Kevin Ward's YES Talk | Real Estate Coaching and Success Training for Agents
YESTalk-42 - YES! You Can Keep Your New Year's Resolutions in 2017

Did you know that statistically by January 15, 95% of all New Year’s Resolutions have already been broken!?!And yet they can be very powerful at helping you create positive change in your life.

Here are three keys to making and keeping your New Year’s Resolutions:

#1. Commit.When you don’t feel like it...emotions keep you where you are.Follow your commitment, not your emotions.

#2. Rebound.You will possibly miss a day, flake, mess up, or fail at some point.That’s life.In basketball, Coach Milson taught me“Follow your shot.”In other words, expect to make every shot, but prepare for the miss, so you can get the ball and shoot again.

#3. Automate.The whole point of resolutions isto make a new behavior automatic...in other words to create a new habit.The latest research says it take 66 days on average for a behavior to become automatic.That’s when your resolution has successfully stuck.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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.


YESTalk-41 - Holiday Stress - How to Beat It

The one thing that is most likely to ruin or put a damper on your “happy holidays” is stress.  It is the party-pooper of the holiday spirit, but it doesn’t have to be that for you this year.

The major stressors of the holidays are typically things like family pressures, money pressures, and often just the sheer busy-ness that many people feel.  Remember to “Stop and smell the roses” this holiday season by doing the following three things to slow down your pulse and lower your stress for the holidays..

  1. Take control of yourself and decisions of what’s best for you and your family and don’t get caught up in trying to please everyone else.
  2. Reflect. Choose to be present in the special moments.  Just notice…the blessings, the abundance, the wins of 2016.  Reflecting on the things that are important to you.
  3. Enjoy. There’s so much to enjoy during the holidays.  Choose joy, not stress.  Choose inner peace. 

Tell yourself, “I will allow no one to ruin this holiday.”  It’s up to you.  Choose joy, choose peace, and have a happy holidays!

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_41-_Holiday_Stress-_How_to_Beat_It_-_12_22_16_10.53_AM.mp3
Category:general -- posted at: 11:17am PST

YESTalk-40 - Overcoming Insurmountable Odds- The Battle of Thermopylae

After growing up being bullied, the Battle of Thermopylae has become a great inspiration to me.  King Xerxes was a bully, and the courage of the 300 Warriors of Sparta under King Leonidas to stand up against the entire Persian army of Xerxes is remarkable.  They were out-numbered by over 100 to 1.  They had marched hundreds of miles with virtually no chance of victory.  And even though they eventually were defeated after days of fighting, their bravery and sacrifice united all of Greece to stand up to the King Xerxes’ army and stop the invasion in the months that followed.

How can we stand up to adversity when the odds seem almost overwhelming?  Sparta had three key elements that allowed them to stop an immensely larger and more powerful enemy:

  1. Courage that came from having a cause worth fighting for…their own freedom.
  2. Skill that came from intense training and preparation for years.
  3. Strategic advantage that came from planning, knowing and using the terrain.

When you realize that you and your dreams are worth fighting for, and when you’re willing to prepare and train yourself, and when you pay attention to and use the terrain around you to your advantage, you can overcoming almost any odds.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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.


YESTalk-39 - How to Make a Great First Impression

They say you have 30 seconds or less to make a great first impression...and that first impression lasts forever. The real power is not technique. The most powerful way to connect with someone and make an unforgettable first impression is to do it at an emotional level. Here are the three emotions you want to exude when you meet someone:

1. Happy! Happiness is contagious...and attractive.

2. Interested. When you are interested in others it raises their value and self-worth instantly.

3. Grateful. Nothing is more powerful than making people feel appreciated.

These emotions create a strong connective tissue that is almost irresistible.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_39-_How_to_Make_a_Great_First_Impression_-_11_22_16_2.46_PM.mp3
Category:general -- posted at: 4:38pm PST

