KGCI: Real Estate on Air - How to Thrive in the New Real Estate Market

Episode Date: October 16, 2025

Morning Primer is your weekday boost from Mindset & Motivation Monday—quick, focused, and made for agents by KGCI Real Estate On Air. Give yourself a daily mindset reset for the daily direction you need to show up sharp and ready to win.Start your morning ahead of the market and ahead of your competition every day with KGCI Real Estate On Air. Summary: To thrive in a shifting real estate market, agents must adapt their strategies by focusing on expertise, technology, and building relationships. Instead of panicking, successful agents see market shifts as an opportunity to differentiate themselves and strengthen their business for long-term success.Master Your Expertise 🤓In an uncertain market, clients crave an expert who can guide them with confidence. Your job is to become that authority.Deepen Your Knowledge: Go beyond just knowing local home prices. Understand the economic factors that influence the market, such as interest rates, inflation, and consumer confidence. This allows you to educate your clients and provide them with valuable context.Become the Local Go-To: Follow local market data weekly. Know which neighborhoods are still in demand, what types of properties are selling, and what terms are winning offers. Communicate these "micro-trends" to your clients to establish yourself as an insider.Educate Your Clients: Use your expertise to inform your clients honestly and transparently. Don't sugarcoat market conditions. Explain how current trends affect their specific goals and provide them with a realistic, data-backed strategy. Ready for more? Subscribe now and tap into our Always Free Real Estate On Air Mobile App for iPhone and Android, where you’ll find our complete archive and 24/7 stream of proven real estate business-building strategies and tactics. 

Every day starts with your mindset. Here's the morning brimer from the mindset of motivation Monday on KGCI, Real Estate on Air. You should have a sales video. You should have a six to seven minute. Could be five. If it's like Uncle Nali, it's going to go 10 or 12 minutes. They're going to be cutting it off halfway. Man, this dude, look, look, we'll hire you.

We just don't want to listen to the rest of it. But my sales video is long. But you should be able to, you have to win the listing before you ever meet with the seller. Welcome to the Success with Listings podcast, where we help you get success in the real estate game, the easy way. Now you can get off the roller coaster of feast and famine and out of the rat race of competing with every other agent in town. Hi, I'm Nollie Williams. I took over a thousand listings during my first 10 years from the real estate game, and in this podcast, I show you how to have success with listings. Let's go.

All right, so what I want to talk about is how to thrive in the new real estate market. How many of you guys know that there's a new real estate market going on right now? Raise your hand. Some of y'all don't know. Uncle Nali's here to school you on it. All right. How many of you know that the new real estate market is about to hit? All right.

We're going to do things a little bit differently and it's going to be fun. Let's say it this way. Here's an affirmation for you. I choose to make it fun and easy. Okay? I choose to make it fun and easy. Now you can have a hustle and grind. You can have angst.

or you can have it fun and easy. That's what I choose. So I do all of my teaching and training through a nonprofit 501C3, faith-based, Christ-centered ministry. And what I do, with the vision of Glenn Sanford, what I've been able to do is bring the high price of all my coaching, my training, and everything that I do, down to the low price of free.

Free. You don't even have to join my group or anything like that. It's something that I love to do. I love to teach, train. How many of y'all like that? You guys love to teach, train, give back. It's something that God birthed within me. So I do want to thank Life Unlimited.

I want to thank EXP. Right now, my wife and I were paid last year over a quarter million dollars in revenue share. That has allowed us to not have to have residual. Well, we have residual bills, but we also have residual income that matches that or is more than that. So I get to do what I love to do, which is to give back. That's what God put me on earth to do.

And so thank you, EXP, for that. So a little bit about me. I've been an entrepreneur since the age of 12. Any long-time entrepreneurs in the house? Okay? I've launched multiple six-and-seven-figure businesses. I made my first million dollars when I was 29 years old. Back when I was 29, I was in the music business.

Okay? I was making $150,000 a month in that business. Spending 160. Okay? That's dumb with a capital D. I don't know if you guys know, but there's a lot of businesses. You say, you see that athlete, you're like, how in the world are they broke? Okay, that was me.

I didn't know how to manage money. I teach successful business owners, real estate agents, how to quadruple your income, working three hours a day. I'm a best-selling author, an international speaker, thought leader, but it didn't, it wasn't always that way for me, okay? This is me when I was growing up, and I lived in a household that was very abusive. Okay? My mom was physically, mentally, and emotionally abusive to me.

