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

There are 5 indicators to watch:

1. Inventory Increasing

2. Days on market increasing.

3. Months of Supply Increasing

4. Number of multiple offers and full price sales decreasing.

5. Number of expired listings increasing.

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-124_-_How_to_Tell_if_Your_Market_is_Turning.mp3
Category:general -- posted at: 2:19pm PDT

1st watch "Your First 30 Days..."


The fastest way is this: Whoever talks to the most people wins. Ask for business. Here are the three strategies for the fastest results:


1. Contact all your PC and get the word out.


2. Call and Visit every FSBOs & Expireds & convince them to hire you.


3. Open House Events. (Knock 200+ Doors to invite)

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-123_-_How_to_Get_Your_First_Deal_Fast_as_A_New_Agent.mp3
Category:general -- posted at: 2:35pm PDT

1. Commit to be the BEST.
-- The quest for Best changes everything. Like a rookie...gives 120%.

2. Train like your life depended on it.
-- First 30 days daily: 1 hr scripts > 4 hrs prospecting/Lead FU, 2 hrs on scripts & 2 hrs on Systems/Strategy/Mindset, 1 hr on ofc stuff. 7AM to 7PM.

3. Believe you can do this.

Napoleon Hill said, "Your only limitation is the one which you set up in your own mind." You CAN succeed mightily...even as a rookie.

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-122_-_Your_First_30_Days_as_A_Real_Estate_Agent.mp3
Category:general -- posted at: 3:41pm PDT

The "secret" to handling objections is to understand the difference Between an Objection and a Complaint and a Condition. 1. An objection is a question that you need to answer. 2. An complaint is simply an expression of emotion about something they don't like. 3. An condition is a situation you can do nothing about.

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-121_-_The_Secrets_to_Handling_Objections_Successfully.mp3
Category:general -- posted at: 4:33pm PDT

Price is the most important thing to get a listing sold. Here's how to get the listing priced right every time:

1. "What the market is saying" is the only authority.

2. Absolute Certainty.

3. Buyers have to love the house AND the price, or they offer low or not at all.

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-120_-_3_Keys_to_Getting_Listings_Priced_Right.mp3
Category:general -- posted at: 6:38am PDT

The three steps to overcoming the fear of asking for business are:

1. Action. Face the fear and break through it with massive action.

2. Belief. Have the belief: "They need me."

3. Competence.

When you're great at what you do, it creates a sense of responsibility and confidence that "...if you don't hire me...you're making a huge mistake." Competence breeds confidence.

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-119_-_How_to_Get_Over_the_Fear_of_Asking_for_Business.mp3
Category:general -- posted at: 3:29pm PDT

Three types of prospects:

1. DIE HARDS. (STUCK to their current person or plan)
-- Back burner...not pressure... wait til the die-hard moment happens

2. CROCK-POT PROSPECTS. (LOOKING FOR RESULTS.)
--Be consistent, respectful, the best...stay on their radar.

3. S.O.S. PROSPECTS (LOOKING FOR HELP)
--Get their first and stay with them...with confidence.

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-118_-_3_Types_of_Prospects_And_How_to_Convert_Them.mp3
Category:general -- posted at: 8:04am PDT

5 STEPS TO JUMP OUT OF A SLUMP:

1. OWN IT. Accept responsibility for where you are, because only then will you take responsibility for breaking out of your slump.

2. CAUSE? Figure out what caused it. Look for causes, not excuses. (A failure, fear, bad experience?)

3. HOW LONG? Figure out how long it has been going on. When did it start? How long have you realized you were in a slump? Slumps happen. Acknowledge that you’re in one…you’ve been in it for a while….and then….

4. END DATE. Decide when you want to stop it. Set a date when you are going to end the slump. Change can happen in an instant….the moment you absolutely decide what you are committed to achieving.

