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

It was a FSBO in Hurst, Texas in 1998. Everything went well...I got the appointment, did great on the listing presentation. And then, the bad news… After thinking about it and doing research, they chose Linda Peterson, the #1 agent in our office! I was upset and felt betrayed. I did all the work but someone else got the listing. I was crushed, but I got back up. Here’s how I handled it: I got over it and got back in the game. If you want to succeed in real estate, you have to be able to take a punch and get back up. Champions are not the ones who never get knocked down. They’re the ones who refuse to stay down. I realized that having a track record helps. Like Linda, she got success because she had success. We all start with a zero track record. Build your track record by going out and making it happen. Make mistakes, face failures and get back up. It fired me up and made me determined to get better and never get beat like that again. When you lose a listing, you can either get beat down or fired up.

One of the objections that real estate agents hate (but will always have to face) is "Will you cut your commission?" What's the ultimate answer to this question? If your goal is to get listings without cutting your commission, there's a better way than saying No. Acknowledge the question. Explain that you don't discount your commission because you don't deliver discount results. Shift the conversation from your commission to the result they want (getting the most money for their house). When you're skilled and you know how to represent your seller, you EARN your commission. And that makes you worth so much more. If you're committed to training to be the best, the first step is to get The Book of Yes: The Ultimate Real Estate Agent Conversation Guide. Click here http://TheBookofYes.com to get your FREE copy. Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker,

One strategy that can add tens of thousands of dollars to your income in the next 60 days is called the Client Appreciation Party. How do you organize it? Who to invite: Everyone in your Personal Circle (PC). Aim for 100 people to come to the event. This will create a buzz about you being a leader in the industry. Civic leaders (Mayor, City Council Members, Chief of Police, Fire Chief, Representatives, School Board members, etc). Invite community leaders from civic organizations, the Chamber of Commerce, celebrities, etc. Even if they don’t know you, they’ll go because of the Press Relations opportunity. This gives you instant credibility. Vendors. Make them event sponsors. They will give you more credibility because their presence is automatically an endorsement for you. How to invite them: Email, social media. Use https://www.evite.com/, http://whoozin.com/, or https://www.facebook.com/events/. Create the event, track RSVPs, and communicate important information to your invitees and those planning to att

After you learn how to do a Comparative Market Analysis (CMA), how do you get good at interpreting the comps and determining how much a house is worth? Here are 5 steps to mastering CMAs: Preview 10 or more new listings a week. Get yourself familiar with active listings to gain more market knowledge. Do this for 2-3 hours a day. Do CMAs on at least 2 of them each week. Decide the price you would list it at...and then track them to see what price each one sells for and how long it takes to each one to sell. This will give you more insight into where you got it right or wrong. Ask for insights from top listing agents and appraisers. You’ll learn when you get help. Prospect every day and get listing appointments so you get real experience with CMA's. The more confident you get, the better you’ll be at getting the best results for your client. If you want to master how to do a CMA, go to AgentPowerLaunch.com and get my entire CMA Training from one of the 12 complete video training modules w/ over 50 deep dive v

The holidays are the best time of the year to reconnect with people you know. Why the holiday season? Because this is when people are friendlier and more into relationships. It gives you the perfect excuse to get in touch with them. But how do you reconnect with someone in your Personal Circle that you haven’t talked to in a long time? Happy Thanksgiving Script. Be friendly and thank them for being a friend or for doing business with them in the past. Letting them know that you’re thinking about them is a low-key approach to getting business. Click here[download link] to download a free copy of the PC Holiday Scripts. Happy Holidays Script (Christmas or New Year’s). Make a second call after a month. Have a natural conversation. Wish them a happy holiday and see if they know anybody who’s looking to buy or sell in the new year. It’s the perfect time because they’ll understand that you’ve set goals as you go into the new year. Relationships are the future of real estate. Make it a habit to connect with your rel

Rookie realtor goes from struggling to thriving How does a rookie agent like Sam Garretson hit 200k GCI and become among the top 1% of agents? Sam made good money in the corporate world but nothing there compelled him. He started a shaved ice business and drove a delivery truck...searching for something that would fulfill him. He’s always believed that he was meant for something big. He finally decided to become a real estate agent. He went to the 2018 Real Estate Vortex Training Camp as a brand new agent waiting for his license, and that’s when his life really began to change. He was amazed at the people and the opportunities available to him. He joined the YesMasters 100-Day ListMaster Challenge and was committed to getting 10 deals in 100 days, but things didn’t work that way. He pulled through all the frustration knowing that even with no results, his confidence was building and all that he was learning would come into play. Go to YesMasters.com For more killer training videos for REALTORS who want more Y

If you know what to say in a conversation with a motivated buyer or seller, the chances of getting a “Yes” and inspiring the hire improve dramatically. But if you don’t know HOW to say it the scripts won’t work. What does it take to get Yes and win in real estate? Skills. No matter how great your scripts are, without skills, you won’t succeed. So, how do you get skills? PRACTICE....practicing real estate scripts by roleplaying and training with skilled people over and over again. Get The Book Of Yes scripts here, join the YesMasters Facebook community, and post that you’re looking for skilled role play partners (Type #roleplay in the post). Confidence. You gain confidence by getting skills and experience. When you show your leads and clients that you believe in yourself, it tells them that you’re good and gives them confidence in you. Consistency. Take action. No matter how confident or skilled you are, if you don’t take action and talk to people, you won’t get any business. Be consistent with prospecting, le

