Go to http://YesMasters.com for more killer training videos for REALTORS who want more Yes's and more Successes in their real estate business and in their life! From Kevin Ward, #1 Bestselling author of The Book of YES (http://TheBookofYES.com), and international real estate trainer, speaker, and coach...committed to providing you with the best real estate training anywhere.
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Here is the basic camera equipment I recommend for real estate agents to begin using video effectively in their business.

* BASIC VIDEO GEAR FOR REALTORS:

1. Your Smart phone camera.
2. Rode Lavalier Microphone
3. Smartphone holder/mount- MeFoto
4. Tripod
5. Small portable tripod
6. Studio lights

Watch the video for more details and ideas.

There are many options depending on your budget and expertise. My main recommendation is start simple…and most importantly, just start.

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-Instagram: http://instagram.com/kevinwardnow
-Facebook: http://facebook.com/kevinwardpage
-Podcast: Listen to Kevin’s “YESTalk” on iTunes: http://bit.ly/1z6Hx7L
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-YESMasters Website: http://YesMasters.com

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Video is not just the future of real estate marketing. It is here NOW. The trends indicate that within the next 3 years, watching video will be over 85% of the average person’s time spent on the internet.

That means video is a an asset you cannot afford to ignore, not just as a marketing tool, but also as a communication tool.

Here are the two most common excuses I hear from realtors for why they don’t use video (and the answer):
#1) “I’m not tech savvy.”
The good thing is that with your smartphone and watching a few YouTube videos, anyone can learn to create great quality videos quickly and easily. You just have to get started.
#2) “I don’t like the way I look on video.”
This is a simple variation of “I don’t feel comfortable on video.” The reality is you look and sound exactly the same on video as you do in real life. So for everyone else (except you), they already know what you look and sound like, and they have accepted you anyway.
The solution is simply to get over the discomfort by starting. The sooner the better.

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.

Gratitude is one of the most powerful emotions in the universe with the power to transform lives and expand blessing.  Here are two action steps that will bring the power of gratitude into your life and business:

#1) Write in your journal at least 5 things you are grateful for every day.

#2) Express your gratitude to people you appreciate, rather then only feeling gratitude. The power of gratitude is when it’s shared, not simply felt.

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.

Your responsibility is to be the best.  I know that sounds totally ridiculous in the real estate industry, considering the bar is set so low, but I believe it is where the bar should be set.

Think about it.  Motivated sellers and buyers do not want a mediocre Realtor.  They’re not looking for an amateur.  Are they looking for the 4th best or 20th best?  Middle of the pack?  No...they want the best agent that can deliver the best results for them.

Do they deserve the best?  Of course!  This is typically their largest financial asset or commitment of their lives.  They have the right to expect the best. 

It is also your fiduciary responsibility. 

“What if I’m not the best?”  Commit to become the best.  The moment you commit to becoming the best...you just got better immediately, because your intensity and commitment just got totally real.  Now your results matter.  Your performance matters.  The clients matter.  And you will feel great about the work you are doing with this new level of commitment.

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.

When done correctly, a Comparative Market Analysis (CMA) will consistently be more accurate and more reliable than a Zestimate. Why?
1. Because Zestimates® are automated, computer-generated estimates that are generated from a set algorithm based on simple numbers available through MLS & Tax Records such as square footage, number of bedrooms, baths, garage, and tax appraised values, etc.
2. Because a CMA uses more information and data than just raw numbers. A market analysis takes into account the features, quality, location, and condition of the subject property and the comparable properties.
3. Because a CMA adds the benefit of human intelligence where a license agent actually evaluates all the factors mentioned above 1and can make adjustments based on differences or similarities of the properties. The largest variable is the competence of individual agent doing the market analysis.

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.

Recently I received an email from a coaching member who was frustrated by difficult “it” had become.  She said, “IT is hard.”  And “IT is tough.” 

So…how do you overcome “IT?”  …Because it eventually gets to all of us.

1. Push through it.
2. Face it.
3. Embrace it…as part of your education toward greatness.

Watch the video for more on overcoming the things that stop us.

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.

Wars are not won on the battlefield…but in the war room where the strategy is planned, activity is monitored and assessed…progress and setbacks are evaluated and adjustments are made.