5. ACT AS IF... Take the actions that you would take if you were on top of your game.

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-117_-_In_A_Funk_How_to_Break_Out_of_A_Slamp.mp3
Category:general -- posted at: 4:53pm PDT

"Interviews with The Best," our new monthly series for the YESTalk for Realtors Podcast.

Every month we'll be bringing you another interview with an agent or real estate professional who is one of the BIW (Best-In-World) at what they do. They are professionals who are simply sharing what they are doing and what's working for them in order to help you.

Our inaugural interview is with Erin and Russ Downs from Jersey City, New Jersey who created a significant 6-figure income in their first year of real estate and have continued to sky-rocket their business.

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.


This episode is my response to a new agent's questions about scripts and FSBO's after his first day of prospecting.
1) They repeated the same objection 2 or 3 times, and I couldn't just answer the same way that I answered them before - what do I do about these issues?
2) I'm not a fast talker by nature, and that seems to be working against me... not sure if this works with my personality? 
3) People generally don't have an interest in answering so many questions - what are the important ones that should be focused on? 
4) What about just asking them if you can preview the house, so that you "get your foot in the door", and they get to know you - would that make it more likely to get a listing agreement in the future?

SHORT ANSWER:
This is the gap between starting a new skill and mastery.
Just like it takes years to master the game of golf...don't expect to be getting stellar results your first day on the course (or on the phone with FSBO's). This is how you learn. The better you get through training, coaching, and practice...everything changes. Go pro. Do the work of training and achieving mastery and it can be worth millions.

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-115_-_What_If_Scripts_Dont_Work_For_Me.mp3
Category:general -- posted at: 8:00pm PDT

QUESTION from a new agent: Would you recommend that I take this first week or so to learn the scripts and work through the different modules, or jump right in to prospecting and lead generation?
SHORT ANSWER: Jump in immediately.

PRINCIPLES OF CONVERSATION TRAINING:
1. Spend 3-4 hours a day training on the scripts in the afternoon and evening.
2. In the mornings, role play for 30 minutes and jump right in.

TRAINING FAST START:
1. Practice first Prospecting Script 1 hour and then Start. (Each day or so you can add a new one.)
2. Get appointment, practice Prequalifying script 1 hour, then prequalify.
3. Practice any objection 30 minutes.
4. Practice listing presentation 1-2 hours every day.

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.


Frank Morris (coaching member)
"Do you believe it's important to be the first agent calling an expired listing?."

It helps. The earlier the better.

Paul Tosello..was the early bird.

#1 They will remember you.
#2 They are more likely to answer the phone (after a few calls from agents many stop answering)
#3. They tend to be less resistant.

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-113_-_Prospecting_Expireds_Does_the_Early_Bird_Get_the_Listing.mp3
Category:general -- posted at: 9:30pm PDT

1. There is no single right answer.

2. Look at all scenarios.

i. Market may go up, down, or hold for 6 months to 2 years.
ii. Cash out? What then? Hold…what if…. Buy…what if…

3. Is #1 priority lifestyle or the numbers.

4. Pick option that is the best “Happy no matter what” for 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-112_-_Market_Turning_Should_I_Buy_Sell_or_Hold.mp3
Category:general -- posted at: 8:28am PDT

This is the Long-game of networking for Lead generation. How to pick the right group:

1. Not realtor-saturated.
2. People that own real estate (have money).
3. Meets regularly.
4. Big enough that it justifies time.
5. Something your interested in.

Samples groups: Foundations, Volunteer orgs., clubs, chambers, toastmasters, networking groups.

Use Meetup.com to find the right group.

THE KEY: Focus on adding value. Be a giver, not a taker.

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-111_-_Power_Networking_Groups_for_Real_Estate_Agents.mp3
Category:general -- posted at: 9:09am PDT

5 Steps to get great results from networking.

1. Set your intention.

2. Connecting, not Collecting. Quality vs quantity.

3. The Day After - Video.

4. Add value.  Ask not what your contact can do for you...

5. Put them in your PC system immediately.

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-110_-_Power_Networking_at_Events_for_Real_Estate_Agents.mp3
Category:general -- posted at: 3:11pm PDT

1. Clock in and Clock out with Daily Schedule.

No emails/texts/etc 2+ hours before bed or 2 hours after waking up.

