On the final day of Consistency Week, James Shaw explains why accountability has to involve another person, using MR

Protect The Block

“If focus brings results, then long-term focus brings long-term results.” On day four of Consistency Week, James Shaw looks at how to protect your time block, with MREA p

What Happens Inside The Block

“Go to the movies every day.” On day three of Consistency Week, James Shaw looks at what actually happens inside your lead gen time block, from Shift pages 78 to 80. Gary

Block What Matters

“They can either be in business or busyness. Most are in busyness.” On day two of Consistency Week, James Shaw makes the case that you already know how to time block. You

The Discipline Myth

“There is no such thing as a disciplined person, and even if there were, why would you want to be one?” On day one of Consistency Week, James Shaw pulls from Shift pages

One Thing I'm Doing Differently

“What’s one thing you’re going to do differently?” James closes out Bet on You Week with an open mic, and agents come ready. A new team leader decides to lead generate wi

Working More Isn't The Answer

“It’s not working more. It’s working on purpose, with purpose.” On day four of Bet on You Week, James Shaw tackles the idea that the answer to a harder market is just mor

Your Real Business Scorecard

“Behind goal and happy. Ahead of goal and frustrated. Both are possible, and both are information.” On day three of Bet on You Week, James Shaw walks agents through an ho

Control the Controllables

“Ease and strength come when I control the controllable and accept the rest.” On day two of Bet on You Week, James Shaw brings Valerie Burton’s lesson from Advance to Piv

It's Your Market, Not a National One

“The market doesn’t determine your success. It determines your strategy.” Day one of Bet on You Week and James Shaw’s point is that the market does matter, just not the w

Breaking Through

“Frustration is the warning light on your dash.” James Shaw uses MREA pages 38 to 40 to explain the cycle most agents live in without realizing it: you hit a ceiling, you