Pivot: SHIFT Ahead Mastermind

Liz Landry has spent nearly two decades coaching people into the right leverage so they don’t have to do it all. Her new book, From Operator to Owner, is based on her experiences and I can’t wait for her to walk us through it. In this call, she shares: Why it’s so hard for agents to let go of doing everything. Her four-level “leverage ladder” framework and where agents get stuck. How to empower yo...

“Creativity is great when it’s built on top of a model. Creativity used as a shortcut around one is how you end up exhausted.” Fresh off Advance, James Shaw brings the room to everyone who couldn’t be there, and agents share their biggest ahas: putting fear in the back seat, the power of the pause, reminding leads about an appointment instead of confirming it, and judging your success over a whole...

Halloween lead generation is the main event, and guest host Nik Alvarez has a very good reason for asking: it’s less than two weeks away, it’s one of her favorite holidays, and every year this call turns it into a way to reconnect with the database and show up in the farm. Skeletons playing pickleball. A Batmobile. A hayride that started by accident. The agents on this call are treating Halloween...

Not every seller table is worth sitting at. Guest host Arthurine Johnson pulls from Shift page 107, where Gary Keller says that in a shifted market, unmotivated or unrealistic sellers can cost you time and money, and asks agents the question most of us avoid: how do you know whether a listing is worth the second appointment? Agents share the exact pre-listing questions they ask on the phone before...

Money gets you started. It’s not what keeps you going. James Shaw pulls from MREA pages 75 to 77 and asks agents to dig into their “big why.” Your why doesn’t have to be huge, and it’s allowed to change. Years ago his was being able to afford a tank of gas, and today it’s something completely different. He also shares a challenge from Gary Keller: when you’re already pretty good, make doing your b...

"Are you taking care of you?" Guest host Nikkia Dollar opens the call with a question that most agents skip right past in the grind: when work takes more effort to get the same result, what's keeping you going? Agents get honest about what self-care actually looks like when it doesn't cost a dime, from morning prayer and meditation to pickleball, painting with a daughter, music blasting in the car...

As a rainmaker and partner, Divya Chugani is a major contributor to the 100 homes the Jac Smith Group closed last year. Even more impressive is that virtually all of her business is from the referrals she receives from a small circle of VIPs. In this call she shares: ● The weekly rhythm she uses to stay top-of-mind with her VIPs in an authentic way. ● The things that earn someone a spot in her VIP...

85 days left in 2026. What did you say you'd finish this year, and what's on your calendar to make it happen? Guest host Kristen Jungles pulls from Shift page 81, "When the market changes, you don't slow down, you ramp it up," and makes the case that time blocking is the real secret to getting in the path of business. Her favorite line from Gary Keller: show me your calendar and your bank account,...

"Sellers re-buy their own home every day, and lose big in the process." James Shaw stays on the number one issue in the market right now, pricing, and pulls a line from Shift pages 148-149 that every agent should have ready for their next listing appointment: when a seller rejects an offer, they're buying their house back at that price. Agents get honest about taking ego out of the conversation, s...

Every Monday, a price conversation should happen, not "when it feels right." James Shaw turns Mondays into Price Reduction Monday, and agents show up with the exact playbook they use to get stuck sellers to say "let's lower it" before the agent even asks. Savannah sends a full weekly performance report pulled from Zillow, Homes.com , the MLS, and social, and half her sellers raise the reduction th...

"So, it works." James Shaw brings on Nisha and her team from outside Chicago to share exactly what happened after they took last week's open house strategy from this very call and ran with it, four days later. They didn't just put out a sign, they went all out. Goodie bags delivered door to door by teenagers, a gift card giveaway to drive sign-ins, a lender on site, and personal invitations hand d...

On today's call, guest host Byron Mims asks the hard Q4 question: what are you actually doing right now to finish the year strong and walk into 2027 with momentum? Agents get specific, cutting distractions and marketing that isn't producing, doubling down on database and referrals, tightening up online presence so AI search tools actually recommend them, and reframing the whole quarter around plan...

