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

How do you survive the current crisis? You have to take care of these Seven Domains of Life:

  1. Feelings. Deal your emotions. Do declarations, associate with people who are thriving in the crisis, and feed your brain with good thoughts. Talk to someone who can help you.
  2. Friends & Family. Nurture your relationships. Be more patient with everybody else who’s going through emotional stress like you. Let them know that you care.
  3. Finances. Look for money-making opportunities.
  4. Faith. Stay true to your faith and what you believe.
  5. Focus. Refocus on your goals.
  6. Fun. Figure out ways to do fun things with your family and take time out to have fun.
  7. Fitness. Find a fun workout to do.

All these 7 domains matter and affect each other. If you want to survive the crisis, you have to pay attention to all these areas of your life because they serve your emotions, well-being, and productivity. Watch out for areas of your life that you need to improve and make those changes.

You can get more training on this when you attend our brand new live, virtual event Agent Mastery Live Virtual 2020. We’ll dive deep into the mindset, systems, and strategies to help you survive and thrive in any situation. Get your early bird ticket here www.agentmasterylive.com

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-211_-_SURVIVING_THE_CRISIS_-_ITS_NOT_THE_MARKET_OR_THE_MONEY.mp3
Category:general -- posted at: 11:22am PDT

How do you get your seller in a multiple offer situation so that you can sell their house for the most money?

Here are 5 Steps to Creating FOMO (Fear Of Missing Out) With Buyers:

  1. Good Price. A good price gets buyers excited because they know that it’s going to go fast.
  2. Limit Showings. Limit showings to 20-30 minute slots on certain days and times. (e.g. Fri 4-6pm, sat 11-2pm, sunday 1-4pm). Set up a showing calendar on the MLS or use an appointment-setting app like Calendly with a link that the buyers or agent can click to book.
  3. Clear Instructions. In the showing instructions on the MLS, be clear on how to schedule a showing appointment. Give them the link to schedule and then confirm with a text message or a phone call.
  4. Easy Appointments. Have a sign rider onto your FOR SALE sign on the house that says, “To schedule an appointment, go to <property website>. On the website, have the scheduling link and other scheduling instructions.
  5. Massive Communication. Let the buyers or buyer’s agent know what to expect at the showing appointment.

This is all part of what I train called the10-day selling system that allows you to literally sell a listing for 10 days or less. I’ll be training on this in detail at Agent Mastery Live Virtual 2020. Click here to learn more about www.agentmasterylive.com.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-210_-_No_More_Open_Houses.mp3
Category:general -- posted at: 9:07am PDT

These are the most common questions I’ve been getting lately about real estate, the economy, and the future of the market:

Q. What should I be investing in, if now’s not a good time to buy real estate?
A. Invest in gold and silver if you’re looking for a hedge vs. inflation or a safe haven when the dollar collapses.

Q. Who do we sell houses to if people don’t have jobs?
(If you haven’t yet, Watch my previous blog on the HOUSING MARKET FORECAST for 2020 here: https://yesmasters.com/housing-market-forecast-2020-factors-does-it-matter/)

A. Sell houses to people who HAVE jobs. For every piece of real estate, there is always going to be a buyer. People looking to buy a house will buy.

Q. Will house prices shoot up with massive inflation?
A. Probably not. There can be inflation in some areas (e.g. consumer products) and deflation in others (e.g. real estate). House prices will not shoot up because people have less money to buy houses. Real estate will not appreciate dramatically as the dollar loses value.

Q. Are rental prices going up or down?
A. It depends on the area because nowadays, there’s not one real estate market across the U.S. What’s happening in one market may be different in another.

Q. What is going to happen with interest rates?
A. Because of the national debt and the Feds printing money, interest rates will stay low.

If you want more deep-dive answers to your other questions, join me at Agent Mastery Live Virtual 2020 on Sept. 8-10th. We’ll be training you on BRAND NEW skills, systems, and strategies to help you win as we enter a new world of real estate. Check out the details here: www.agentmasterylive.com

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.


Four key factors that will impact the future of the housing market:

  1. The Real Economy. When income is down, consumer spending is low.
  2. Forbearance. When forbearance becomes due by September or October, and people decide to sell because they can’t make their payments, there will be a first wave of inventory hitting the market. When the moratorium on foreclosures gets lifted, there will be a lot of distressed sellers coming on the market. Supply will go up, and prices will drop.
  3. Government Stimulus. How long will the Federal Reserve continue printing Fiat currency (nothing backing up the US dollar)? If the Republicans win after the elections, things will be the same. If the Democrats take control, taxes will go up, and homeowners will get hit harder by higher taxes.
  4. National Debt. Fiat currency over time lessens the buying power of the dollar and leads to massive inflation.

What’s more important than obsessing over what’s going to happen to the market is that you sell a lot of houses today and prepare for when the economy gets worse.

Now is the time to focus on finding people to help and mastering the skills to get them the best results.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-208_-_Housing_Market_Forcast_2020.mp3
Category:general -- posted at: 4:17pm PDT

Even in an economic chaos, there’s massive opportunity for you to make a ton of money in real estate…if you know what to do and do it.

Here are 3 steps to succeed as a new agent:

  1. Join a strong brokerage. Pick one with a strong leadership and lots of top agents.
  2. Get great fast. Invest in advanced training and coaching. Competence gives you confidence and eliminates competition. Commit to learning as fast as you can. You get better faster by training harder than everyone else. If you’re new, Agent Power Launch (http://agentpowerlaunch.com/) is the best place to start. You can explore our coaching options here: https://yesmasters.com/coaching/.
  3. Work your butt off. Success is up to you. The money is in finding qualified sellers by talking to lots of people and asking for business.

Do these 3 things and you’ll see that there is no competition.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-207_-_Getting_Started_in_Real_Estate_in_2020.mp3
Category:general -- posted at: 10:52am PDT

Be the one they can trust!

How do you gain trust and credibility with people you know (and don’t know) so you can win business?

Here are the 4 Superpowers to Build Trust

    1. Commitment. “I got your back.” Commit to helping your clients. Also, be committed to learn and master the skills of delivering the best results. So they’ll believe you when you say that you got their back.
    2. Caring. “You matter to me”. Care about them and what they need so they believe that they matter to you.
    3. Competence. “I’ll take care of it.” They have to trust that you have the skills to take care of things. Train, put in the work, and do what you say.
    4. Courage. “I will always tell you the truth.”Have the courage to tell them the truth (without any B.S.), no matter what.

When you become the one that people trust, there is no competition.

Let me know if you agree with me or not in the comments below.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.


I previously did a video on How to Do a Virtual Listing Presentation https://yesmasters.com/how-to-do-a-virtual-listing-presentation/but face-to-face meetings are still more powerful.

Here are 4 key strategies for communicating effectively when you need to wear a mask and practice social distancing when meeting people in person.

  1. Pay special attention. Listen extra hard to what they’re saying when they’re talking and they’re wearing a face mask,
  2. Speak louder and more clearly. Exaggerate your mouth movements, making sure that you articulate your words. Speak slower so people can understand you.
  3. Exaggerate your body gestures. Smile bigger, so they can see how you feel even with a mask because a large part of our communication is body language.
  4. Wear a see-through face mask https://buy.theclearmask.com/ . This makes 2-way communication more effective because you get to see each other’s facial expressions as you talk.

Communication is so critical in inspiring people to hire you. Don’t stop connecting because people that need your help are still out there. Figure out the best way to communicate with them and you can always expect YES!

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.


How do you handle this objection: “We decided to wait to sell our house until after the coronavirus has passed.”

Watch this clip from one of our weekly coaching roleplay calls to learn how to specifically answer this objection.

We modified the “We’re taking our house off the market” script on page 99 of The Book of YES (get your free copy HERE) for the coronavirus objection.

3 things you should remember:

  1. It’s about their motivation, not yours.
  2. Connect before trying to convince. Earn their trust and put their best interest first. Let them know that you genuinely care about them and want to get them what they want.
  3. Your job is to be a problem-solver. Find out their concerns and figure out a no-B.S. solution that gets them the best results.

How are you handling it? Are you doing anything differently? Let me know in the comments section.

If you want to be a master at handling tough objections, you have to get on the waitlist for the all new Challenge. It’s 100 days of intensive training to help you accelerate your business and your income. Click here to learn more https://yesmasters.com/challenge.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-204_-_How_to_Handle_Coronavirus_Objections.mp3
Category:general -- posted at: 7:58am PDT

Go to https://yesmasters.com/challenge
to get on the waitlist for Kevin's next 100-Day Challenge.
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Being in the top 1% of realtors means that you make over 400K/year in GCI. And for you to do that, (if the average commission check is 8k) you’d have to sell about 50 homes/year or 1 home a week.

How do you get there?

First, decide to GO PRO. Commit to being the best and perform at the highest level in the industry.

Master these 5 steps to get to the top 1% of realtors:

1. Connect with people. Master creating new relationships
2. Position yourself as their go-to agent. Master building trust, credibility, and Top-Of-Mind Awareness with people.
3. Inspire the hire. Master leading people to a decision to say YES to you.
4. Deliver results. Master giving them great results every time.
5. Leverage success. Take every successful sale and build on top of it to get more business.

If you want to master these 5 steps fast, then you should join this program we created called the 100-Day Challenge. This is where we help agents dramatically increase their income in 100 days. If you’re committed to going pro, check out The Challenge here: https://yesmasters.com/challenge.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

.

Direct download: YesTalk-203_-_How_to_be_in_The_Top_1_of_Realtors.mp3
Category:general -- posted at: 7:39pm PDT

Go to https://www.100daylistmasterchallenge.com/ go to get on the waitlist for Kevin's next 100-Day Challenge.
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What are you going to do in the second half of 2020 to win?

Go into attack mode. Break out of survival mode and look for the best opportunities to win.

Aim more. Get clear on your income, business, and personal goals. Reset your targets and keep your focus there.

Amp it up. Fuel your fire. Master your morning ritual to get you energized and make your day productive.

How do you cope with stress from all the changes?

Exercise. Move your body and up your heart rate. This lowers cortisol (the stress hormone) levels in your body.

Declarations & Visualization. Make declarations of you achieving your goals. Visualize yourself having achieved your goals. Journal every day: write down 5 things you're grateful for and 5 wins of the day.

If you want to really crush it in the 2nd half of 2020, you gotta join me on the all new Challenge for 2020. We re-engineered this 100-day challenge to specifically help you adjust your business to the changes happening around you. Get on the waitlist now: https://www.100daylistmasterchallenge.com/

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-202_-_3_Steps_to_Win_in_the_2nd_Half_of_2020.mp3
Category:general -- posted at: 12:09pm PDT

Why don’t most people achieve their goals?

Because they don’t follow the formula for achievement.

Success is not just about luck. It’s about following a formula that anybody can do, regardless of your background.

Here’s the 4-step formula for achievement

  1. Have a burning desire. Know what you want and want it so bad that you become obsessed with it and will do anything to get it.
  2. Create a sound plan for attaining your goals. When you’re clear about what you want, you can always figure out how to get it. And when you try something that doesn’t work, it’s just an experiment…There is no failure. You can get that sound plan from somebody else who already has the results you want, so you don’t have to reinvent the wheel. If you want to have a sound plan to achieve your real estate goals, go to https://yesmasters.com/.
  3. Continuous effort. Be willing to put in the work and do it. Don’t lose sight of your goal, so you don’t burn out. A fire does not burn out from how long it burns. It burns out only when it runs out of fuel. And it’s the power of a dream that will fuel you.
  4. Cooperation of other people. Have a team, get a mentor. Get around people that will fuel your fire and support your dream.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-201_-_The_4_Step_Formula_for_How_to_Achieve_Your_Goals.mp3
Category:general -- posted at: 10:11am PDT

Is it time to sell?