2. Delegate.

3. Take Time Off.

4. Ask yourself, "Am I having fun?" (If not...you are at risk.)

5. Attend 4-6 Training/Self-Improvement Events per year.

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-109_-_How_to_Avoid_Burnout_As_a_Real_Estate_Agent.mp3
Category:general -- posted at: 6:16pm PDT

MY RULES FOR A HAPPY WIFE, HAPPY LIFE

Rules for a Happy Wife:
1. Tell her I live her every day.
2. Kiss her every morning before going to work.
3. Kiss her every night before going to sleep.
4. Give her fresh flowers every week.
5. Open every door for her everywhere we go.
6. Aim, flush, and put the toilet lid down every time.
7. Treat her like a princess with kindness and respect no matter what.
8. Don’t be boring.
9. Write her at least one romantic note a week.
10. Remember and celebrate every special occasion.

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-108_-_This_Husbands_Rules_For_How_To_Have_a_Happy_Marriage.mp3
Category:general -- posted at: 5:31pm PDT

Here are the 5 steps to prepare for any real estate market downturn or crash:

1. Stay lean.

2. Get training (#1 Investment)

3. Make money.

4. Stash cash.

5. Prepare to get wealthy.

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-107_-_How_to_Prepare_For_a_Housing_Market_Crash.mp3
Category:general -- posted at: 3:20pm PDT

Doorknocking "No Soliciting" neighborhoods can be complicated. Here are four alternative strategies:

1. Direct mail with a compelling Offer on your website (this is stuff I train in depth in the Real Estate Vortex).

2. If you have a listing, hold Open House Events with "Neighbors Only Preview" for the first hour and invite with direct mail.

3. If you live there, walk your dog and have a Block Party a couple of times a year.

4. Attend HOA meetings and be positive and helpful, not salesy.

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-106_-_How_to_Prospect_Gated_No_Soliciting_Allowed_Communities.mp3
Category:general -- posted at: 8:42am PDT

In 7th Grade football I learned one of the most powerful lessons about life from Coach Burge: Always have your helmet on...so when the coach calls your name, you're ready to play.

EXPECTATION.  Expectation shows up as preparation.

Surprised how many agents aren't ready to take a listing.  Prospecting every day.  Pounding phones and pavement.  "I have an appointment...what's next?"

1. Pre-Listing Process & Packet. (Pre-Qualify, Action plan. CMA. Net Sheet.)

2. Listing Presentation Mastered.

3. Listing Docs Prepared & Know of to go over it.

4. Selling Process Ready to go.

5. Every day, suit up.

"When the opportunity knocks, have your coat on."

When you're ready for "YES" you can 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.

 

Direct download: YESTalk-105_-_How_to_Get_More_Listing_-_Power_of_Presentation.mp3
Category:general -- posted at: 5:11pm PDT

This week our 14-year-old beagle, Homie, lost his battle with cancer. Every dream we had was planned around Homie. I never dreamed he would not be around to enjoy my sailboat. It reminded me to have a sense of urgency about accomplishing my dreams.

Here's the action steps to getting your dreams.

1. Set a date and obsess about it.

2. Create a Vision board.

3. Take deliberate action to achieve 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-104_-_Time_is_Running_Out_to_Achieve_Your_Goals.mp3
Category:general -- posted at: 4:15pm PDT

Why You Need Cash Buyers:

1. They buy ugly houses that you find….and not every house is a showpiece.

2. They can close in 1 to 2 weeks…which is a great option for sellers who need a quick close.

3. For prospecting vacant/distressed properties (not short sales) with a note on door and letter…."I have a buyer for your property. If you are interested in selling please contact me at __”

4. As a marketing option for Listings: "Guaranteed Cash Offer on your home in 24 hours - Quick Close, Fair Price."

5. Because you can learn from them. There is a reason they have money.

How to Find Cash Buyers:
Go to MeetUp.com and search for local Real Estate Investor Groups.