Where does that happen in real estate?  It happens in tracking your numbers and evaluating what’s working and not working and then make adjustments to move your business forward.  Unfortunately, most agents don’t take the time to strategically measure and evaluate their activities and results. 

Tracking your numbers gives you the awareness to assess and make needed adjustments to accelerate your success.  The most basic numbers to track and evaluate are the time spent daily and money spent in lead generation, and how many Contacts, Leads, Appointments are happening each week.  The big three results to track are Listings Taken, Sales made, and total income earned.

To download a copy of my “Weekly Performance Scorecard” join our YesMasters Real Estate Success Community Facebook Group.

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.

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.

Why do agents miss deals from people they know?  Why don't we get more repeat and referral business.  The answer is painful, but simple. It's primarily because we are afraid.

4 THINGS AGENTS FEAR ABOUT ASKING PEOPLE THEY KNOW FOR BUSINESS:

1. Of bugging their friends for business
2. Of begging their friends for business.
3. Of rejection... We're afraid that they may not trust us.
4. Of failing. We are afraid that we might fail and let them down.

So what is the solution? How can you get over the fear? 

1. Get very good at what you do.
2. Believe in what you do.
3. Expect them to want to help you and help people they know.

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.

In all traditional sales, the Salesperson represents the product or the company.

In real estate sales it is totally different.  The Agent represents the Client.  In most sales you are acting in your own best interest or the interest of your company.  As a real estate agent, you are (or should be) acting in the best interest of your client…always.

Real estate is pretty much the only sales industry where you actually represent the client not the product.  That changes everything about the way agents should approach their work.  It also is why traditional sales training does not work well in real estate.

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.

Wake up REALTORS!  It’s not about ZILLOW!  It’s about the people!

It's not about technology. Agent's often become so obsessed with technology, that we forget that what really matters is the people.  Our Clients.

I LOVE TECH!

The iPhone7 has more technology than the entire Apollo 13. We created that. It's awesome...but that's not real estate!  It is only a tool.

 Zillow captures eyeballs...but not the heart.  It doesn't create loyalty.  You can create a relationship with people where they know that you are on their side.  That you care.  That you are someone in their corner.  Zillow can never compete with you when you master relationships as an advocate, a guide, and a champion who will go to battle for your clients.  When people know that about you, they can't tell you "no."

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.

Recently I had a great question from a YouTube Subscriber:  "Could you please do a video on how to deal with a mean, nasty seller that texts you complaints, threats and gives you abuse all day. I have never given a listing back.". SherryP on YouTube

No client pays you enough to be abusive.  Here is a simple approach for how to deal with a rude, abusive client:

1. Decide your personal standard of who you will work with.
2. Ask yourself why they're being nasty.
3. Straightforward conversation.
4. Fire clients who don't meet your standard.

When you follow this plan, you will love working with your clients and you will feel great about yourself.

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.

The key principles to real success in real estate are not tactical.  They are fundamentals attitudes to HOW you approach this as a career.  World-class professional athletes don’t use different tactics than amateurs.  They just perform those tactics at a level amateurs will never attain.  It boils down to your commitment to succeed in these three steps:

1. Go all in.
2. Go pro.
3. Get trained.

The higher the level of commitment in each of these three areas, the greater your success in real estate will be.

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.

I recently received this great question from a lady getting her real estate license: "I am waiting to get my license, what should I be doing?"

Just like any person opening a new business, you should be preparing to "open your doors" for business.  Here are the most important, simple steps every new agent will want to take immediately as they prepare to sell real estate:

1. Pick the right office.
2. Get training and coaching on how to succeed. (Learn what to do before you start.) Here are three great sources of training:
3. New agent training at your office.
4. Shadow top agent.
5. Get involved in my YesMasters training programs and events.
6. Get the word out to your Personal Circle.

Watch the video for 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.

The question of how technology and the internet is impacting real estate is a hot question that has a lot of agents, especially new agents, asking if the real estate agent is making Realtors obsolete.  This question is especially controversial right now because of the launch of Zillow's Instant Offers and the controversial Stop Zillow movement. (http://StopZillow.com)

I love technology and the internet.  They are amazing tools for our business.  And the answer to the tech vs Realtors question is: NO.