If you’re considering selling your house in the next two years, do it now while interest rates are low, buyers are buying, and home prices are high.

In 6-12 months, most homeowners in forbearance will want to sell. Inventory will go up, demand will go down, and home prices will drop.

If you’re going to sell, the most important thing is to price your home correctly, so it sells fast. This increases your chance to get multiple offers for it. If it sits on the market too long, you will end up chasing the market down.

Is it time to buy?

Here are 3 considerations:

  1. If you need a place to live- If you plan to own a house for at least 5 years, and you have a stable income, take advantage of the current low interest rates. Find an aggressive agent who can get you a good deal.
  2. If you want to time the market. If you’re looking for the best deal on a house, wait 12 months when there’s a high probability that prices will drop.
  3. If you’re an investor. Don’t buy now when the market is at its peak. Stash cash and watch. Don’t fix and flip because of market volatility.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-200.mp3
Category:general -- posted at: 2:05pm PDT

What’s going to happen in real estate after the pandemic?

Here are the 5 factors that drive the housing market:

  1. Demographics. Baby boomers own 53% of homes in America. They own big houses and will be downsizing in the near future. This will have a big impact on the housing market trend in the next 10 years.
  2. Interest rates. Low interest rates incentivize people to buy. 
  3. Economy. The rising unemployment rate, mortgages in forbearance, and businesses shut down
  4. Consumer confidence. Even with some businesses beginning to open up, people are still conservative with spending. 
  5. Government incentives. (Stimulus). How long can the US dollar stay strong? 

THE FUTURE OF REAL ESTATE

Right now, real estate is still moving. There’s massive pent up demand and low inventory. The industry has adapted to this new reality (virtual tours, OH). It’s a hot market for sellers. Low interest rates. Prices are still strong. As long as the federal reserve keeps printing money, it will be okay. 

In the next 6 months, the housing market will move slow but prices will hold steady because the government stimulus will keep the stock market up. With the elections coming, the president will do everything to keep the economy moving along. 

When forbearance ends, most homeowners won’t be able to make their mortgage payments, so they will sell. In 6 months, a lot of distressed sellers will come up. Buyers suddenly have more options, and prices will fall. 

In 2021, home prices will drop, consumer confidence will stay low, and federal stimulus will become less effective, 

If homeowners have been waiting for the right time to sell their house, it’s right now, before the big shift happens.

What should a realtor do?

  1. Focus on motivated sellers (e.g. investors selling, airbnbs, downsizers, vacation rentals). 
  2. Price your listings ahead of the market. The faster it sells, the better price it will get. It’s more critical in a declining market.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-199_-_Real_Estate_Markey_Prediction_2020_Post-Coronavirus.mp3
Category:general -- posted at: 9:12am PDT

What is the best lead generation and marketing strategy in 2020 and beyond?
It is Your Word Of Mouth Marketing Team (WOMMT).

There will never be a better marketing strategy now and in years to come than having people you know referring you business. These are past clients and people in your Personal Circle (PC) who trust and remember you.

How do you tap into it? You ask for their help.

You train them to be your WOMMT by asking them to keep their eyes open for anybody who might need your help buying or selling a house.

Ask for video testimonials from past clients. Send them links to different platforms where they can also leave you a 5-star review.

There is nothing more powerful than third-party credibility from a testimonial because this is what the public believes and trusts.

This is almost like a passive lead generation strategy. As long as you maintain top-of-mind awareness with people, they will continue bringing you business...even while you sleep!

If you want to master the best marketing and lead generation strategies now and in the future, check out our brand new program called YesMasters Secrets. Learn more about it here https://www.yesmasterssecrets.com/waitlist

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.


Motivated sellers are a tremendous opportunity for you to make money in this crisis because they want to sell now. If you haven’t yet watched my previous video where I talk about where to find the BEST motivated sellers in 2020, watch it here <link>.

Another group of motivated sellers is Downsizers. These are:

  1. Vacation home owners who own their second or third homes. They want to sell now because they’re worried that the economy will crash.

  2. Vacation rentals. (AirBnBs, Vacation Rentals By Owner) Because they suddenly have no cash flow from rentals, most of them can’t make the mortgage payments. They will want to protect their equity and sell fast.

  3. Empty nesters. These are couples in their 50’s, 60’s or 70’s left alone in a big house. They won’t take a chance on the economy and are motivated to sell now in order to protect their finances. After selling, you can also help them look for a smaller house to buy. Continue building a relationship with them so they’ll refer you to other homeowners they know who are also looking to downsize.

Reach out to these downsizers and tell them that you can get them the most money from selling their property.

If you want to master finding and winning with motivated sellers even in a crisis. you need to get into coaching. Click here to find out how coaching can help you >> https://yesmasters.com/coaching/

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-197_-_Where_to_Find_the_Best_Motivated_Sellers_in_2020_PART_2.mp3
Category:general -- posted at: 10:06am PDT

There are still massive opportunities for you to make money and help people at the same time, even as we’re in the middle of a crisis.

Like I said in one of my previous blogs, your lead generation should be focused on sellers. Watch it here >>https://yesmasters.com/the-biggest-real-estate-lead-generation-secret-for-2020-beyond/

And one of the BEST motivated sellers is Investors.

Most of them are in their mid to late 50s, 60s, 70’s and are looking to liquidate their holdings with negative cash flow because they're biggest concern now is financial security. They understand economic cycles, and expect prices to tank. So, they will play it safe and cash out before that happens.

How do you find them?

Look for non-owner occupied properties (find them on software platforms like Remine) and contact the owner.

Continue building relationships with investors (even with those who choose to hold now) because in the future, when the market is down, they will buy more property.

Help them, and you’ll win.

What are your thoughts? Where do you think motivated sellers are? Watch out for part 2 of Where to Find the BEST Motivated Sellers.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-196_-_Where_to_Find_the_Best_Motivated_Sellers_in_2020.mp3
Category:general -- posted at: 10:00am PDT

On a recent video, I talked about the process of how you switch from doing an in-person listing presentation to a virtual listing presentation.. Watch it here, in case you missed it https://yesmasters.com/how-to-do-a-virtual-listing-presentation/

Now, we dive deeper into the technical side of how you actually do it. (I recommend using Zoom https://zoom.us/ as a video conferencing platform)

Here are the 10 DO’s & DON’Ts when doing a virtual listing presentation:

DO it on your computer with a good internet connection (hardwire or wifi) & a good webcam.
DON’T: Be in your car or in a noisy background. Don’t shoot holding your phone.

DO use an external microphone or headset.
DON’T use the built-in microphone because it picks up all background noise.

DO have your camera at eye level.
DON’T have the camera looking up your nose.

DO have good lighting in front of you that lights up your whole face (e.g. a Diva Ring Light).
DON’T do it in a dark room. Don’t have bright light behind you, or directly above you.

DO practice screen-sharing. You’re in control of the conversation when you’re the one showing them the CMA, your selling system, etc. Practice walking through the things you need to share with them.
DON’T: have other browser tabs open on your computer so you don’t accidentally share something embarrassing or confidential.

DO…Be in a professional setting.
DON’T have a cluttered background. DON’T do a mugshot (with your back up against a wall)
DON’T use Zoom’s fake backgrounds.

DO…Be in business dress.
DON’T be casual about your dress because they’ll think that you’re casual about your business.

DO stand up. Energy is important in a listing presentation, and you have more energy standing up.
DON’T sit back like a couch potato.

DO be prompt and prepped. Log in to your Zoom 10 minutes early.
DON’T wing it, ramble, or be late.

DO be pumped. Be excited and smile. It tells them that you’re excited about helping them, and that’s what they want.
DON’T look worried or be boring.

Did I forget anything? Let me know what you think in the comments below.

Direct download: YesTalk-195_-_Dos_and_Donts_for_Using_Zoom_for_Realtors.mp3
Category:general -- posted at: 9:08am PDT

The biggest real estate lead generation secret ever is… SELLERS

And now, more than ever, this is really powerful because they give you leverage for more business opportunities.

Here are the 3 types of leverage you get from sellers:

  1. Marketing leverage. Every time you get a listing, you get a free billboard for buyers and future sellers in the neighborhood. Make sure you price it right and get it sold. So when other buyers see the sold sign, they’ll know that you’re the agent that gets results.
  2. Agent leverage. When you have a listing, you attract buyers and buyers’ agents. These agents then work to bring buyers in for your seller.
  3. Deal leverage.
    • Sellers will become buyers after they sell.
    • Sellers attract buyers. Some of these buyers come directly to you, so you have the chance of double ending that sale.
      Homeowners know other homeowners. Sellers can give you referrals after a successful sale.
    • Focus your lead generation on sellers because when you get a listing, you have multiple ways to make money from that.

What are you doing to get sellers?

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.


While it’s great that agents are getting financial assistance in this time of crisis, there is a danger to it:

It puts you in a victim mindset. Instead of taking ownership of your business and your success, you’re waiting for somebody else to help you.

Make a decision that what’s coming next for you is opportunity, not crisis. Shift your focus from the crisis to the opportunity, because what you focus on expands.

How do you shift your focus from crisis to opportunity?

  1. Manage your focus. Get the help given to you, but don’t play the victim. Think about how you can help yourself because there are opportunities for you out there. Watch my previous blog where I talked about where exactly you can find those opportunities and Why Now is the Best Time Ever to Be a Real Estate Agent: https://youtu.be/Bg3UUFExr-k
  2. Move fast. Even if you’re still in lockdown, you can still build relationships and fill your pipelines.
  3. Make a fortune. The choices you make in this crisis will make you rich. There is opportunity in this crisis. Most of my coaching members are making tons of money in the first quarter of 2020 alone.

Focus on what you want, not what you fear. Opportunities are there, look for them. Don’t let this crisis stop you.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-193_-_Whats_Next_for_Realtors..Crisis_or_Opportunity.mp3
Category:general -- posted at: 8:33am PDT

First, find a motivated seller, schedule the Listing Presentation, and prequalify the appointment to make sure that they are motivated to move. In the Book of YES, you’ll get the best conversations that lead you through the process.

Here are 5 keys to doing a great virtual listing presentation:

  1. Get a VIDEO PREVIEW OF THE HOME. The seller either goes live on Facetime, Facebook or Instagram or records a video tour of the house, and emails it to you.
  2. Email them your PRE-LISTING PACKAGE that contains the following: Information about yourself/your company, your action plan, CMA, seller net sheet, listing documents, and the ZOOM video conferencing link. Shoot them a quick introductory video if they haven’t met you yet.
  3. DECIDE ON THE PLATFORM to use. Zoom.us. is easy to use and enables you to share your computer screen with the sellers during the call. Use Calendly to schedule the appointment. Your video conferencing platform options are Zoom, Skype, Facebook Messenger, or Facetime. You can also opt to do a phone call, but there will be no visuals.
  4. Have ENERGY. Stand up. Keep them engaged by asking questions & using tie-downs (e.g. “Are you with me on that? Does that make sense?”). If you’re using your phone, keep your hands free & do it in front of a mirror. Correct pricing & preparation is key. Go to https://yesmasters.com/ and download the free Listing Presentation.
  5. Use DOCUSIGN. Answer any of their questions as you walk them through the paperwork. Have them digitally sign all the pre-filled out listing documents on the call once they’ve made a decision.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-192_-_How_to_do_A_Virtual_Listing_Presentation.mp3
Category:general -- posted at: 9:37am PDT

Even with the economy shut down, right now is the best time ever to be a real estate agent because there’s massive opportunity out there. While most agents are panicking, you can capitalize on those opportunities.

