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

How do you get your seller in a multiple offer situation so that you can sell their house for the most money? Here are 5 Steps to Creating FOMO (Fear Of Missing Out) With Buyers: Good Price. A good price gets buyers excited because they know that it’s going to go fast. Limit Showings. Limit showings to 20-30 minute slots on certain days and times. (e.g. Fri 4-6pm, sat 11-2pm, sunday 1-4pm). Set up a showing calendar on the MLS or use an appointment-setting app like Calendly with a link that the buyers or agent can click to book. Clear Instructions. In the showing instructions on the MLS, be clear on how to schedule a showing appointment. Give them the link to schedule and then confirm with a text message or a phone call. Easy Appointments. Have a sign rider onto your FOR SALE sign on the house that says, “To schedule an appointment, go to . On the website, have the scheduling link and other scheduling instructions. Massive Communication. Let the buyers or buyer’s agent know what to expect at the showing appo

These are the most common questions I’ve been getting lately about real estate, the economy, and the future of the market: Q. What should I be investing in, if now’s not a good time to buy real estate? A. Invest in gold and silver if you’re looking for a hedge vs. inflation or a safe haven when the dollar collapses. Q. Who do we sell houses to if people don’t have jobs? (If you haven’t yet, Watch my previous blog on the HOUSING MARKET FORECAST for 2020 here: https://yesmasters.com/housing-market-forecast-2020-factors-does-it-matter/) A. Sell houses to people who HAVE jobs. For every piece of real estate, there is always going to be a buyer. People looking to buy a house will buy. Q. Will house prices shoot up with massive inflation? A. Probably not. There can be inflation in some areas (e.g. consumer products) and deflation in others (e.g. real estate). House prices will not shoot up because people have less money to buy houses. Real estate will not appreciate dramatically as the dollar loses value. Q. Are re

Four key factors that will impact the future of the housing market: The Real Economy. When income is down, consumer spending is low. Forbearance. When forbearance becomes due by September or October, and people decide to sell because they can’t make their payments, there will be a first wave of inventory hitting the market. When the moratorium on foreclosures gets lifted, there will be a lot of distressed sellers coming on the market. Supply will go up, and prices will drop. Government Stimulus. How long will the Federal Reserve continue printing Fiat currency (nothing backing up the US dollar)? If the Republicans win after the elections, things will be the same. If the Democrats take control, taxes will go up, and homeowners will get hit harder by higher taxes. National Debt. Fiat currency over time lessens the buying power of the dollar and leads to massive inflation. What’s more important than obsessing over what’s going to happen to the market is that you sell a lot of houses today and prepare for when

Even in an economic chaos, there’s massive opportunity for you to make a ton of money in real estate…if you know what to do and do it. Here are 3 steps to succeed as a new agent: Join a strong brokerage. Pick one with a strong leadership and lots of top agents. Get great fast. Invest in advanced training and coaching. Competence gives you confidence and eliminates competition. Commit to learning as fast as you can. You get better faster by training harder than everyone else. If you’re new, Agent Power Launch (http://agentpowerlaunch.com/) is the best place to start. You can explore our coaching options here: https://yesmasters.com/coaching/. Work your butt off. Success is up to you. The money is in finding qualified sellers by talking to lots of people and asking for business. Do these 3 things and you’ll see that there is no competition. Get more exclusive real estate agent trainings here

Be the one they can trust! How do you gain trust and credibility with people you know (and don’t know) so you can win business? Here are the 4 Superpowers to Build Trust Commitment. “I got your back.” Commit to helping your clients. Also, be committed to learn and master the skills of delivering the best results. So they’ll believe you when you say that you got their back. Caring. “You matter to me”. Care about them and what they need so they believe that they matter to you. Competence. “I’ll take care of it.” They have to trust that you have the skills to take care of things. Train, put in the work, and do what you say. Courage. “I will always tell you the truth.”Have the courage to tell them the truth (without any B.S.), no matter what. When you become the one that people trust, there is no competition. Let me know if you agree with me or not in the comments below. Get more exclusive real estate agent trainings here