Introduce yourself this way: "I market to (or occasionally come across) vacant and distressed property owners that look like crap and smell like pee….So if you like those kind of houses, please find me and give me your business card."

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-103_-_How_to_Find_Cash_Buyers_and_Why_You_Need_Them.mp3
Category:general -- posted at: 3:42pm PDT

Are you controlling the online conversation about your value, or are you leaving it to Google? Because people ARE Googling you before they meet you.

1) Google Yourself.

2) Click every link about you on Page 1 of Google.

3) Rate Yourself on a Scale of 1-10 for how good each site makes you look.

4) Figure out how to control what people learn about you online that communicates your message to prospects.

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-102_-_Google_Yourself_-_Controlling_Your_Online_Presence.mp3
Category:general -- posted at: 10:22am PDT

What do you do when half of the couple doesn't show up for the listing appointment?

RULE #1) Do Not Present to Half a Couple.

RULE #2) Do Not Blame or Get Irritated for them wasting your time.

RULE #3) Reschedule.

RULE #4) If they insist on meeting, refer to RULE #1.

If you agree to meet with just one of them, you will NOT get the listing. It is simple to solve this problem and reschedule with all decision-makers. You just have to have the courage to do it.

The script for doing this and many others is in The Book of 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-101_-_Seller_Objection_-_My_Wife_Spouse_Cant_Make_It.mp3
Category:general -- posted at: 9:19am PDT

What do you do when there are no listings…. And when you need business?

Use these 3 Reverse Prospecting Strategies:

1. OLD EXPIRED/CANCELLED LISTINGS - Door knock.

2. LOCAL PAPER/DIRECT MAIL: We have buyers.

3. FB TARGETED AUDIENCE by zip code to homeowners.

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-100_-_How_to_Find_Listings_in_a_Low_Inventory_Market.mp3
Category:general -- posted at: 8:28am PDT

Job mentality is death to an agent… 9-5.

Entrepreneurial mindset is what works in real estate.

You own your own business…OWNERSHIP means RESPONSIBILITY and OPPORTUNITY. It’s the opportunity to determine how much time you spend and how much money you make.

Here are four Entrepreneurial Characteristics:

Initiative.

Used to waiting for someone else to tell you what to do…won’t work.

Risk.

No production = no money.

Grit.

Vigilance. Pay attention to what’s happening…changes…

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-99_-_Why_Real_Estate_is_for_Entepreneurs_Only.mp3
Category:general -- posted at: 12:19pm PDT

Sellers choose a list price for their home based on what they believe will get them the best sales price. The problem is they believe a higher list price will give them higher sales price, and that simply is not true.

For buyers to choose a house, they have to like the house AND the price. If they love the house but hate the price (because it's overpriced) the offers will come in slow and low. This is the "low-ball" cocktail. On the other hand, when they love the house and they also are excited about the price (because it's priced right), buyers come in "hot" and offers come in high...because now you have the powerful emotional cocktail of desire combined with the fear of loss. This is what I call the "High-Ball Cocktail" which is caused by a great listing at a great price. That is how you get the most money possible for a house.

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-98_-_How_to_Get_Sellers_to_Price_It_Right_From_The_Beginning.mp3
Category:general -- posted at: 9:11am PDT

1. Get Connected (FaceBook Realtor Groups)

2. Get Engaged.

3. Build at A2A PC (Agent to Agent Personal Circle) Team
(video/email quarterly)

4. Take referrals seriously.

5. When you convert on referrals, remember to pay up.

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-97_-_How_to_Get_More_Real_Estate_Referrals.mp3
Category:general -- posted at: 10:56am PDT

Why Buying Internet Leads Doesn’t Work, And What Does

  • Because what you’re actually buying is not leads, but unfiltered prospects. 
    Especially if you’re getting buyer leads (easier to get. Harder to convert)
  • Because if you don’t know what to do with them, they’re worth zero.
    Build credibility by adding value to them even if they don’t want to talk to you.