Where the opportunities are (motivated sellers)

The luxury market. Many luxury homes are selling and there’s no competition here because most agents don’t know how to break into the luxury market.

Equity homesellers/Downsizers. They’re afraid of losing equity as the housing market drops, so they’re ready to sell now.

3 keys to capitalize on opportunity right now:

  1. Your self-talk. Manage your self talk, and your daily thoughts. Expect the best, prepare for the worst. So if anything happens that’s better than the worst case scenario, you’ll win.
  2. Your skills. Skill is the name of the game. More realtors are competing for business. The agent who knows what to do and knows how to inspire confidence in the seller and lead them to a decision wins..
  3. Your Seller Strategy. Have a strategy for finding motivated sellers, inspiring them to hire you, and selling all the listings you take. The opportunity is with sellers, not buyers. When you price a listing right, you’ll attract the right buyers.

When you sign up for any of our courses, you’ll get the mindset, skills, and strategies you need to capitalize on those opportunities right now. Learn more about them here https://yesmasters.com/courses/.

And if you sign up now, you’ll get access to a BONUS video where I break down for you where exactly the big opportunities in 2020 are.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-191_-_Why_Now_is_the_Best_Time_Ever_to_be_A_Real_Estate_Agent.mp3
Category:general -- posted at: 9:59am PDT

Prospecting during this corona crisis can be a scary thought to most agents.

Fact is, this is a great time to talk to people because they’re home. Not everyone will be friendly, but that doesn’t matter. Because crisis or no crisis, there will always be people who wouldn’t want to talk to you.

How do you prospect when everything’s shut down in the coronavirus crisis? Here are 3 things to help you:

  1. Focus on motivated leads (e.g. FSBO’s). Look for people who want to buy or sell. They’re still out there.
  2. Embrace the NO’s. Each NO you get takes you one step closer to the YES.
  3. Always expect YES. Be a pro and expect to win even if you know that you’ll get NO’s. When you take a shot at prospecting, focus on the YES.

Don’t listen to fear…listen to your dreams. If you want to win & help people, prospect RELENTLESSLY. You can still get more YES, even in the middle of a crisis.

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-190_-_How_to_Adjust_Prospecting_During_A_Pandemic.mp3
Category:general -- posted at: 6:37am PDT

Go to https://www.facebook.com/groups/YesMasters/ to join the YesMasters Real Estate Success Community Facebook Group. Post your questions, find roleplay partners, and share your wins with other real estate agents.
___

Just when you’re getting started in real estate, the pandemic suddenly hits.

So, what do you do as a new agent to win through this corona-crisis and beyond?

Decide. Are you in to win? Only those who are committed to succeed will make it through this crisis, because your commitment to success will protect your head from all the fear and uncertainty around you.

Prospect like crazy. Now more than ever is the time to talk to people and build relationships. Who do you prospect?
a. Personal Circle (people you know)
b. Motivated sellers (FSBO’s & Expireds) and NOD’s Notice of Defaults
c. Investors (connect with them on Meetup.com). They’re ready to find properties when the market drops.

Role play 1-2 hours a day like a professional athlete trains for a championship. Prospecting gives you the context for role play. And the more you role play, the better you get at handling objections. You’ll find great role play partners in the YesMasters Real Estate Success Community Facebook Group

Commit to making it work, and do the work. No matter what happens to the market, you can win!

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YesTalk-189_-_What_to_do_As_A_New_Agent_In_A_Coronavirus_Crisis.mp3
Category:general -- posted at: 9:56am PDT

Go to https://yesmasters.clickfunnels.com/masterycoaching to learn more about Kevin's Mastery Coaching program.

GO TO https://YesMasters.com/Safe for a FREE pdf download on how you can make adjustments to keep doing business and to adapt for buyers and sellers immediately to virtual showings and open houses and offers, etc as the coronavirus outbreak expands.

Watch this video for a detailed explanation of how to adapt the way you're doing real estate right now: https://youtu.be/Wl1CLcV7Ras
____

Nobody knows how this corona crisis ends. But what you can do is expect for the best, prepare for the worst. Because if you’re prepared for whatever happens (no matter how bad things get), you’ll win.

Here are 4 ways to prepare for what’s coming:

Get lean in your business and in your life. Cut expenses (the things you can do without), not investments (the things that give you value).

Get positive, stay positive. It’s not about denying reality. It’s about approaching the problem with a winning attitude. Studies show that positivity makes you 30% more effective in making decisions. This increases your confidence and your probability of success.

Give more. Focus on helping people. Listen to them and care. Making more money requires adding more value to people, now more than ever.

Get support. You need support now, more than ever before. Get into coaching and join a community of other agents who are committed to their success.

You’ll find that in the right coaching program, like our YesMasters Mastery Coaching. If you want to be part of a community of winners, join Mastery Coaching here: https://yesmasters.clickfunnels.com/masterycoaching.

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-188_-_How_to_Prepare_for_Aftermath_of_the_Coronavirus.mp3
Category:general -- posted at: 10:04am PDT

Go to https://yesmasters.com/safe to download the safety protocols for buyers and sellers.
___

The current corona crisis is causing a lot of uncertainty in ongoing real estate transactions. Buyers are worried about qualifying and sellers are worried if this is the right time to sell.

How do you close your deals during this period of crisis?

Here are 3 key strategies:

  1. Have straightforward conversations with your clients and the other agent. Acknowledge the situation and their fear. Overcome the fear by addressing it head on. Let them get their feelings out, and listen.

  2. Reconfirm the motivation of all parties involved. What do they want? Shift their focus from their fear to their goal. Your job is to help them get what they want.

  3. Be pro-active at problem-solving. Figure out what you can do to make it work. Get creative with solutions.

You should move toward the closing as soon as possible, so you prevent anything from potentially disrupting a transaction.

Reassure their fears, get things done without being pushy, and save the day for your clients.

Let me know situations you’re running into, or any questions you might have about closing deals during this crisis.

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-187_-_HOW_TO_Save_and_Close_Deals_In_Coronacrisis.mp3
Category:general -- posted at: 8:33am PDT

Go to https://yesmasters.com/safe to download the safety protocols for buyers and sellers.
___

How can you continue generating business when everything is on lockdown?

Here are 3 strategies:

  1. Talk to your PC. Send them a text to let them know that you care. This way, you increase Top-Of-Mind Awareness. Fill your pipelines and sow the seed for future business.

  2. Virtual networking with investors. They will want to buy during the probable housing downturn. You’ll find them at online real estate investor meet-up groups. Go to meetup.com, find investor groups, and join or initiate virtual meetings with them.

  3. Keep prospecting for motivated sellers (Expireds, FSBO’s, vacant homes, vacation homes) because they need to liquidate assets so they can get cash reserves. Do a virtual listing presentation with them.

Even when everything is indefinitely on hold, keep filling the pipelines. Be proactive and find people to help. So when everything opens up again, you’ll be in a position to make money and you can thrive through the tough times. Play to win, and 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.


While most real estate agents are in trouble because of the economic downfall, you have a choice and the power to prosper in these trying times.

Here are 3 Key Strategies you can implement now to thrive in this crisis:

  1. Talk to more people. Focus on motivated sellers & buyers.
  2. Care and show encouragement. Send out texts with positive messages. Continue building relationships with the people you know by sowing the seeds of goodwill & creating Top-Of-Mind-Awareness(TOMA) with them.
  3. Focus on immediate opportunities:

Investors. They have money to buy property at any time.

Notice of Defaults (NOD's). The more unemployed people are failing on their loan payments, the more opportunities you have to help them sell.

Vacant properties. Owners are motivated to sell quickly because of the dropping market

AirBnB, Vacation properties. The sooner sellers take action, the more money they get. Be the best agent to get them the best results

Creative financing. e.g., Lease-to-own.

Nobody knows how long this crisis will last, but you don’t have to be one of those agents who are in trouble. Look for ways to help people buy or sell, and add value without B.S. Always expect YES, and you will thrive.

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-185_-_How_Agents_Can_Thrive_In_The_Face_of_Coronavirus.mp3
Category:general -- posted at: 8:16am PDT

Go to https://yesmasters.com/safe to download the safety protocols for buyers and sellers.
___

Even in a rapidly changing market, you still have buyers and sellers who need your help.

How do you adapt with change and reassure buyers and sellers that you are making everything work well for them?

Be the coyote, not the dinosaur. Dinosaurs are bigger & stronger, but they didn’t survive change. On the other hand, coyotes continue to thrive & adapt in different environments. It is your ability to adapt that will determine whether you thrive, survive, or don’t.

Be the captain. Just like the captain of a boat, be in control even in rough waters. Reassure buyers and sellers that they can trust you & that you got them covered to keep them safe.

Because I want to do everything I can to help you adapt in these turbulent times, I’m offering you a free download https://yesmasters.com/safe: SAFETY PROTOCOLS FOR BUYERS AND SELLERS. These are guidelines to reassure buyers and sellers that you’ve got their safety in mind during the buying or selling process.

Now is the time to adapt and move forward, not retreat. Get ready to thrive, even in these times. You can do 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.


The coronavirus scare is already affecting the real estate market.

Low interest rates attract motivated buyers because their buyer power is up. The demand is high because of low inventory. So if you have listings, you’ll make money because you’ll still have motivated buyers.

Target motivated and distressed sellers because they’re the moving part that transcends all economies. People losing their jobs become distressed sellers who need your help getting their home sold and getting money in their pocket. Because of the high demand, in the short term, there will be a lot of deals happening as long as you have listings

For investors, there’s never a bad time to buy property as long as there’s free cash flow after debt service. However, most investors are looking to buy when prices go down, because this is when rent is more stable. But price drops don’t happen overnight, so the key is to build a relationship & maintain Top-Of-Mind Awareness with investors, so when it's time to buy, you’ll be there to help them.

Nobody knows for sure how long this will last. How it affects your personal economy depends on you.

Step up, get strong, commit that you’ll work harder with eyes of hope and confidence, not of fear.

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-183_-_How_Will_Coronavirus_Affects_the_Real_Estate_Market.mp3
Category:general -- posted at: 3:15pm PDT

Where should you go if you want to learn how to succeed as a real estate agent?

The 4 worst places:

  1. From everyone. Stop listening to everyone’s advice on YouTube and social media, because 80% of those people aren’t successful.
  2. Non-producing agents. Don’t listen to agents who don’t have the income you want.
  3. Facebook groups for new agents. With thousands of people in a Facebook group, not everyone can help you be successful.
  4. Real estate licensing schools. They help you get a license, but don’t help you succeed.

The best places:

  1. Mentors. Learn from people who have the kind of success you want to have.
  2. Broker Trainers. Find top producers in your office. Shadow them. Go with them on listing appointments.
  3. A Great Coach. Find a coach who has helped other people succeed, and be coachable. Go to https://yesmasters.com/coaching/
  4. An immersive event environment. Being around pros is the best and fastest way to learn. You’re getting not only the information, but also the support of people around you. When your emotion is high, your learning increases dramatically.

