Kevin Ray Ward shows how a brand-new agent won a $1 million listing by being honest about inexperience, then pivoting to a three-part framework: certainty, system, and a guarantee. The agent said "You'll be my first" and still closed the deal.
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In this video, you're gonna hear exactly how a relatively new agent took his first luxury listing and it was expired, and this objection handler obliterated their objection. Enjoy the video. I have to have a system and the skills and the strategies to actually beat the opponent, right? And it, and guys, frankly, it's player versus player in the real estate game. Every listing that you want, guess what? Every other agent wants that listing too. Who's gonna win? The one that's got the best process, the best system, and the best ability to lead the sellers to see it and to say yes to you. Okay? So we need a proven process. So if you're right now going like, I know, I know, I know what you're saying, but I don't have that. I don't have a track record. I don't have market presence. I don't know what to say. I don't even know what to do. What do I do about it? Well, here's the good news. You don't need a track record. To get started. What you need is a process. What you need is a Listing Vortex. Okay. And I'll give you an example of this. So Dave, Dave Pinell was one of my coaching members, been one of my coaching members for years. And, um, I remember when he went on his first, he got an expired listing appointment. It was over $1 million and he had been mastering this process. Okay. And he had a guaranteed selling system. So when he's talking to the expired, here was the expired's objection. How many homes have you sold over $1 million? Now, what was the truth? He hadn't sold. He'd never taken a listing over $1 million. He'd never sold a house over $1 million. He was like, so what did he say? Because he had learned the process. He knew, he learned, he knew the scripts, he knew the system. He knew what to say. Here was his answer. He said, that is a great question. You are gonna be my first. However, can I tell you something else? Now I just wanna break that down, what we just did. First, he said, you're gonna be my first. What was he telling him? Number one, he told him the truth, right? He didn't BS him. He didn't like hum and haw around. He didn't go like, ah, well, um, none, zero. 'Cause that's not what anybody wants to hear. So instead of saying, I haven't sold anything, which is talking about what he hasn't done, He says, this is what I'm about to do. You're gonna be my first, which communicates what? Certainty. You guys feel it? You're gonna be my first. However, can I tell you something else? Now what's that? This is taking control of the conversation and this is seller psychology. The person asking the questions is the one leading the conversation. How many homes have you sold over a million dollars? Well, now that person, the seller's in control. So he answered the question with honesty, with yes, without BS. You'll be my first, which communicated truth, but it also communicated certainty. And he said, however, can I tell you something else? Now, how is the seller going to answer that? Oh, there's more. Sure. Tell me more. Because they're not excited about the fact that he has never sold a house over $1 million. And they know now he's never done this before. But when he says, however, can I tell you something else? What's he saying? I have a process. You want to hear about it? And they're like, sure. He says, I sell every single listing I take. I know exactly what to do to sell yours, and I'll guarantee it. Now, this is it. Write this down. This is the 3-part framework of certainty. System and risk reversal. Okay. What's the certainty? I know exactly. I sell every single listing I take. Now, by the way, yes, you should. You can sell every single listing you take when you have a process, right? I know exactly what to do to get yours sold. Certainty. And I will guarantee it, which says I'm taking the risk off you and putting the risk on me. Okay. So this is what he had. He had an audacious promise and a failproof system. And here's the beauty of it. You can learn it and install it without any previous experience. You got to start somewhere. If you've never taken a listing before, some of you have not taken a listing, at least in the last year. Some of you have taken several, but you can start from where you are and master the game. And the good news is you can master it fast because The real estate industry is so full of amateurs that all you gotta do is come in with some certainty and confidence and a system, and you will get yeses. If you are ready to master the game of listings, the best way to do it is to join me at Listing Domination Live coming up here. Click on the link in the description, grab your ticket. You can come in person or virtual. Get your ticket right now. It will change the game for you. This is not for part-timers. This is for elite agents. If you wanna be elite. And master the listing game, click on the link and join me at Listing Domination Live. And if you like this video, give it a thumbs up. Make sure you subscribe to the channel if it's your first time here. There's more videos that you can watch with great training. I'll see you on the next video.
