Kevin Ward's YES Talk | Real Estate Coaching and Success Training for Agents
YESTalk - 7- Expired Objections  Where Were You When My House Was On The Market

Objections stump us for a couple of reasons:
Because we’re not prepared. 
Because we treat the sellers objection as legitimate…  “Oh no!  He’s right.  I wasn’t there…so I’m a loser.”  NO! 

REALITY: You weren’t there because you didn’t have a buyer for his house.  That’s the truth…but If you just say the naked truth…you’re out.

That’s where a skilled, no-BS approach comes in.

What NOT to say:

“Because you didn’t hire me to bring a buyer?”
or
“Your agent didn’t even tell me about your house.”  (BS)

“Where were you when my house was on the market?”

That’s a great question…and I hear where you’re coming from… 

The short answer is because your house wasn't a match for any of my buyers I was working with at the time….  However…can I let you know something else?  (Yes.) 

The reason I didn’t have a buyer match for your home is because…unfortunately…my focus wasn’t specifically on your property.  And I say unfortunately…because…it sounds like you are really interested in getting your property sold, correct?

If you knew you could get the property sold for top dollar in the next 30 days or so, would that be a win for you?  (Yes.)

And if I could help you make that happen, that would be OK with you

Perfect, when would be a good time for us to get together…

 If you like this episode, SUBSCRIBE to this channel...and LIKE my FB Page at http://facebook.com/kevinwardpage for more training tips and motivation!


YESTalk-6- The Best Doorknocking Approach for Realtors

The most effective door knocking strategy is talking to "turbo leads"...i.e. For Sale By Owners, expired listings, Notice of defaults, etc, because they have already exhibited a need or a desire to sell their property.

The second best approach in terms of getting results is inviting neighbors to a "Neighbors-Only Pre-Open House Preview." People love being invited to something, so this approach comes across as an invitation, not a solicitation. You are there, not on your own behalf, but on behalf of their neighbors, who are selling their property. Their resistance to someone knocking on their door is much lower when they don't feel like you are simply there for a self-serving motive. Watch this video for the Open House Invite script: http://youtu.be/t3JZF5eTxKw

The third approach is the Hot Market Just Sold approach. Watch this video the Hot Market Script: http://youtu.be/euqcbCA0LKs

The traditional Just Sold approach can easily come across as bragging which is totally a put-off. The "Hot Market" approach adds value to the home owner because it is giving them information of value about the real estate market and how it affects the value of their home. And all of these approaches still give you the perfect opportunity to ask if they are planning to sell any time in the near future. However, you are much more likely to get a favorable answer when their resistance is low, than when it is high.

And then, always think in terms of their interest...not yours. If they are immediate business...HURRAY!!! If not, then consider them future business by getting their information and staying in touch.

Remember....Two goals for door knocking:


#1 To find people who want to buy or sell right now and set appointment with them.
#2 To connect with people and get their contact information so you can build a relationship and position yourself as their "Go-to Agent" when they or someone they know needs to sell or buy real estate. When you do that enough, you will eventually have a personal circle large enough that you can get all the business you want from people you know, so you can reduce or eliminate door knocking as a method of getting business. It's always easier to get business from people you know, than people you don't.

If you like this episode, SUBSCRIBE to this channel...and LIKE my FB Page at http://facebook.com/kevinwardpage for more training tips and motivation!


YESTalk-5- The Accountability Myth

Accountability is one of THE hot-button conversations of real estate agents. In fact, it is one of the top things that Realtors look for in getting a real estate Coach. "I need more accountability."

However, what many people suffer from is an accountability addiction that literally becomes a debilitating crutch, instead of an empowering support.

In this video on "The Accountability Myth" Kevin explains where the true power of accountability lives, which is in our own internal drive and sense of personal responsibility.

If you like this episode, please LIKE, COMMENT & SHARE.  Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YESTalk-5-20The20Accountability20Myth.mp3
Category:general -- posted at: 12:24pm PDT

YESTalk-4- How to Prospect for Sellers with a Free CMA

In this video, Kevin explains how to maximize the opportunity of doing a free CMA for a potential client that insures you either set a listing appointment or make a great connection with a future client. By asking the right questions to determine motivation, you position yourself as their go-to agent without wasting unnecessary time. Kevin Ward is a real estate trainer and speaker. LIKE his FB Page at http://facebook.com/KevinWard to get notices of new videos and training.

For more killer training videos, go to http://YesMasters.com

Direct download: YESTalk-4-20How20to20Prospect20for20Sellers20with20a20Free20CMA.mp3
Category:general -- posted at: 5:05pm PDT

YESTalk-3- The Power of Visualization_ Change Your Story, Change Your Life

Kevin Ward is an internationally recognized real estate coach who trains agents at every level how to build successful and profitable real estate careers fast. Mindset is one of the key elements of success for every Realtor, seasoned or new. In this video Kevin describes a powerful strategy for creating better outcomes in business and in life.

If this episode helps you, please LIKE, COMMENT & SHARE.  Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! 


YESTalk-2- My Best Listing Presentation Tip Ever

In this video Kevin Ward shares the biggest mistake agents make in a listing presentation that turns the seller off fast...and the seller doesn't even know why they don't want to list with you.
When your listing presentation is boring, the sellers mentally check out in a matter of seconds.

If you want more listings....STOP Being Boring!!!

Kevin's 3 Tips to Keep Sellers from falling asleep on you and to keep them Engaged and are:
1. Have more energy and enthusiasm.
2. Ask questions to keep them engaged in the conversation.
3. Get to the point. This communicates tremendous confidence and competence when you know how to get to the bottom line quickly while communicating to the seller that you care and that you know what you're doing.

Go to http://YesMasters.com for more killer training videos for REALTORS.

Direct download: YESTalk-2-20My20Best20Listing20Presentation20Tip20Ever.mp3
Category:general -- posted at: 6:36pm PDT

In this video, Kevin gives 3 powerful steps to "getting in the mood." The 3rd step is the most powerful....by far.

What do you do when you don't feel prospecting? Successful people learn to create the mood they need that will get them the results they want. Massive action creates the mood.

Remember this: It is easier to act yourself into a better way of feeling than to feel yourself into a better way of acting.

If this episode helps you, please LIKE, COMMENT & SHARE. Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.


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