If you want to elevate your game quicker, join me for 3 days at Agent Mastery Live 2020. Learn and implement what I’ll train you to do, and watch how it transforms your life. Get your ticket NOW!

Direct download: Yestalk-182_-_The_Worst_Place_How_To_Succeed_As_A_New_Realtor.mp3
Category:general -- posted at: 3:52pm PDT

What is the best lead generation tool out there? Is it social media and the internet? Calling people? The best scripts (get your free copy of The Book of Yes here)? Using video? A good website?

None of those on their own makes you money. It’s how you leverage these media that generate leads.

Here are the 4 BEST tools for lead generation:

  • YOU. Have an attractive character or pleasing personality. It’s all about your presence, how you show up, and the way you communicate.
  • Audacious promise. Have a compelling message that differentiates you from other agents. Offer an irresistible guaranteed sale (e.g. I’ll sell your house in 60 days, or I’ll buy it) or a unique value proposition and back it up.
  • A-team. This is your Word-Of-Mouth Marketing Team. These are people you have a strong relationship with and believe so much in what you do, and are willing to help give you business. Maintain top-of-mind awareness with them, and they’ll keep giving you referrals.
  • An awesome track record. Success breeds success. If you’re new, build your track record by working on developing your attractive character, and deliver on your audacious promise.

We train on this in-depth at our live events. If you want to add thousands of dollars to your income, train with me at Agent Mastery Live 2020. Get your tickets here. You’ll become a master of these lead generation tools and learn how to make them work for you.

Do you have other ideas on the best lead generation tools? Let me know in the comments below.

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-181_-_The_4_Best_Tools_for_Lead_Generation.mp3
Category:general -- posted at: 8:25am PDT

Go to https://www.agentmasterylive.com/ to get more information about Kevin Ward's upcoming 3-Day Agent Mastery Live.
___

When you see somebody go through adversity and end up winning, you realize that anything is possible.

Alejandro got into real estate during the 2007 crash and barely made anything in his first year. He focused on buyers because he lacked the skills to take and sell listings.

Getting into Kevin’s coaching changed his life. He signed up for the 100-day Listmaster Challenge, went to a training camp,and became part of the YesMasters Inner Circle. He took action right away and started focusing on sellers. Alejandro's income just shot through the roof.

He consistently prospects 5-7 hours/day and roleplays. He goes to 3-4 listing appointments a week, and gets 60-70% of them to list with him.

Seventy percent of his business comes from Expireds. He gives them extraordinary service that's different from their experience with previous agents who have disappointed them..

The rest of his business comes from referrals and his Personal Circle. He wants to shift to working on his Personal Circle more, because he realized that with the right strategy in place, it’s easier to get repeat business from his PC.

In the middle of all that production, Alejandro faced personal adversity. His drinking problem started affecting his career. At some point, he chose to drop out of Kevin’s coaching because of multiple DUIs. He spent some time in prison and almost had his license revoked. But the power of mindset that he learned from Kevin saw him through.

He went back to coaching.. Fortunately, he ended up keeping his license and continued success.

What is Alejandro’s secret to success?

Mindset.
Creating habits that create success.
Getting a coach.
Power of association.

Alejandro’s advice to other agents: Either play big or don’t play at all. Being mediocre is not the way to live. Excel and inspire other people to do the same.

Direct download: Yestalk-180_-_Interview_with_the_Best_-_Alejandro_Perez_Munoz.mp3
Category:general -- posted at: 10:44pm PDT

Go to https://www.agentmasterylive.com/ to get more information about Kevin Ward's upcoming 3-Day Agent Mastery Live.
___

For most people, showing up late is a habit. It tends to be a pattern that repeats. But the problem is not time management. It’s the choices we make.

It’s crucial to fix this problem because when you’re always late, this tells people that they can’t trust you. You gave them your word that you were going to show up at a specific time, but you were late. It also tells them that you don’t respect them enough to be there on time. It reflects the choices you make that put you in that position.

How do you never be late again?

1. Commit to perfection that you will never be late again. Believe that it’s possible. For example, professional athletes never show up late for practice or for a game. Don’t make being on time an option.

2. Plan to arrive 5-15 minutes early.

3. Assess the surrounding time commitments you have. Are there other appointments before it? Be sure to have enough time between commitments.

4. Account for other factors. E.g. traffic, your spouse or kids. Allow for other responsibilities and things beyond your control. Plan ahead

5. Only calendar appointment times that are mandatory for you. Decide what you put in your calendar and treat them as commitments.

6. Give yourself 2 months of perfection. Keep showing up on time so you rewire the habit.It takes on average 66 days to create a new habit.

Mastering time is the master skill of all skills. Train with me at Agent Mastery Live 2020 and learn how to get more done every day. Get your tickets here 👉https://www.agentmasterylive.com/
___

Get more exclusive real estate agent trainings here 👉 https://YesMasters.com

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance
👉 https://yesmasters.com/freebook

Kevin Ward is a real estate coach, speaker, and trainer at YESMasters.com and #1 Bestselling author of "The Book of YES: The Ultimate Real Estate Agent Conversation Guide."

Direct download: Yestalk-179_-_How_to_Never_Be_Late_Again.mp3
Category:general -- posted at: 8:56am PDT

Go to https://www.agentmasterylive.com/ to get more information about Kevin Ward's upcoming 3-Day Agent Mastery Live.
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How does an ex-military who survived a heart attack go from zero to $1,000,000 in 24 months?

A terrible experience with a real estate agent left Sergio and his parents homeless. He then vowed to never let that happen to anybody else.

When he got out of the military after 61/2 years of service, he was lost and didn’t know what his next mission was. He tried his hand at different careers, but didn’t find his true calling.

In October 2017, he quit his job as an account manager for a tech company and became a full time agent. He went to his first training camp (Real Estate Vortex Training Camp) right away. That’s when Sergio realized that real estate was his true calling.

As he shifted from an employee to an entrepreneur mindset, he knew he had to work hard and that he was responsible for everything that happened in his business.

Sergio used the Real Estate Vortex to build his business. He began leveraging relationships that drew business to him. He believes in constantly giving value and building authentic relationships.

It was challenging to be a new agent asking people for business. He believed he was good enough, and had to make people believe that. But the pressure didn’t stop him. Sergio wasn’t afraid of failure. To him, there are no failures, only experiments.

Sergio’s secrets to success are:

Mindset. He’s consistent and intentional with his relationships. He believes he is worthy of success.

Effort. He puts in the work. He’s focused on genuinely helping people get the best result every time.

The Power of Association. Joining the YesMasters Inner Circle and surrounding himself with people who operated on a high level made him realize that he was worthy of success.

YesMasters has given Sergio the framework to create a profitable and sustainable business that allows him to use his strengths with relationships. Kevin has been a great mentor and friend who truly cares.

His advice to new agents? Find a coach as soon as possible. That can help you get clarity on what you want. Do the work and be patient.

There’s no stopping Sergio as he continues to grow in the business and changes people’s lives. To him, this is just the beginning.

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.


Go to https://www.agentmasterylive.com/ to get more information about Kevin Ward's upcoming 3-Day Agent Mastery Live.
___

How do you get one listing and turn it into 5 transactions? You leverage success.

Here are 7 strategies to get 5 additional deals from a listing:

  1. Put a sign in the yard. Motivated buyers will go directly to you, the listing agent.

  2. Sell the listing. Putting a SOLD sign on the FOR SALE sign gives you credibility.

  3. Neighborhood Direct Mail Campaign Send out 5 separate mailers to every home in the neighborhood about the listing. (Coming soon, Just listed postcard, invitation to the open house event, Pending, Sold). This tells them that you’re the agent that gets results.

  4. Door-knock and invite at least 200 neighbors to the Open House Event (script is in The Book of YES <link>) on the first weekend the house is on the market.

  5. Have a powerful Open House Event with online registration (use Open Home Pro or Spac.io ), and follow up with unrepresented prospects. Send them a Personal Intro Video that same day. This helps them remember you.

  6. Ask the seller for referrals before, during, and after the sale. You’ve already earned their trust when they hired you.

  7. Get a video testimonial from your seller. Use it on your website & social media. Third-person testimonials are the best marketing on the planet.

Create systems to do these strategies consistently, and you can always expect YES!

I’ll train you on how to create these systems to get more business without chasing deals at Agent Mastery Live 2020. Click here to register.

What other strategies do you use to get more deals? Share them in the comments below.

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-177_-_7_Strategies_to_Get_5_Deals_From_Every_Listing.mp3
Category:general -- posted at: 7:00am PDT

Go to https://www.agentmasterylive.com/ to get more information about Kevin Ward's upcoming 3-Day Agent Mastery Live.
___

Life is your championship game. And when you’re playing a game that matters, winning is everything.

How do you become the best in the world at what you do? Is it talent, good genes, personality, background?

It’s the CHOICES you make and the things you do.

Here are the 3 predictors of greatness

1. Championship thinking. “I’m in it to win it!” Champions plan to win, amateurs play for fun. Plan, train and commit to winning.

2. Ownership. Take ownership of the process of winning. Make it your responsibility to take your business and life to the championship.

3. Leadership. Who do I need to influence to make it happen? E.g. PC, relationships, team, other agents.

You want to be top in your market? Be willing to do what others are not doing. Have a championship mindset. Play to win and always expect YES!

How are you training to succeed? Share it in the comments section below.

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-176_-_3_Keys_to_Win_in_Your_Real_Estate_Business.mp3
Category:general -- posted at: 7:00am PDT

When JP started flipping homes after the recession cost him his job in 1991, the huge profit and opportunity to meet people got him excited about real estate. He then got his license and built his real estate business at the same time that he started his fitness business.

He became a top producer in his second year in real estate

He got business from building relationships. He always did a great job for people and got referrals. But he was missing a system.

JP first saw Kevin on YouTube and appreciated his straightforward with no BS approach. In 2016, he went to the Double Your Listing Power live event. That’s where he realized how success all starts with mindset.

This then led him to join the 100-day Listmaster Challenge. It was the most eye-opening experience for him.

JP was a top producing agent who had the humility and coachability to go back to basics. and do everything he was told to.

He realized that he could have helped more people if he had previously asked them for business. He had lost 5M in business by not creating Top of Mind Awareness with them.

Practicing foundational skills like communication allowed him to be great. It changed every part of his life, not just real estate.

After the challenge, he entered the Inner Circle. His life dramatically changed with coaching and training with like-minded people. He got double the amount of business, enabling him to give double to charities.

He built his team around the concept of collaboration and mentoring. He regularly coaches his team because he cares more about how he can help people be successful.

JP’s advice on how to build a team:
Coach with Kevin.
Build the foundation of learning.
Before you hire anybody, have more business than you can handle yourself.

His biggest breakthrough in 2019 was growing his business by 20-30%.

His advice to agents: Keep positive, keep moving. Don’t allow yourself to get stuck. The path is never straight.

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-175_-_JP_Montalvan.mp3
Category:general -- posted at: 4:00am PDT

When I was a new agent, I knew I had to put in the work to succeed. What I didn’t realize then were these BIG THINGS that would have made a big difference in the trajectory of my success, had I known them sooner.

