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.

Three types of prospects:

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

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

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

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

5 STEPS TO JUMP OUT OF A SLUMP:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

It helps. The earlier the better.

Paul Tosello..was the early bird.

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

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

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

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

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

Use Meetup.com to find the right group.

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

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

5 Steps to get great results from networking.

1. Set your intention.

2. Connecting, not Collecting. Quality vs quantity.

3. The Day After - Video.

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

5. Put them in your PC system immediately.

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

MY RULES FOR A HAPPY WIFE, HAPPY LIFE

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

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

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

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

EXPECTATION.  Expectation shows up as preparation.

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

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

2. Listing Presentation Mastered.

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

4. Selling Process Ready to go.

5. Every day, suit up.

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

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

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

Why You Need Cash Buyers:

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

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

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

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

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

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

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

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

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

1) Google Yourself.

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

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

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

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

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

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

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

RULE #3) Reschedule.

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

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

The script for doing this and many others is in The Book of YES.

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

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

Use these 3 Reverse Prospecting Strategies:

1. OLD EXPIRED/CANCELLED LISTINGS - Door knock.

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

3. FB TARGETED AUDIENCE by zip code to homeowners.

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

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

Entrepreneurial mindset is what works in real estate.

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

Here are four Entrepreneurial Characteristics:

Initiative.

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

Risk.

No production = no money.

Grit.

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

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

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

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

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

1. Get Connected (FaceBook Realtor Groups)

2. Get Engaged.

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

4. Take referrals seriously.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

And…she did.

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

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

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

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

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

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

Here is the answer:

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

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

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

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

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

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

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

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

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

1. Be the best at what you do.

Then you become the competition.

Michael Jordan.  “I am the competition.”

2. Play your game.

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

Be YOU and use your strengths.

3. Forget the competition.

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

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

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

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

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

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

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

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

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

We focus on mastery in 5 key areas:

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

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

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

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

The four steps to sell every listing are:

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

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

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

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

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

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

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

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

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

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

How to make people like you is real simple:

1. Be yourself.
2. Like people.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

3 Daily Steps to Change Your Mindset:

1. Declarations.

2. Journaling Wins and Gratitudes.

3. Visualize the outcome you want.

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

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

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

As a Man Thinketh by James Allen;

The Answer by John Assaraf & Murray Smith;

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

The Four Agreements, by Don Miguel Ruiz;

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

The Miracle Morning by Hal Elrod; #HalElrod #MiracleMorning

The Secret by Rhonda Byrne;

The Strangest Secret by Earl Nightingale;

Think and Grow Rich by Napoleon Hill;

You Are a Badass by Jen Sincero.

Here are my Honorable Mention Selections:

The Master Key to Riches, by Napoleon Hill;

Outwitting the Devil by Napoleon Hill;

How to Raise Your Own Salary by Napoleon Hill;

The Science of Getting Rich, Wallace D. Wattle

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

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

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

1. Ask for it…multiple times if necessary.

2. Make it simple…and get it done.

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

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

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

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

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

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

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

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

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

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

* BASIC VIDEO GEAR FOR REALTORS:

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

Watch the video for more details and ideas.

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

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*Follow Kevin Online Here:

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

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

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

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

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

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

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

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

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

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

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

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

It is also your fiduciary responsibility. 

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

I LOVE TECH!

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Watch the video for more.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

How to Become Unstoppable

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

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

Believe anything is possible.

2. Refuse to quit.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

How to find the right coach or mentor:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Here are 3 Reasons most scripts don't work:

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

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

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

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

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

The best close is almost effortless.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

It works when you follow these 3 steps:

#1 Prequalify them,

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

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

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

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

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

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

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

It works when you follow these 3 steps:

#1 Prequalify them,

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Did you know that statistically by January 15, 95% of all New Year’s Resolutions have already been broken!?!And yet they can be very powerful at helping you create positive change in your life.

Here are three keys to making and keeping your New Year’s Resolutions:

#1. Commit.When you don’t feel like it...emotions keep you where you are.Follow your commitment, not your emotions.