She told me things like, boy, you will never amount to anything. I'm sorry I ever had you. You disgust me. Now, my name is Nali Alexander Williams, Jr. What was my dad's name? She hated dad. You know, they split up when I was seven years old. And so she hated dad.

I got the same name, looked like him, sound like him. And so she associated me with who? with him. Right? And here's a woman that had a master's degree in what? Psychology. All right. She used it the wrong way against us kids.

So what did I do? I say when I'm 16 years, as soon as I can, I'm going to leave home and get out of here. And I left home at the age of 16. I got into the wrong side of the, you know, the wrong side of the tracks, the wrong side of everything. And I was literally homeless. I was on the streets for two years. That's how I spent two years.

okay and I was going from house to house hey man can I stay with you tonight yeah man but my mom said you can only stay two days all right cool gee and then I go to the next you know I'm going from play now they call it couch surfing it's cool like you know I met a guy in kawai he was like man I'm just you know I'm going from one I'm like well it's cool now I guess you know back then it wasn't cool you know whatever so when I when I turn 18 years old that's me 19 I accepted Christ I got off the streets, forgave my mom, okay? We reconciled.

I say, Mom, I love you. Start calling her every week. And I changed my life, okay? But I believed something else at first. I believed I was worthless, and so I was going down a path that was worthless. You understand what I'm saying? So what I want to explain to you is that you are what you believe. How many of y'all know that?

You are what you believe, okay? My vision is now to inspire you to become all that God created you to be so that you can live the life that you were meant to live. Too many people out here are not living the life that they were meant to live. And I want to change that as much as I can. This is the life that I want for you, earning a quarter million or more a year, nights and weekends off, four to five vacations a year, being debt free, working three hours a day if you choose to do that. Okay? When I was in Austin, Texas, my fourth year in the business, I became the number one selling real estate agent in Austin. I did 96 transactions as a solo agent, and I was not working all the time.

Okay, I did not work Friday, Saturdays, or Sundays. All right? I was working about 20 to 30 hours a week. And there is a vision for this business that's bigger than what you're currently thinking. Thank you guys for being here. Give yourselves a round of applause because there's a lot of places you can be right now. How many of y'all thinking about that deal you can be doing right now, huh? Yeah, you want to look at your phone. I know you do.

All right, so what I like to do is help. There's three kinds of agents in the room right now. Okay, there's Newby Ned. Ned's in his first few years of business and is not quite meeting his goals. That's Newby Ned. I see a few people like this. You know, don't nod your head. I'm Newby Ned.

Can I practice on your house? Get out of here with that. Okay. So if you're a brand new agent, you don't have to advertise that. Trust me. You can do this. So Ned needs to get his feet under him and is confused about what to do to generate steady business. So Ned has a what problem. And I'm trying to break this down for you guys so you know what problem that you can tackle depending on where you are. Do we have any Nubin Neds in the house? Don't admit it. No, just kidding. We love Nubi Nair because we all started there. We all started it. Okay, Coasting Crystal. Crystal has been in the business for some time. She's gained a clientele. She's coasting.

in her, like a semi-steady success, okay? Crystal needs to maximize her impact and income to move from feast or famine. How many of y'all are in feast or famine right now? Okay, anybody, nobody wanna read you, you're sitting on your hands now. I know how you do it. And it's confused about how, so Crystal has a how problem,

Ned has a what problem. You all understand what I'm saying? Okay, now we got some rock style ricks in the house. Ooh, they're never ashamed. They leap into the feet. I'm rock star Rick. All right? So Rick is on fire.

He's making good money, looking for ways to grow his personal and a business life while working less. Rick desires to grow. And his biggest issue is knowing who to hire or partner with, right? To reach its ultimate greatness. So these are the different problems that you have. All right? If you're rock star Rick, you've got a who problem. If you are coasting crystal, you have a, what kind of problem do you have?

A how problem. And newbie Ned has a what problem. Okay, that's very important to know that. So let's talk about this gnar ruling. How many y'all want to talk about it? Nobody. No, no, oh, right there. She said she wants to talk about it.