Here are 7 things I wish I knew as a new agent:

  1. To focus on sellers (not just listings). Focus on what they want, get them the best result, and win the relationship. You’ll get leverage and consistent income.
  2. Power of relationships. Build relationships and ask everyone for business and expect help.
  3. Importance of Lead Follow-Up. 70% or more of your transactions will come after the first conversation. Have a lead follow up system so you don’t miss potential deals.
  4. Importance of self-image. Your fears are not real. Take action and force yourself to do what you're afraid of, so you become confident and get over the fear of doing it.
  5. Think beyond survival. Have an abundance mentality. Set higher goals.
  6. It’s easy to use work as an escape from life’s problems. Deal with your problems, because a catastrophe in one area of your life affects everything else (including your business).
  7. Going pro. If you want to succeed in real estate, have the right work ethic and train harder like a professional athlete does. Commit to coaching and training to improve your skills and confidence.

I’ll train you on this in detail at Agent Mastery Live 2020. It’s our new 3-day training where I'm giving you the systems and strategies that will make the biggest impact on your success. Click here to register now.

Is there something you wish you’d known when you were a new agent? Share it in the comments below.

Direct download: YesTalk-174_-_7_Things_I_Wish_Id_Known_as_A_New_Real_Estate_Agent.mp3
Category:general -- posted at: 7:33am PDT

I was the last person you’d think would succeed in real estate.

The only sales training I had was working as head cashier at Burger King. I didn’t have money, resources, or connections.

I became what people expected me to be...a small-town preacher.

But I had a big dream to change the world and make an impact on people’s lives beyond church ministry.

Then, I realized that real estate can help me achieve my goal.

I took real estate classes while I was still doing church ministry. When I got my license, I moved into the big city and started real estate...full time!

Three months into the business, I finally got my first listing. After all deductions, I ended up with $350 on my first closing. It was tough because I had no savings and was living on credit cards.

The key thing was, I never imagined failing. I was 100% committed to succeeding. I ended the first year with 19 transactions (mostly listings) under my belt. I felt so powerful when I got my first 6-figure listing!

These are the things I did right:
Went in full time.
Immersed myself in real estate
Prospected every day
Got training

If you’re new or thinking about getting into real estate, you can do this! If you got a good attitude, work ethic, and you’re willing to learn from the best, you can succeed.

Train with me at Agent Mastery Live 2020. It will accelerate your income and success. Go to https://www.agentmasterylive.com/ and register NOW.

Direct download: YesTalk-173_-_How_I_Got_Started_In_Real_Estate.mp3
Category:general -- posted at: 1:26pm PDT

How does an agent survive and thrive in 2020 and beyond?


Times are changing and you need training on an entirely new way of selling real estate.

At Agent Mastery Live, you’ll learn the three secrets to winning as an agent in an era of disruption:

Getting momentum. If you want to have sustainable momentum in your business, you need to stay focused and driven. At the training, you’ll learn exactly how to get momentum and get in a zone of productivity and profitability.

Gaining mastery. There’s a difference between people who do just okay and those who crush it. You have to take the skills and strategies and execute them at a high level.

Growing to millions. We’ll train you on the exact processes and systems to grow a 7-figure business. Listen to how other agents are doing it.

The biggest roadblock is selling real estate the way it’s been done in the past. If you want to thrive, you need a new way of doing it.

There are no shortcuts, but there is a direct path to massive success. Learn how to get on that path at Agent Mastery Live. It will change your life! Click here to register now.

Direct download: YesTalk-172_-_What_is_Agent_Mastery_Live.mp3
Category:general -- posted at: 8:06am PDT

It’s very easy for new and seasoned agents to fall into the trap of wasting time with buyers because buyer leads are easier to get.

Buyers are easy to get but harder to win and get to closing.

Why do you want to stop working with buyers?

Buyers don’t give you leverage. On the other hand, when you have a listing, you have inventory. Buyers come to you because you have what they want.

Buyers take more time than a motivated seller. They control your time. They’re available only on weekends, evenings

Buyers are more likely to break your heart. They’ll go look at houses with you, and then end up with another agent.

More and more buyers search online and go straight to the listing agent.

How do you master getting listings and working with sellers?

Develop skills, systems, and strategies on how to find motivated sellers, inspire them to hire you, and sell their house for top dollar.

If you’re frustrated with buyers and want to have long-term success, time and income control from working with sellers, join me for a brand new training called Agent Mastery Live. For 3 days, we’ll train you on the skills, strategies, and systems to build a successful listing-based business.

Go to agentmasterylive.com/2020 to learn more.

Direct download: YesTalk-171_-_How_to_Stop_Wasting_Time_with_Buyers.mp3
Category:general -- posted at: 10:44am PDT

It was a FSBO in Hurst, Texas in 1998.

Everything went well...I got the appointment, did great on the listing presentation.

And then, the bad news…

After thinking about it and doing research, they chose Linda Peterson, the #1 agent in our office!
I was upset and felt betrayed. I did all the work but someone else got the listing.

I was crushed, but I got back up.

Here’s how I handled it:

  1. I got over it and got back in the game. If you want to succeed in real estate, you have to be able to take a punch and get back up. Champions are not the ones who never get knocked down. They’re the ones who refuse to stay down.

  2. I realized that having a track record helps. Like Linda, she got success because she had success. We all start with a zero track record. Build your track record by going out and making it happen. Make mistakes, face failures and get back up.

  3. It fired me up and made me determined to get better and never get beat like that again.

When you lose a listing, you can either get beat down or fired up. Decide to win and become the best, so you can always expect YES.

I’d love to hear about your experience in losing your first listing to another agent. Post it in the comments below.

If you want to be confident & unstoppable, you should get Agent Power Launch. It’s THE online training that gives you step-by-step instructions to build a profitable real estate business fast. Click here to learn more.

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-170_-_The_First_Listing_I_Lost_to_Another_Agent.mp3
Category:general -- posted at: 7:33am PDT

One of the objections that real estate agents hate (but will always have to face) is "Will you cut your commission?"

What's the ultimate answer to this question?

If your goal is to get listings without cutting your commission, there's a better way than saying No.

  1. Acknowledge the question.
  2. Explain that you don't discount your commission because you don't deliver discount results.
  3. Shift the conversation from your commission to the result they want (getting the most money for their house).

When you're skilled and you know how to represent your seller, you EARN your commission. And that makes you worth so much more.

If you're committed to training to be the best, the first step is to get The Book of Yes: The Ultimate Real Estate Agent Conversation Guide. Click here http://TheBookofYes.com to get your FREE copy.

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-169_-_Objection-Will_You_Cut_Your_Commission.mp3
Category:general -- posted at: 10:18am PDT

One strategy that can add tens of thousands of dollars to your income in the next 60 days is called the Client Appreciation Party. How do you organize it?

Who to invite:

  • Everyone in your Personal Circle (PC). Aim for 100 people to come to the event. This will create a buzz about you being a leader in the industry.
  • Civic leaders (Mayor, City Council Members, Chief of Police, Fire Chief, Representatives, School Board members, etc). Invite community leaders from civic organizations, the Chamber of Commerce, celebrities, etc. Even if they don’t know you, they’ll go because of the Press Relations opportunity. This gives you instant credibility.
  • Vendors. Make them event sponsors. They will give you more credibility because their presence is automatically an endorsement for you.

How to invite them:

Preparing for the party:

  • Food & Beverage. Preferably have a catered meal. Bar is optional. Use a locally owned restaurant/catering company where you can work directly with the owner. This is cross-promotion: you support their business, they will support yours
  • Have your lender pay for this or at least split the cost with you.
  • Have your vendors pitch in for door prizes. You can let them have their names on the invitations and on a banner at the party for providing door prizes (such as $50 gift cards).
  • Optionally, have additional entertainment such as a live band.
    If it’s a family-friendly party, it’s nice to have activities, games or entertainment for children such as a bounce house, magician, face-painting, clown, etc.
  • Hire a DJ to be the emcee so you can focus on mingling.
  • Get event liability insurance which is fairly inexpensive.

At the party:

  • As people arrive, have them check in and fill out a form for the Door Prize drawings. Get their name, cell phone, email, and address.
  • You don’t need to ask for business at the party. Because of the Law of Reciprocity, they’ll feel a sense of obligation to give you business.
  • Have a Door-Prize Giveaway every 15 to 20 minutes.
  • The DJ keeps the party rocking, so you can spend all of your time meeting and greeting your guests.

Within the next 48 hours after the party, send a quick personal video to each person, thanking them for coming to the party.

Here’s a breakdown of your ROI: If 100 people come, the total cost is $4000 ($40/person). If you get 5 deals from them in the next 2 months and your average commission check is $10,000 x 5 deals = $50k. Entire cost = 4000. That’s a 12x ROI.

This is just one of the many Vortex strategies we train on in the Real Estate Vortex Online course.

Let me know your experience with your own Client Appreciation Party in the comments below.

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-168_-_Getting_Referrals_with_A_Client_Appreciation_Party.mp3
Category:general -- posted at: 7:00am PDT

After you learn how to do a Comparative Market Analysis (CMA), how do you get good at interpreting the comps and determining how much a house is worth?

Here are 5 steps to mastering CMAs:

  1. Preview 10 or more new listings a week. Get yourself familiar with active listings to gain more market knowledge. Do this for 2-3 hours a day.
  2. Do CMAs on at least 2 of them each week.
  3. Decide the price you would list it at...and then track them to see what price each one sells for and how long it takes to each one to sell. This will give you more insight into where you got it right or wrong.
  4. Ask for insights from top listing agents and appraisers. You’ll learn when you get help.
  5. Prospect every day and get listing appointments so you get real experience with CMA's.

The more confident you get, the better you’ll be at getting the best results for your client.

If you want to master how to do a CMA, go to AgentPowerLaunch.com and get my entire CMA Training from one of the 12 complete video training modules w/ over 50 deep dive videos and resources.

What have you learned about mastering CMAs? Share them in the comments section below.

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-167_-_5_Steps_to_Get_Good_at_CMAs.mp3
Category:general -- posted at: 7:00am PDT

The holidays are the best time of the year to reconnect with people you know.

Why the holiday season? Because this is when people are friendlier and more into relationships. It gives you the perfect excuse to get in touch with them.

But how do you reconnect with someone in your Personal Circle that you haven’t talked to in a long time?

Happy Thanksgiving Script. Be friendly and thank them for being a friend or for doing business with them in the past. Letting them know that you’re thinking about them is a low-key approach to getting business. Click here[download link] to download a free copy of the PC Holiday Scripts.

Happy Holidays Script (Christmas or New Year’s). Make a second call after a month. Have a natural conversation. Wish them a happy holiday and see if they know anybody who’s looking to buy or sell in the new year. It’s the perfect time because they’ll understand that you’ve set goals as you go into the new year.

Relationships are the future of real estate. Make it a habit to connect with your relationships so you maintain Top of Mind Awareness (TOMA) with them. Because when they think of you, they will give you business.

Click here to download the FREE PC Holiday Scripts. Share your wins in the comments section below.

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-166_-_THE_BEST_WAY_TO_RECONNECT_WITH_YOUR_PERSONAL_CIRCLE.mp3
Category:general -- posted at: 10:02am PDT

Rookie realtor goes from struggling to thriving

How does a rookie agent like Sam Garretson hit 200k GCI and become among the top 1% of agents?

Sam made good money in the corporate world but nothing there compelled him. He started a shaved ice business and drove a delivery truck...searching for something that would fulfill him. He’s always believed that he was meant for something big.