Here is why Zillow and the Internet isn’t going to replace agents…

Don't think they aren't trying. RICH BARTON, founder of Zillow, was also the founder of Expedia.com who were leaders in taking out the travel agent industry all the time claiming that Expedia was friendly to travel agents.  So be clear about this, tech companies can win if Realtors do nothing to stop it.  And if they win...the biggest losers are our clients...homeowners, buyers & Sellers because they will be making huge financial decisions with no skilled representation.

Here are the two dominant reasons why technology will not replace skilled, ethical, professional agents:

1. Because Selling or buying a house isn't like any other online sales transaction.

Buying and selling a $250,000 house is not like booking a flight, renting a car, or getting a ride to the airport.  It is a sum transaction.  You know exactly what you are getting. whether a human or a website facilitates the transaction: Uber (a ride), Expedia (a hotel etc.), Netflix (a movie).  It's simple and no surprises.

A house is totally different.  There is deep complexity and many facets that make the transaction and the acquisition of a piece of real estate a big dial.  The financial repercussions are huge when someone closes a real estate deal and in their life, everything changes because they are moving.

2. Because we are agents, which means we represent clients as a FIDUCIARY.

Car salesman, insurance salesman, retail salesperson, and almost all other sales...represent the company, the manufacturer, the store...ONLY. 

Their job is to sell you on a product or service and make money off you for the company.  Period.  Representing you is not even a consideration.

An agent's job is to serve the best interest, protect, guide, help the client first and foremost.  Your expertise in that process has tremendous value to a client and can be worth tens of thousands of dollars to them or more.  And it can save them tons of grief and regret from making a bad decision. The key is that you as an agent have to know what you are doing and why you are doing it.  If you're just after a commission, you are no better for the client than an online technology portal...and maybe worse.

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.

How to Become Unstoppable

As long as you refuse to quit, you are already unstoppable.

1. Be blind to anything that doesn't support your dreams and goals.

Believe anything is possible.

2. Refuse to quit.

Winston Churchill:  "We will never, never, never give up. ...Victory at all costs, victory in spite of all terror, victory however long and hard the road may be; for without victory, there is no survival."

 Be Rocky.  Get back up.  Go again.  The world will laugh, criticize, mock....but the day will come, when they'll tell your story.  Just never stop.

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.

The first and most important question is always the seller’s motivation. If they are definitely selling, then you can list it and sell it.

The challenge is that it is occupied by a tenant, so now the tenant’s motivation becomes the next issue. Often a tenant does not want to move, and since they don’t benefit from the house showing or selling, it can be difficult to get their cooperation.

The solution is #1) to treat the tenant with respect and let them know that you will be cooperative with them in showing the house, so they will be cooperative with you in showing it. #2) Encourage the seller to give the tenant a financial incentive to keep the property clean and to cooperate with showings. This incentive should be paid when the tenant moves out (after they have cooperated, rather than before).

And don’t forget to find out if the tenant is interested in buying the property, which makes everyone happy!

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.

What is the best way to market myself as a Real Estate Agent? 

Great question.  Most agents try to figure out their personal “marketing strategy,” before they figure out exactly what it is that they are marketing.  Obviously, you are marketing yourself and your services, right?

The problem is that many agents try to figure out how to market themselves BEFORE they have figured out how to deliver great results for sellers and buyers once they hire you.  To use an analogy, it would make no sense to market a car, before you even have created a quality car to sell them once your marketing attracts a car buyer.  That is a huge mistake (and probably false advertising!).

Creating great marketing for yourself on the front end before you are great at delivering great results on the back end is getting the cart before the horse.  First, learn how to deliver great results as an agent for your clients.  Learn how to list and sell a house for top dollar and get your clients the best terms and price, and THEN you have something awesome to market.

Agents often want better marketing, when what they really need is better skills and strategies for converting clients and getting great results once the marketing works.  I know, this is not something many agent will want to hear…but this is the truth and what will make your marketing infinitely more effective.  Work on making YOU great BEFORE you worry about making your marketing great.

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.

The reason most people don't have or want a coach is because they've seen bad coaches.  The wrong coach will actually hurt you in the long run.  The right coach will help you transform your business and achieve massive success.