YESTalk-38 - How To Choose The Right Real Estate Office

Picking the right real estate office is a significant decision for a new agent to support your success.  Here is a summary of the top things to look for:

  1. Leadership. If an office has tons of agents who close zero deals…there is a reason. Even a big name brand with a poor leader sucks.
  2. Broker Support. How much experience. Non-competing. In-person availability. Do they have my back?
  3. Training and mentorship. Things to look for: New agent training.  In-person and on-going is by far the best.
  4. Success. An office full of top-producing agents means you will be in an environment of success….and there is a reason they stay.
  5. Market share and name recognition. This definitely has value, but not nearly the most important thing.  Market share more than anything is a reflection of the fact that that office has successful agents.  More agents to learn from and collaborate with.

The Biggest mistake:  Looking for the cheapest office.  If you do your homework…you get what you pay for.  Look for fruit on the tree, not the price tag.  Finally, your success is up to you.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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.


YESTalk-37 - How to Have Energy and Enthusiasm All the Time!

People ask me this question quite often, “How do have so much energy and enthusiasm all the time? This is a great questions, because it correctly assumes that it is actually possible to have a great day every day and to have energy and enthusiasm. Here’s how you do it:

#1) Make it not an option. Your attitude is always in your control.

#2) Make it real. Don’t “fake it till you make it.” You can choose enthusiasm.

#3) Make it a habit. It takes time to get used to a new level of energy. You have to do the work, until it becomes automatic. Once it becomes a habit, it’s a beautiful thing.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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.


YESTalk-36 - How to Get $100,000 Clients

We all love big commission checks, right?  And most agents are always looking for how to make more money and earn bigger commissions in luxury real estate and big deals, etc.  All of that is awesome.  However, the biggest commission opportunities for most of us are not in the “BIG DEALS” but rather in building relationships and earning repeat and referral business by focusing on the Client's Lifetime Value.

I discovered this accidentally one day when I suddenly realized that one couple had been worth more than $100,000 in a three year period.  Here are 3 simple steps to more $100,000 Clients:

#1)  Go after clients, not deals.

#2) Deliver great results.

#3) Stay in touch.

The key is to stop just going after the transaction or listing or deal, and start going after the CLIENT.  Win the client and you'll automatically get tons of deals if you stay in touch with them consistently.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_36-_How_to_Get_100000_Clients_-_10_4_16_1.53_PM.mp3
Category:general -- posted at: 11:28am PST

YESTalk-35 - The F-State - How to Overcome Your Fear

What do you do when you get into an “F-State?”  F-States are negative emotional states such as fear or frustration or freaking out or feeling frantic.  All of these are un-resourceful emotional states that hinder and stop people.  Learn how to snap out of your "F-State" and to shift into a state that empowers you and makes you powerful and effective.

It's like a changing a radio station…a radio frequency. If the radio frequency you're listening to is not powerful, it may be staticky or it may be bad music or a boring talk show or something. It's just absolutely driving you crazy. What do you do with your radio? You change the station. You change the frequency to one that is powerful for you, one that is empowering or satisfying or gratifying or whatever it is that you actually can enjoy listening to.

Here are the three steps to get out of the “F-State”

#1)  Decide to get out of the “F-State.”

#2) Focus on Your Next Step Only.

#3) Take Immediate Action.

The decision, focus, and the action will almost instantly dissolve the negative, paralyzing state and put you into the motion and emotion that will allow you to accomplish more.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_35-_The_F-State_-_How_to_Overcome_Your_Fear__-_9_6_16_10.10_AM.mp3
Category:general -- posted at: 10:35am PST

YESTalk-34 - The Best and Worst Objection Handlers for Realtors

You already know that your ability to handle objections has a lot to do with how many listings you take.  If objections make you feel nervous, insecure, challenged, frustrated, or combative

The best objection handling reduces resistance from the sellers, and causes them to want to work with you.  Here are the principles of powerful objection-handlers.

