Kevin Ward's YES Talk | Real Estate Coaching and Success Training for Agents

The key to building a business is connecting with people and taking that relationship beyond the initial meeting.

Whenever you meet someone, make an effort to get into a conversation with them. And then, at the end of it, remember to ask for their contact information.

It's not enough to just give them your business card, because there's a great chance it's going to end up in the trash. Without any exchange of contact information, you have no connection and have not started a relationship.

Connect and start the relationship, it's going to be priceless for you both.

Relationships before real estate. People matter more than money.

You reap what you sow. When you sow the seeds of your relationship and nurture them, it's only a matter of time before you reap the rewards. Not just your clients, but also other agents and their clients, will love you.

And one powerful way of sowing the seeds is by sending personal videos.

As was the case for one of my top coaching members, Jose Contreras... He did what most other agents never do: He sent a personal video to the seller's agent (Jose was representing the buyer), and got their offer accepted, even though theirs wasn't the highest offer.

But as you're building relationships, you're sometimes going to have people in your Personal Circle choose a different agent over you. Don't let that break your heart. Instead, go and wish them well, and keep nurturing the relationship. Sooner or later, they will come back to you (especially after they start to regret using the other agent).

What do you do when you fail or get rejected?

Never quit because it is only a temporary defeat.

In the case of one of my coaching members, Julia Rogel, she didn't give up even though she hasn't had any success with Expireds for the longest time. She trusted the process and regularly sent them personal videos.

Through those videos, Julia genuinely showed them that she cared and wanted to help them. In the end, those Expireds trusted Julia and made her their agent for life.

What are Personal Videos?

Personal videos are videos that you text to anyone you've just had a quality conversation with (i.e. an Expired, someone from your personal circle, a new referral, or somebody you met at an open house event).

Simply shoot a video with a simple message telling them that you're there for them, and if there's anything you can do to help, they can just reach out to you. And then, send the video through text, directly to their phone.

The most powerful and highest money-making skill in real estate is the ability to lead people to a decision to work with you.

But what will make them say YES to you?

1. Certainty. Their feeling of certainty about you will make them want to hire you. But that certainty will come from you. For instance, as you're talking to them, have that energy of certainty that you're knowledgeable about the current market situation. When you show up with confidence, commitment, competence, courage, and compassion, people are irresistibly drawn to you. The key to gaining the trust and certainty of others is to have certainty in yourself.

1. Understanding the psychology of decision making. Your ability to lead people to a decision is directly related to your skill at decision-making. If you can't make decisions for yourself, then you won't be able to lead others to a decision. Decision-making is an uncomfortable process because pressure is what drives us to make most decisions. Learn how to open up a space where people can feel pressure, and then lead them to make a decision immediately.

How do you bounce back from a traumatic past and win in your business and your life?

Answer: Commitment + Association.

Motivation is not enough because this is fleeting. Instead, you want to be committed.

It starts with a decision… a commitment to having the discipline to take action towards achieving your goals. Discipline forces you to take action, until you see results.

Surround yourself with the right people who are going to help you stay true to your commitments.

And when you take care of all areas of your life (your health, relationships, etc.), your business will take off because you're able to show up as the best version of you for your clients.

One of my top coaching members (and good friend), Sergio Nazzaro, has made $1M in only 8 months. But he's no smarter or better than anyone else. He simply does the work and hangs out with the right people.

Trust the process, trust your coach, and do the work.