#2. Rebound.You will possibly miss a day, flake, mess up, or fail at some point.That’s life.In basketball, Coach Milson taught me“Follow your shot.”In other words, expect to make every shot, but prepare for the miss, so you can get the ball and shoot again.

#3. Automate.The whole point of resolutions isto make a new behavior automatic...in other words to create a new habit.The latest research says it take 66 days on average for a behavior to become automatic.That’s when your resolution has successfully stuck.

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 one thing that is most likely to ruin or put a damper on your “happy holidays” is stress.  It is the party-pooper of the holiday spirit, but it doesn’t have to be that for you this year.

The major stressors of the holidays are typically things like family pressures, money pressures, and often just the sheer busy-ness that many people feel.  Remember to “Stop and smell the roses” this holiday season by doing the following three things to slow down your pulse and lower your stress for the holidays..

1. Take control of yourself and decisions of what’s best for you and your family and don’t get caught up in trying to please everyone else.
2. Reflect. Choose to be present in the special moments.  Just notice…the blessings, the abundance, the wins of 2016.  Reflecting on the things that are important to you.
3. Enjoy. There’s so much to enjoy during the holidays.  Choose joy, not stress.  Choose inner peace. 

Tell yourself, “I will allow no one to ruin this holiday.”  It’s up to you.  Choose joy, choose peace, and have a happy holidays!

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 growing up being bullied, the Battle of Thermopylae has become a great inspiration to me.  King Xerxes was a bully, and the courage of the 300 Warriors of Sparta under King Leonidas to stand up against the entire Persian army of Xerxes is remarkable.  They were out-numbered by over 100 to 1.  They had marched hundreds of miles with virtually no chance of victory.  And even though they eventually were defeated after days of fighting, their bravery and sacrifice united all of Greece to stand up to the King Xerxes’ army and stop the invasion in the months that followed.

How can we stand up to adversity when the odds seem almost overwhelming?  Sparta had three key elements that allowed them to stop an immensely larger and more powerful enemy:

1. Courage that came from having a cause worth fighting for…their own freedom.
2. Skill that came from intense training and preparation for years.
3. Strategic advantage that came from planning, knowing and using the terrain.

When you realize that you and your dreams are worth fighting for, and when you’re willing to prepare and train yourself, and when you pay attention to and use the terrain around you to your advantage, you can overcoming almost any odds.

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.

They say you have 30 seconds or less to make a great first impression...and that first impression lasts forever. The real power is not technique. The most powerful way to connect with someone and make an unforgettable first impression is to do it at an emotional level. Here are the three emotions you want to exude when you meet someone:

1. Happy! Happiness is contagious...and attractive.

2. Interested. When you are interested in others it raises their value and self-worth instantly.

3. Grateful. Nothing is more powerful than making people feel appreciated.

These emotions create a strong connective tissue that is almost irresistible.

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.

Picking the right real estate office is a significant decision for a new agent to support your success.  Here is a summary of the top things to look for:

1. Leadership. If an office has tons of agents who close zero deals…there is a reason. Even a big name brand with a poor leader sucks.
2. Broker Support. How much experience. Non-competing. In-person availability. Do they have my back?
3. Training and mentorship. Things to look for: New agent training.  In-person and on-going is by far the best.
4. Success. An office full of top-producing agents means you will be in an environment of success….and there is a reason they stay.
5. Market share and name recognition. This definitely has value, but not nearly the most important thing.  Market share more than anything is a reflection of the fact that that office has successful agents.  More agents to learn from and collaborate with.

The Biggest mistake:  Looking for the cheapest office.  If you do your homework…you get what you pay for.  Look for fruit on the tree, not the price tag.  Finally, your success is up to 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.

People ask me this question quite often, “How do have so much energy and enthusiasm all the time? This is a great questions, because it correctly assumes that it is actually possible to have a great day every day and to have energy and enthusiasm. Here’s how you do it:

#1) Make it not an option. Your attitude is always in your control.

#2) Make it real. Don’t “fake it till you make it.” You can choose enthusiasm.

