ABOUT THIS EPISODE
“Technology can leverage the reminder, but it can’t leverage the relationship.” On day two of Pipeline vs. Pile Week, James Shaw uses MREA pages 140 and 141 (plus Shift page 104) to explain why most agents struggle with cultivation. When a lead can’t book an appointment right away, they let it slip, then find out later that person listed or bought with someone else. 85 to 90 percent of people say they’d use their agent again, and almost nobody does, because the agent didn’t stay in touch. Agents share how they sort their pile: a weekly pipeline check-in with an assistant, a 12-month grid of who’s likely to close and when, tagging contacts A through D so DTD2 calls go to the A’s and B’s, and the “cut it in half” rule on timelines. Automate the reminders, but keep the two-way conversation human.
Aired on November 3, 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.
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