“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

The Pivot: SHIFT Ahead morning call is in an interview format, where agents across the globe share their expert input on various real estate topics. If you are stuck, we have the solution. This mastermind prepares any real estate agent to be several steps ahead of a market shift.

James Shaw started this community during the pandemic. After 6 years, the Pivot: SHIFT Ahead is composed by 126.400 real estate agents. Through playbooks, masterminds and events, Shaw provides a growth and accountability space for those who need support.

JOIN US ON FACEBOOK FOR FREE & EXCLUSIVE MASTERMINDS: facebook.com/groups/SHIFTDaily

Ready to Scale Your Real Estate Business? JOIN THE INSPIRE COLLECTIVE FOR MORE www.jamesdshaw.com

“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 buyers in this market, and they get so focused on price that they forget why they started looking, then try to time the market. He adds that most challenges with buyers are created by us, which means we can solve them too. The fix comes from Shift page 173. Before anything else, find out whether a buyer is able, ready, and willing, in that order. Per page 176, a real consultation and prequalification will tell you their why, and that why is what overcomes doubt. A buyer who won’t talk about ability is a red flag.

Aired on November 12, 2026

The Pivot: SHIFT Ahead morning call is in an interview format, where agents across the globe share their expert input on various real estate topics. If you are stuck, we have the solution. This mastermind prepares any real estate agent to be several steps ahead of a market shift.

James Shaw started this community during the pandemic. After 6 years, the Pivot: SHIFT Ahead is composed by 126.400 real estate agents. Through playbooks, masterminds and events, Shaw provides a growth and accountability space for those who need support.

JOIN US ON FACEBOOK FOR FREE & EXCLUSIVE MASTERMINDS: facebook.com/groups/SHIFTDaily

Ready to Scale Your Real Estate Business? JOIN THE INSPIRE COLLECTIVE FOR MORE www.jamesdshaw.com

“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 home is overpriced: showings, online views, feedback, and offers are the market’s answer. Then he walks through the graph on Shift page 147, which shows the cost of overpricing. Buyer interest peaks in the first couple of weeks, then fades, and buyers start to believe the market is falling even when it’s stable. Each small reduction still lands above the market, so you end up chasing it. He adds Shift page 138 (buyers want value in any market) and Shift page 149: when a seller rejects an offer, they’re buying their home back at that price.

Aired on November 11, 2026

The Pivot: SHIFT Ahead morning call is in an interview format, where agents across the globe share their expert input on various real estate topics. If you are stuck, we have the solution. This mastermind prepares any real estate agent to be several steps ahead of a market shift.

James Shaw started this community during the pandemic. After 6 years, the Pivot: SHIFT Ahead is composed by 126.400 real estate agents. Through playbooks, masterminds and events, Shaw provides a growth and accountability space for those who need support.

JOIN US ON FACEBOOK FOR FREE & EXCLUSIVE MASTERMINDS: facebook.com/groups/SHIFTDaily

Ready to Scale Your Real Estate Business? JOIN THE INSPIRE COLLECTIVE FOR MORE www.jamesdshaw.com