Well, we got legal coming up later to talk about that. What I'm going to say, though, is that this is what happens. And this is the same thing that happened during this. This is psychology. First, when something new comes, we panic, then we go into fear, and then we just get numb. Stick our head in the sand.

No, the hat don't come off. Y'all know how we do it. how we do it. There are sometimes when the hat comes up, but we won't talk about that. Okay? So there's a couple things that are going to change. I have it on the slide. You'll be able to get these slides. I have a link where you'll be able to get these slides. Okay? So there's a couple things that are going to change in the industry. It's right here. You can read it real fast. We're going to move on. Is that okay? There's four different things that we know are going to happen that are different. And there's a couple of thoughts that I have on that,

but we don't have enough time to get into that. But things are going to change, and it's still going to be good. So what I want to talk about, not the NAR settlement, but I want to talk about five actions that you absolutely have to take right now today. When? Today. If you want to thrive, not survive. Some of y'all just want to survive. Oh, if I could just survive, I'll be all right. No, that's not the attitude. That's how I was when I was 16 years old living on the streets. Man, if I can just make it through today, I'm good. No, that's not the vision.

Okay? So we're going to thrive in this new market. Number five, now we're going to go backward. Okay? Because we're in Texas. Y'all do stuff backward, boy. I know how to talk about it. I grew up in South Central L.A.

That's where my mom moved this when I was 10 years old. Okay. And by the way, I was the shyest kid in school. When I was seven years old, the reason I told you all that first story is because a lot of people see, they're like, man, Nali Williams, he can do it, but I'm not Nali. You guys don't understand. I was wetting the bed until I was 13. This guy found true. This Uncle Nali, somebody said, ouch.

Who said that? Oh, I didn't tell my girlfriend's that now. Okay? You know, I just cleaned myself up in the morning and go about my business. Anyway, I want you guys to understand. I dropped out of high school. Okay? I had to go back and get my GED.

Went to college to see what they knew. Couldn't figure that out, so I dropped out. This is not rocket. Any of you guys can do what I've done, and far greater than I've done. If you understood my disk profile, you'd know what I'm talking about. Because my disc says that I could be three things. I could be a market center administrator.

Some of y'all, we got any KW in the house? I mean, not, well, we might have some current KWs. current KWs, we'll forgive you, you know, future EXP is what we call them. But I wasn't, look, when I was at KW, I was recruited there by Gary Keller, okay? When I was at Keller Williams, I wasn't drinking the Kool-A. Who was drinking the Kool-A there? Raise your hand. I wasn't drinking the Kool-A, okay? I had it on IB drip. Okay? I was for life, you know, to, anyway. So I'm going to go backward because we're in Texas. We're going to go to number five. We're going to go to number one. Number five, you've got to boost your value

proposition. Some of you have a weak value proposition. It's not strong. You can't command your fee because you cannot articulate your value proposition. So there are seven things, okay, that you should have in your arsenal in order to articulate your value proposition. I'm going to go through them real quick. Your top 10 list, your five-star reviews, you should have them in place, okay, your sales video, your book or white paper, your unique selling system, your unique niche and your unique selling proposition. Now, I did a nine-part series with my Nali Coaching Club.

Okay, you guys all get access to that for free. But the point is, I spend an hour on each of these is nine hours of training, so we don't have nine hours today. Okay? But I want to briefly break this down. Number one, you should be able to tell people why they should trust you

and why you're worth your feed. How do I do it? I do it. I say the top 10 reasons to trust the sale of your home to the Nolly team. You have to give people reasons why they should trust you. A lot of agents don't really have this in their arsenal, but you should say, okay, what are 10 reasons why somebody should trust me? Something that, what you're asking them is to trust you with their life savings. Okay? Something they wouldn't even trust most of their kids

with. This is true, right? So you've got to give them reasons to trust you. Number two, Five-star reviews, okay? I average five stars on Google, and that's hard for a person like me to do. Okay, I'm a trainer and a coach. You know, we don't get very good reviews, usually, okay? Some of us do, okay? We do write by people and you have a golden reputation. So you should be out there, and I want to see if I pull up your Google,

and people like Yelp and all that, we won't get into it, but Google is kind of the way to go, okay? Number one search engine in the world, I mean, at least in the United States, I'm not going to quote the world. And so that's where you want to be building. I should be able to see at least 20, 30, five-star reviews. So you want to start, there's a process for getting reviews. Very easy.

