1. Gaining Mind Over Market
Becoming an Opportunity Warrior

2. MAIN IDEAS
Course Page 5

3. Main Ideas Perspective on the Market Opportunity Mindset
Master Your Skills
Install Key Systems
Get in the Game
Course Page 5

4. PERSPECTIVE
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5. Perspective on the Market
How’s Your Market?
People always need to buy or sell
Markets always shift over time—they have a cyclical nature
Change = opportunity
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6. Perspective on the Market
The Law of Supply and Demand
Demand exceeds supply = high prices
Supply exceeds demand =low prices
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7. Perspective on the Market
Other Factors Signal Market Change—Inventory
Inventory as a Measure of the Market
Sellers’ Market
Less than 5 months’ inventory
Balanced Market
5-7 months’ inventory
Buyers’ Market
More than 7 months’ inventory
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8. Perspective on the Market
Other Factors—Affordability Index
Measure of financial ability to buy
Index of 100 = median income family can afford median priced home
Higher index over 100 = greater affordability
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9. Perspective on the Market
Affordability Index for Sample City, USA
Median Income =
$69,300
Median Price Home =
$182,500
Mortgage Amount
($182,500 less 20% down payment) =
$146,000
Required Income
(25% of $146,000) =
$36,500
Affordability Index
($69,300 ÷ $36,500 x 100) =
190
Course Page 12

10. Perspective on the Market
Three Ways to Close the Affordability “Gap”
Lower home prices
Increased borrowing power (e. g., lower rates, more options)
Increased income
What factors can an agent control?
Course Page 14

11. Perspective on the Market
Course Page 14

12. Perspective on the Market
What’s Your Affordability Index?
What’s the median income?
What’s the median home price?
What’s the affordability index?
Course Page 15

13. Perspective on the Market
What Are Buyers and Sellers Thinking?
Role of media
Seller beliefs
Inflated sense of value
Can’t sell for what they need or want
Can sell “as is” without improvements
Marketing and open houses will be enough to sell
If they can’t afford the payment they will lose the home to foreclosure
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14. Perspective on the Market
What Are Buyers and Sellers Thinking?
Buyer beliefs
Values may continue to go down
Plenty of time to look and buy
Seller will take almost any offer
Wait for more homes to come on market
May not be able to get a loan
Great time to invest in real estate
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15. Getting the Most Out of This Experience
The Prisoner
Has to be there, doesn’t want to
be there, and doesn’t know
why they’re there.
The Vacationer
A day in training is
Better than a day on the job.
The Explorer
Excited and curious about the new knowledge, skills, and tools
they will discover in class.
Doesn’t engage
Spends as much time chatting as listening
Listens attentively, then participates fully in discussions and exercises
Spends class time catching up on their s
There to have fun—distracts the class with irrelevant comments
Asks meaningful questions and contributes compelling aha’s
Escapes by spending time in the hall on their phone
Returns late from break and lunch
Arrives to class on time and returns promptly from breaks
Holds on to limiting beliefs
Not purposeful in their learning goals
Adopts a posture of acceptance
Multi-tasks on their computer by working on side projects
OMG! Spends the day on their smartphone, texting and checking Facebook
Takes notes in their manual for future reference
Picks fights with trainer or other participants if they don’t agree
Isn’t paying attention
Respects the different learning styles and opinions of others
Hopefully, you picked “The Explorer!”
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16. OPPORTUNITY MINDSET
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17. Opportunity Mindset Six Truths About Markets
From When Markets Shift by Gary Keller
A paper written right after 9/11/2001
Guidance still relevant in today’s environment
Course Page 18

18. Opportunity Mindset 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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19. only proactive lead generation works!
Opportunity Mindset
Up Markets = Proactive and Reactive Lead Generation
BUT, in down markets
only proactive lead generation works!
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20. Opportunity Mindset 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
Course Page 21

21. Opportunity Mindset 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.
Course Page 21

22. Opportunity Mindset 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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23. Opportunity Mindset
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
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24. Opportunity Mindset In a Down Shift, It’s Time for “All Hands On Deck”
Prospecting
Converting to appointments and contracts
Cost control
Negotiation
Transaction bulletproofing
Customer service
Course Page 22

25. Opportunity Mindset 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.
Course Page 24

26. Opportunity Mindset 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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27. Opportunity Mindset Gain Market Share in a Slowing Market
Maintaining your volume = increasing your share
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28. Opportunity Mindset Gain Volume in a Growing Market
Maintaining market share = increasing volume
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29. MASTER YOUR SKILLS
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30. Master Your Skills Focus on the Basics
Assess your skills and look for ways to improve
Keep up your education
Be a student of the market
Be a great communicator
Lead generate 3 hours a day
Talk competently with sellers about pricing
Motivate buyers to buy
Convert leads to appointments
Course Page 28

