Gary Keller and associates have done it again.  I was very impressed by one of their first literary efforts, The Millionaire Real Estate Agent.  Now comes Shift: How Top Real Estate Agents Tackle Tough Times.

My copy of the book is on order, so I can’t do a complete review here, but I wanted to pass this along because there is an excerpt from the book on Realtor.org that you can take a look at.

The excerpt relates to one of the “Twelve Tactics for Tough Times” described in the book.  This one is about overcoming buyer reluctance.  Even this brief excerpt has some extremely useful information in it, so it shows the overall quality of the information in the book as a whole.

One of the things I really like about the approach Keller takes in his writing is how simple he makes things, and how he distills concepts down to truly understandable terms.  For example, take a look at the excerpt – number 2 under Four Strategies.  He uses a simple bit of math to very clearly identify the advantage of buying up in a down market.

The math itself isn’t rocket science, and I’m sure a lot of us could have distilled the concept down to something that simple.  But, I think you need to think outside the box a bit to take something that you know instinctively and make it that clear.

The book covers some other interesting topics such as managing expenses and leveraging yourself in a down market, lead generation and lead conversion.  If you’re interested in purchasing the book, don’t buy it at Realtor.org.  You can save $7 buying it on Amazon.com!  Expense management, you know.

It’s true that these tough times won’t be around forever.  Looking into my crystal ball, though, I’d bet you’ll be able to benefit from this type of a resource for the next year or two.  And, this probably won’t be the last down market you’ll go through in your career, either.

I’ll keep my eyes open for good resources for recession-proofing your business.  If you come across one, leave a comment!