YES Talk 270- 3 Secrets to Success in a Market Shift
Kevin Ward's YES Talk
by Kevin Ward
2w ago
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. Ha ..read more
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YES Talk 269- Get Personal to Get Profitable in Real Estate
Kevin Ward's YES Talk
by Kevin Ward
3w ago
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 vid ..read more
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YES Talk 263- EXPIRED OBJECTION: "Never...unless it's the right price!"
Kevin Ward's YES Talk
by Kevin Ward
1M ago
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 ..read more
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YES Talk 268- Distressed Sellers: How to Deal with Couples Getting Divorced
Kevin Ward's YES Talk
by Kevin Ward
1M ago
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 ..read more
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YES Talk 267 - Real Estate Market Alert: Realtors, Wake Up Or Get Out!
Kevin Ward's YES Talk
by Kevin Ward
1M ago
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 ..read more
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YES Talk 266- Buyers: "Should I Buy Now or Wait?"
Kevin Ward's YES Talk
by Kevin Ward
2M ago
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 so ..read more
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YES Talk 265- Sellers: “Should I sell now or wait?”
Kevin Ward's YES Talk
by Kevin Ward
2M ago
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 Ti ..read more
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YES Talk 262- The 7 Domains: Is Real Estate Success Just About the Money?
Kevin Ward's YES Talk
by Kevin Ward
3M ago
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 ..read more
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YES Talk 261- Overcoming FSBO Objections: When They Say They Sold It
Kevin Ward's YES Talk
by Kevin Ward
3M ago
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 ..read more
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YesTalk 260- Return of the Price Reduction: What to do
Kevin Ward's YES Talk
by Kevin Ward
3M ago
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 situa ..read more
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