When Buyers Want to Wait

“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