Kevin Ward's YES Talk | Real Estate Coaching and Success Training for Agents
YESTalk-11- How to Be a Better Communicator - The Power of a Pause

    A pause has something very powerful about it in it's communication effect. In fact, if you want to make using real estate script sound conversational, the fastest and best way to start sounding conversational is by using a pause.
A pause accomplishes at least 4 very important things:
    1.    It makes you sound more conversational. Makes a statement sound more thoughtful and natural.
    2.    Preparation. It allows your brain to process the conversation.  It is amazing the information your brain can process even in a half-second of reflection during a conversation.
    3.    Creates Anticipation.  It emphasizes what what you say after the pause.
    4.    Absorption. It allows them to absorb what you just said before the pause. Improves their "getting" what your saying.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! 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-11-_How_to_Be_a_Better_Communicator_-_The_Power_of_a_Pause.mp3
Category:general -- posted at: 11:57am PDT

YESTalk-10- How to Get More Done in Less Time

You have to get your day back….  Fastest way to get your sanity back.  HOW?

1. Clarity.  
    Focus on the Cha-Chingers.   MMA’s
2. Intention.
3. Urgency.  Think….Speed
4. Insulation from distractions.

It’s not how many things you get done, but getting the right things done that make you feel powerful and make you productive and successful.
The things that move the needle in your business.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! 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-10-_How_to_Get_More_Done_in_Less_Time.mp3
Category:general -- posted at: 11:59am PDT

YESTalk-9- The Right Kind of Aggressive Agent
 


Occasionally agents ask me if it’s good or bad to be an aggressive agent.  Some trainers teach you to be a aggressive…to be a bulldog.  Others say you should be more sensitive and avoid coming across as aggressive.  Which is it?  Well…the reality is, it’s BOTH.  Be the right kind of aggressive and at the right time.

There is a significant difference between being assertive and abrasive…between knowing how to be powerful and being downright pushy.  One is compelling.  The other is repelling.

Watch the entire video as Kevin explains these keys to bringing the right dose of aggressiveness and sensitivity:

1. Be straightforward.  (no BS)
2. Be confident…not arrogant.
3. Use Finesse….  Analogy of a bull in a china closet.  Push till you get resistance and then back off a little.  But don’t quit.
1. Learn when to be strong.
2. Improve your communication skills.  (Resistance triggers and influence triggers)
3. Learning to have multiple tools in your communications arsenal. Some agents have only one tool….a sledge hammer. Others the only tool they have is a play school plastic hammer (or a limp noodle).
4. Get on the seller's side.  Speak in terms of their interests, not your own.
5. Follow their motivation.  People love to be led toward something they want.  They don't like to be pushed to do something they're not sure they want to do.  Once you find their real motivation, learn to skillfully lead them to make good decisions that serve their best interest and your appropriate aggressiveness will pay off huge.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! 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-9-_The_Right_Kind_of_Aggressive_Agent.mp3
Category:general -- posted at: 1:32pm PDT

YESTalk-8- Real Estate Scripts that Get Yes- The Power of NLP Frames

Have you ever heard someone one say (or thought to yourself), real estate scripts all sound pretty much the same?”  It’s true.  And it’s also true that most cars really look pretty much the same too!  Right?

It’s the differences that matter.  It’s the differences that make one new car worth $30,000 and another new car the exact same size worth $300,000.  (Almost sounds like the difference in some real agents’ incomes.  Both may work hard, but somehow one gets dramatically different results.

THE GOAL

Obviously the primary goal of using scripts is to get, “Yes.”  It’s to inspire (or convince) a prospect to say “yes”…to set an appointment with you, or to list their house with you, or to sign a contract to buy or sell a piece of real estate.  Scrips are simply strategic conversation maps designed to lead to the “yes.”

So…if you want to become more effective at getting appointments, and listings and sales, become better at know what to say and how to say it to inspire more “yes’s.”  That’s where the power of verbal frames can help…if you understand how to use them.  Frames is a term often used in NLP (Neuro-Linguistic Program), that basically refers to how words and language “frames” a thought, feeling, or any communication.

In the video blog, I explain in detail the right way and the wrong way to use frames and give more examples.  Here is a basic overview:

WRONG: Using negative frames.

Never create a negative frame in your conversation.  A negative frame is basically assuming or speaking an outcome that you don’t want.  It is casting your question or statement as if you are expecting or preparing for a negative response (in other words, a response that you don’t want).

Here are some examples of some common negative frames in real estate conversations or scripts:

“You’re probably not looking to move right now….but when do you think…”

“I’m sure you’re already getting swarmed by agents calling you…so I just wanted…”

I know you’re sick and tired of hearing from agents…so I’ll make this brief…”

“Would you be terribly offended…if I asked for your phone number?”

“I know you’re not going to like hearing this…but…”

“Sorry to bug you….”

Here is the universal law that is at work here:  You tend to get what you expect.  And it’s true in business and in life and in relationships and in everything…you tend to get what you expect.  So why would you speak as if you are expecting an undesired outcome?

RIGHT: 

1. Repeat and affirm their statement.

Now, If they say a negative statement first…then it’s perfectly appropriate to acknowledge their statement by repeating and affirming their thoughts or feelings.  When you reflect back their statement and acknowledge it, you are bringing yourself in alignment with them.  In other words, you are getting on their side!  And that is very powerful.  They created the negative frame, you you are simply connecting with them through their statement.

2. Reframe to a desired outcome.

Now that you’ve connected with them, you can now begin to influence or lead them by reframing the conversation to a desired outcome.  In other words by bringing up an outcome that they do want and that you can help them achieve.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! 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-8-_Real_Estate_Scripts_that_Get_Yes-_The_Power_of_NLP_Frames.mp3
Category:general -- posted at: 1:51pm PDT

1