What does work is when you have a complete PROCESS in place.

  1. CATEGORIZE. Not all prospects are created equal.  Don’t treat them all the same.
  2. PRIORITIZE. Focus is on quality, not quantity.
  3. SYSTEMIZE.  from lead generation to leveraging success

The Real Estate Vortex is the business model that gives you a complete process that will take your business from where you are today to any level you want to go.

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-96_-_Why_Buying_Internet_Leads_Doesnt_Work_and_What_Does.mp3
Category:general -- posted at: 9:30am PDT

  1. Find the best agent.
  2. Set the referral amount you charge.  25-35%
  3. Ask for regular updates. 
    • First contact/attempt.
    • First meeting.
    • Weekly to monthly.
  4. Get it in writing and cc their broker.
    • Per your broker, their broker is a party to the referral.
  5. Prep your refer-ee.  (“If not happy, let me know…”)
  6. Follow up monthly.
  7. Get paid.

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-95_-_How_to_Get_Paid_for_Real_Estate_Referrals.mp3
Category:general -- posted at: 11:35am PDT

There are 3 ways you can learn HOW TO MASTER REAL ESTATE:

  1. Learn from others’ successes or expertise.
    1. Reading, Listening, and watching
    2. Personal mentoring
    3. Use the Power of Modeling & Mentoring
  2. Learn from others’ mistakes.
    “There are three kinds of men. The one that learns by reading. The few who learn by observation. The rest of them have to pee on the electric fence for themselves.” —Will Rogers
  3. Learn from your own experience.  This is indispensable, and also the slowest and most costly in terms of mistakes.

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-94_-_How_to_Master_Real_Estate_Fast.mp3
Category:general -- posted at: 5:42pm PDT

I had just set a listing appointment with a FSBO.  I was a new agent, and the sellers told me they were also interviewing another agent from my office, Cindie Stewart.

I made the mistake of telling Cindie we were both meeting with the same FSBO.  Without any pause, Cindy looked right at me and said, “I’m gonna kick your ass.”

And…she did.

I knew I had to get better.  Here are the three things I did:

  1. Upgraded my Mindset. (Confidence)
  2. Upgraded my Skillset. (Competence)
  3. Kept moving my Asset. (Consistency)

Beating Cindie was not what mattered.  What mattered was not beating myself.

Commit to winning….to becoming unbeatable…and you 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.

Direct download: YESTalk-93_-_What_Competition_Did_For_My_Business.mp3
Category:general -- posted at: 4:04pm PDT

If you want to know the answer for, “How do I go from part-time real estate agent to full time realtor?”

Here is the answer:

  1. Commit to success.
  2. Set a date when you are going to be full-time.
  3. Get training.
  4. Go hard as long as your part-time. Treat real estate as your side hustle.
  5. Get word out to your Personal Circle.
  6. Get listing using turbo lead generation.
  7. Save all the money you make from your closings so you have a cushion for going full-time.

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-92_-_How_to_Transition_from_Part-Time_to_Full-Time_Realtor.mp3
Category:general -- posted at: 10:55am PDT

No.  I’m not saying don’t talk to strangers.

Here is why “Cold-Calling” is not a prospecting approach I recommend:

  1. EXPECTATION.
    1. The MINDSET of “cold” implies an expectation of pain…
    2. You should always be warm towards people and expect their reception of you to be a warm reception. That immediately changes the activity into “warm-calling,” and that makes a huge difference.
  2. EFFECTIVENESS.
    1. Random (“cold”) calling is one of the least effective prospecting methods on the planet.
    2. FSBOs & Expireds…that is NOT cold-calling, Because they have declared, “We want to sell!” So they are actually HOT CALLING.
    3. Next is your Personal Circle…not only do they trust you…but they want to help you.
  3. Not a question of what works…but a question of the most bang for the buck…and doing what will always let you be able to 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.

