The KC Team

SHIFT CHARTS AND GRAPHS

We've converted all of the charts and graphs from SHIFT: How Top Agents Tackle Tough Times into Adobe PDF Format. You'll find these downloads helpful while listening to the SHIFT Audio Book, leading book discussion groups, or reminding yourself to focus on key concepts in your business.

• PART ONE: THE MARKET SHIFTS
   
  • Shifts Happen
    • Figure 1: Seasonal Sales Cycles
    • Figure 2: Seasonal Income Cycle
    • Figure 3: The Three Types of Real Estate Markets
    • Figure 4: National Shifts Happen Gradually
    • Figure 5: Local Shifts Happen Fast!
    • Figure 6: Local Markets Don't Last Long
       
  • The Law of Equilibrium
    • Figure 7: Survive to Thrive
    • Figure 8: Build a Fortress Around What You Have!
    • Figure 9: When the Next Upshift Happens
       
• PART TWO: YOU SHIFT
  
  
  • Twelve Tactics for Tough Times
    
  • Tactic #1 Get Real, Get Right - Mindset and Action 
  • Tactic #2 Re-Margin Your Business - Expense Management
    
  • Tactic #3 Do More With Less - Leverage 
  • Tactic #4 Find the Motivated - Lead Generation
    • Figure 10: Identifying Your Lead Source Zone
    • Figure 11: The Two M's of Lead Generation
    • Figure 12: Offer-Response Messaging
    • Figure 13: Prospecting and Marketing
    • Figure 14: Taking Open Houses Beyond the Basics
    • Figure 15: Time Blocking - Three Things for Success
    • Figure 16: What Do You Do in Your Three Hours?
    • Figure 17: Anatomy of Three Hours a Day
    • Figure 18: Inconsistent and Consistent Lead Generation 
  • Tactic #5 Get to the Table - Lead Conversion
    • Figure 19: The Lead Conversion Process
    • Figure 20: The Decision Continuum
    • Figure 21: Cultivating Leads for Future Conversion 
  • Tactic #6 Catch People in Your Web - Internet Lead Generation
    • Figure 22: The Internet Lead Generation Model
    • Figure 23: The Elements of a Great Agent Web Site
    • Figure 24: The Path of the Consumer on the Internet
    • Figure 25: Targeted Sites = Targeted Market
    • Figure 26: Points of Conversion
    • Figure 27: "Thin Bait" and "Fat Bait"
    • Figure 28: Four Lead Capture Strategies 
  • Tactic #7 Price Ahead of the Market - Seller Pricing Strategies
    • Figure 29: The Price Reduction Effect
    • Figure 30: The Market Is Like a Seesaw
    • Figure 31: In a Market With Rising Home Values
    • Figure 32: If Sellers Fall Behind a Market with Falling Home Values
    • Figure 33: The Cost of Overpricing in a Stable Market
    • Figure 34: The Cost of Overpricing in a Shifted Market
    • Figure 35: The Tale of Two Markets
    • Figure 36: Sellers' Market
    • Figure 37: Buyers' Market
    • Figure 38: A Final Look 
  • Tactic #8 Stand Out From the Competition - Seller Staging Strategies
    • Figure 39: The "Buyer Experience" Determines Staging Priorities
    • Figure 40: The 3P-2F Formula 
  • Tactic #9 Create Urgency - Overcoming Buyer Reluctance
    • Figure 41: Point of Realization #1
    • Figure 42: Point of Realization #2
    • Figure 43: Point of Realization #3
    • Figure 44: Point of Realization #4
    • Figure 45: Timing the Market
    • Figure 46: Buyer Urgency
    • Figure 47: Buy Now or Wait?
    • Figure 48: A Buyers' Market Is a Trading Up Market!
    • Figure 49: Less Is More - Narrow the Field! 
  • Tactic #10 Expand the Options - Creative Financing
    • Figure 50: The Three Areas of Creative Financing
    • Figure 51: Area One: Creative Things Sellers Can Do to Sell Their House
    • Figure 52: Seller Contribution vs. Seller Price Reduction
    • Figure 53: A Closer Look at Seller Seconds
    • Figure 54: Credit, Income, Assets
    • Figure 55: Area Two: Creative Things Buyers Can Do to Purchase a Home
    • Figure 56: Approved Sources for Financial Gifts to Purchase Real Estate
    • Figure 57: Area Three: Creative Things Lenders Can Do to Finance a Transaction
    • Figure 58: Amount Paid Annually
    • Figure 59: The Lender Buydown 
  • Tactic #11 Master the Market of the Moment - Short Sales, Foreclosures, and REOs
    • Figure 60: The Market Shifts 
  • Tactic #12 Bulletproof the Transaction - Issues and Solutions
    • Figure 61: The Six Bulletproofing the Transaction Issues and Solutions
    • Figure 62: Parties to the Sale Checklist
    • Figure 63: Contract to Close Checklist 
  • The Gift of Shift
     
• Appendix
  • Figure 64: NAR Members vs. Annual Sales
  • Figure 65: NAR Members vs. Annual Sales Per Person