I want you to start doing that. You should have a sales video. You should have a six to seven minute. Could be five. If it's like Uncle Nali, it's going to go 10 or 12 minutes. They're going to be cutting it off halfway. Man, this dude, look, we'll hire you. We just don't want to listen to the rest of it.

But my sales video is long. But you should be able to you have to win the listing before you ever meet with the seller or the buyer. You got to win it. Let me say it again. I see people looking at me like that. You have to win the prospect before you ever meet them face to face. There's a lot of prospects that you never meet because you didn't win them first.

Does anybody understand what I'm saying? Do y'all understand the word coming out of my mouth? Look, when you go have sushi, look, I'm in, I'm in, I'm in, I'm, I'm in, where am I at? I'm in Houston, but I don't want to say, Sugar Land, okay? Now, if I'm looking up a coffee restaurant, you know my wife and I drove 20 miles, well, 20 minutes, I think it was like nine miles, to a summer moon, because that's my, that's what I drink, summer moon coffee. All right, y'all know about it? All right, what's up? No, man, you need to go sit somewhere else. I'm going, I'm stepping over here.

Summer moon coffee, okay, I love it. It's roasted over hickory wood, anyway, it's good. Oak, no, oak roasted, I think it is. Anyway, whatever. But the point is, I'm going to, I'm going to look it up before I go. If I'm going to try a new coffee, they get one and a half, two stars, we're not going there. You all understand what I'm saying. People will look you up before they ever do business with you. That's how it is. And your sales video should also articulate, once they see the good, you want to talk to them. How many of y'all have a sales video? Raise your hand. You've got a sales video. You can drop off the night before the listening. Anybody? Okay, you've got to have. have it in this new market. I see a few people over there. All right. Uncle Knowledge sending love to you. Now number four is your book. You should have a, now I do my own, I have a book. You can have a white paper, whatever it is, okay? But the point is, look, Kunao has one. Kuhnav got a book. What's up? Yeah. You guys should have something that differentiates you in this market. Everybody should have it. You should have a unique selling system. How many of y'all have a unique selling system? Raise your hand.

all have one. You just call it a marketing plan. You go to a seller, you're like, hey, can I show you my marketing plan? Everybody's got that. You have to name your process. I call mine the Nali team, the unique Nali team sales system. Who else has it? Nobody. It's mine, okay? Why? Because I named it, But it's just a marketing plan. But when I talk to a seller, I say, hey, I'm using the Nali team. It's unique now, selling system to get your home sold. All right? Everybody should have this in their arsenal.

Number six, you should have a niche that people know you for. You got a niche to get rich. Okay, you should have a niche. People should know you for something. It doesn't have to pigeonhole you. I remember when I used to do short sales, people say, well, don't you do distress properties? I'm working on a luxury listing, right? They say, well, don't you do distressed?

Oh, you're talking about my distressed property division. Oh, sure. I have a unique niche. Okay, that's number seven, I mean six, and seven, you should have a USP. If you don't know what a USP is, you should study it and learn how to articulate your USP. Okay. What I do is I help entrepreneurs and real estate agents earn a quarter million or more a year working three hours a day or less. That's my value proposition.

or that's my unique selling proposition. Does that make sense? That's mine. But you can come up with one and you should have one. So all of these make up what we call your value proposition, and you should have that in place. Now, there was a quote in a red book. Well, you guys remember this?

The one thing? How many of y'all read The One Thing? Okay. So I said, was the one thing I could do to get more listing such that by doing it, everything would be either easier or unnecessary. What could you do? Let's hear a few things. What's your one thing?

You could do one thing and nothing else. What would it be? Video. Marketing. What else? Phones? Hit the prospecting. Door knock.

Yellow pages. Yellow pages. My man right here. Look, if Uncle Nali got to pick one thing and one thing only, here's what it would be. Become famous. My yellow page ad, if I'm famous, it's going to get calls. If I'm door knocking, answer if I'm famous and what I'm saying is you should be well known in the areas

that you serve okay if I if Uncle Nali wasn't well known if I was just not known don't be a secret agent okay then Kunal wouldn't ask me to get on a plane from Puerto Rico to come out here and speak for 25 minutes it's like man no nobody knows that guy right so you got to be be well known in the areas that you serve it's not that hard just told you that's the golden key we had a guy Troy Tomlinson he got his degree spent $60,000 and he said that out you know this is he would have spent $60,000 just learning that one principle okay you have to have a value proposition and you got to become well known Jesus was well known still is all right it doesn't mean you have to be arrogant hearty proud

boastful all right I'm pride I'm well known no but people should know more people should know who you are. All right? And that's the way you get to serve more individuals. Now, by the way, I've already done this. If you want to see me about this, I have the overnight celebrity success toolkit. You go to my website, nali.com, cost you $0.00. Sponsors pay for the whole thing.