Direct download: YESTalk-91_-_Why_You_Should_Never_Cold_Call.mp3
Category:general -- posted at: 12:53pm PDT

The first secret to beating the competition is the stop trying to beat the competition.

Remember the picture of Michael Phelps going for the gold medal and the swimmer in the lane next to him looking over at him. The caption said “Winners focus on winning. Losers focus on winners.

Here’s 5 steps to win over any agent your competing against:

1. Be the best at what you do.

Then you become the competition.

Michael Jordan.  “I am the competition.”

2. Play your game.

Stop trying to “beat Zillow at their game.” Stop trying to beat your competition by doing what they’re doing.

Be YOU and use your strengths.

3. Forget the competition.

Competition rarely matters.  70% of sellers will only interview one agent.  Focus on relationships and positioning.

4. Focus on the results your clients want and the life you want.

5. Make competition a game. Have fun with it.

Nothing is more empowering for you than when the competition sees you’re not bothered by them.

Winners are going to win.  Collaborate with them and all grow.

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-90_-_How_to_Beat_the_Competition_as_a_Realtor.mp3
Category:general -- posted at: 2:23pm PDT

A lot of real estate ask what the 100-Day ListMaster Challenge is and what’s it all about.  The Challenge is about rapidly and dramatically changing your business and your life.  It is not an education program.  It is a transformational journey to mastery.  The transformation happens by focusing on two elements:

#1) Implementation.  It’s about action, not just information.

#2) Acceleration.  We focus on doing more in less time to accelerate the growth curve and your results.

We focus on mastery in 5 key areas:

  1. Mindset.
  2. Strategies.
  3. Skills.
  4. Systems.
  5. Support.

The Challenge is not for average agents or part-time agents.  It is for full-time agents committed to being the best and who are willing to invest in themselves and their success to get there faster.

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-89_-_What_is_the_100-Day_ListMaster_Challenge.mp3
Category:general -- posted at: 4:18pm PDT

The process of selling every listing is simple, but not necessarily easy.

The four steps to sell every listing are:

  1. Price it right.
  2. Make it easy to show.
  3. Make it show great.
  4. Put it on the MLS with great pictures.

So what is the obvious challenge?  How do you get the seller to price it right?  That is the greatest challenge for listing agents.  The solution is leadership skill.  It is your ability to lead a seller to make the right decision to help them get the best result.  That is THE SKILL that makes it possible to sell every listing.  You know how to sell every listing, but most agents don’t know how to lead sellers to price it right.  Master that skill and you win the listing game.

If you need help learning to lead sellers to better decisions, get a copy of my #1 Bestselling book: http://TheBookofYes.com

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-88_-_How_to_Sell_Every_Listing.mp3
Category:general -- posted at: 10:43am PDT

How likable are you?  The answer to that question can largely be answered by the answer to this question:  How much do you like other people?

Up front..do you like people or do you look at them with skepticism.

I had a “Friend” whose 1st impression of everyone was super-critical.

Will Rogers, “I never met a man I didn’t like.”

He was a Native American, who identified himself as Cherokee Indian…in the 1920’s.  Prejudice was rampant.  He had every right to be negative and play the victim.  Instead he chose to give people the benefit of the doubt.

He became one of the most influential men in the world by making friends with everyone.

How to make people like you is real simple:

  1. Be yourself.
  2. Like people.

Be positive about them.  Doesn’t mean be naive or gullible.  Be vigilant…and be kind at the same time.  Like people and they will (mostly) like you back.