When you’re a new agent, you are going to make mistakes. But the more you learn from others’ mistakes (and avoid them) the better off you’ll be. Here are 3 stupid mistakes new realtors make: 1) Starting too slow. It’s harder to succeed as a part-time agent (I talk about it HERE [link to old post]) because it takes too long to get all these things that matter- skills, confidence, street credibility, momentum, and market presence. If you want to make money fast, you must go all-in, full commitment as a professional. 2) Starting too smart. Don't think for a minute that having some professional background in a related field will make you great as a real estate agent, because it's totally different actually getting people to hire you to sell their house for top dollar. It’s okay to start stupid, just get a coach or mentor who’s a top producer to train you. 3) Starting too stingy. Don’t go out there looking for the lowest splits or refusing to split a transaction with a seasoned broker who can help you. Get the bes

How do you go from being a homeless single mom to a successful realtor with a 6-figure income? Monique was a single working mom who wanted to have more time for her daughter. This desire and the huge income potential in real estate propelled her to shift to becoming an agent. Leveraging on her past side hustle as a network marketer, she met a lot of investors and worked with them- buying and flipping houses- and invested in real estate herself. When the economy crashed, so did her business. Pulling herself up from business and relationship problems, Monique started working with Keller Williams and found herself making money again. Things got even better when she signed up for the YESMasters 100-Day Challenge. Implementing Kevin’s no-B.S. approach to getting listings has doubled her income year after year. Being a member of the YESMasters Inner Circle has also given her more clarity on her goals. Monique gets most of her business from Expired listings, investors she’s known in the past, and her Personal Circle

If you want to stop being broke, the first step is to get out of debt- and stay out of it. Realize that you have an income problem, not a debt problem. Your income is not enough for your needs and wants Here’s the 4-step process to eliminate debt forever: Own your debt and forget about it. Accept responsibility for it. If you don’t, you’ll always feel powerless to beat it. If you own the problem, you own the ability to find a solution. Master making lots of money. Learn to earn. Get around people making lots of money and do what they did. Focus on the goal of massive income, not on the hole of debt. Master having money. Stop believing that it’s the root of all evil. Create an abundance mentality. Reprogram your mind to think that it’s good to have lots of money. Master multiplying money. Once you master creating wealth, you no longer have to go into debt to get what I want. When you focus on having money, you’ll have money. So, how do you do that? Update your financial statement monthly to find out how muc

If you haven't seen the first video in this series..."How to Start Role Playing Scripts", click on this link to watch it first. The secret to getting good fast is effective roleplay. You must practice it correctly for it to work. Here are the 5 steps to roleplaying like a pro: Play with players only. The more experienced players you practice with, the better you’ll get. Only practice with those who are actually making money getting appointments. They already know what real sellers will say, and how to handle objections. No small talk. When roleplaying w/ another agent, jump straight into the script. You’re there to practice not to chat Practice as if it’s real. You create muscle memory with the words and tonality. As you practice, your subconscious starts feeling more comfortable with it. Stand up. You have more energy standing up. This makes people more interested in talking to you. Always get the desired outcome. (Don’t practice failing). If you roleplay consistently, you can always expect YES! It’ll be s

Do you want to start role-playing but don’t know how? The 2 important things you will need are good scripts and great role-play partners. Here’s the procedure on how to start roleplaying scripts:  Start with prospecting scripts. (If you don't already have a copy of The Book of YES,  click here to order your FREE copy of the best scripts. Don’t use B.S. scripts nor roleplay with a B.S agent. Lead Follow Up script Seller Sheet. This is your prequalifying script when you set an appointment Listing Presentation. Do this for 10-15 minutes Objection Handlers. As you prospect, you’ll discover the objections you need to master the most. Where do you find great role-play partners? Go to the YESMasters Facebook group. Focus on one script for one hour a day- 30 minutes of role-play, 30 minutes of practice. This will help you get good fast, but you have to start immediately. It takes effort and commitment. Remember: don’t try to get perfect before you use the scripts. Because when you make mistakes, you learn. And once

This is the biggest LIE told to people who are getting into real estate: ”Real estate is easy and anyone can do it..." The truth is, it’s hard! 80% of real estate agents will fail and quit. Real estate is hard because you have no salary. You earn from commissions, so there are no guarantees. You create your own structure because you have no boss to tell you what to do. The good news is, there is massive opportunity in real estate. The start-up cost is low, and entry is fast. If you do things right, the potential to earn a 6-figure income is more realistic in real estate than from a job you get out of college. So, how do you start real estate in a way that will help you succeed? Here are the 4 things you should have: HIGH ACHIEVER ATTITUDE. (Strong self-image, problem-solver, self-starter, enthusiasm in the face of failure). Know how to handle criticism and be determined to push through. STRONG WORK ETHIC. Take initiative, push yourself every day. You are your own boss. TEACHABLE MINDSET. You don’t need to re