WORST: Anything that causes resistance.

The worst objection handlers cause immediate resistance from the seller.

“No” is the single worst resistance trigger in English.  No one likes to be told “no.”

 “I can’t” is a close second.  They want an agent who has power…who CAN…not one who can’t.

Many objection handlers are basically designed to silence the seller in a way that makes the seller feel totally shut down, but no one likes to feel like they just lost an argument. 

BEST: An answer that is straightforward, honest, and redirects the focus to what the sellers want.

The best objection handler is one that answers the intent of the question and then re-directs the sellers’ attention toward what they really want.

Here is  an example of an objection handler that answers the tough, “Will you cut your commission?” Objection in a way that is straightforward and honest, and that turns the conversation back to what the seller really wants (or in this case…away from what they don’t want):  “I don’t discount commission…because I don’t deliver discount results.  I assume you’re not looking for discount results, correct?”

To learn more, watch the video or for all of my best scripts and objection handlers, get a copy of my #1 bestseller, The Book of YES: The Ultimate Real Estate Agent Conversation Guide.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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.


YESTalk-33 - How to Win with Zillow's "Make Me Move" Owners

Zillow’s “Make Me Move” owners are a great source for future business to get more listings.  They are most likely not going to be immediate business for you (although they can be occasionally).  How do you convert them into salable listings either immediate or in the future?

Here are the three keys steps:

  1. Talk to them. Start the conversation so you can know how motivated they are.  If they are really ready to sell now, set an appointment and go take the listing and sell it.  If not…
  2. Connect with them by exchanging information. Don’t try to convince unmotivated people to meet for a listing presentation.  That will only create  resistance and keep them from meeting with you when they are motivated.  Think about what they want, not what you want.
  3. Stay in touch with them. This allows you to build a relationship and become their go-to agent without an competition from other agents.

Watch the video for exactly what to say to do this.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_33-_How_to_Win_with_Zillow_Make_Me_Moves_-_6_29_16_12.35_PM.mp3
Category:general -- posted at: 1:53pm PST

YESTalk-32 - Your Unique Value Proposition - Stop Trying to Be Different

How do you create your perfect “Unique Value Proposition” (UVP) or “Unique Selling Proposition” (USP) that will genuinely help you differentiate yourself from "the competition?”  Too many of us get caught up in trying to be different...to be unique.  Don't try to be different just for the sake of being different. 

I remember the first time an expired listing asked me what I was going to do different than all the other Realtors out there.  I had no clue how to answer, until I realized that they did not really care about me being different.  What they wanted was an agent that would deliver a better result than their previous agent. 

What matters is value. What matters is results. That's the conversation you should be having both with yourself and with your prospects and clients.  Focus on value first and unique second.  The most powerful way to be unique is to be the best.  That way the value is assured and then you have all kinds of flexibility to bring your own unique angle to what you do.

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-_32-_Your_Unique_Value_Proposition_-_6_17_16_5.04_PM.mp3
Category:general -- posted at: 5:21pm PST

YESTalk-31 - The Best Real Estate Marketing - No Gimmicks, Please

Last week because of a glitch in my email auto-responder, I accidentally sent an email to over 10,000 agents congratulating them for signing up for one of my training programs (even though they had not actually signed up for it). My inbox was flooded with confused, annoyed, and even angry agents. I was horrified.
The next morning I immediately sent out an apology email with the subject line: “Oops…wrong email.” Again I received dozens and dozens of emails, mostly from agents thanking me for clearing up the confusion. But what amazed me was the number of agents telling me that they had thought my email was a marketing gimmick!
I was totally surprised by that. If you know me at all, you know that I am totally opposed to B.S. of any kind in sales and marketing, and most marketing gimmicks are totally B.S. in my opinion. So this was a cool aha moment for me.
Here’s what I learned: marketing gimmicks work…at least to get attention. But once they get your attention, do they cause you to want what’s being marketed? It captures attention, but it doesn’t necessarily create attraction. Here’s the big IF…if the marketing gimmick makes them feel tricked, you lose, because they are actually repelled by the B.S.
The best marketing strategies are ones that capture attention in ways that are creative, but not deceptive. No one likes Bait-n-Switch (BS) tactics. People love to be surprised, intrigued, even shocked, just ask long as you don’t make them like they were deceived. You can get “yes” without the B.S.