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-_87-_how_to_get_people_to_like_you_-_3_9_18__4.16_pm.mp3
Category:general -- posted at: 4:39pm PDT

Interest rates are on the rise in 2018 and every indication is that they are going to continue to rise gradually. How can real estate agents deal with mortgage interest rates being raised:

  1. Agents: Use it as a Call-to-Action for your clients. Don’t freak out. This is a normal part of the market cycle.
  2. Buyers: Don’t snooze…or you will lose. For buyers it means it’s time to move! Higher interest rates lowers buying power.
  3. Sellers: Jump on it. Buyers are motivated for multiple reasons, so it’s a great time to sell.

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 you raise your price range and your average sales price you automatically make more money because the commissions get bigger as sales price gets higher. Here are the fives steps to successfully raise your sales price:

  1. INTENTION. Set the intention to get into it and to get comfortable with it.
  2. EXPANSION. Add luxury, don’t switch.
  3. EXPOSURE. Expose yourself to the world of higher priced homes.
  4. GO FOR IT. Don’t wait till you feel “comfortable.” You’re never going to get comfortable taking ice baths until your jump in one. Same with a price range
  5. GET SUCCESS. “Success breeds success.” Just focus on getting your first win in a higher price range. If $200,000 is comfort zone. Go for your first $400,000+ salable listing. Every success paves the way for bigger success.

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.


Great performers always warm up. In sports, theatre, music, all performing arts, leaders, and speakers, they follow a Pre-game ritual to prepare themselves to perform at their best. How do I get myself prepared to crush it?

Warming up is critical to your ability to perform as a real estate agent. Here are the three key steps to warm up:

  1. Role Play and/or chant scripts. (confidence & mindset)
  2. Powerful Declarations. (Emotional pumped up).
  3. Physicality. (Blood-pumping) Jumping jacks Mind, Emotions, and Body engaged and ready to rock your prospecting.

These three steps get your mind, Emotions, and Body engaged and ready to rock your prospecting.

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-_84-_How_To_Warm_Up_For_Powerful_Prospecting_-_2_14_18_8.57_PM.mp3
Category:general -- posted at: 7:21am PDT

Here are The Only Two Things You Need to Succeed in Real Estate:

1.CARING. Care more about your clients than your commission.

I get criticized for teaching scripts… “People see right through that.”  See right through what?  What they see through is Selfishness and Incompetence.  People are sick and tired traditional sales where the Realtor seems only interested in what he/she can get from the client.

2. Be truly great at what you do. Ultimately you get paid for one thing and one thing only, DELIVERING RESULTS.  That is where greatness show up in real estate.  Become the best at delivering the best results and you will never have to worry about where your next deal is coming from.

When people believe you are on their side, and that you are great at what you do, they will follow you.  And so will success.

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.


THERE MAY HAVE BEEN TIMES IN YOUR LIFE YOU NEEDED TO SETTLE DOWN...BUT NEVER WHEN YOU NEED TO SETTLE.

We've all heard, “Never settle.” And yet we settle almost every day. When is it okay to settle and when is it not okay.

Here are three times when you never want to settle… Never settle:

  1. Because it’s harder than you expected. Most of the time things are harder than we expect. Instead of saying, “Maybe it just wasn’t meant to be…” Remind yourself that...maybe it just wasn’t meant to be EASY!
  2. Because of other people’s opinions or expectations or to make someone else feel better. This is one of the surest paths to a life of regret.
  3. When It comes to your dreams. Your dreams are too important. Never, never, never settle.

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-_82-_NEVER_SETTLE_-_1_31_18_9.45_AM.mp3
Category:general -- posted at: 9:58am PDT

Here is how to you deal with the “3rd Wheel Influencer” in Real Estate Transaction?

  1. Embrace the fact that they have an extra “advisor”
  2. The advisor’s motivation is to help/protect. Appreciate that.
  3. Awesome!
  4. Make them your ally…by acknowledging their “expertise.”
  5. ….and _____ (3rd party) …I’m sure you already know this… “as you know…”
  6. _____, you would agree with that, wouldn’t you?
  7. Find out what’s most important to the advisor.
  8. Ask the 3rd party, “What’s important to you…for us to help _________ get their house sold (or “get into a new home)?”
  9. Make it clear you are on the same team.
  10. “The key is that we all understand that we all are working together toward same goal for _________________, right?”

