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

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.

Category:general -- posted at: 1:55pm PDT

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.

Direct download: YESTalk-_53-_Why_Real_Estate_Scripts_Dont_Work_-_5_3_17_11.06_AM.mp3
Category:general -- posted at: 3:21pm PDT

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