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.


YESTalk-30 - How to Take a Day Off

You probably work too much...which increase stress, anxiety, mistakes, and increases your chances of burnout.  But we get so busy that we find it increasingly difficult to take time off.  How do you take a day off and actually use it as a time to recharge your batteries, renew and refresh yourself so you can go back to work more productive and fulfilled.

Here are the 3 steps for how to take a fabulous day off:

1. Clock out. That means actually stop working and disengage mentally and emotionally from your work.

2. Delegate out. Find someone else to cover for you, so that you and your clients know everything is covered.

3. Get out. Don’t sit at home cleaning house or watching TV. Get out of the house and do something memorable. 

When you do that, your day off will actually allow you to recharge your mental and emotional batteries and renew your energy.   And you will be more productive when you go back to work.  Take a day off.  You deserve it.

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-30-_How_to_Take_a_Day_Off_-_5_10_16_2.22_PM.mp3
Category:general -- posted at: 3:23pm PST

YESTalk-29 - How to Create An Elevator Pitch

When someone asks, “So…what do you do?” How do you answer? “I’m a Realtor/Real Estate Agent” is totally boring and dismissible. Upgrading your terminology to “consultant” or “professional” is just about as un-original as “Realtor.”
The answer is to have an elevator pitch. An interesting, compelling “elevator pitch” will capture people’s attention and make them curious to find out more. Here are 4 keys to creating a powerful elevator pitch:

1. CONCISE: 7 SECONDS (Bullet) + 30 SECONDS (Belief)

2. CATCHY: You want to be creative, not boring. An elevator pitch is a way to wake up people from their blah day and spark their curiosity so they’re interested to know what you have to offer.

CREATIVE PROCESS:
—What do I do? (10-20 ways to say it) What are different words to describe what I do? What are the benefits of what I do? Who needs what I do? How am I different/better?
—Write a short story of you doing your job and the people you help.
—What do you love about it and why?

3. CLEAR:
Don’t be so creative people aren’t really sure what you really do. It’s not about selling or using fancy words.

4.CALL TO ACTION:
Ask them for a “yes.”

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_29-_How_to_Create_An_Elevator_Pitch_-_4_27_16_8.11_PM.mp3
Category:general -- posted at: 8:44am PST

YESTalk-28 - How to Stage Listings

When I started selling real estate back in the 1900’s (1998 to be exact) staging was not nearly as important as it has become today. Why have things changed? Because of Pinterest, Instagram, and HGTV. Buyers often spend hours looking at pictures of perfectly staged and decorated dream homes online and so their expectation and idealized mental image of the house they want to buy is the perfectly decorated dream home. Unfortunately that’s not what many sellers’ homes look like, so staging has become an important and valuable part of the process.

I highly recommend, unless you are trained and skilled at effectively staging a house for sale, that you hire a professional stager to do this work. Whether you are doing it or bringing in a full-time staging company or professional, here are some important things to communicate with the seller, to gain their cooperation in the staging and marketing process:

1. Think “model home.”
In other words, the more the home looks like a perfectly staged model, the more attractive it is to buyers. I occasionally encourage sellers to check out staged builder model homes to get a good idea of what a “staged home” looks like. If you just give them a “to do” list without a vision of the result, then it can just sound like a lot of work and/or expense for them without a clear benefit.

2. Respect that it is their personal home.
One of the surprises I discovered when staging conversations come up with sellers is how often and how easily homeowners are offended by the agents’ suggestions or recommendations about staging the property. They can easily feel like the agent is making costly, inconvenient demands of them regarding their property, which makes them not want to work with that agent.