And what we do is you pop my picture off, put yours on, now you got everything. And why did I come up with this? Because I coach agents for so many years that I know they're not going to do it. I tell them, do this, do that, put that together. You're not going to do it. All right? So it's done for you. All right?

Now, it's no cost to you. On the back, you know, you have your sponsors. They cover the whole cost. Now, let's keep going. You really don't have to look very far to know what someone believes. Did y'all know that? It shows up in every single thing about you. How many of you guys know that?

Like, you wear what you believe. You don't have to tell me what you believe. I just spend a day weekend I know. Now, you actually believe something different than what you may say or portray. Did y'all know that? You actually believe different things in what you portray. Every choice that you've ever made in life has led you to exactly where you are and exactly what you have. All right?

Every single choice that you've made has led you to this place. You've got money in the bank. You don't. You live over here. you don't live there, whatever it is. So who are we looking at for that? The mirror. Okay, but but here's the thing you can influence what you believe. People say, I'm gonna change what I believe. You can't do it. It's impossible. Science has already figured that out. How many of you guys think you can change what you believe? You can influence

what you believe. I'm gonna show you what I'm talking about here in a minute. This is a brain. What is it? It's not really a brain, it's a part of a brain, okay? This is before, two weeks this is actual pictures okay your brain has neural network we call it neuroplasticity you have neural networks in your brain synapsis that actually recreate themselves and rewit it's like roads that look at this brain look at it from here to here after two months of coaching and training you see how it changes right that's what your brain does 150 years ago we didn't know this we thought the brain that you came in with was the brain you went out with

not true. Okay, science has proven that that's not true. Is it time to re we? We love remodels, don't we? Oh, this is the before and after. Maybe it's time to remodel your mind. Okay, that's really the time. Now here's why you're not getting the success that you deserve, okay? This is how, this is the subconscious, this is science, okay? McGraw-Hill, the largest educational publisher in the world hired me to write a book about this. This is basically your brain, okay? This is how your brain works, like an iceberg. You guys have seen this before, yes? All right?

So 95% of the things that you do every day are autonomic. You have no control over them. But you have to influence this part in order for it to show up up here. See, this is just a reflection of what's really down here. And most of you are trying to change this thinking that that's, oh, I'm going to start prospecting every day. I'm going to do this. But guess what? Your habits come from your beliefs.

And if you don't change your beliefs, if you don't influence your beliefs, you can't change your beliefs but you have to do them at the subconscious level we don't have enough time to break that down but here let me let me do an exercise for you write down on the piece of paper or your phone whatever and do this okay this is a subconscious exercise that's going to help you some of you guys are like I'm not doing it that's what you're gonna stay with what you got Uncle Nottie I saw you three years ago man it okay well what's different nothing all right do this on a blank piece of paper write down your monthly

income goal what do you want or your phone you can do it wherever and right underneath that write down what you currently what do you currently bring in I'm not gonna call on you this is private between you and God okay don't even show your neighbor this is what you want this is what you have okay and the difference between those two numbers is what what is it somebody somebody said uh five thousand dollars no that's not what I'm asking you know it's your mindset okay How much is your current mindset costing you? And High Guy 160 says your wages disappear as though you were putting them in pockets filled with holes.

Some of you guys did your taxes. Some of y'all didn't do them. But some of you guys did your taxes and you look, man, I made that much money? Where did it go? Huh? What are some of the ways we learn? Trial and error. Trial and error.

What else? Failing? What else? Watching other people. There is only one proven method of success and it works 100% of the time. You can learn all kinds of ways. There's no wrong way to learn. Okay?

There's all kind of ways to learn. But did you know that there's one way that works every single time? Find out what other successful people have done and model their success. Did you know that part of being smart is knowing what to learn? Some of you guys are learning the wrong stuff. You're like, oh, I'm real smart. I got degrees in that. But it doesn't show up in anything.