How to find the right coach or mentor:

1. Passion. Find a coach that is passionate about coaching you and who wants to help you be the BEST.
2. Pro vs Amateur. Make sure they are committed to teaching MASTERY, not short cuts and gimmicks.
3. Track record. Their personal experience & mastery matters. Have they had success doing what they are teaching you to do and have they shown that as a coach they know how to help others succeed.  Great practitioners often make lousy coaches because they are not the same. 
4. Generosity. Poor mentors act like everything is a secret...and they hold back. They are stingy with their knowledge and with their time. You want someone you feel like really wants to help you succeed and they are willing to give you their best.

FINALLY, and most important, BE COACHABLE.  Don't try to impress them.  That only tells them you're not coachable, because you're always trying to look good, not get better.  Be straightforward and ask for what you want.  Then, be willing to take the coaching and do the work.  Great coaches love sharing their expertise with doers...not talkers.  Be a doer, so you can become a master.

Zillow is now rolling out "Instant Offers" (https://www.zillow.com/instant-offers/) where Buyers "verified investors" actually can make offers on houses directly to homeowners.  Should real estate agents be panicking?  Not yet.  Here's why.

In the short term, it appears "instant offers" is primarily for sellers who want to sell their house fast for cash without doing anything to their house (i.e. Investor offers).  This would appear to mean sales that will be below market.  There are still a lot of unanswered questions of how this will work, but for agents who are skilled and know how to help sellers get top dollar for their homes, there is little to worry about.

In the long-term, this is part of a disturbing trend of the power Zillow has in our industry, which they gained by getting access to our (Realtors') listings through our MLS.  Since the NAR essentially sold MLS access to Zillow, it has become a significant threat to the future of our industry.  Unless REALTOR Associations on a large national scale are willing to refuse to continue to give Zillow access to our listings, Zillow's power will continue to grow and the threat will expand.

Individual agents simply have to continue to get better at delivering better results for clients.  If you do that, your ability to succeed in real estate is as great as ever.

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.

A real estate agent recently commented on one of my YouTube videos, "I am now cold calling five hours a day and not getting any leads. :(  What am I doing wrong?"

There are so many variables it's impossible to really answer the question conclusively without a lot more information.

Here are some of the main reasons why "cold calling" does not work for most Realtors:

1. "Cold calling" is one of the least effective, most painful method of lead generation now compared to in the past, primarily because of lower trust & fewer people answering a home phone.
2. How you sound. If you sound unconfident or nervous...or over excited people are immediately turned off. The sweet spot is sounding truly interested and friendly, in others words, natural and authentic.
3. What you are saying. If you are calling to get a listing, they see the call as self-serving. If you are using BS, you are going to get resistance.  Get "yes" without the BS.
4. It's also unlikely they're ready to buy or sell now. If they are, it is even less likely they will tell you. Most people don't enjoy being solicited, and they're not as patient and kind as they used to be.

For me there are BETTER APPROACHES than cold-calling such as:

1. Face to face
2. FSBOs, Expired Listings, Distressed sellers, Probate, etcetera.
3. Your own Personal Circle. This one is the best, once you've built enough relationships

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.

I just got dogged on FaceBook about one of my scripts.  And, yes, I took it personally.  The script he was dogging has made me over a million dollars, and is not being used by agents all over the country successfully making them a lot of money today. 

However, the attack on one of my scripts also reflects some of the common misconceptions about scripts that Realtors often have.

The script is not near as critical as the skill of the one using it.  And even the best script with the best delivery, is not going to get you the result you want every time.  Just like a shot on goal in soccer, even the best miss more goals than they make.

Here are 3 Reasons most scripts don't work:

1. If the script is B.S.
2. If it is delivered by an amateur where is sounds like a script or the agent is scared.
3. If the motive is pure selfishness. When an agent is strictly in it for themselves, people can feel that vibe and they will resist.

The keys to making a great script work is #1) mastering skill, #2) sincerity, and #3) tenacity.  People are sick and tired of traditional sales closes and scripts, but when they believe that you care about them and you are great at what you do, people will follow 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.

The best “Sales Close” is no sales close, which is total contrary to traditional sales training.  The problem is that the moment you go into your “closing” mode, your prospect immediate goes into resistance.  Why?  Because nobody likes to be “closed” on.  People are sick and tired of the old high-pressure sales tactics

Traditional sales training says “don't take ‘no’ for an answer.” The best way to inspire someone to work with you is “Don't TAKE. Period.”  Instead of trying to “get” something from them, the best approach is to add value and inspire them to want to hire you.  And sometimes "no" is the right answer.  (if they’re not motivated.  Or if you are not the best.)