3. Focus on the Benefit, not the Process.
The process of staging a home can be inconvenient and costly for sellers. Tie the staging process to the desired result, which is to make buyers fall in love with their home and be willing to pay top dollar, rather than to to details of all the work the sellers need to do.

The two fatal words you never want to say to your seller is “de-clutter” (because it implies their house is cluttered, which will make them defensive) and “de-personalize” (because it is their home and it is very personal to them). Instead, focus on doing things that will “make your home show at its best, so buyers will fall in love with it.” That is the result (benefit) that sellers want. The process may be a pain, but if they know that the benefits of it are desirable, they will be willing to happily cooperate.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-_28-_How_to_Stage_Listings_-_4_14_16_9.31_PM.mp3
Category:general -- posted at: 9:38am PST

YESTalk-27 - How to Overcome Failure Fast

Overcoming mistakes and failures quickly is a key to massive success, but it happened again...I failed to be perfect.  I made a mistake, which makes about 15,000 days in a row! 

We know we are never going to be perfect.  We all make mistakes every day, so the critical skill is to learn to OVERCOME FAILURE QUICKLY. 

Here are 4 simple, yet critical steps to truly overcome failure and mistakes fast:

  1. Own it.
  2. Deal with it.
  3. Learn from it.
  4. Get over it.

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-_27-_How_to_Overcome_Failure_Fast_-_3_24_16_12.27_PM.mp3
Category:general -- posted at: 4:43pm PST

YESTalk-26 - The Truth About How To Convert Internet Leads

What is the best way to convert internet leads in to actual listings and sales…into real sellers and buyers?  Internet Lead Generation is one of the hottest topics in the real estate industry today and there yet with all the buzz, the average agent is not having a lot of success in converting those “leads” into closings.  How should Realtors approach internet leads to effectively convert them?

Here are the 5 steps to more effectively converting internet leads into real clients:

1. PROSPECT VS LEAD.

            Understand that most of the time, Internet leads are not LEADS, they are prospects.  This means most of them are not going to regularly convert into immediate business.  This important to give you an accurate perspective of your business pipelines.

2. TALK TO THEM.

            They are not truly a lead until you have a conversation with them.  The goal is to take the conversation offline as quickly as possible.  Until you do, there is a high probability they will end up with another agent.  Email conversations are very unpredictable in terms of converting prospects into actual transaction.

3. SPEED TO CONNECT.

            You have 2 minutes after you get their information call them and connect with them.  That is the magic window that gives you the best chance to turn a prospect into a client.  Speed to conversation is critical.

4. PATIENCE.

            The average incubation period on an internet lead is 6 to 24 months.  The internet is where people start their search, but most of them are not going to be ready to actually sell or buy for months.  If you are only trying to pump out a deal today, you will not be effective with this group.

5. NURTURE SYSTEM.

            You must have a simple, effective system to nurture these prospects.  My PC (Personal Circle™) System gives you a very simple model to follow. First, email them 2 times a month, once with a market update and once a month with your “Featured Listings of the Month.”  Second, call them once a month just to touch base and stay in touch with them until they’re ready to move.

 

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.


Here are my 10 Ten Books for Realtors®.  The reason I selected each of these books is because they are timeless books that are relevant for all real estate professionals at any level. 

 

  1. The Book of YES: The Ultimate Real Estate Agent Conversation Guide by Kevin Ward
  2. How to Win Friends and Influence People by Dale Carnegie.
  3. Think and Grow Rich by Napoleon Hill
  4. Turning Pro by Stephen Pressfield
  5. The Millionaire Real Estate Agent by Gary Keller
  6. The Little Red Book of Selling: 12.5 Principles for Sales Greatness by Jeffrey Gitomer
  7. Outwitting the Devil by Napoleon Hill
  8. The One Thing by Gary Keller
  9. The Magic of Thinking Big by David J Schwartz
  10. Secrets of the Millionaire Mind, T Harv Eker

 

These are books that you will want to read and study and internalize the information contained in them.  The will help you win in your business and in your life.

