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Keller Gary, Jenks Dave, Papasan Jay. Shift. How Top Real Estate Agents Tackle Tough Times

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Keller Gary, Jenks Dave, Papasan Jay. Shift. How Top Real Estate Agents Tackle Tough Times
McGraw-Hill, 2009. — 321 p. — ISBN 978-0-07-160527-4.
This book is dedicated to sales professionals everywhere who are committed not just to having a great day, month, or year,
but to a great real estate career. To those who understand that the foundational skills demanded during the most difficult
times will sustain their careers through all times.
Introduction.
The Market Shifts.
Shifts Happen.
The Law of Equilibrium.
You Shift.
Twelve Tactics for Tough Times.
Get Real, Get Right – Mindset and Action.
Re-Margin Your Business – Expense Management.
Do More with Less – Leverage.
Find the Motivated – Lead Generation.
Get to the Table – Lead Conversion.
Catch People in Your Web – Internet Lead Conversion.
Price Ahead of the Market – Seller Pricing Strategies.
Stand Out from the Competition – Seller Staging Strategies.
Create Urgency – Overcoming Buyer Reluctance.
Expand the Options – Creative Financing.
Master the Market of the Moment – Short Sales, Foreclosures, and REOs
Bulletproof the Transaction – Issues and Solutions
The Gift of Shift
Appendix
Index
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