31. Master Your Skills Assess Your Skills Know your market Prospect
Try new sources for leads
Know scripts
Make offers to generate responses
Have clear, concise Unique Selling Proposition (USP)
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32. Master Your Skills What improvement would benefit you the most?
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33. Master Your Skills Keep Up With Your Education Be a lifelong learner.
Become a teacher, coach or mentor.
When you cut expenses, don’t cut education.
Use education to plug in and grow.
Course Page 31

34. Master Your Skills Be a Student of the Market
This is an everyday commitment.
Data is your friend—know where to find it.
Know both the national and local statistics—use graphics to share what you know.
Know the best buys.
Know the status of all homes in proximity to your listings.
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35. Master Your Skills
Be the Media—Become a Spokesperson, Speaker, and Resource
Write articles.
Speak at town meetings.
Speak to businesses and other organizations.
Put updated, insightful content on your website.
Start a blog.
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36. Master Your Skills What are your market numbers? Homes on market
Homes sold
Homes pending
Expired listings
Days on market
Average list price
Average sales price
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37. Master Your Skills Be a Great Communicator
Seek first to understand—ask, listen, and validate your understanding.
Study and practice scripts.
Leverage script knowledge through conversational skills.
Communicate with your clients faithfully, relieving their stress—and yours.
Continued
Course Page 39

38. Master Your Skills Be a Great Communicator Remessaging
Evaluate every message you are putting out.
Are your messages driving prospects to you?
For sellers (time to sell, % of list price)
For buyers (best buys, foreclosures, free searches)
Use web domain names that attract an audience.
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39. Master Your Skills Speak Competently About Pricing with Sellers
Know the market facts.
Be truthful, then test their understanding of what you’ve said.
Use the bottom line or net approach.
Let them vent their emotions—remain calm.
Discuss financing options that might be offered to buyers.
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40. Master Your Skills Motivate Buyers to Buy Lead Generate 3 Hours a Day!
Make offers that generate immediate response.
Understand and overcome fear with scripts.
Educate them about the opportunities.
Lead Generate 3 Hours a Day!
See the KWU courses Lead Generation 36:12:3 and SHIFT Tactic 4: Upshifting Your Lead Generation.
Course Pages 42-43

41. INSTALL KEY SYSTEMS
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42. Install Key Systems Be Efficient and Effective!
Review everything you do with a critical eye.
Focus on your 20% activities.
See Lead Generation 36:12:3, Introduction: The Power of One.
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43. Install Key Systems Be Efficient and Effective!
Rethink how you use and work with people.
Restructure as needed.
Increase accountability.
“Quit the wrong stuff. Stick with the right stuff.
Have the guts to do one or the other.”
Seth Godin, The Dip
Course Page 45

44. Install Key Systems Systematize Everything!
Lead Generation 36:12:3 describes “the 3 hour habit”—DO it!
Convert leads; follow up on everything.
Manage expenses; know all numbers, prioritize.
Leverage your people and a great vendor support team.
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45. GET IN THE GAME
Course Page 50

46. Get in the Game Commit and don’t quit.
Lay your foundation for growth in improving markets.
Have a game plan, and stick to it.
Know your role, revamp it if necessary.
Focus on dollar-productive activities.
Course Page 50

47. Career Growth Initiative
Listing Management
Listings (Monthly)
Pipeline (Buyers/Sellers)
VALUE
GCI
Agent Trend
Agent LORE
Local Expert
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48. Career Growth Initiative
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49. The Bottom Line Be an Opportunity Warrior—embrace the market.
Accept the Law of Supply and Demand.
Understand and use your local Affordability Index.
Become the media.
Master your skills (market knowledge, communication, lead generation, conversion).
Evaluate yourself on all challenges and build your action plan now!
Course Page 55

50. My Action Plan
Don’t put away this guide without developing a plan to put what you have learned into action!
Refer to the Action Plan on pages of your agent guide to assess your strengths and areas for improvement.
Write down steps you will take to improve your skills—complete it, share it, and commit to it!
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51. Take the other courses in the SHIFT Tactics series
Upshifting Your Lead Generation
Seller Pricing Strategies
Seller Staging Strategies
Lead Capture and Conversion
Internet Lead Capture and Conversion
Creating Urgency to Buy
Bulletproofing Transactions
Expense Management
Effective People Leverage 
Short Sales, Foreclosures, and REOs
Financing Solutions

52. From Aha’s to Achievement
Course Page 58

53. Select drop-down to scroll for title of this course
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