The best close is almost effortless.

The “Hard-core close" is the bully tactic of sales.  "Box them in." Corner them.  Force them.  No one likes that.

Start a conversation that focuses on what they want.  Find out how you can help by asking questions. And then make the decision easy for them.

When you care and you communicate in a compelling way, people say "yes" because they want to.  You INSPIRE them to hire you, rather than FORCE them to hire 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.

Learning how to take time off, even taking a day off, is a necessity, not a luxury.  Here’s how you do it:

1. Plan it. This means you have to schedule it and fund it.
2. Make it memorable. Get out of town. Go somewhere and do something that you will still talk about years later.
3. Unplug. Unplug so you can re-charge. Allow yourself to completely disconnect from your business.  It can feel scary, but once you do it, you will be amazed at how liberating it is.  Get someone to cover for you in your business and communicate with confidence with your clients that they are in good hands.

Vacation time where you are not working, will make your time working way more productive.  Go.  Do it.  You’ll love it.

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

When I was 11 years old, my piano teacher would not let me play in the recital because I was not willing practice 15 minutes a day.  When I became a REALTOR, I realized agents have the same problem.  I would show up for role play at our real estate office and I would be the only one there...in the #1 office in our market with over 120 agents! Agents all want to be successful, but most of them are not willing to practice.  

We want to get listings and have sellers trust us and hire us, yet nobody wants to practice the skills that will make them great.  I recognized then, that we were an industry of amateurs.  99% of agents will never do the work to become the best, but when you do, you just separated yourself from all the rest.  And you can always expect, "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.

The #1 reason agents don’t get listings is because they have the WRONG GOAL.

What is the goal of a listing presentation?  The typical answer is “to get a listing.”  The problem is that motivation is totally self-serving, which causes the seller to automatically resist you. 

What if you shifted the motivation and made your primary goal: to lead a seller to a decision that is in their best interest.  Suddenly your focus is not on what you want, but on what they want. 

As Simon Sinek taught us, “people don’t buy what you do.  They buy WHY you do it.”  Your motivation of their needs over your needs completely changes the vibe they get from you and will eliminate any resistance they have.

It works when you follow these 3 steps:

#1 Prequalify them,

#2) Be the best agent to help them get the best result.  Seriously.  Master how to sell every listing for top dollar.  Are you the best agent?  If not…why should they list an inferior agent?

#3) Be more interested in them and what they want, than getting the listing. People can tell the difference.

Win the client.  Win the listing.  Get the relationship and you will get the business, because you made it about them and not about you.

The #1 reason agents don’t get listings is because they have the WRONG GOAL.

What is the goal of a listing presentation?  The typical answer is “to get a listing.”  The problem is that motivation is totally self-serving, which causes the seller to automatically resist you. 

What if you shifted the motivation and made your primary goal: to lead a seller to a decision that is in their best interest.  Suddenly your focus is not on what you want, but on what they want. 

As Simon Sinek taught us, “people don’t buy what you do.  They buy WHY you do it.”  Your motivation of their needs over your needs completely changes the vibe they get from you and will eliminate any resistance they have.

It works when you follow these 3 steps:

#1 Prequalify them,

#2) Be the best agent to help them get the best result.  Seriously.  Master how to sell every listing for top dollar.  Are you the best agent?  If not…why should they list an inferior agent?

#3) Be more interested in them and what they want, than getting the listing. People can tell the difference.

Win the client.  Win the listing.  Get the relationship and you will get the business, because you made it about them and not about 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

I was exercising at the beach with my wife recently, and a lady walked by and said, “That makes me tired just watching you.”  A few weeks earlier I was talking to a friend, who was watching an elite athlete train and he said, “That makes me better, just watching him.”

The difference in the two attitudes is striking to me.  One saw someone training and it made her tired.  The other saw someone training and it made him inspired.  I realized it is the difference between a spectator and a player…between a watcher and a winner.  Some people see greatness and think about how hard it would be.  Winners see greatness and are inspired to take action and elevate their own greatness.  Which mindset do you have in life?

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.