 

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 secret to achieving your goals in 2018 (or any time) is following a 4-step proven process that simply works:

  1. Want it really bad. (Burning Desire)
  2. Believe you can have it. (Belief)
  3. Go for it. (Action)
  4. Grit it out. (Tenacity)

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-_80-_How_To_Achieve_Your_Goals_In_2018_-_1_17_18_7.26_PM.mp3
Category:general -- posted at: 10:21am PDT

The first and most important ingredient for success is having a powerful, positive mindset. “As a man thinketh in his heart, so is he.” (Proverbs 23:7) Earl Nightingale said in The Strangest Secret, “We become what we think about all the time.”

Our mindset shows up in the words that we say to ourselves and to others. “I’m afraid…” “What if…” “I can’t…” These statements reflect our beliefs that become the limits of our ability. 

If you want to change your outcome, change the statements of belief you say to yourself from negative to positive. Change your “story.”

3 Daily Steps to Change Your Mindset:

1. Declarations.

2. Journaling Wins and Gratitudes.

3. Visualize the outcome you want.

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-_79-_3_Steps_to_Create_a_Powerful_Mindset_-_1_17_18_7.00_PM.mp3
Category:general -- posted at: 10:17am PDT

 90% of success is all about having a strong mindset and attitude.  One of the greatest ways to build and maintain a positive mindset is through reading great books.

Here are my TOP 10 MINDSET BOOKS (in alphabetical order):

As a Man Thinketh by James Allen;

The Answer by John Assaraf & Murray Smith;

Awaken the Giant Within, by Anthony (Tony) Robbins;

The Four Agreements, by Don Miguel Ruiz;

The Magic of Thinking Big, by David J. Schwartz;

The Miracle Morning by Hal Elrod; #HalElrod #MiracleMorning

The Secret by Rhonda Byrne;

The Strangest Secret by Earl Nightingale;

Think and Grow Rich by Napoleon Hill;

You Are a Badass by Jen Sincero.

Here are my Honorable Mention Selections:

The Master Key to Riches, by Napoleon Hill;

Outwitting the Devil by Napoleon Hill;

How to Raise Your Own Salary by Napoleon Hill;

The Science of Getting Rich, Wallace D. Wattle

 

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-_78-_TOP_TEN_MINDSET_BOOKS_-_1618_10.36_AM.mp3
Category:general -- posted at: 10:28am PDT

One of the most powerful video marketing strategies for a real estate agent is getting great video testimonials from clients and past clients.  People don’t believe what you say about you, but they believe what others say about you.  I call it the power of third-party credibility.

Here are the 4 simple steps to getting and using video testimonials:

1. Ask for it…multiple times if necessary.

2. Make it simple…and get it done.

3. Have them tell the story…”How did we meet?”  “What happened next?”

4. Post it…everywhere.  On Youtube.  On your Website (have a Testimonials Tab).  And on Social Media (Facebook and Instagram, etc).

 

 

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 kind of videos should you work on first as a real estate agent?  It’s probably NOT what you think!  The place to start is also the most simple with these two killer strategies:

1. Start using Facebook LIVE videos to introduce a new listing or promote your open house event.

2. Make a personalized Introduction Video and/or a follow up video for every lead or appointment that you get  especially when it’s someone who you have never met face to face.  Then you text or email them a link to the video.  Be excited, happy, and in business dress with good lighting in the video.  People will always watch it and it makes you a real person to them. 

The most important thing is to start and do it until you get comfortable with it.  Practice a few times and then start shooting and sending.  These two strategies are awesome at giving your credibility with people you meet and at improving your skills on video. 

Do it!  And then share your comments about how it went.

 

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.


1