Keller Williams Arizona Realty

Shift: What it Means for You and Your Business

 Joe Quattrucci smiling, weaning a jacket, with dark hair, beard and mustache, facing forward, sharing his thoughts about shift.


We are entering a shift in the real estate market. The signs are all in plain sight. What does this mean for you? What does this mean for your business? We spoke with Joe Quattrucci, Market Center Strategist and Real Estate Trainer/Coach, to gain his insight into this new phase of the market. Joe offers expert advice and a solid approach to handling the shift.


Where Have We Been Prior to the Shift?


We have been in a seller’s market here in Scottsdale and most parts of the country for the past several years. So, anyone newer to the real estate industry has not seen the market we are anticipating to see in the next few years. The Scottsdale Area Association of Realtors® April 2022 report shows the following statistics:


Average Listing Price Per Square Foot


Month Price/Sq Ft % Change from Prior Year
Apr ’22 $543 31.5%
Apr ’21 $413 26.8%
Apr ’20 $326 -10.3%


Source: Scottsdale Area Association of Realtors®


Months of Inventory


Month Months % Change from Prior Year
Apr ’22 1.13 -17.4%
Apr ’21 1.37 -54.5%
Apr ’20 3.01 27.7%


Source:  Scottsdale Area Association of Realtors®


Are these trends sustainable, given the data in these tables? 


Population Growth and the Shift


Another figure to look at is population growth. According to the World Population Review, Scottsdale is growing at an annual rate of 1.35%. With a 2022 projected population of 268,839 residents, this means nearly 3,590 new residents will make their home in Scottsdale. Maricopa County gained over 58,000 new residents over the past year, making it the top U.S. county for population growth from 2020 to 2021.


Institutional Investors: Do They Have an Impact?


One more market variable is the impact of institutional investors. Many of these buyers purchase a large number of properties and turn them into rental homes. This takes inventory off the market for home buyers. But several institutional investors believe they are too small compared to the entire market to make any difference at all. Scottsdale is in a tight housing supply market. Therefore,  any loss of saleable homes might be acutely felt by buyers who miss out on the opportunity to own a home.


Inflation, Market Sentiment, Interest Rates, Politics: the Shift!


We have lower inventory, higher prices, and a growing population. Without a significant increase in new home construction, more people will be priced out of the home buying market. All of this impacts, and is impacted by, inflation and market sentiment. Add interest rates and politics to the mix, and the shift is now primed.


Shift by Gary Keller


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If the Market Does Shift, What Does This Mean?


A shift in the market should not determine a real estate agent’s income or the growth of their business. However, agents must be willing to shift their business strategies and their number of activities to meet the new market reality.


A Shift is the Best Time to Gain Market Share and Grow Your Business


In fact, a market shift is the best time for an agent to capture new market share. The majority of other agents will not adjust to the market shift fast enough, and will get out of the business. This provides a great opportunity for the agents who do adjust to make massive gains in their business!


How You Should Think About the Shift


Many real estate agents tend to think of the market as being either “up” or “down.” My aim is to help agents think of the market as “side to side.” From buyer’s side to seller’s side, and back again. This means thinking in terms of how buyer and seller expectations and strategies are evolving, and how your lead generation activities and messaging needs to evolve with it. 


Markets should not automatically determine a real estate agent’s income. Instead, an agent’s ability to shift their strategies will result in their level of income! I am looking forward to teaching more about the shift in a series of classes to be held over June and July of 2022.


Keller Williams Arizona Realty and the Shift


We believe our brokerage is a leader in understanding both the current state and the future of the Scottsdale real estate market. We dedicate our efforts to helping our agents achieve the greatest success possible for their real estate business. 


Contact us today to learn more about Keller Williams Arizona Realty. Find out how our training and education programs can help you gain market share during the shift. Our leadership team and coaching experts are happy to speak with you about the KW Difference at Keller Williams Arizona Realty. We believe  KWAZ is the best Scottsdale real estate brokerage to work for, and we are confident you will agree!




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