Does that make sense? All right? Now I've got to bring some upbeat in here because Kevin and Fred already brought us down. we got to go up a little bit so number two hire a coach okay a lot of you guys don't want to do this I didn't want to do it when I hired coach Julie okay I didn't want to pay a thousand dollars a month but you should have someone in your life that's a coach for you this is Angela and Tex Fleming they came to one of my events look what she says she had zero bit they had no business at all in

November okay no nothing on the horizon and look what she said appointment set for two appointments Friday appointment Saturday and then fifth listing agreement just signed for the month of January. Signed five listing agreements. That's what coaching will do for you. Everybody should have a coach. That's the CEO of Google. I didn't say it.

Cristiano Ronaldo has a coach, Barack Obama, Donald Trump has a coach, Richard Branson, Oprah Winfrey. Some of y'all are like, I don't think those people ever had coaches. What do? Tony Robbins, even Buddha had a coach. That's true. Okay? You should too.

So every successful person in sports, politics, business, entertainment, religion, and life have had or have had coaches. That's Keira McDonald's. So that's something that we've got a gal that went from zero to a quarter million, you know, just through coaching. And even my massage therapist, I coached her, she's now opening her third practice from going from being a one woman show, broke her foot, couldn't work for months, would have lost her house, she told me.

But because she had learned these principles, she had enough therapist in there. to cover her, okay, now she just opened a third clinic. So all this stuff works, but you've got to have a coach. Who's coaching you? That's the question. At Life Unlimited University, we do it for free. Okay, it's a nonprofit 501C3. All right.

Now, all this stuff is absolutely free. I'm going to show you how to get it here in a little bit. But the number one thing is that you should focus on listings. In this new market that we're coming up right now, that should be your focus. Listings. Ah, I don't want to, yeah, yeah, yeah. Listings. I mean, scientifically we know that it takes three times as long to work a buyer and make the same amount of commission as it does to work a listing.

But you have to bring up your game. Now, let's see. Why listings? So when Gary wrote this book is 2003, when he wrote that book, 2003. How many Keller Williams agents were there in 2003? 14,000. 14,000. We're at 90. And, you know, that was 20 years.

it took them to get to 14. 20 years. Okay, we're at how many years? We got 90. What I read in the book was there are so many great reasons to devote most of your time to listings. 50%, 50, 80.

What's the book say? All of your time and effort to take into marketing listings. That's why my business from the beginning was always listing based. Okay, that's number one. So in synopsis, how to thrive in the new real estate market, number one,

We're going to go on the right order this time. Number one, you've got to focus on listings. Number two, you have to hire a coach. Number three, you've got to shift your mindset. Number four, you have to become famous. And number five, you have to boost your value proposition. Does that make sense? Everybody up for that?

This is how you're going to thrive in this new market. Some of you guys are feeling like this right now. All right? If you decide that you want to, you can donate to the nonprofit, It's where I give all my free stuff, okay, if you want to. And you can get the slides. So you can either hit the QR code or you can go to this website or you can text Thrive 2024 to 53555, okay?

My vision really is, it's just like EXP. I want to be able to help all of those who were just like me. They had been told that they're down and out. You'll never amount to anything. But the truth is they had the potential. You got just as much God in you as I got in me. You understand what I'm saying? Entheos, that's God within you.

That's what Enthios means, enthusiasm. And so I want to be able to help them. If you guys can support that, that's great. Now, as you go to that page and you scroll down, you don't have the support to do this. You'll see a green button that looks like this. You click on it. You'll be able to download the slides.

I don't even ask for your name and contact information. You understand what I'm saying? All right? So if you want the slides, you can get them right there as well. God bless you guys. I'm Nollie Williams, the business healer. And it's been fun. What's up?

Hey, Houston in the house. Well, thanks so much for tuning in to this episode of the Success With Listings podcast. If you are serious about taking your real estate career to the highest heights, making more money and helping more clients while working less hours and spending more time with your family, be sure to get your copy of my free book, triple my listing. Absolutely free. Successwithlistings.com. Now you want to be sure that you subscribe to the podcast

and check out Successwithlistings.com to get your copy of my free book. Hey, I'll see you on the next one.