Kevin Ward's Yes Talk | Real Estate Coaching And Success Training For Agents

6 Shifts To Make To Grow Your Business & Income In 2023 & Beyond Get tougher. Toughen up your commitment. The story inside your head must get tougher, to a point where you can handle rejection & failure. Be 100% determined to win at all costs. Train with a coach. Find somebody that can guide and help you with systems, strategies, skills, and mindset to help you grow your business. No one ever succeeds alone. Tighten up your schedule. Use your time in a more productive way. Track your numbers. Track your total number of… Conversations (How many conversations are you having in a day?) Connections (How many new relationships are you creating?) Commitments (How many appointments are you setting?) Contracts Closings Cash Talk to more people. Spend at least 90 minutes a day getting into conversations with people (whether it’s prospecting or talking to people you already know).Focus on building relationships the ff people (they will help FIX your business):F- FSBOs I- Investors X- Expireds    Take o

What are the 3 secrets to success in a market shift for realtors? The Power of Commitment. Be willing to go ALL IN 100% (this is not the time to be a part-time agent). Your commitment is what drives you to do the work consistently. Don't give yourself an option to fail. Mastery over your feelings. Your feelings are probably the most powerful part of your life, because they drive your behavior. The highest achievers in the world follow their commitments rather than allow their emotions to control them. Stop seeking other people's approval because their opinions don't determine your success. Having an Energy of Certainty. Especially during times of chaos, people turn to someone with absolute certainty & confidence that they know what they're doing. Sellers & buyers are looking for an agent they can trust to help them. Trust yourself first before you can earn their trust. Your commitment drives your actions towards mastery of your feelings and the skills to become great at what you do. You then become

The first step to having a more profitable business is to build relationships with people you know. You want to create Top Of Mind Awareness with them by adding value to them and genuinely making them feel special. You become unforgettable, and they will refer business to you over and over again. Here are 4 Strategies for Getting More Business Through Your Relationships Care about people.  Send out personalized handwritten “Happy Thanksgiving” notes.  Call (or leave a voicemail) or send a text message, greeting them a Happy Thanksgiving.  Shoot them a personal Thanksgiving video greeting & text it to them. Give people something of value. You can do a Pie Giveaway. Call them up, say, "Hey, I want to get you a pie. I'm ordering you a pie for Thanksgiving. Would you like pumpkin or pecan pie?" And then you're going to deliver those pies to them. Promote local businesses on your social media channels. (i.e.Post a quick shout out to your favorite local coffee shop on your Facebook page.) WOW your past clie

How do you deal with sellers going through a divorce (and get the listing)? #1. Get into a conversation with both of them. Ask for the other spouse’s contact information and reach out to them to see how you can help. Or, do a three-way conference call with both of them present. No matter your track record or how close you are to one of them, it’s the first agent that gets into a conversation with the husband and the wife and makes them both feel comfortable that gets the listing.  #2. Identify the motivation of both parties.  Who’s living in the house right now? Do they want to save the marriage? Does one of them want to keep the house? Who’s currently making the house payments? How is the money going to be split between them? If one is getting more than the other, that will affect the other’s motivation to sell. #3. Never take sides. Reassure the other spouse that you don’t know well that you’ll represent them both fairly. #4. Get them both to agree on one thing: selling their house for the most money in t

Here are 3 Emergency Steps to take to help your business thrive in the face of the current economic crisis & real estate market shift.  Accept reality. Although your business did well last year, this is not the time to be complacent. You have to persevere because what’s coming up is going to be worse than the Great Recession of 2008. Focus on building relationships. In times of crisis, people will only listen to someone they trust. Do not convince people to buy or sell. Now is the time to connect, build relationships, and earn their trust by letting them know that you’re out there to help them make a decision that’s in their best interest. Communicate certainty. With every conversation you have, you must communicate certainty. But first create certainty within yourself. Know what's happening in your market, and then you become a resource person. When you show up with absolute certainty, people will listen and follow you. 

