HOW TO SELL EVERY LISTING - KEVIN WARD

It if the price is right, a house is going to sell. Hi there. It's Kevin Ward, the founder of yes Masters Real Estate Success Training, helping you get more yeses and more successes in your business and in your life. And in this video, I'm going to share with you something that I have really, up to this point, only taught to my coaching members and to people that actually attend my live events. But I get this question because I talk about this, and when I have these conversations with people, they freak out. And that is, how do you sell every single listing that you take? Now, from the time that I started real estate, I believed that listings is how you dominate the market. Listings is how you own your business, and it's how you control your life. It's what allows you to both make a lot of money and have a life in real estate than it is by focusing on listings. But one of the things that I have never heard or one of the things that I have never been taught and that is that you should sell every single listing that you take. In fact, the industry standard and what I've heard all my life is you're going to take 70, 75, 65, maybe 80% of your listings. And that's pretty much the standard across the board when they talk about planning your numbers, business planning that you should count on selling only 65, 70, 75% of your listings, and the rest aren't going to sell for whatever reason. And I met a real estate agent in Houston, Texas, years ago that completely changed that belief for me because I was talking to her at an event and she was asking her how our year was going, and we were just kind of talking about our business. And she told me that she was not really happy with the amount of business she had. And so I said, how many listings have you? How many sales have you had this year? She said, I've had 22. And I said, how many listings have you taken? She said, 22. And I'm like, so like, tell me about that. And she just basically said, I've taken 22 listings, I've sold all of them. I said, wow, really? How do you do that? And she said, I just make sure that they do the right stuff so it will sell, and if they don't price it right, I won't take the listing. And she said, not only did my clients all love me, but she says, I now love real estate because I only take listings that I know that, that I can sell. And her average days in the market, if I remember, was like seven days on all of those listings. And I just thought of it. I'm like, well, what if, why? What if I decided that I was just going to sell every listing I took And I made that decision, I made that commitment. And after that, I literally started selling every single listing that I took. And I wanted to share with you in this video how to do that. And that was because I was being interviewed recently by a top producing, mega successful real estate guru that is really a great guy and really awesome. And when I started telling him that I have most of my inner circle members, my highest level coaching members sell every listing they take. And it's like that they couldn't quite wrap their head around the fact that you can actually do that. And I asked the question, I'm going like, think about it. Is it really that hard to sell a house? Is it really that hard to sell a house? It's not really that hard. If the seller would do what you recommend, the seller would do what you say, could you, could you sell every single listing you take? And the answer is, yeah. So why not do that? Because you're great at what you do. If you're an expert, if you're the best at what you do, why not do it? So I'm going to tell you how to sell every single listing, knowing that as you're, some of you are watching this right now, you're already making a case for why this is not possible. So drop the case. Okay. Right now, I just want you to think and I want you to open your mind to the possibility of what if I could sell every single listing I take? And literally, the power of being able to position yourself in the market, position yourself with prospects and with leads and with sellers that you sell every listing that you take. Now here's the simple steps, step by step. How do you sell every single listing that you take? Now, you probably know most of the answers to these. Number one is you price it right. Look, you and I both know if the price is right, it will sell, right? It, look, it just does it. If the price is right, a house is going to sell. Number two is you want to make it show great. You want to make sure the house shows great. Now, what does that mean? It's got to look good. Now, an ugly house will sell, but it's going to sell for less. So if not only do you want to sell every listing, you want to sell every listing for top dollar right now, under certain circumstances, distress sells, you know, fixers, I get it. Totally different conversation. But if a Seller wants to sell their house fast and for the most money. This is how you do it. Number one, you make sure you price it right, price it where it will actually sell. Number two, you make sure it will show. It shows great, because when it shows great, people come in and they fall in love with the house. And they're used to seeing houses because every buyer spends their days and weeks, especially the G, they spend their time on Pinterest and watching hgtv and they're looking at these perfect kitchens, these perfect bathrooms, these perfect bedrooms. They're looking at these, you know, great curb appeal and it matters to them. So you want it to show. Great. Number three is you want it to show easy. Now what does that mean? You want it to be easy to show the house is too hard to show. If it's a pain in the neck to show, buyers will simply skip it. Or if when they walk in and it's a pain in the neck to get into the house, like a security alarm goes off or something like that, there's a dog barking in the house. If it's hard to show, buyers will skip it. Even in a seller's market, they're just going like, you know what if they don't want to see, if they don't want to sell that house that bad, I don't want to mess with it. If they're making me wait for three days to get in there. Or if it's just two hour showing window, you know, the house can only be shown on odd numbers of the month, Tuesdays and Thursdays between 2 and 4:15pm no, you make it easy to show because you want all the buyers in there fast, right? And then the fourth thing is, is you want great, you want great picks, great pictures on the MLS because that's what's going to get syndicated then out there to all the other websites and all the other portals. So that people, when they, when they're looking for houses and they put in their criteria and your listing pops up, that what they see is a good enough impression that they want to come see the house. You don't sell the house on the mls, you don't sell the house with the pictures, but you at least want to make the pictures great enough that they want to actually go see the real thing. And that's when they make a decision whether or not to buy a house is when they go see the actual real thing. So all I've got to do is have great enough pictures on the MLS that people want to go and see it. Now, if you do that, look, you do that right there. And if you did that and you put a new listing on the market with all four of those in place, and the next day you got hit by a truck, would the house sell? And the answer is absolutely would sell. And it doesn't matter. All the other fancy stuff that we do, the fancy marketing stuff, does not do anything that this doesn't already do to deliver the results. Now, you may be saying to yourself, well, Kevin, of course, everybody knows that, but that's a lot easier said than done. Aha. It's definitely easier said than done. And that is why in almost every market in the United States, 65 to 75% of the houses that are put on the market are put on the market where they will not sell. Which means that when the house is put on the market, it is not going to sell until something here has changed, typically until it has one or more price reductions. Even in the hottest markets, even in Los Angeles in 2000 and the last, late last year, last quarter of last year, over 65% of the houses that were put on the market were put on the market in a way that they would not sell, which meant they required one or more price reduction to just to get an offer accepted and so that the property would actually sell. When you do this, they sell. Now, again, what's that? It's easier said than done. How do you do that? Well, here's how you do it. How do you get all this to happen is learn how to lead your seller to a better decision. See, the reason listings don't sell is because the seller, you know what to do to get a house to sell. What happens is you don't know how to get the seller to agree with you. You don't know how to get the seller to agree to price it right, to make it show great, to make it show easy. Because they want to keep their 17 cats in the house while you're showing it. They want to only show it with a, you know, within a 15 minute wind time frame and only on certain times of the day. And all that kind of stuff, all of that makes a house harder to sell. When you get it right, you get all this right, it's going to sell. And the key, the real magic, is the skill to lead sellers to a decision to price it right, do what it takes to make it show great, do what it takes to make it easy to show. And then your job is to make sure you get great pictures of that and put it on the mls. My friend. It's really that simple. Now, if you liked the video, give it a thumbs up if you you want to argue with me. If you have a rebuttal, please post them down below. I want to engage on this because this is something that I'm not teaching theory. I'm teaching something that I've done for years and that many, many, many, many of my coaching members and the people that I'm training are doing this and literally selling every single listing they're taking that are making over a quarter of a million, over half a million, and in some cases over $750,000 are doing this with every single listing that that they take. And it works. Let me know what you think. Post your comments and questions below. Give the video a thumbs up if you like it. And when you do this, you can always expect yes.