On this episode, Dana talks with Gene Rivers about the current state of the industry, and his advice for navigating it. Gene breaks down how we are in a shift, but we are not in a crash.  He discusses how no matter what shift happens in the market, there will always be people who have to buy and sell their homes, so the trick is focusing on possible leads who know they want to or have to move.  He shares his tactic for helping clients come to their own cinclusions about the market, so you don’t have to be the bearer of bad news.  He explains his approach to geographic farming, and why he thinks it is an invaluable part of your business.  He also discusses the MREA model in regards to how to effectively build a team.