With interest rates going up, is this a good time to buy?  YES, if at least one of these applies: The buyer wants a place to live and plans to stay for 5-10 years.  You’re in a market where buying is cheaper than renting. You as the agent can help the buyer negotiate the best terms and price. You can negotiate to have the mortgage company buy down their interest rate (with seller concessions)  What to do with a lead or prospect that wants to wait: Identify their motivation. The most important thing is to identify their reason for wanting to buy a house  Be the problem solver. If their problem is high interest rates, give them several options (i.e. you can negotiate to have the seller do a concession to buy down your interest rate, figure out ways to make it as good a deal or better than if they had bought 6 months ago. Keep building the relationship. Shoot straight with them, so you earn their trust. And stay Top of Mind with them, so when the time comes that they’re ready to buy, they will reach out to yo

Is it a good time to sell your house, or should you wait?   Right now, interest rates are high, inflation is up, the stock market is down, businesses are not doing well, and more layoffs are happening.   3 Ways to Approach This (As An Agent)   Identify their motivation. Find out WHY they want to move. Be the problem solver. Guide and lead them to a decision by giving them the pros & cons of moving & selling now. Build & value the relationship. Be honest & always make it about what’s best for them (not your commission check).   3 Reasons That It’s a Good Time To Sell They’re thinking about downsizing. The price of their home has gone up over the years, and they no longer need to live in a big house. They want to get the most equity out of the property. In some markets, prices are starting to drop, so it’s best to sell now to protect their equity. Planning to buy right away. Interest rates are already up and are going to spike even more in the future.   People have to understand that histori

Three reasons why a market downturn is great news for real estate agents ready to explode & grow their business. Motivation to sell jumps dramatically. People who have been putting off selling their homes suddenly get the urge to sell because as the market shifts, home prices start to drop. Scared people will listen. Whenever people start seeing the market turning, they start getting scared. And when you have market knowledge, understanding, and expertise, all of a sudden, they’re going to start listening to you, trusting you, and they’re going to hire you. Most of your competition will disappear. A lot of real estate agents (mostly those who are not doing the work) will panic & flunk out of the business because deals aren’t coming to them anymore. Even top producers will consider retiring now.  Be willing to do the work and master the skills, strategies, and systems to succeed…and the opportunities for you are going to be massive.

What do you do when an Expired says that they’re never moving out unless it’s the right price? 1. Start the relationship. Connect with them through text. First, respond with a text message saying, “Understood” (with a thumbs up emoji). And then add, “What would be the right price?” If they text back with the price, you then reply, “Great. When would be a good time to jump on a quick call?  2. Get into a phone conversation. Over the phone, you can identify their motivation and start building rapport.  If they’re motivated to move, go ahead and set the appointment. If they’re not motivated, say, “Okay, great. Understood. If anything changes, let me know.” (The complete script is in The Book of YES. Get your FREE copy here.) NEXT: After getting off the phone, send them a quick video and say, “Hey, Mr. and Ms. Smith, thanks for taking time to talk to me today. I understand right now is not really the time you want to sell. So I just want to send you a quick video, personally introduce myself, and let you know if

Did you get into real estate just for the money? Or is there more beyond real estate? To be really successful in real estate, you have to be winning in all areas of your life because they’re all connected. When you fail or succeed in one part of your life, it affects everything else. To give you a framework, here’s an overview of the 7 Domains of Life: FINANCE. Are you making enough money to secure your family’s future? FOCUS. What are you focused on? What is your major purpose in life? FEELINGS. Your emotions (whether it’s fear, uncertainty, or confidence) drive your actions. FITNESS. Watch your health because your body is the only vehicle that will help you achieve your goals. FAMILY & FRIENDS. How are your relationships with the people that matter most to you? FUN. Laugh, play, and do something you love so you can recharge & function well in the other domains. FAITH. This is not necessarily religious, but what do you believe? It’s your moral compass. It’s your values of what you believe about righ