I previously did a video on How to Do a Virtual Listing Presentation https://yesmasters.com/how-to-do-a-virtual-listing-presentation/but face-to-face meetings are still more powerful. Here are 4 key strategies for communicating effectively when you need to wear a mask and practice social distancing when meeting people in person. Pay special attention. Listen extra hard to what they’re saying when they’re talking and they’re wearing a face mask, Speak louder and more clearly. Exaggerate your mouth movements, making sure that you articulate your words. Speak slower so people can understand you. Exaggerate your body gestures. Smile bigger, so they can see how you feel even with a mask because a large part of our communication is body language. Wear a see-through face mask https://buy.theclearmask.com/ . This makes 2-way communication more effective because you get to see each other’s facial expressions as you talk. Communication is so critical in inspiring people to hire you. Don’t stop connecting because peop

How do you handle this objection: “We decided to wait to sell our house until after the coronavirus has passed.” Watch this clip from one of our weekly coaching roleplay calls to learn how to specifically answer this objection. We modified the “We’re taking our house off the market” script on page 99 of The Book of YES (get your free copy HERE) for the coronavirus objection. 3 things you should remember: It’s about their motivation, not yours. Connect before trying to convince. Earn their trust and put their best interest first. Let them know that you genuinely care about them and want to get them what they want. Your job is to be a problem-solver. Find out their concerns and figure out a no-B.S. solution that gets them the best results. How are you handling it? Are you doing anything differently? Let me know in the comments section. If you want to be a master at handling tough objections, you have to get on the waitlist for the all new Challenge. It’s 100 days of intensive training to help you accelerate y

Go to https://yesmasters.com/challenge to get on the waitlist for Kevin's next 100-Day Challenge. ___ Being in the top 1% of realtors means that you make over 400K/year in GCI. And for you to do that, (if the average commission check is 8k) you’d have to sell about 50 homes/year or 1 home a week. How do you get there? First, decide to GO PRO. Commit to being the best and perform at the highest level in the industry. Master these 5 steps to get to the top 1% of realtors: 1. Connect with people. Master creating new relationships 2. Position yourself as their go-to agent. Master building trust, credibility, and Top-Of-Mind Awareness with people. 3. Inspire the hire. Master leading people to a decision to say YES to you. 4. Deliver results. Master giving them great results every time. 5. Leverage success. Take every successful sale and build on top of it to get more business. If you want to master these 5 steps fast, then you should join this program we created called the 100-Day Challenge. This is where we help

Go to https://www.100daylistmasterchallenge.com/ go to get on the waitlist for Kevin's next 100-Day Challenge. ___ What are you going to do in the second half of 2020 to win? Go into attack mode. Break out of survival mode and look for the best opportunities to win. Aim more. Get clear on your income, business, and personal goals. Reset your targets and keep your focus there. Amp it up. Fuel your fire. Master your morning ritual to get you energized and make your day productive. How do you cope with stress from all the changes? Exercise. Move your body and up your heart rate. This lowers cortisol (the stress hormone) levels in your body. Declarations & Visualization. Make declarations of you achieving your goals. Visualize yourself having achieved your goals. Journal every day: write down 5 things you're grateful for and 5 wins of the day. If you want to really crush it in the 2nd half of 2020, you gotta join me on the all new Challenge for 2020. We re-engineered this 100-day challenge to specifically hel

Why don’t most people achieve their goals? Because they don’t follow the formula for achievement. Success is not just about luck. It’s about following a formula that anybody can do, regardless of your background. Here’s the 4-step formula for achievement Have a burning desire. Know what you want and want it so bad that you become obsessed with it and will do anything to get it. Create a sound plan for attaining your goals. When you’re clear about what you want, you can always figure out how to get it. And when you try something that doesn’t work, it’s just an experiment…There is no failure. You can get that sound plan from somebody else who already has the results you want, so you don’t have to reinvent the wheel. If you want to have a sound plan to achieve your real estate goals, go to https://yesmasters.com/. Continuous effort. Be willing to put in the work and do it. Don’t lose sight of your goal, so you don’t burn out. A fire does not burn out from how long it burns. It burns out only when it runs out of

Is it time to sell? If you’re considering selling your house in the next two years, do it now while interest rates are low, buyers are buying, and home prices are high. In 6-12 months, most homeowners in forbearance will want to sell. Inventory will go up, demand will go down, and home prices will drop. If you’re going to sell, the most important thing is to price your home correctly, so it sells fast. This increases your chance to get multiple offers for it. If it sits on the market too long, you will end up chasing the market down. Is it time to buy? Here are 3 considerations: If you need a place to live- If you plan to own a house for at least 5 years, and you have a stable income, take advantage of the current low interest rates. Find an aggressive agent who can get you a good deal. If you want to time the market. If you’re looking for the best deal on a house, wait 12 months when there’s a high probability that prices will drop. If you’re an investor. Don’t buy now when the market is at its peak. Stash

What’s going to happen in real estate after the pandemic? Here are the 5 factors that drive the housing market: Demographics. Baby boomers own 53% of homes in America. They own big houses and will be downsizing in the near future. This will have a big impact on the housing market trend in the next 10 years. Interest rates. Low interest rates incentivize people to buy.  Economy. The rising unemployment rate, mortgages in forbearance, and businesses shut down Consumer confidence. Even with some businesses beginning to open up, people are still conservative with spending.  Government incentives. (Stimulus). How long can the US dollar stay strong?  THE FUTURE OF REAL ESTATE Right now, real estate is still moving. There’s massive pent up demand and low inventory. The industry has adapted to this new reality (virtual tours, OH). It’s a hot market for sellers. Low interest rates. Prices are still strong. As long as the federal reserve keeps printing money, it will be okay.  In the next 6 months, the housing market

What is the best lead generation and marketing strategy in 2020 and beyond? It is Your Word Of Mouth Marketing Team (WOMMT). There will never be a better marketing strategy now and in years to come than having people you know referring you business. These are past clients and people in your Personal Circle (PC) who trust and remember you. How do you tap into it? You ask for their help. You train them to be your WOMMT by asking them to keep their eyes open for anybody who might need your help buying or selling a house. Ask for video testimonials from past clients. Send them links to different platforms where they can also leave you a 5-star review. There is nothing more powerful than third-party credibility from a testimonial because this is what the public believes and trusts. This is almost like a passive lead generation strategy. As long as you maintain top-of-mind awareness with people, they will continue bringing you business...even while you sleep! If you want to master the best marketing and lead genera

Motivated sellers are a tremendous opportunity for you to make money in this crisis because they want to sell now. If you haven’t yet watched my previous video where I talk about where to find the BEST motivated sellers in 2020, watch it here . Another group of motivated sellers is Downsizers. These are: Vacation home owners who own their second or third homes. They want to sell now because they’re worried that the economy will crash. Vacation rentals. (AirBnBs, Vacation Rentals By Owner) Because they suddenly have no cash flow from rentals, most of them can’t make the mortgage payments. They will want to protect their equity and sell fast. Empty nesters. These are couples in their 50’s, 60’s or 70’s left alone in a big house. They won’t take a chance on the economy and are motivated to sell now in order to protect their finances. After selling, you can also help them look for a smaller house to buy. Continue building a relationship with them so they’ll refer you to other homeowners they know who are al

There are still massive opportunities for you to make money and help people at the same time, even as we’re in the middle of a crisis. Like I said in one of my previous blogs, your lead generation should be focused on sellers. Watch it here >>https://yesmasters.com/the-biggest-real-estate-lead-generation-secret-for-2020-beyond/ And one of the BEST motivated sellers is Investors. Most of them are in their mid to late 50s, 60s, 70’s and are looking to liquidate their holdings with negative cash flow because they're biggest concern now is financial security. They understand economic cycles, and expect prices to tank. So, they will play it safe and cash out before that happens. How do you find them? Look for non-owner occupied properties (find them on software platforms like Remine) and contact the owner. Continue building relationships with investors (even with those who choose to hold now) because in the future, when the market is down, they will buy more property. Help them, and you’ll win. What are your thoug

