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Learn six main truths about today’s real estate market. In addition, gain four key insights into shaping a positive belief system for success in any area of your life.
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NABCO™ 1
Overcoming Obstacles™
“Staying p in a own
Market”
Written By Rich Williams
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Who Is Rich Williams
10+ years Real Estate sales experienceRecognized as a “Top Producer”, consecutively 16+ years Business ExperienceBusiness Owner and Real Estate CoachTrained, Motivated and Coached over 15,000 Graduate of “Speakers Academy”Professional Speaker, Trainer & Coach Generated 2.1 million in production in 90 days
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Please Feel Free To Call….
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Define Obstacle
Something that obstructs or hinders progress.
Impediment, or barrier. Clog, Crimp, Difficulty, or
Disincentive Encumbrance, Fence,
Hindrance, Hurdle
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Define Overcome
To get the better of in a struggle or conflict; conquer; defeat.
To gain the victory; win; conquer.
To overpower or overwhelm in body or mind.
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Belief Systems
Internal values Your silent compass for
you life Set of precepts from
which we live What we believe and why
we believe them Thousands of times more
powerful than habits
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Changing Belief Systems
1. Change Your Programming (words)
2. Change Your Thoughts/Feel
3. Change Your Actions (Behavior)
4. Change Your Results
You are in control!
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Opportunity Mindset™
Six Truths About Markets
Page 18
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Opportunity Mindset™ (continued)
1. Markets Shift—It’s a Way of Life
Markets are always in transition.
Myth: Market determines your success.
People buy and sell in all markets.
Down markets tend to have fewer great deals—and those that are, sell faster.
Page 19
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Opportunity Mindset™(continued)
2. Up Markets = Proactive and Reactive Lead Generation
BUT, in down markets only proactive lead
generation works!
Page 20
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Opportunity Mindset™(continued)
3. Market Shift = New Strategies Required
Adopt opportunity mindset. Seek only motivated buyers and
sellers. Price ahead of market—do not
chase market. Make condition of listings stand
out. Motivate buyers with sense of
urgency. Qualify and convert leads
quickly.Continued
Pages 20-21
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Opportunity Mindset™(continued)
3. Market Shift = New Strategies Required
Catch and convert leads on the Web.
Bulletproof your transactions all the way to closing.
Find out where market is and get in it.
Do more with less—expenses, services, people.
Learn alternative financing options.
Pages 20-21
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Opportunity Mindset™(continued)
4. The Theory of Equilibrium
Sellers’ market = agent count increase
Buyers’ market = agent count decrease
Big opportunity for those with stamina, skill, and adapted, improved business practices
Page 21
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Opportunity Mindset™(continued)
5. When Markets Shift Downward, Time to Reach Equilibrium Is Unknown
Myth: Wait it out, it will be over soon.
Truth: Face the market, adapt as needed.
Commitment Consistency Reduced expenses Play red light green light
Page 21
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Opportunity Mindset™(continued)
6. In a Down Shift, It’s Time for “All Hands On Deck”
Prospecting (Everyone’s job) Converting to appointments
and contracts Cost control Negotiation (Seek for win-win) Transaction bulletproofing Customer service (The Law of
Compensation) Your income is determined by
who you serve and how well you serve them…… Who are you serving?
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Opportunity Mindset™(continued)
Your Role as Opportunity Warrior Have a plan and know
what you should be doing at all times.
Know your strengths, leverage them, and execute.
Delegate tasks you do less well.
Pages 23-24
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What Did We Learn
1. What is an obstacle 2. How to overcome them3. Changing our
program/belief systems4. Six truths about
markets5. Opportunity Warrior
Affirmation
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Opportunity Mindset™(continued)
Opportunity Warrior Affirmations I’m an opportunist and this is an
opportunity. I’m a market maker and will create
my own market in these conditions. I’m able, ready, and willing. I’m a knowledgeable real estate
consultant. I understand the big picture. I’m a professional guiding clients
through the process. Sellers need me more than ever to
get a sale. Buyers need me more than ever to
get the best price.
Page 24