What do you leave for an expired listing seller when you knock on their door and no one answers? If they are at home, your goal is to set appointment. If they are not home, your goal is to get them to call you…which is much harder.

If you leave an expired packet, there is a high probability another agent will see it and take it. What is the best thing to leave? A business card. However, it’s not the business card that is important. Rather it is the note you leave on the business card that will inspire them to call you “Sorry I missed you. If you’re still interested in selling, please call me ASAP. Thanks, Kevin.” That’s it. If they are motivated to sell and have not yet chosen an agent, this is the strategy that is most likely to get them to call you back. Try it!

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.

People often ask me why I give away so much of my training for free on youtube.  It comes from what I believe is the greatest success secret I have ever discovered.  Focus on others first, and yourself second.

If your motivation is first and foremost to help people…to add value…to make a difference you are much more compelling.  It is the principal of going the extra mile…and giving more than you ever expect in return.

Here’s what happens when you aim to serve others first and add value to them:

1. You win trust.
2. You gain the loyalty of a relationship.
3. You receive benefit in return for the benefit you have given.

The greatest, most abundant success comes to the one focused on others first rather than the one focused on self first.

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.

Last week, I was talking to a friend of mine whose wife had rescued a man from a burning car. While she took action and saved his life, more than 30 other people stood around and did nothing.

I believe the world needs more "every day heroes." In our lives and in our businesses we have the opportunity to come to the rescue and help people who turn to us. I believe real estate agents should see themselves as everyday heroes.

And if you are committed and know how to serve your clients' best interest, your work as a Realtor is heroic.

There are three questions I think each of us must answer. #1) Can you come to the rescue? In other words, do you have the skill, knowledge, and strength to take action? #2) Would you come to the rescue? In other words, are you the one who would take action or one of the bystanders who always expect somebody else to do something? #3) Will you commit to be the kind of person that people can count on when they need you?

Whether you are a real estate agent or a school teacher, or a business owner, or a parent, the world needs people like you who see themselves as someone that always come to the rescue.

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.

Do you remember the first time you were ever bullied? Do you remember the last time your bullied?

My first day of 3rd grade, a bully named Buddy beat me up and broke my new glasses. I had never had anyone want to hurt me and so I was totally paralyzed with fear. When he let me go, I just ran away as fast as I could. My mom told me to “just turn the other cheek and kids like Buddy will leave you alone.” Only they didn’t leave me alone, so I was bullied all through school, because I would not stand up for myself or fight back.

However, as an adult I realized one day that it was no longer the mean kids who were the bullies in my life. It was the inner bullies that were beating me up. The inner bullies of fear and self-doubt…limiting beliefs and memories of my past failures. They were the inner voices telling me I wasn’t worthy…that I wasn’t good enough, smart enough, rich enough, or successful enough. Every time I would go after my dream, one of my inner bullies would jump me, and I would run away.

Finally, I realized that the reason I never seemed to be able to keep winning in my life, was because you can’t win if you won’t fight. If you are not willing to stand up and fight for your dreams, you will never be able to accomplish.

But, the moment you stand up to those inner bullies…self-doubt, fear, etc…and you take action, the “bullies” run away. Here is the truth, YOU ARE ENOUGH! And your dreams are worth fighting for. Stand up to your fears and doubts. Fight for your dreams, and you will have them.

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.

When a prospective seller throws an objection at you, it means THEY WANT TO WORK WITH YOU! There are not trying to attack you or destroy you.

They are begging you to be different than the average, incompetent agents they’ve seen. They are looking for someone that makes them feel safe…that they are in good hands when they list with you. They just don’t know how to tell, so they challenge you with questions and objections. But behind every objection is only ONE real question.

THEIR REAL QUESTION: Are you the best agent to give me the best results?

THE ANSWER: What do they need to answer the question? Confidence. That’s it. That’s all they want. They need to feel confidence in you and your commitment and ability to deliver the best results for them.

Where do they get that confidence? Primarily from YOU. They get it in the you communicate. They feel it in the way you show up…your preparation, your physicality, your tonality, your human connectivity. When you do what you say you’re going to do and show up when you say you are going to, their confidence in your grows.

Objections are not personal assaults. They are sellers’ way of identifying who they can trust to deliver the results. When you show up with that authentic confidence you can always expect 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.