#3) Make it a habit. It takes time to get used to a new level of energy. You have to do the work, until it becomes automatic. Once it becomes a habit, it’s a beautiful thing.

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.

We all love big commission checks, right?  And most agents are always looking for how to make more money and earn bigger commissions in luxury real estate and big deals, etc.  All of that is awesome.  However, the biggest commission opportunities for most of us are not in the “BIG DEALS” but rather in building relationships and earning repeat and referral business by focusing on the Client's Lifetime Value.

I discovered this accidentally one day when I suddenly realized that one couple had been worth more than $100,000 in a three year period.  Here are 3 simple steps to more $100,000 Clients:

#1)  Go after clients, not deals.

#2) Deliver great results.

#3) Stay in touch.

The key is to stop just going after the transaction or listing or deal, and start going after the CLIENT.  Win the client and you'll automatically get tons of deals if you stay in touch with them consistently.

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

What do you do when you get into an “F-State?”  F-States are negative emotional states such as fear or frustration or freaking out or feeling frantic.  All of these are un-resourceful emotional states that hinder and stop people.  Learn how to snap out of your "F-State" and to shift into a state that empowers you and makes you powerful and effective.

It's like a changing a radio station…a radio frequency. If the radio frequency you're listening to is not powerful, it may be staticky or it may be bad music or a boring talk show or something. It's just absolutely driving you crazy. What do you do with your radio? You change the station. You change the frequency to one that is powerful for you, one that is empowering or satisfying or gratifying or whatever it is that you actually can enjoy listening to.

Here are the three steps to get out of the “F-State”

#1)  Decide to get out of the “F-State.”

#2) Focus on Your Next Step Only.

#3) Take Immediate Action.

The decision, focus, and the action will almost instantly dissolve the negative, paralyzing state and put you into the motion and emotion that will allow you to accomplish 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.

You already know that your ability to handle objections has a lot to do with how many listings you take.  If objections make you feel nervous, insecure, challenged, frustrated, or combative

The best objection handling reduces resistance from the sellers, and causes them to want to work with you.  Here are the principles of powerful objection-handlers.

WORST: Anything that causes resistance.

The worst objection handlers cause immediate resistance from the seller.

“No” is the single worst resistance trigger in English.  No one likes to be told “no.”

 “I can’t” is a close second.  They want an agent who has power…who CAN…not one who can’t.

Many objection handlers are basically designed to silence the seller in a way that makes the seller feel totally shut down, but no one likes to feel like they just lost an argument. 

BEST: An answer that is straightforward, honest, and redirects the focus to what the sellers want.

The best objection handler is one that answers the intent of the question and then re-directs the sellers’ attention toward what they really want.

Here is  an example of an objection handler that answers the tough, “Will you cut your commission?” Objection in a way that is straightforward and honest, and that turns the conversation back to what the seller really wants (or in this case…away from what they don’t want):  “I don’t discount commission…because I don’t deliver discount results.  I assume you’re not looking for discount results, correct?”

To learn more, watch the video or for all of my best scripts and objection handlers, get a copy of my #1 bestseller, 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.

Zillow’s “Make Me Move” owners are a great source for future business to get more listings.  They are most likely not going to be immediate business for you (although they can be occasionally).  How do you convert them into salable listings either immediate or in the future?

Here are the three keys steps:

1. Talk to them. Start the conversation so you can know how motivated they are.  If they are really ready to sell now, set an appointment and go take the listing and sell it.  If not…
2. Connect with them by exchanging information. Don’t try to convince unmotivated people to meet for a listing presentation.  That will only create  resistance and keep them from meeting with you when they are motivated.  Think about what they want, not what you want.
3. Stay in touch with them. This allows you to build a relationship and become their go-to agent without an competition from other agents.

Watch the video for exactly what to say to do this.

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 create your perfect “Unique Value Proposition” (UVP) or “Unique Selling Proposition” (USP) that will genuinely help you differentiate yourself from "the competition?”  Too many of us get caught up in trying to be different...to be unique.  Don't try to be different just for the sake of being different. 

