Kevin Ward's YES Talk | Real Estate Coaching and Success Training for Agents

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.

Direct download: YESTalk-_52-_The_Best_Sales_Close_in_the_World_-_4_26_17_1.19_PM.mp3
Category:general -- posted at: 1:35pm PDT

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

Direct download: YESTalk-_51-_How_to_Take_A_Vacation...for_Realtors__-_4_19_17_1.36_PM.mp3
Category:general -- posted at: 1:47pm PDT

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


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