Kevin Ray Ward teaches real estate agents to build elite confidence by deliberately embracing discomfort and treating difficult interactions as experiments. He recommends role-playing to desensitize agents to uncomfortable conversations, argues that repeated practice builds competence and mindset, and uses Thomas Edison’s iterative experimentation (reframing failures as learning) as a model for handling rejection.
Chapters
Your goal is not to be comfortable, my friend. Your goal is to be elite. But the way you get elite is get comfortable being uncomfortable. Okay? Get comfortable being uncomfortable. And like, role playing was not comfortable, but it was in that that I got comfortable so that I could get into a real conversation which was uncomfortable or talking to a seller. But then it became comfortable because your skills get so powerful and so elite. A stronger skill set leads to a stronger mindset, because the more you practice, the more competent you become. The more competent you become, the more unstoppable you will become. The secret to a strong mindset in today's market is what I call the Edison approach. Every call, every conversation is just an experiment.
One of the biggest fears that real estate agents have is the fear of rejection. I hate people hanging up on me. I hate people telling me no. I hate getting yelled at. Well, here's how you look at it. And this really changed the game for me. It's just an experiment because when they asked Thomas Edison as he is trying to invent the incandescent light bulb, and they said, don't you get discouraged or frustrated after failing 10,000 times because they had heard about all the different experiments he had done and trying to find incandescent light bulb break, crack the code of that, and he is like, nothing worked, but like, don't you get discouraged after 10,000 failures? And he said, I have not failed 10,000 times. I've simply learned 10,000 things that did not work.
Which means he didn't look at it as a failure. He looked at it as an experiment. He looked at it as like, I am going to get there, I am going to find the path, I'm going to crack the code, and this is just an experiment.
