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

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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.

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Opportunity Mindset™(continued)

2. Up Markets = Proactive and Reactive Lead Generation

BUT, in down markets only proactive lead

generation works!

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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

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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

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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.

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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.

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