How do you handle it when friends or family use a different agent? 1. Accept that it is not their responsibility to use you. 2. Stop taking it personally...take it as feedback. 3. Wish them the best and be ready to catch them on the rebound. 4. Keep building relationships. (Some will. Some won't. So What. Somewhere someone's waiting.) Dance with the people that want to dance with you. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach

Is the recession coming? How should agents prepare? What should we expect? Last year, I shot a video on "HOW TO PREPARE FOR THE COMING MARKET CRASH." What is my take on it today? It’s an EMERGENCY! The recession is coming...but...it’s not here yet. If you’re not making money now when the market is still good, then you’re already in a personal financial crisis. So, what’s the answer? Stop asking the wrong questions. Here are the RIGHT questions: 1. What should I be doing? Working, not worrying. Massive action drives out fear. Prospecting and following up. Perfecting skills. Playing to win, not playing NOT to lose. 2. How should I be thinking? Your thoughts and mindset are more critical than anything else. Thinking about the disaster doesn’t serve you. Decide whether you want to focus on survival or massive success. If you want to crush it when the recession comes, you have to be committed to winning. Be all in to win. Choose not to participate in the recession. Be clear about your aim to succeed. Constantl

There are so many agents with good hearts and broke bank accounts. If you’re struggling, here are 10 steps to start winning: GET A DREAM…a big exciting dream that’s unbelievable and immerse yourself in that dream. GET TOUGH. Stop thinking you can win by being a nice guy. (You are in a fight.) It makes people think you're weak, which makes them feel insecure hiring you. GET UP. Get up earlier and start your day strong. Stop playing from flat on your back (emotionally.) GET DRESSED UP. Look the way you want to feel. GET TO WORK. Work as if your life depended on it. Stop wasting time…dodging, drifting, or distracted. GET SELFISH so you can be unselfish. Take care of you first. "Love your neighbor as yourself." GET A CHAMPIONSHIP MINDSET. Go pro. Reject everything mediocre. Play to WIN vs playing not to lose. Too many are focused on surviving or security…treading water. GET RID OF THE BAGGAGE. GET OVER IT. Stop getting offended. Stop taking everything personally. GET MENTORED. Find someone way beyond you that wil

How do you handle this objection when a seller- who knows that his expired listing is overpriced- insists on using the same agent and selling it for a lower price? If the seller says it’s their fault that it was overpriced You explain to them that a professional agent wouldn’t follow their advice instead of his expertise just to please them. If the seller says it was the agent who suggested the wrong price You ask the seller why they would go back to the same agent when he has already mispriced the expired listing. You make them realize the problem of having an agent who will list it at the WRONG PRICE- knowing that it’s overpriced- just to get the listing and make them happy. You remind them that as a skilled agent, you get every one of your listings sold for top dollar because you never take a  chance on mispricing it. A skilled agent knows that a lot of preparation and follow-through at the post-negotiation stage are major factors in selling expired listings for top dollar. At YesMasters, we train agents t

Rob Howie and Dana Malone…were 2 of my favorite clients (over 50 transactions) - They were Investors. Working with seasoned investors is completely different than working with normal home buyers and sellers. Many people that call themselves “Investors” are not really investors and will waste your time, so learn to identify those that are serious and are actually prepared to invest. Working with Investors Find them. Prequalify them. Find out if they’re actually in investor. Do the have funds and/or fruit? Learn how investors think. They want a DEAL because they are looking for profit or positive cash flow. Understand how investors buy. Often You/they may go through 100 properties, to make 10 offers, to get 1 or 2 deals. “Low Ball” Offers are the way most investors do business. Get used to having most offers rejected or ignored. Learn from them. The education you receive from working with a seasoned investor can be priceless in building your own financial freedom. If this episode helps you, please LIKE, COMMENT

Here is the fastest way to guarantee you don't succeed as an agent: By always asking "What if..." and trying to figure out all the things that could go wrong. Worry kills action & dreams. "I have been through some terrible things in my life, some of which actually happened." --Mark Twain "But, what it..." is a fear response to opportunity.  Expectations drive actions and emotions which drive outcomes. HOW TO GUARANTEE YOU DON'T FAIL: Visualize ONLY 100% success. Take action. "Do something! Even it it's wrong." --Winston Churchill Play to WIN...and stop playing not to lose (trying to avoid mistakes). Embrace failure. NO happens....Learn & GOI fast. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

So many sales professionals are talking more than the prospect, and they don’t listen to what the prospect has to say. Have you ever had a conversation with another person, and while you were talking, you could sense they weren’t really listening? You win listings with your ears, not your mouth. Here are three steps to winner more listings with your ears: Master the scripts so you stop thinking about what to say next. Listen to the client with total focus. Take notes on the Seller Sheet.  Take notes of their plans, motivation, their house, pain points… their goals and dreams… and the words they use. When you take notes of what the prospect says, you can use the exact words that get them ready to hire you. If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker