September 21, 2017

How To Stop Losing The Deals That Should Be Yours

    SUMMARY 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: Of bugging their friends for business Of begging their friends for business. Of rejection… We’re afraid that they may not trust us. 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? Get very good at what you do. Believe in what you do. Expect them to want to help you […]
September 13, 2017

Selling Real Estate vs Pet Rocks (WHY SELLING REAL ESTATE IS UNIQUE)

    SUMMARY 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.   FULL TRANSCRIPT Hi […]
September 8, 2017

The Great Zillow Diversion

    SUMMARY 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 […]
August 24, 2017

How To Deal With A Rude, Nasty Seller

    SUMMARY 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: Decide your personal standard of who you will work with. Ask yourself why they’re being nasty. Straightforward conversation. Fire clients who don’t meet your standard. When you follow this plan, you will love working with your clients and you […]
August 8, 2017

The Real, Real Estate Principles Of Success

    SUMMARY 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.   FULL TRANSCRIPT Hi there, it’s Kevin Ward, the founder of YESMasters Real Estate Success Training, helping you get […]
August 2, 2017

First Steps For Brand New Agents

    SUMMARY 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 […]