I remember the first time an expired listing asked me what I was going to do different than all the other Realtors out there.  I had no clue how to answer, until I realized that they did not really care about me being different.  What they wanted was an agent that would deliver a better result than their previous agent. 

What matters is value. What matters is results. That's the conversation you should be having both with yourself and with your prospects and clients.  Focus on value first and unique second.  The most powerful way to be unique is to be the best.  That way the value is assured and then you have all kinds of flexibility to bring your own unique angle to what you do.

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

Last week because of a glitch in my email auto-responder, I accidentally sent an email to over 10,000 agents congratulating them for signing up for one of my training programs (even though they had not actually signed up for it). My inbox was flooded with confused, annoyed, and even angry agents. I was horrified.
The next morning I immediately sent out an apology email with the subject line: “Oops…wrong email.” Again I received dozens and dozens of emails, mostly from agents thanking me for clearing up the confusion. But what amazed me was the number of agents telling me that they had thought my email was a marketing gimmick!
I was totally surprised by that. If you know me at all, you know that I am totally opposed to B.S. of any kind in sales and marketing, and most marketing gimmicks are totally B.S. in my opinion. So this was a cool aha moment for me.
Here’s what I learned: marketing gimmicks work…at least to get attention. But once they get your attention, do they cause you to want what’s being marketed? It captures attention, but it doesn’t necessarily create attraction. Here’s the big IF…if the marketing gimmick makes them feel tricked, you lose, because they are actually repelled by the B.S.
The best marketing strategies are ones that capture attention in ways that are creative, but not deceptive. No one likes Bait-n-Switch (BS) tactics. People love to be surprised, intrigued, even shocked, just ask long as you don’t make them like they were deceived. You can get “yes” without the B.S.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://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.

You probably work too much...which increase stress, anxiety, mistakes, and increases your chances of burnout.  But we get so busy that we find it increasingly difficult to take time off.  How do you take a day off and actually use it as a time to recharge your batteries, renew and refresh yourself so you can go back to work more productive and fulfilled.

Here are the 3 steps for how to take a fabulous day off:

1. Clock out. That means actually stop working and disengage mentally and emotionally from your work.

2. Delegate out. Find someone else to cover for you, so that you and your clients know everything is covered.

3. Get out. Don’t sit at home cleaning house or watching TV. Get out of the house and do something memorable. 

When you do that, your day off will actually allow you to recharge your mental and emotional batteries and renew your energy.   And you will be more productive when you go back to work.  Take a day off.  You deserve it.

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

When someone asks, “So…what do you do?” How do you answer? “I’m a Realtor/Real Estate Agent” is totally boring and dismissible. Upgrading your terminology to “consultant” or “professional” is just about as un-original as “Realtor.”
The answer is to have an elevator pitch. An interesting, compelling “elevator pitch” will capture people’s attention and make them curious to find out more. Here are 4 keys to creating a powerful elevator pitch:

1. CONCISE: 7 SECONDS (Bullet) + 30 SECONDS (Belief)

2. CATCHY: You want to be creative, not boring. An elevator pitch is a way to wake up people from their blah day and spark their curiosity so they’re interested to know what you have to offer.

CREATIVE PROCESS:
—What do I do? (10-20 ways to say it) What are different words to describe what I do? What are the benefits of what I do? Who needs what I do? How am I different/better?
—Write a short story of you doing your job and the people you help.
—What do you love about it and why?

3. CLEAR:
Don’t be so creative people aren’t really sure what you really do. It’s not about selling or using fancy words.

4.CALL TO ACTION:
Ask them for 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.

When I started selling real estate back in the 1900’s (1998 to be exact) staging was not nearly as important as it has become today. Why have things changed? Because of Pinterest, Instagram, and HGTV. Buyers often spend hours looking at pictures of perfectly staged and decorated dream homes online and so their expectation and idealized mental image of the house they want to buy is the perfectly decorated dream home. Unfortunately that’s not what many sellers’ homes look like, so staging has become an important and valuable part of the process.