He finally decided to become a real estate agent.

He went to the 2018 Real Estate Vortex Training Camp as a brand new agent waiting for his license, and that’s when his life really began to change. He was amazed at the people and the opportunities available to him.

He joined the YesMasters 100-Day ListMaster Challenge and was committed to getting 10 deals in 100 days, but things didn’t work that way. He pulled through all the frustration knowing that even with no results, his confidence was building and all that he was learning would come into play.

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.

On Day 50 of the challenge, Sam thought of quitting because he was unsure that he was on the right path. When Kevin asked him what his goals were, Sam realized that by being an agent, he’ll get to his goals faster.

What’s his secret to being a top rookie agent?

Fifty percent of his business comes from his Personal Circle. He maintains top of mind awareness with them by regularly messaging them.

People say he’s different from other agents because he’s real. He doesn’t try to sell people anything. He wraps his business around helping people first. That, to him, is the reward.

His advice to new agents?

Move forward with Kevin’s coaching. He’s a life coach more than just a real estate coach. Don’t chase the sale. Put your clients’ needs first, and they’ll want to go further with you. Be straightforward. B.S won’t lead you to success.


If you know what to say in a conversation with a motivated buyer or seller, the chances of getting a “Yes” and inspiring the hire improve dramatically. But if you don’t know HOW to say it the scripts won’t work.

What does it take to get Yes and win in real estate?

Skills. No matter how great your scripts are, without skills, you won’t succeed.

So, how do you get skills? PRACTICE....practicing real estate scripts by roleplaying and training with skilled people over and over again.

Get The Book Of Yes scripts here, join the YesMasters Facebook community, and post that you’re looking for skilled role play partners (Type #roleplay in the post).

Confidence. You gain confidence by getting skills and experience. When you show your leads and clients that you believe in yourself, it tells them that you’re good and gives them confidence in you.

Consistency. Take action. No matter how confident or skilled you are, if you don’t take action and talk to people, you won’t get any business. Be consistent with prospecting, lead generation, lead follow up, and building relationships.

The Book of Yes is a roadmap, not a shortcut. You have to put in the work. Increase your skills, confidence, and consistency of action, then you’ll get a lot of business and win.

Remember to get your copy of "The Book of YES" at TheBookofYes.com and join our YESmasters Facebook Community to find great role play partners.

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-164-_Real_Estate_Scripts_Arent_Enough.mp3
Category:general -- posted at: 7:00am PDT

When you’re a new agent, you are going to make mistakes. But the more you learn from others’ mistakes (and avoid them) the better off you’ll be.

Here are 3 stupid mistakes new realtors make:

1) Starting too slow. It’s harder to succeed as a part-time agent (I talk about it HERE [link to old post]) because it takes too long to get all these things that matter- skills, confidence, street credibility, momentum, and market presence. If you want to make money fast, you must go all-in, full commitment as a professional.

2) Starting too smart. Don't think for a minute that having some professional background in a related field will make you great as a real estate agent, because it's totally different actually getting people to hire you to sell their house for top dollar. It’s okay to start stupid, just get a coach or mentor who’s a top producer to train you.

3) Starting too stingy. Don’t go out there looking for the lowest splits or refusing to split a transaction with a seasoned broker who can help you. Get the best support to help you get a lot of wins under your belt if you want to win in real estate. Think about the long-term.

Now that you know these mistakes, do whatever it takes to avoid them. Get yourself in the game, get success, and win!

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-163_-_Stupid_Mistakes_New_Realtor_Makes.mp3
Category:general -- posted at: 7:35am PDT

How do you go from being a homeless single mom to a successful realtor with a 6-figure income?

Monique was a single working mom who wanted to have more time for her daughter. This desire and the huge income potential in real estate propelled her to shift to becoming an agent.

Leveraging on her past side hustle as a network marketer, she met a lot of investors and worked with them- buying and flipping houses- and invested in real estate herself.

When the economy crashed, so did her business.

Pulling herself up from business and relationship problems, Monique started working with Keller Williams and found herself making money again.

Things got even better when she signed up for the YESMasters 100-Day Challenge. Implementing Kevin’s no-B.S. approach to getting listings has doubled her income year after year. Being a member of the YESMasters Inner Circle has also given her more clarity on her goals.

Monique gets most of her business from Expired listings, investors she’s known in the past, and her Personal Circle (people she knows). Giving value to her social media followers by posting helpful videos gets her business as well. She believes in connecting- not selling- to create top of mind awareness in prospects.

Monique has certainly come a long way. Before, she was working to survive. Now, she’s working to win.

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 you want to stop being broke, the first step is to get out of debt- and stay out of it.

Realize that you have an income problem, not a debt problem. Your income is not enough for your needs and wants

Here’s the 4-step process to eliminate debt forever:

  1. Own your debt and forget about it. Accept responsibility for it. If you don’t, you’ll always feel powerless to beat it. If you own the problem, you own the ability to find a solution.
  2. Master making lots of money. Learn to earn. Get around people making lots of money and do what they did. Focus on the goal of massive income, not on the hole of debt.
  3. Master having money. Stop believing that it’s the root of all evil. Create an abundance mentality. Reprogram your mind to think that it’s good to have lots of money.
  4. Master multiplying money. Once you master creating wealth, you no longer have to go into debt to get what I want.

When you focus on having money, you’ll have money. So, how do you do that?

Update your financial statement monthly to find out how much you’re worth (Get your FREE Financial Statement Template HERE). Focus on your net worth- these are your assets minus liabilities. As assets grow, liabilities go.

You got this!

What steps have you taken to create wealth? Share them in the comments section below.

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-161_-_How_to_Get_Out_of_Debt_Forever.mp3
Category:general -- posted at: 5:40am PDT

If you haven't seen the first video in this series..."How to Start Role Playing Scripts", click on this link to watch it first.

The secret to getting good fast is effective roleplay. You must practice it correctly for it to work.

Here are the 5 steps to roleplaying like a pro:

  1. Play with players only. The more experienced players you practice with, the better you’ll get. Only practice with those who are actually making money getting appointments. They already know what real sellers will say, and how to handle objections.
  2. No small talk. When roleplaying w/ another agent, jump straight into the script. You’re there to practice not to chat
  3. Practice as if it’s real. You create muscle memory with the words and tonality. As you practice, your subconscious starts feeling more comfortable with it.
  4. Stand up. You have more energy standing up. This makes people more interested in talking to you.
  5. Always get the desired outcome. (Don’t practice failing).

If you roleplay consistently, you can always expect YES!

It’ll be so much easier for you to practice roleplaying if you have the best no-B.S. scripts on hand. Get your FREE copy of The Book of Yes here.

Share this with other agents who might be struggling with roleplaying and getting appointments. Post your comments or questions below.

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-160_-_How_to_Role_Play_Scripts_Like_A_Pro.mp3
Category:general -- posted at: 7:00am PDT

Do you want to start role-playing but don’t know how? The 2 important things you will need are good scripts and great role-play partners.

Here’s the procedure on how to start roleplaying scripts:

  1.  Start with prospecting scripts. (If you don't already have a copy of The Book of YES,  click here to order your FREE copy of the best scripts. Don’t use B.S. scripts nor roleplay with a B.S agent.
  2. Lead Follow Up script
  3. Seller Sheet. This is your prequalifying script when you set an appointment
  4. Listing Presentation. Do this for 10-15 minutes
  5. Objection Handlers. As you prospect, you’ll discover the objections you need to master the most.

Where do you find great role-play partners? Go to the YESMasters Facebook group.

Focus on one script for one hour a day- 30 minutes of role-play, 30 minutes of practice. This will help you get good fast, but you have to start immediately. It takes effort and commitment.

Remember: don’t try to get perfect before you use the scripts. Because when you make mistakes, you learn. And once you learn how to have conversations to lead people to say yes to you, you become unstoppable!

Give the video a thumbs up if it was helpful for you. If you have questions or comments, post them below.

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-159_-_How_to_Start_Role_Playing_Scripts.mp3
Category:general -- posted at: 9:26am PDT

This is the biggest LIE told to people who are getting into real estate: ”Real estate is easy and anyone can do it..."

The truth is, it’s hard! 80% of real estate agents will fail and quit.

Real estate is hard because you have no salary. You earn from commissions, so there are no guarantees. You create your own structure because you have no boss to tell you what to do.

The good news is, there is massive opportunity in real estate. The start-up cost is low, and entry is fast. If you do things right, the potential to earn a 6-figure income is more realistic in real estate than from a job you get out of college.

So, how do you start real estate in a way that will help you succeed?

Here are the 4 things you should have:

  1. HIGH ACHIEVER ATTITUDE. (Strong self-image, problem-solver, self-starter, enthusiasm in the face of failure). Know how to handle criticism and be determined to push through.
  2. STRONG WORK ETHIC. Take initiative, push yourself every day. You are your own boss.
  3. TEACHABLE MINDSET. You don’t need to reinvent the wheel. Learn from someone who’s already done it.
  4. COMMITMENT TO MASTERY. Commit to being the best at what you do.

Put all that together and you can succeed beyond your wildest expectations.

If you think this is for you, download your FREE copy of the Agent Success Blueprint here. It will give you what you need to build a successful 6-figure business in your first 12 months as an agent.

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-158_-_The_Biggest_Lie_Told_to_Real_Estate_Agents.mp3
Category:general -- posted at: 3:26pm PDT

How do you handle it when friends or family use a different agent?


1. Accept that it is not their responsibility to use you.
2. Stop taking it personally...take it as feedback.
3. Wish them the best and be ready to catch them on the rebound.
4. Keep building relationships. (Some will. Some won't. So What. Somewhere someone's waiting.) Dance with the people that want to dance with 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-157_-_When_Friends_Choose_A_Different_Agent.mp3
Category:general -- posted at: 9:00am PDT

Is the recession coming? How should agents prepare? What should we expect?

Last year, I shot a video on "HOW TO PREPARE FOR THE COMING MARKET CRASH."

What is my take on it today?

It’s an EMERGENCY! The recession is coming...but...it’s not here yet.
If you’re not making money now when the market is still good, then you’re already in a personal financial crisis.

So, what’s the answer? Stop asking the wrong questions.

Here are the RIGHT questions:

1. What should I be doing?

  • Working, not worrying. Massive action drives out fear.
  • Prospecting and following up.
  • Perfecting skills.
  • Playing to win, not playing NOT to lose.

2. How should I be thinking?

  • Your thoughts and mindset are more critical than anything else. Thinking about the disaster doesn’t serve you.
  • Decide whether you want to focus on survival or massive success.

If you want to crush it when the recession comes, you have to be committed to winning. Be all in to win.

Choose not to participate in the recession. Be clear about your aim to succeed. Constantly take action, assess the situation and adjust as needed. That’s how you win!

How are you approaching the recession? Let me know in the comments section below.

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-156_-_Emergency_The_Recession_is_Coming.mp3
Category:general -- posted at: 8:36am PDT

There are so many agents with good hearts and broke bank accounts. If you’re struggling, here are 10 steps to start winning:

GET A DREAM…a big exciting dream that’s unbelievable and immerse yourself in that dream.

GET TOUGH.

Stop thinking you can win by being a nice guy. (You are in a fight.)

It makes people think you're weak, which makes them feel insecure hiring you.

GET UP.

Get up earlier and start your day strong.

Stop playing from flat on your back (emotionally.)

