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Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel

(This is Part 4 of a four-part series. See Part 1; Part 2 and Part 3.) What's the best way to cope with market shifts? Face-to-face is the name of the game. Our last three articles looked at three strategies for surviving shifting markets, i.e. creating a three-level business plan, guerilla marketing, and back to basics. Today's article examines the most important strategy of all. Shifting Market Strategy No. 4: Personal Connection is the Name of the Game No matter what type of market that you are in, the most important survival strategy is personal connection. Real estate is, and always has been, a local business. Major companies that lack a local presence have difficulty competing against someone who is well known in the community. This is especially true when it comes to listing business. While buyers aren't particularly concerned about the agent's company when they are purchasing, sellers generally want one of the top three most active firms in their area to represent them. Furth...