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.


The trust level in our world is probably as low as it has ever been.  When you are prospecting, or doing lead follow up, or a listing presentation, most sellers (and buyers) are automatically listening to you with skepticism and often outright distrust.  People are sick and tired of B.S.  When they feel like they are being manipulated or conned, they will resist almost to the death.  How does an agent convert those opportunities to appointments and listings and sales without B.S.?

I believe it is time as an industry that we together commit to eliminate the B.S. from our scripts and our presentations.  You can get "Yes" with the B.S.  My challenge to the entire real estate industry...from real estate agents to brokers to company owners, to real estate trainers, coaches, and speakers...if you know in your gut that what you are about to say or teach is not authentic, straightforward, and true, DON'T say it....and don't teach it.

When you approach people with authenticity and true integrity, people will respect you, trust you, hire you, love you, and refer you over and over.  Here are three keys to getting "Yes" without the B.S.

#1 The "Connective Tissue" between you and a prospect or client is that you genuinely care about serving them and doing what is in their best interest.

#2 Focus on Delivering Results for your clients.  It is extremely powerful and compelling when your primary motivation for your business is not "getting the listing," but rather is to deliver great results for your clients.

#3 Shoot straight with people.  When prospect have objections or ask questions, it is possible to handle their objections honestly and in a straightforward manner in a way that will inspire them to hire you.  I wrote "The Book of YES" to give real estate agents a powerful conversation guide and the resources and skill to be able to answer with integrity and  effectiveness the tough questions and objections they hear. 

You can get "yes" without the B.S. and people will love you for it.

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-24-_How_Realtors_Can_Get_Yes_without_BS_-_23a243a16_11.55_AM.mp3
Category:general -- posted at: 12:49pm PST

YESTalk-23 - Is Niche Marketing Right for You?

You have probably heard the saying many times in real estate, “the Riches are in the Niches.” There are countless different niche marketing strategies used by real estate agents, and almost any of them can be profitable and make you very successful. However, in this video, I challenge the longstanding belief that you have to choose a niche in order to be massively successful.

Niche marketing was a concept created in the 1920’s by companies to deal with marketing costs when every marketing impression on a customer or prospect had a tangible cost in dollars or “man-hours.”

Having a niche can be great. However it can also be very limiting. If you’re going to pick a niche, you have to consider what opportunities you are also cutting off.

Bottom line, here is my favorite niche: motivated sellers. And the opportunities are unlimited when you master inspiring them to hire you and delivering great results.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to 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-23-_Is_Niche_Marketing_Right_for_You.mp3
Category:general -- posted at: 1:46pm PST

The first thing to understand is that whether an agent is part-time or full-time, you have the responsibility to be professional and competent.  Succeeding part time is tough, but you can do it if you will .  

Here are the 5 Keys:

1. Be part-time, not "some-time."  

Have a daily and weekly schedule to make that happen and follow it.

2. Have a plan and definite timeframe to go full-time.

            (6 months maximum.)

3. Lead generate and follow up every day.

            This must be scheduled and should be at least one hour per day.  More is better.

4. Practice and train every day.

            You want to schedule this every day as well. At least one hour a day bare minimum.  Practice and role play scripts.  Attend training classes or watch videos.  Attend contract training at your office or local board.

5.Get a full-time agent to work with or to help you.

            You need a mentor anyway.  Work WITH them, not for them.  Don’t lose deals out of greed.  Split the money with a mentor and you will close more deals and get more experience which will make you more capable of making more money faster.

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-22_-__How_to_Succeed_as_a_Part-Time_Realtor__-_2_2_16_2.59_PM.mp3
Category:general -- posted at: 3:48pm PST

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