GET DRESSED UP. Look the way you want to feel.

GET TO WORK. Work as if your life depended on it.

Stop wasting time…dodging, drifting, or distracted.

GET SELFISH so you can be unselfish.

Take care of you first.

"Love your neighbor as yourself."

GET A CHAMPIONSHIP MINDSET. Go pro. Reject everything mediocre.

Play to WIN vs playing not to lose.

Too many are focused on surviving or security…treading water.

GET RID OF THE BAGGAGE.

GET OVER IT. Stop getting offended. Stop taking everything personally.

GET MENTORED. Find someone way beyond you that will train you.

Start changing how you show up every day and click here to download your FREE copy of Mindset of a Master. It has over 20 daily declarations to help reprogram your mindset, so you can finally stop struggling.

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-155_-_To_All_The_Struggling_Realtors.mp3
Category:general -- posted at: 8:50am PDT

How do you handle this objection when a seller- who knows that his expired listing is overpriced- insists on using the same agent and selling it for a lower price?

If the seller says it’s their fault that it was overpriced

You explain to them that a professional agent wouldn’t follow their advice instead of his expertise just to please them.

If the seller says it was the agent who suggested the wrong price

You ask the seller why they would go back to the same agent when he has already mispriced the expired listing.
You make them realize the problem of having an agent who will list it at the WRONG PRICE- knowing that it’s overpriced- just to get the listing and make them happy. You remind them that as a skilled agent, you get every one of your listings sold for top dollar because you never take a  chance on mispricing it.

A skilled agent knows that a lot of preparation and follow-through at the post-negotiation stage are major factors in selling expired listings for top dollar.

At YesMasters, we train agents to overcome objections to get better results so you don’t have those objections in the first place. Click here to sign up for the Agent Power Launch program so you can get started on your journey towards mastery.

Go to http://TheBookofYes.com to get your FREE copy of the Book of Yes.  Here you’ll find the best real estate scripts for prospecting, lead follow up, listing presentation, objection handlers and more.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YESTalk-154_-_How_to_Overcome_This_Killer_Pricing_Objection.mp3
Category:general -- posted at: 7:47am PDT

Rob Howie and Dana Malone…were 2 of my favorite clients (over 50 transactions) - They were Investors.

Working with seasoned investors is completely different than working with normal home buyers and sellers. Many people that call themselves “Investors” are not really investors and will waste your time, so learn to identify those that are serious and are actually prepared to invest.

Working with Investors

Find them.

Prequalify them. Find out if they’re actually in investor. Do the have funds and/or fruit?

Learn how investors think. They want a DEAL because they are looking for profit or positive cash flow.

Understand how investors buy.
Often You/they may go through 100 properties, to make 10 offers, to get 1 or 2 deals.

“Low Ball” Offers are the way most investors do business. Get used to having most offers rejected or ignored.

Learn from them. The education you receive from working with a seasoned investor can be priceless in building your own financial freedom.

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-153_-_How_to_Work_with_Real_Estate_Investors_For_Realtor.mp3
Category:general -- posted at: 7:00am PDT

Here is the fastest way to guarantee you don't succeed as an agent: By always asking "What if..." and trying to figure out all the things that could go wrong.

Worry kills action & dreams.

"I have been through some terrible things in my life, some of which actually happened." --Mark Twain

"But, what it..." is a fear response to opportunity.  Expectations drive actions and emotions which drive outcomes.

HOW TO GUARANTEE YOU DON'T FAIL:

  1. Visualize ONLY 100% success.
  2. Take action. "Do something! Even it it's wrong." --Winston Churchill
  3. Play to WIN...and stop playing not to lose (trying to avoid mistakes).
  4. Embrace failure. NO happens....Learn & GOI fast.

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-152_-_How_to_Guarantee_Failure_As_A_New_Real_Estate_Agent.mp3
Category:general -- posted at: 8:00am PDT

So many sales professionals are talking more than the prospect, and they don’t listen to what the prospect has to say.

Have you ever had a conversation with another person, and while you were talking, you could sense they weren’t really listening?

You win listings with your ears, not your mouth.

Here are three steps to winner more listings with your ears:

  1. Master the scripts so you stop thinking about what to say next.
  2. Listen to the client with total focus.
  3. Take notes on the Seller Sheet.

 Take notes of their plans, motivation, their house, pain points… their goals and dreams… and the words they use.

When you take notes of what the prospect says, you can use the exact words that get them ready 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-151_-_The_High_Touch_Low-Tech_Strategy_to_Win_More_Listings.mp3
Category:general -- posted at: 8:06am PDT

If there’s somebody out there who can go from being a prison detainee to an MMA champion and successful realtor, It’s Pauly!

Pauly Domenech’s journey is one of those real estate success stories that pack a punch.

Round 1: Beating the Odds

Growing up in a predominantly white area, Pauly was pegged as an outcast. People expected him to end up either dead or in jail. So he constantly felt that he had to both prove and protect himself.

Things threatened to go downhill when he got involved in drugs and went to prison for 14 months. Because he was basically a good person who was just misdirected, he was given the chance to go to boot camp and eventually got out of prison.

Round 2: Change Begins

He set out to learn Jiujitsu, trained and failed until he won his first world championship. While working as a Mixed Martial Arts (MMA) matchmaker, a friend introduced Pauly to real estate. He studied and went all in.

Pauly built his real estate business in the same way he approached being an MMA matchmaker. He built real relationships- previously with fighters and now with buyers/sellers- and leverage that.

Round 3: Strategies for Growing the Business

Pauly’s business grew out of referrals. Because of how he treated people, business kept coming back to him. It virtually cost him nothing because all his business came from his personal circle.

After three years, he still makes sure to engage his clients’ Top of Mind awareness by putting himself out there. Pauly puts up yard signs and billboards with a photo of him and a positive message. He positions himself as a servant, not as a real estate agent.

He averages 11 deals each month and is looking at closing 125 transactions a year. His GCI is projected to grow to a quarter of a million dollars.

Knockout win: A champion’s advice to aspiring real estate agents

“Realize that you can have everything taken away from you by one decision. On the same note, you can have everything by making one decision. The more “No’s” you get, the closer you are to getting a “Yes!”

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Direct download: YESTalk-150_-_Paul_Domenech_-_Interviews_with_the_Best.mp3
Category:general -- posted at: 8:30am PDT

One of the worst things that can happen to a seller is to get stuck with a lazy real estate agent. A great listing agent always thinks about how to help the seller get the best offers and the most money for their house.

Here are two stupid mistakes the listing agent made on a property we were looking at:

1. Making it hard to show the property.

“Agent present to show,” makes seeing the house a pain in the neck for buyers. The harder it is to show, the less likely a buyer will want to look at it.

2. Announcing “We already have a full price offer.”

This basically talks other interested buyers out of making an offer which would create a multiple offer situation which is always better for your seller. Your job is not to get the job done fast. Your job is getting the seller the best offer on the property. Instead, say, “We have an offer, but the sellers are open to a better one…”

That’s how to help your sellers win, and that’s how YOU win! Don’t be one of those lazy real estate agents who couldn’t care less about their clients.

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-149_-_Stupid_Realtor_Strategies_-_We_have_Full_Price_Offer.mp3
Category:general -- posted at: 4:38pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Having tens of thousands of leads is useless if you can’t convert leads into qualified appointments. The secret is a great lead follow up plan. Here are the 4 Keys to making it work:

Schedule it. Have a set time every day to follow up on your leads. Block out 30 minutes each day to do this.

Systemize it. Have a simple and fail-proof system: Use a “Seller Sheet” to make notes on leads while prospecting, and then go back to that sheet when following up with leads. Have 2 manilla folders: A HOT LEADS Folder and a WARM LEADS Folder. CRMs are great until a listing lead falls through the cracks.

Script it. Know what to say and how to say it with the YesMasters® LEAD FOLLOW UP SCRIPT section in The Book of YES. “I just wanted to touch base and see what the next step is…”

Stick to it. Have “stick-to-it-iveness”. Be tenacious and consistent in following up with leads, because over 70% of appointments are set during lead follow-up. Be willing to call them over and over again, whether it takes 2 weeks or 2 months...or even longer.

For the complete follow up scripts, get your free copy of The Book of YES: The Ultimate Real Estate Agent Conversation Guide here.

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-148_-_How_to_Convert_More_Lead_with_Great_Lead_Follow_Up.mp3
Category:general -- posted at: 11:00pm PDT

Peggy decided to become an agent because of a horrific experience she had with a real estate agent, when she and her husband were trying to buy a house.

She realized that as an agent, “You are messing with people’s lives.” That’s when she decided to get her license.

Peggy’s biggest shift was when she decided to go “all in” and “go pro.” Since hiring Kevin Ward as a coach 4 years ago, she has 4X’d her business and it continues to grow every year.

As a wife and mother of two small children, Peggy loves working from home and have a full-time assistant/showing assistant which allows her to take weekends off.

She also joined the YesMasters Team as a coach earlier this year.

Peggy has her PhD in Civil Engineering from Stanford, and feels that college was valuable in helping her learn how to learn, ask questions, and solve problems. She says her real estate license has been much more valuable when it comes making money.
Peggy believes an agents main responsibility is to educate and guide a client into getting the best results.

Peggy gets most of her business from repeat and referrals from her Personal Circle, and from blogging and video. She also uses seminars and networking to get sellers and buyers. She says the secret is to ask for the business. “You can’t worry about what other people think.”

The keys to being productive are time-blocking and systems which also are important so you can have a life. Have strong rituals are not only important for yourself, but also for your children…programming them to be successful and believe in themselves.

Financial freedom is one of Peggy and her husband’s top priorities. The invest in rental properties and do hard money loans. Their plan is to move to Hawaii once they are financially free.

Her two biggest keys to success are having a clear vision for your life and being around the right people who challenge you to be 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.

Direct download: YESTalk-147_-_Peggy_Yee_-_Interviews_with_The_Best.mp3
Category:general -- posted at: 8:01am PDT

TOP 10 THINGS I LOVE ABOUT REAL ESTATE - KEVIN WARD
OR “Why Real Estate Is the BEST Career Path…”

10. Ease of entry.
9. Control.
8. The competitiveness.
7. No competition.
6. Technology. (makes everything so much easier.)
5. Unlimited Income.
4. Speed to success.
3. Helping people.
2. Opportunity. Endless supply of business.
1. Owning it. Cash flow real estate is the ultimate MONEY TREE.

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-146_-_Top_10_Things_I_Love_About_Real_Estate.mp3
Category:general -- posted at: 12:00am PDT

The most successful people seem to thrive under pressure.

THE KEYS TO THRIVING UNDER PRESSURE:

1. Stop over-stressing over wrong things.
2. Realize that pressure is good….makes you stronger/better.
3. Get comfortable being uncomfortable.
Embrace good stress and pressure as path to success. It is.

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-145_-_Why_You_Need_More_Stress.mp3
Category:general -- posted at: 11:30pm PDT

The answer is NOT to cut up your credit cards.
1. Stop focusing on "being in debt" and “Getting out of debt.”
2. Stop speaking the language of broke people.
3. Stop hating on rich people.
4. Immerse yourself in abundance.
5. Focus on making and having lots of money.
6. Visit your money 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.