How do you handle this FSBO objection when they say they’ve already sold their home? Congratulate them. First, take it at face value and congratulate them. And then ask them a few questions (Have they signed the offer? Has the earnest money been deposited?). Never sound skeptical or make the FSBO wrong.  Offer help. Ask if they have any questions or if they need help going through the process of making sure that the transaction closes. You can offer your services for a reduced commission (1 or 2%).  Don’t buy their story. Don’t believe that they’ve actually already sold the property. They’re inexperienced with the entire process, so the deal could still fall through.  Follow up every week. Don’t worry about being annoying or pushy. Call them to simply touch base and find out how things are going and if there’s anything you can do to help. Come to the rescue. There’s a good chance that the transaction won’t close, so be ready to come to the FSBO’s rescue. Because you’ve already established credibility and tru

More and more price reductions are happening as the market continues to shift. So how do you do a price reduction? What do you do when a listing sits on the market too long?  1. START WITH THE RIGHT PRICE. It’s better to start with the right price rather than come in weeks later and do a price correction because the most motivated buyers have already seen and rejected it the first week it came on the market.  2. BE UPSET ABOUT IT BEFORE THE SELLER GETS UPSET. If the listing doesn’t sell 4-5 days after it goes on the market, have an honest conversation with your seller about the situation. When you let them know that you’re not happy about what’s happening, it shows them that you care and that you’re on top of things. 3. SHOOT STRAIGHT WITH THE SELLER FAST. Tell them that you have to do a significant price reduction ASAP so you can reach the most number of potential buyers. 4. KEEP IT ABOUT THE MARKET. It’s all about the market & what buyers are willing to pay. 5. GIVE THEM FAIR WARNING. Four or 5 days aft

If you want to win in a changing real estate market, these are the 2 Most Important Market Stats to track EVERY WEEK.   Total number of active listings in your market right now. How many homes are on the market today? Tracking this every week lets you see trends in supply and demand over time. Number of price reductions in your market every single week. How many price reductions were there in your entire market in the last seven days? Also break it down into the micro market level of individual suburbs, towns, or cities. When you know what's happening in your market, you gain confidence & knowledge. This helps you communicate better as you’re marketing to your database, doing lead generation, and handling pricing objections. If you want more winning strategies for adding 2-3 more deals every month, I’d like to invite you to join me for my FREE live webclass called, How to Win in a Changing Market. Register for free HERE >  https://bit.ly/3wUq9Hs 

Go to https://bit.ly/3wUq9Hs to join me for our FREE weekly webinar. 3 Best Opportunities In the Changing Market Relationships. (a.k.a. your sphere of influence) Build a personal circle of relationships with people who trust you. This involves training them to keep you top-of-mind, so when they know of anybody looking to buy or sell real estate, they will refer you. This is your WOMMT (Word Of Mouth Marketing Team) Distressed Sellers. (e.g. They can't make the mortgage payment & have a notice of default filed on their house, or an Expired). They’re motivated to sell & need your help but might resist at first. The key here is to master how to break through their resistance. This is what I train on in my FREE live masterclass. Get details HERE Downsizers. These are baby boomers looking to move into a smaller sized home. With the shifts in the market, this is the time that they’re considering selling because the value of their house has gone up and they have equity. And because they’re used to being h

How do you survive in the changing market…and what is coming?  Don’t BS yourself or other people. Don’t lie to yourself that things are going to be alright. With interest rate hikes & the worst inflation in history, people are worried about their financial state. But whether the housing market actually shifts or not, it’s better to be prepared. Stop thinking about survival, because this subconsciously puts you into ‘retreat mode’. You just want to hide until the storm passes. And when you’re panicking, you stop putting yourself out there to get listings and sales. Go all in to win. Play to win (not just to survive), because there are going to be tremendous opportunities for the agents that are adapting, adjusting, and preparing. Commit all in to win because the shifts are going to require you to be in the game. 4.Find the opportunities.  Going into survival mode puts you in a mindset of scarcity, whereas looking from an opportunity mode puts you in a mindset of abundance. Opportunities in your market