On a recent video, I talked about the process of how you switch from doing an in-person listing presentation to a virtual listing presentation.. Watch it here, in case you missed it https://yesmasters.com/how-to-do-a-virtual-listing-presentation/ Now, we dive deeper into the technical side of how you actually do it. (I recommend using Zoom https://zoom.us/ as a video conferencing platform) Here are the 10 DO’s & DON’Ts when doing a virtual listing presentation: DO it on your computer with a good internet connection (hardwire or wifi) & a good webcam. DON’T: Be in your car or in a noisy background. Don’t shoot holding your phone. DO use an external microphone or headset. DON’T use the built-in microphone because it picks up all background noise. DO have your camera at eye level. DON’T have the camera looking up your nose. DO have good lighting in front of you that lights up your whole face (e.g. a Diva Ring Light). DON’T do it in a dark room. Don’t have bright light behind you, or directly above you. D

The biggest real estate lead generation secret ever is… SELLERS And now, more than ever, this is really powerful because they give you leverage for more business opportunities. Here are the 3 types of leverage you get from sellers: Marketing leverage. Every time you get a listing, you get a free billboard for buyers and future sellers in the neighborhood. Make sure you price it right and get it sold. So when other buyers see the sold sign, they’ll know that you’re the agent that gets results. Agent leverage. When you have a listing, you attract buyers and buyers’ agents. These agents then work to bring buyers in for your seller. Deal leverage. Sellers will become buyers after they sell. Sellers attract buyers. Some of these buyers come directly to you, so you have the chance of double ending that sale. Homeowners know other homeowners. Sellers can give you referrals after a successful sale. Focus your lead generation on sellers because when you get a listing, you have multiple ways to make money from tha

While it’s great that agents are getting financial assistance in this time of crisis, there is a danger to it: It puts you in a victim mindset. Instead of taking ownership of your business and your success, you’re waiting for somebody else to help you. Make a decision that what’s coming next for you is opportunity, not crisis. Shift your focus from the crisis to the opportunity, because what you focus on expands. How do you shift your focus from crisis to opportunity? Manage your focus. Get the help given to you, but don’t play the victim. Think about how you can help yourself because there are opportunities for you out there. Watch my previous blog where I talked about where exactly you can find those opportunities and Why Now is the Best Time Ever to Be a Real Estate Agent: https://youtu.be/Bg3UUFExr-k Move fast. Even if you’re still in lockdown, you can still build relationships and fill your pipelines. Make a fortune. The choices you make in this crisis will make you rich. There is opportunity in this cr

First, find a motivated seller, schedule the Listing Presentation, and prequalify the appointment to make sure that they are motivated to move. In the Book of YES, you’ll get the best conversations that lead you through the process. Here are 5 keys to doing a great virtual listing presentation: Get a VIDEO PREVIEW OF THE HOME. The seller either goes live on Facetime, Facebook or Instagram or records a video tour of the house, and emails it to you. Email them your PRE-LISTING PACKAGE that contains the following: Information about yourself/your company, your action plan, CMA, seller net sheet, listing documents, and the ZOOM video conferencing link. Shoot them a quick introductory video if they haven’t met you yet. DECIDE ON THE PLATFORM to use. Zoom.us. is easy to use and enables you to share your computer screen with the sellers during the call. Use Calendly to schedule the appointment. Your video conferencing platform options are Zoom, Skype, Facebook Messenger, or Facetime. You can also opt to do a phone c

Even with the economy shut down, right now is the best time ever to be a real estate agent because there’s massive opportunity out there. While most agents are panicking, you can capitalize on those opportunities. Where the opportunities are (motivated sellers) The luxury market. Many luxury homes are selling and there’s no competition here because most agents don’t know how to break into the luxury market. Equity homesellers/Downsizers. They’re afraid of losing equity as the housing market drops, so they’re ready to sell now. 3 keys to capitalize on opportunity right now: Your self-talk. Manage your self talk, and your daily thoughts. Expect the best, prepare for the worst. So if anything happens that’s better than the worst case scenario, you’ll win. Your skills. Skill is the name of the game. More realtors are competing for business. The agent who knows what to do and knows how to inspire confidence in the seller and lead them to a decision wins.. Your Seller Strategy. Have a strategy for finding motivate