1. Mindset, Focus & Leverage (Tactics 1 – 3) 1 – 48
The Law of Equilibrium 14
Get Your Money Smart Again 35
Six Core Competencies 38
Seven Steps to Talent Shift 42 – 43
Talent Scouting in Four Steps 44 

2. Lead Generation (Tactic 4) 49 – 81
The Two M’s of Lead Generation 58
Time Blocking 75
Anatomy of the 3 Hours of Lead Gen 79 

3. Lead Conversion (Tactic 5) 83 – 108
Lead Conversion Model 87 & 104
The Six Connect Questions 95
Ten Classic Closes 100 – 102 

4. Internet Lead Generation & Conversion (Tactic 6) 109 – 133
Internet Lead Generation Model 112
Elements of a Great Agent Web site 115
The Path of the Consumer on the Internet 119
 
5. Seller Pricing & Staging (Tactics 7 & 8) 135 – 166
Chasing the Market Graphs 146 – 147
Tale of Two Markets Graphs 150 – 153
Seven Maxims for Price Reductions 156
The Staging Model 163 

6. Buyer Reluctance (Tactic 9) 167 – 196
Four Strategies to Overcome Buyer Reluctance 188
Why Wait Chart 189
Trading Up in a Buyers’ Market 190
The Three Areas of Creative Financing 200 

7. Financing & Market of the Moment (Tactics 10 – 11) 197 – 240
The Two Opportunities of REOs 236 

8. Bulletproofing the Transaction (Tactic 12) 241 – 270
The Six Bulletproofing the Transaction Issues 246
Two Timeless Bulletproofing Strategies 262 

9. The Gift of Shift 271 – 283
Summarizing the Twelve Tactics 277 – 278
“Success never comes to the chosen few . . .” 283