Shift: How Top Real Estate Agents Tackle Tough Times »

Gary Keller launched his sales career and later Keller Williams Realty International during two of the worst downturns in the recent history of the real estate market. With SHIFT, Gary and coauthors Dave Jenks and Jay Papasan deliver an authoritative resource for surviving and thriving in a shifted real estate market and the latest book in the bestselling Millionaire Real Estate Series.

NEW YORK TIMES BESTSELLER

WALL STREET JOURNAL BUSINESS BESTSELLER

USA TODAY MONEY BESTSELLER

"Tough times make or break people. My friend Gary teaches you how to make the tragic into magic. Read & reap from this great book."
—Mark Victor Hansen, Co-creator, #1 New York Times best selling series Chicken Soup for the Soul

Co-author, Cracking the Millionaire Code, The One Minute Millionaire, and Cash in a Flash.

Author, Richest Kids in America

"Real estate buyers and sellers have to SHIFT their mindset to new and more creative strategies in this challenging real estate market. This book shows them excellent ways to survive and thrive."
—Robert Allen, author of the New York Times bestsellers Nothing Down, Creating Wealth, Multiple Streams of Income and The One Minute Millionaire.

"Change happens. It's natural. It's ever present. It's reoccurring. So when markets shift you need to as well. No one explains this better in the real estate industry than my good friend Gary Keller and his team of talented co-authors. Their latest book, SHIFT, is perfect for all real estate professionals. It captures the very essence of a shifting housing market and what Realtors need to do to thrive therein. SHIFT will help you alter your focus and your actions to ensure that you get your head back in the game and increase your market share, irrespective of strong or weak market conditions. It's a great book – read it today."
—Stefan Swanepoel, author of Swanepoel TRENDS Report, 2006-2009

"Need help weathering the storm in today's real estate market? If so, reach for Gary Keller's new book, Shift— it's the lifesaver you need today to thrive tomorrow. Shift is rich in easy-to-understand strategies, charts, and illustrations that show you exactly what you need to do to thrive in today's very challenging and 'shifted' real estate market."

—Bernice Ross, Inman News

The Millionaire Real Estate Series

More than 1,000,000 copies sold!

SHIFTS happen…

Markets shift, and you can too. Sometimes you'll shift in response to a falling market, and other times you'll shift to take your business to the next level. Both can transform your business and your life. You can change your thinking, your focus, your actions, and, ultimately, your results to get back in the game and ahead of the competition. The tactics that jump-start your business in tough times will power it forward in good times. No matter the market-shift!

SHIFT explores twelve proven strategies for achieving success in any real estate market, including

• Master the Market of the Moment: Short Sales, Foreclosures, and REOs
• Create Urgency: Overcoming Buyer Reluctance
• Re-Margin Your Business: Expense Management
• Find the Motivated: Lead Generation
• Expand the Options: Creative Financing

Gary Keller launched his sales career and later Keller Williams Realty International during two of the worst downturns in the recent history of the real estate market. With SHIFT, Gary and coauthors Dave Jenks and Jay Papasan deliver an authoritative resource for surviving and thriving in a shifted real estate market and the latest book in the bestselling Millionaire Real Estate Series.

Introduction     1
The Market Shifts
Shifts Happen     7
The Law of Equilibrium     13
You Shift
Twelve Tactics for Tough Times     21
Get Real, Get Right - Mindset and Action     23
Re-Margin Your Business - Expense Management     29
Do More with Less - Leverage     37
Find the Motivated - Lead Generation     49
Get to the Table - Lead Conversion     83
Catch People in Your Web - Internet Lead Conversion     109
Price Ahead of the Market - Seller Pricing Strategies     135
Stand Out from the Competition - Seller Staging Strategies     157
Create Urgency - Overcoming Buyer Reluctance     167
Expand the Options - Creative Financing     197
Master the Market of the Moment - Short Sales, Foreclosures, and REOs     223
Bulletproof the Transaction - Issues and Solutions     241
The Gift of Shift     271
Appendix     284
Index     286