Direct download: YESTalk-144_-_The_Fastest_Way_to_Get_Out_of_Debt_Forever.mp3
Category:general -- posted at: 10:00pm PDT

Dan Lok, multi-millionaire, entrepreneur, investor, speaker, and King of High-Ticket Closing, immigrated with his mom from Hong King to Canada as a child. From humble beginnings bagging groceries, Dan has built a global business empire and is impacting countless lives.
Most real estate agents want to make a lot of money, and yet are conflicted with limiting beliefs about money and wealth.
Dan says, “Most people want it, but are not comfortable with wealth.”

Negative beliefs about wealthy people limit you. If you believe rich people are bad, greedy or evil, your subconscious mind will never let you have a lot of money.
You have to overcome negative programming to make success sustainable.

1. Get comfortable with success by exposing yourself to where successful people hang out. This will help you stop thinking from a scarcity mindset and embrace an abundance mindset.

2. Focus on making a huge impact rather than the income. The more value you add, the more money you will make.

Get a copy of Dan’s new book called [Unlock It] on how to unlock the door to massive success and significance.
GET A COPY OF DAN’S NEW BOOK HERE: http://bit.ly/2V7bUsj

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.


Everybody talks about technology and marketing plans and customer service and branding as keys to success, but no one talks about the biggest key to success for agents.

It begins first with WHO matters in your real estate business: Your clients. That’s who you represent. It’s about them.

And there is really ONE THING they want at the end of the day: RESULTS. And nobody talks about it. Brokers don’t. Trainers don’t. NAR doesn’t. They talk about rules and ethics...but not RESULTS.

Over 95% of Sellers say their #1 goal is getting the MOST MONEY POSSIBLE.

When you are a master of getting the best results, people will line up to pay you.

If you want to MASTER THE BEST RESULTS, attend my next training camp. Go to https://www.thefxextreme.com/live2019 for more details.

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-142_-_The_One_Success_Secret_No_One_Talks_About_in_Real_Estate.mp3
Category:general -- posted at: 1:13pm PDT

Video is the most powerful (and still under-valued) marketing asset in your business. Here are the three key items you need to get started this week:

1. Your smartphone's video camera (which you already have!).
2. A tripod with bluetooth remote and phone holder: https://amzn.to/2ZIJMj0
3. A high-quality lavalier microphone: https://amzn.to/2VtyShF

Then, the most important thing is to start shooting video. For how to get started with what to shoot and how to create good video, watch my video training series:

#1. Basic Gear: https://yesmasters.com/video-training-realtors-_-basic-gear/

#2. Strategies to Get Started: https://yesmasters.com/video-training-realtors-strategies-get-started/

#3 Getting Video Testimonials: https://yesmasters.com/video-training-realtors-getting-video-testimonials/

SMARTPHONE BUDGET VIDEO SET UP:
TRIPOD: https://amzn.to/2ZIJMj0
MICROPHONE: https://amzn.to/2VtyShF

KEVIN WARD'S VIDEO SET UP:
CAMERA: https://amzn.to/2Zyd17X
MICROPHONE: https://amzn.to/2UHwoIh
TRIPOD: https://amzn.to/2GxDrhq

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-141_-_The_Perfect_Video_Setup_for_Realtors_on_A_Budget.mp3
Category:general -- posted at: 12:12pm PDT

Glengarry Glen Ross is the worst sales training ever for Realtors because:

1. It portrays real estate sales as self-centered, not client-centered.
2. It's high pressure which causes high resistance.
3. It implies you have to to be a jerk to be successful.

Here is the YesMasters approach that gets "Yes" without the BS:

1. It's about the clients' best interest, not yours.
2. It values strong leadership that inspires good decisions for the seller.
3. It’s a cocktail of high skills with a heart for the people you serve.

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 would you? Two most common answers: "So they see how hard I'm working...and eventually list with me." and "To get buyers."


Why you should not do open houses for buyers:

1. It tells them you don't have anything else to do...so you're willing to work for free. Which is perfect when you don't value your time.

2. It trains them NOT to hire you. (Why should they? You're already working for them for free.) .

3. It's a B.S. approach to getting a listing (acting like you're helping them sell, when your motivation is to get the listing.)

4. It keeps you busy, but rarely gets you paid. If you're genuinely just trying to get buyers...how's that working out? FSBO buyers are typically bargain hunters or unqualified...that's why they go to FSBO's...so they are a very low-quality lead that will typically take tons of time and often never buy.

SOLUTION:
Learn how to convince FSBOs to hire you. Why should they hire you? BECAUSE you can help them get a better result. (More money in Less time with Less Hassle)

If you don't know how to do that, Come join me and hundreds of other agents at [FX Extreme Training Camp].

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-139_-_Should_I_Hold_Open_Houses_for_Expireds.mp3
Category:general -- posted at: 9:29am PDT

Reason you get resistance from clients…is because you’re “CLOSING” on them. “ABC” (Always Be Closing) to me always implied “ALWAY BE PUSHY.”

"Closing" connotes using high pressure tactics to get the decision. People hate to be pressure from the outside.

LEADING is the art of inspiring or influencing someone to make a decision…for their reasons, not yours. Do you want to be pushy or Irresistible? Do you like it better when someone pressures you to do something or Inspires you to do something?

Leading is helping someone make a good decision that is in their best interest that leads them to feel gratitude, not regret. If you want to get better results, stop closing and start leading.

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-138_-_Stop_Closing_and_Start_Leading.mp3
Category:general -- posted at: 9:55am PDT

WHY MOST NEW AGENTS FAIL:
1. Not willing to work hard enough.
From webinar comment: "This sounds more and more difficult than I thought and more work than expected!"

2. Not willing to face fear.
Greatest fear is the fear of the unknown.
So they give up way to easily.

3. Lack of effective guidance.
Try to figure it out on their own.
(looking for cheapest way...no real mentorship or coaching.
Ask other agents just as lost as they are.
And worst is they look for guidance from social media and youtube.

HOW TO GUARANTEE SUCCESS:
I got lucky…looking for #1 office and I had no Plan B.
Invest in the best coach.
Work your butt of to become the best.
Determine to succeed no matter what.
Face fear of unknown…get comfortable being uncomfortable.

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-137_-_Why_Most_Realtor_Fail.mp3
Category:general -- posted at: 8:39am PDT

People tell you "No," because the believe you're just trying to get something from them for your own benefit.
Why do they believe that? Because you're thinking about getting something for yourself. That's what's in your mind. That's WHY you're there. You're there to "get" a listing.
They don't feel safe...when you're trying to GET something from them for your benefit. BUT when you have something to offer for their benefit and that's WHY you're there and you are passionate about it...they will follow you gladly and without reservation. They'll hire you and they'll be happy to pay 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-136_-_Why_People_Tell_You_No.mp3
Category:general -- posted at: 9:30pm 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.

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.


After a 10 year economic boom, 74% of Americans still have less than $5,000 in Savings. And 58% have less than $1,000! That is shocking.
This is not because of inequality or lack of opportunity, intelligence, or money.

It's because of the way many of us (including me) have been trained to think about money.

Reasons you want to make a lot of money:

1. Your Health.
2. Your Family.
3. Your Peace of Mind.
4. Your ability to have an impact.

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-134_-_Why_Its_Important_to_Make_Money.mp3
Category:general -- posted at: 7:31am PDT

Here are the 10 things I hate about real estate:
1. B.S.
2. The egos.
3. I hate how easy it is to get in...and get out.
4. The Amateurism.
5. Our reputation.
6. How slow we are to adapt.
7. The whining and complaining of agents.
8. Rejection.
9. The boredom of repetition.
10. Lying clients

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-133_-_Top_10_Things_I_Hate_About_Real_Estate.mp3
Category:general -- posted at: 3:59pm PDT

You may not like it...but here are the actual 3 steps that will conquer procrastination in your life IMMEDIATELY:

1. Stop trying to find the secret to overcome procrastination. (That is just another form of procrastination.) .

2. Start doing what you're avoiding right now.

3. Celebrate every little pro-active action that you take that you used to put off.

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-132_-_How_to_Overcome_Chronic_Procrastination.mp3
Category:general -- posted at: 9:00pm PDT

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-131_-_Jerry_Weaver_-_Interviews_with_The_Best.mp3
Category:general -- posted at: 8:42pm PDT

The lie is that prospecting is dead. Not even close.

“People hate sales pitches.” True. And they hated them 40 years ago.
“People hate you calling or knocking...”. Often true...just like 40 years ago.

A lot has changed...BUT NOT EVERYTHING.
What’s changed:

1) It’s harder to reach people.
2) People are more skeptical.
3) Online access to information.

THE KEYS:
1. A mult-dimensional Lead Gen strategy that is relentless.
Combination of prospecting (call, door, text) & marketing (print/mail, email, internet)
Ask more = win more. Ask in different ways...that accommodates how prospects will respond...and more persistence to break through resistance.

2. A powerful communication skillset that can lead people to decisions.
No matter how you generate the lead...to convert the lead, you're going to have to inspire them to hire you...and list at a price that will sell. Communication skills are going down the drain...because nobody wants to talk to each other & face possible rejection... Which leaves the door wide open...for pros.

3. A bullet-proof mindset that is set on success, not trying to make 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.

Direct download: YESTalk-130_-_The_Future_of_Lead_Generation.mp3
Category:general -- posted at: 11:53am PDT

Preview appointments are a mistake...Because most agents do them wrong.

1. They're BS if you're pretending to have a buyer.
2. They're training the Seller NOT to hire you.
3. Value, not rapport, is what will make them hire you.

Should you do them? If it's the only way I can get them to talk to me...

#1) Tell them "I'm not looking for a specific buyer...I just like to know everything that's on the market...because you never know..."

#2) Use it to find motivation and get a real appointment: If I could help you get as much or more money in your pocket, would you be willing to talk about 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-129_-_Why_FSBO_Preview_Appointments_are_A_Huge_Mistake.mp3
Category:general -- posted at: 10:56am PDT

Why should I pay for coaching when everything is free on YouTube?
First, if mediocre results is what you're looking for, the free stuff is good.


If GREATNESS/EPIC SUCCESS is what you want...here's why free YouTube Videos are a mistake:


1. It's too slow.
2. You have to sift through too much crap.
3. There's no cohesiveness, strategic plan.


Bottom line, If you want to be mega successful you don’t have time to surf the Internet or sift through countless hours of videos searching for the nugget of gold.


YouTube is a great place to identify the right coach/mentor to listen to. And you should run away anyone who pedals B.S. or promises that you can reach success by short-cuts.

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-128_-_Should_I_Pay_for_Coaching.mp3
Category:general -- posted at: 10:29am PDT

Here are some of Jacobe's top insights for success:
1. Masters scripts and skills
2. Talk to everyone.
3. Take every real estate opportunity, even rentals.
4. Deliver results every 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-127_-_The_Best_Interview_-_Jacobe_Kendrick.mp3
Category:general -- posted at: 6:17pm PDT

THE THREE SECRETS OF SUCCESS
1. Unstoppable Mindset
2. Elite Skillset.
3. Get Off Your Asset.

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-126_-_The_Three_Secrets_of_Success.mp3
Category:general -- posted at: 6:36am PDT

1. Know what's happening in the market.
2. Keep it about what the market is saying. (Only the market gets to determine what a home is worth.)
3. Be straightforward and sympathetic.
4. Focus on motivation, not the market.
5. Be a problem-solver and focus on the big picture.

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-125_-_How_to_Convince_Sellers_When_the_Market_is_Turning.mp3
Category:general -- posted at: 10:00pm PDT

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