I highly recommend, unless you are trained and skilled at effectively staging a house for sale, that you hire a professional stager to do this work. Whether you are doing it or bringing in a full-time staging company or professional, here are some important things to communicate with the seller, to gain their cooperation in the staging and marketing process:

1. Think “model home.”
In other words, the more the home looks like a perfectly staged model, the more attractive it is to buyers. I occasionally encourage sellers to check out staged builder model homes to get a good idea of what a “staged home” looks like. If you just give them a “to do” list without a vision of the result, then it can just sound like a lot of work and/or expense for them without a clear benefit.

2. Respect that it is their personal home.
One of the surprises I discovered when staging conversations come up with sellers is how often and how easily homeowners are offended by the agents’ suggestions or recommendations about staging the property. They can easily feel like the agent is making costly, inconvenient demands of them regarding their property, which makes them not want to work with that agent.

3. Focus on the Benefit, not the Process.
The process of staging a home can be inconvenient and costly for sellers. Tie the staging process to the desired result, which is to make buyers fall in love with their home and be willing to pay top dollar, rather than to to details of all the work the sellers need to do.

The two fatal words you never want to say to your seller is “de-clutter” (because it implies their house is cluttered, which will make them defensive) and “de-personalize” (because it is their home and it is very personal to them). Instead, focus on doing things that will “make your home show at its best, so buyers will fall in love with it.” That is the result (benefit) that sellers want. The process may be a pain, but if they know that the benefits of it are desirable, they will be willing to happily cooperate.

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.

Overcoming mistakes and failures quickly is a key to massive success, but it happened again...I failed to be perfect.  I made a mistake, which makes about 15,000 days in a row! 

We know we are never going to be perfect.  We all make mistakes every day, so the critical skill is to learn to OVERCOME FAILURE QUICKLY. 

Here are 4 simple, yet critical steps to truly overcome failure and mistakes fast:

1. Own it.
2. Deal with it.
3. Learn from it.
4. Get over it.

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

What is the best way to convert internet leads in to actual listings and sales…into real sellers and buyers?  Internet Lead Generation is one of the hottest topics in the real estate industry today and there yet with all the buzz, the average agent is not having a lot of success in converting those “leads” into closings.  How should Realtors approach internet leads to effectively convert them?

Here are the 5 steps to more effectively converting internet leads into real clients:

1. PROSPECT VS LEAD.

            Understand that most of the time, Internet leads are not LEADS, they are prospects.  This means most of them are not going to regularly convert into immediate business.  This important to give you an accurate perspective of your business pipelines.

2. TALK TO THEM.

            They are not truly a lead until you have a conversation with them.  The goal is to take the conversation offline as quickly as possible.  Until you do, there is a high probability they will end up with another agent.  Email conversations are very unpredictable in terms of converting prospects into actual transaction.

3. SPEED TO CONNECT.

            You have 2 minutes after you get their information call them and connect with them.  That is the magic window that gives you the best chance to turn a prospect into a client.  Speed to conversation is critical.

4. PATIENCE.

            The average incubation period on an internet lead is 6 to 24 months.  The internet is where people start their search, but most of them are not going to be ready to actually sell or buy for months.  If you are only trying to pump out a deal today, you will not be effective with this group.

5. NURTURE SYSTEM.

            You must have a simple, effective system to nurture these prospects.  My PC (Personal Circle™) System gives you a very simple model to follow. First, email them 2 times a month, once with a market update and once a month with your “Featured Listings of the Month.”  Second, call them once a month just to touch base and stay in touch with them until they’re ready to move.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://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.

Here are my 10 Ten Books for Realtors®.  The reason I selected each of these books is because they are timeless books that are relevant for all real estate professionals at any level. 

