“The market doesn’t determine your success. It determines your strategy.” To close out Setting Expectations Week, James Shaw makes the case that the market matters less than most agents think. He opens with Shift page 12: real estate is an equal opportunity business, not an equal reward business. When a market shifts, some agents freeze and some take advantage. His main point comes from MREA page 182. High conversion rates come down to the quality of your leads, the excellence of your presentation (scripts and dialogs), your experience, and your value proposition, and these factors almost always outweigh market conditions. Most of them are in your control.

Aired on November 13, 2026

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