What is the 10-Day Selling System?   The 10-Day Selling System is a proven and complete marketing & selling system that, when executed correctly, sells houses in 10 days or less (even in a shifting market).   It is a no BS, audacious promise. This is a legit no-bogus promise that actually works.    The Power of the 10-Day Selling System  It gets you in a conversation with a prospect or a seller about selling their house for top dollar in 10 days or less.    It is based on an auction approach to the sale of the house. You price the house, position it, and market it in a way that gets buyers to line up and make multiple offers on it. Emotion will drive them to bid up the price. And it is proven that when people are in multiple offer situations, and a house is fresh and new on the market, it sells for more. If it doesn’t sell…   Change your guarantee. Say, "Well if you don't feel like I'm doing my job, with your written request, we'll release you from the listing. But I'm telling you right now it m

Go to https://bit.ly/3wUq9Hs to join me for our FREE weekly webinar. The next perfect storm in the real estate market is here. These are the 6 ingredients that have created this perfect storm: Soaring Interest Rates. Interest rates have risen dramatically and have decreased the buying power of buyers. Interest rates & demand are high, while inventory is low. Inflation. Consumers are cautious about making purchases. Bearish Stock Market. People’s net worth dropping with the downward trend in the stock market. Supply Chain Shortage. Food shortage is at its worst ever. Contracting Economy. Even as we’re bouncing back from the COVID pandemic, the Gross Domestic Product has surprisingly gone down. This is one key indicator of a recession. Russia’s Invasion of Ukraine. This has created international tension and economic instability. All these factors have made the average consumer scared of making financial decisions such as buying or selling real estate. 4 Strategies To Win in the Perfect Storm Focus on Gettin

Go to https://bit.ly/3wUq9Hs to join me for our FREE weekly webinar. Here are 10 reasons that most agents don't make $100,000 a year (and beyond): 1. Lack of commitment. Not going all-in limits your ability to produce more because it takes time and 100% COMMITMENT to master the skill of representing your clients well.  2. Fear. Agents’ common fears (rejection, annoying people, and failure) show up as procrastination and creative avoidance. Those things are bound to happen, but don’t let fear stop you. 3. Self-doubt. When you don’t believe in yourself, how can you expect clients to believe that you can do a good job? Get over your self-doubt so you can overcome other people’s doubts about you. 4. Bad advice. Take advice only from the people who already have the results that you want. 5. The D-I-Y (Do-It-Yourself) Approach. Some agents think they can do things on their own, without help from a coach. This eventually costs them time and money. 6. Lack of systems. Without a proven business model, agents end up in

Go to https://breakthrough.yesmasters.com/webinar to join me for our FREE weekly webinar. Where are you holding on to a story that is holding you back? We each have our own story. It’s the reality that you tell yourself about the market, a strategy you’ve learned, or about your capabilities (e.g. “I’m too shy, I’m not good with FSBOs.”).  But whether or not it is based on facts does not matter. What matters is that you BELIEVE it to be true. Because the moment you accept it to be reality, it becomes a fact to you. This is as powerful as if it was a real story. If your story is not serving you, it’s time to rewrite it into a story that helps you achieve your goals and dreams. Get more exclusive real estate agent trainings here  

The biggest misconception is that successful people have it easier than everybody else. People think that they’re better and smarter than the rest of us. But the truth is… Successful people are the ones who have gone through the biggest struggles in their lives. The difference is that they were willing to embrace and fight the struggle. Success is always on the other side of all the struggle (not in avoiding it). Whatever you’re struggling with right now…own it and overcome it.  If you want to really set yourself apart from the sea of unsuccessful agents, then join me for a FREE weekly webclass where you're going to discover the #1 "fast-track system" my coaching members are using to add 2 to 3 more closings a month…. Learn more here >> https://breakthrough.yesmasters.com/webinar