1. The Book of YES: The Ultimate Real Estate Agent Conversation Guide by Kevin Ward
2. How to Win Friends and Influence People by Dale Carnegie.
3. Think and Grow Rich by Napoleon Hill
4. Turning Pro by Stephen Pressfield
5. The Millionaire Real Estate Agent by Gary Keller
6. The Little Red Book of Selling: 12.5 Principles for Sales Greatness by Jeffrey Gitomer
7. Outwitting the Devil by Napoleon Hill
8. The One Thing by Gary Keller
9. The Magic of Thinking Big by David J Schwartz
10. Secrets of the Millionaire Mind, T Harv Eker

These are books that you will want to read and study and internalize the information contained in them.  The will help you win in your business and in your life.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://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 trust level in our world is probably as low as it has ever been.  When you are prospecting, or doing lead follow up, or a listing presentation, most sellers (and buyers) are automatically listening to you with skepticism and often outright distrust.  People are sick and tired of B.S.  When they feel like they are being manipulated or conned, they will resist almost to the death.  How does an agent convert those opportunities to appointments and listings and sales without B.S.?

I believe it is time as an industry that we together commit to eliminate the B.S. from our scripts and our presentations.  You can get "Yes" with the B.S.  My challenge to the entire real estate industry...from real estate agents to brokers to company owners, to real estate trainers, coaches, and speakers...if you know in your gut that what you are about to say or teach is not authentic, straightforward, and true, DON'T say it....and don't teach it.

When you approach people with authenticity and true integrity, people will respect you, trust you, hire you, love you, and refer you over and over.  Here are three keys to getting "Yes" without the B.S.

#1 The "Connective Tissue" between you and a prospect or client is that you genuinely care about serving them and doing what is in their best interest.

#2 Focus on Delivering Results for your clients.  It is extremely powerful and compelling when your primary motivation for your business is not "getting the listing," but rather is to deliver great results for your clients.

#3 Shoot straight with people.  When prospect have objections or ask questions, it is possible to handle their objections honestly and in a straightforward manner in a way that will inspire them to hire you.  I wrote "The Book of YES" to give real estate agents a powerful conversation guide and the resources and skill to be able to answer with integrity and  effectiveness the tough questions and objections they hear. 

You can get "yes" without the B.S. and people will love you for it.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://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.

You have probably heard the saying many times in real estate, “the Riches are in the Niches.” There are countless different niche marketing strategies used by real estate agents, and almost any of them can be profitable and make you very successful. However, in this video, I challenge the longstanding belief that you have to choose a niche in order to be massively successful.

Niche marketing was a concept created in the 1920’s by companies to deal with marketing costs when every marketing impression on a customer or prospect had a tangible cost in dollars or “man-hours.”

Having a niche can be great. However it can also be very limiting. If you’re going to pick a niche, you have to consider what opportunities you are also cutting off.

Bottom line, here is my favorite niche: motivated sellers. And the opportunities are unlimited when you master inspiring them to hire you and delivering great results.

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

The first thing to understand is that whether an agent is part-time or full-time, you have the responsibility to be professional and competent.  Succeeding part time is tough, but you can do it if you will .  

Here are the 5 Keys:

1. Be part-time, not "some-time."  

Have a daily and weekly schedule to make that happen and follow it.

2. Have a plan and definite timeframe to go full-time.

            (6 months maximum.)

3. Lead generate and follow up every day.

            This must be scheduled and should be at least one hour per day.  More is better.

4. Practice and train every day.

            You want to schedule this every day as well. At least one hour a day bare minimum.  Practice and role play scripts.  Attend training classes or watch videos.  Attend contract training at your office or local board.

5.Get a full-time agent to work with or to help you.

            You need a mentor anyway.  Work WITH them, not for them.  Don’t lose deals out of greed.  Split the money with a mentor and you will close more deals and get more experience which will make you more capable of making more money faster.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://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.

It’s so easy for Real Estate Agents to become undisciplined.  Learning how to develop and maintain strong self-discipline is indispensable to becoming a high achiever.

Discipline is like a muscle.  The more you exercise it, the stronger it becomes.  So don’t start by trying to become the ultimate master of discipline in one day.  Begin with small steps and build on your successes.

Here is a simple 4-step process to build your personal discipline fast:

1. Do one good thing you don’t feel like doing.
2. Celebrate it.
3. Journal it.
4. Repeat 5X.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://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.