In 2.5 years, Jen Cluff went from the new girl in town to San Antonio’s Realtor of the Year out of over 15,000 agents. What’s more is that she built her business entirely on word-of-mouth. In this webinar, she shares: How her clients market and advertise for her, without being asked. The system her team uses to get ahead of client needs. Why being competent and providing amazing service is her sno...

Guest host Bree opens with something we don't usually hear on these calls, everyone's life before real estate. Broadcast journalists, elementary school teachers, flight attendants, a college basketball coach, an opera singer, even a former criminal interdiction officer, and every single one of them figured out that the skill that made them great at their old job is exactly what makes them great at...

Pricing conversations are working, and the numbers prove it. James Shaw checks back in with agents who took last week's pricing strategies straight into their listing appointments, and people are showing up with results. One agent got $65,000 in combined price adjustments across her sellers in a single day just by picking up the phone. Another caught a seller who was quietly behind on their mortga...

"You can be the lowest priced listing in the neighborhood and still be overpriced." James Shaw takes on the number one thing agents are scratching their heads about right now: a listing that's "priced right" but isn't getting showings or offers. One agent gets a stubborn seller from overpriced to under contract in six days by laying out three clear options in an email. Another discovers that "cond...

Possibility thinking without action gets you nowhere. James Shaw closes out a powerful week with MREA page 84 and calls out something he sees in this community all the time, people who assemble everything they need to succeed, and then leave their raft of salvation on the shore to think about it some more. He opens the floor to people who've never raised their hand before, and what comes out is ra...

"If you believe something is possible, you focus on the ways to make it happen. If you don't, you become blind to the ways it could be done." James Shaw pulls from MREA page 81 to unpack why the exact same market can crush one agent and reward another sitting right down the street. He breaks down why believing alone isn't enough, and not believing is enough to sabotage you completely, walking thro...

Stacy Grove and Maria currently have more than 40 years and 55 active listings between the two of them in Indiana and Georgia. They know exactly what it takes to keep a seller confident when days on market start climbing. In this webinar, they share: • How to set seller expectations on day one so tougher conversations go smoother later. • The systems that keep them ahead of every seller call. • Wh...

"If you count on the market to deliver leads when times are good, you better count on it to take those leads away when times are bad." James Shaw pulls straight from MREA page 99 to expand on Kym Wallace's now-famous line from the day before: real estate will reward you, but only if it catches you working. Agents open the call with practical advice for a newer agent going full time, get a coach, h...

"When the market changes, you don't slow down, you ramp it up." James Shaw pulls from Shift page 81 to break down why most agents' instinct in a shifting market, cocooning, pulling back, waiting it out, is exactly the wrong move. Before diving into lead gen, agents share how they're running Monday (or Tuesday, or Thursday) market updates, breaking down real strategies for turning raw MLS stats int...

Nobody showed up to an open house in one of Tampa's most desirable neighborhoods, twenty signs out, all the "right" moves made, and still crickets. That post kicked off a real conversation about what open houses actually take to work right now. James Shaw breaks down Shift's seven levels of open houses, from a basic yard sign all the way to coordinating multiple open houses in the same area on the...

Should you ever tell a seller not to lower their price? James Shaw digs into the price reduction conversation, one of the most emotional moments in real estate right now, and breaks down exactly why pricing is a strategy question, not a value question, in a market that's shifting faster than most agents realize. Agents share real scripts for handling sellers who won't budge, why the answer to "sho...

Are you the professional, or are you getting outscripted by your own sellers? James Shaw digs into one of the biggest issues agents are bringing to Pivot right now, sellers digging in on price and refusing to move even when the data says otherwise. Using a real listing five doors down from his own house, James walks through absorption rates, months of supply, and the exact numbers that separate a...

Shaun Rawls built the first Keller Williams Georgia office into a $5 billion-a-year company with 2,000+ agents. How? He says it all comes down to energy. I wanted to hear more about the ways you can use your energy to get great results so I asked him about it. He shares: ● Why energy is your most important resource. ● The four quadrants to pinpoint where your time and energy are going. ● A must-do...