REAL ESTATE CHANGES & REAL CHANGES - Kevin@11 with Kevin Ray Ward

Good morning, my friends. Good afternoon, wherever you are. Welcome to the special episode of Kevin at 11. How to win in the real estate game. This is what we're talking about. And market's changing, market's changing, the industry's changing. It's been going on. And so today we're going to talk about the changes that are happening in the real estate market and the changes that. That you must make in order to win in the game of real estate. And that's what it's all about, right? It's all about winning. And so there's winning in real estate, and then there's. Which is in your business making money, and then there's winning in life. And they're not. They're not the same. They're not the same. When I first started my real estate business, I got going. I got started. Started being successful. And two years into the game of real estate, I started having an affair. And my marriage, my family life burned to the ground. I destroyed everything. I walked out, got a divorce, and it was all me running. It was all me. Instead of facing the hard stuff of really connecting with what had to be done and leaning into the problems of the pain, I just ran away from it. Instead of changing, I ran away. If you want to win in the game of real estate, you got to change. So here's. Here's. I was sitting in my. Out in my back porch this morning where I do my morning ritual. I do my journaling. And so I was sitting out there this morning. And this time of year, I don't. We live close to Salt. I live. I live very close to Salt Lake, the actual lake, but we also have some other water bodies around us. So there's this path. I don't know why or where exactly it starts or where, but there's this path where geese fly over my house, our house all the time. So they're flying over, and this morning there's probably, I don't know, 10 or I probably said 10 different groups of geese in a period of an hour that flew over the house, and they just fly and they're coming in their V formation. It's very cool to watch, very fun to watch. And I'm like, man, what are these geese all doing? And of course, the answer is they're all flying south for the winter. That's what they're doing. Why change? Seasons are changing. Seasons change. And when the seasons change, what do bird geese have to do? They got to change. They can't where they come, they come here. And for the Summer. And I don't. I don't know if they stay in Salt Lake or wherever they stay here in Utah, wherever it is, but it's now. Winter's coming. And so they know this. Instinctively, intuitively, they know this. And so what do they do? They go on this long, long migration south. I don't know where they end up. I don't know where they go, but they know. And they adjust. Every single year they do this. They fly north for the summer, south for the winter. And for them, it's intuitive and instinctive. For us, changing is a little more complicated. And the reason it's more complicated is because our change, the changes that happen in our world are not as predictable. They're not as constant. They're as constant, but they're not as steady. So winter and summer, winter and winter, I mean, the seasons change and it's like clockwork, right? So. So for them, it's a fairly easy change to know to make instinctively. But they still have to fly. They still have to make the journey right for us, Number one, you gotta recognize what is changing. And number two, then you have to make the change with it. And so when the industry changes, it can be complicated. When buyer agency changes or the laws change or though that, that's complicated. When the economy changes, that's complicated, right? It's a little complicated because when in 2022, when interest rates took off and went from, you know, below 3% over, like, over 7% for a while, it was complicated, right? It's like, how do I change? And then you've got, then you got just a general across the board market slowdown. You've got uncertainty, economic uncertainty, political uncertainty, uncertainty, instability. All this stuff that's been happening and been going on now for years. But it's like, how do I adapt? How do I change? And here's the reality. You have to change. So I'm just going to give you some principles of change today that are very important. The kind of changes that are happening and the kind of changes you must make. Okay, so one, last week, interest rates dropped a little bit. So they're kind of creeping down and go up and down a little bit. They're never going to change in the next couple of years. They're probably not going to get so low that like they were before, down around 3%, all that kind of stuff. That's probably not going to happen. But things are kind of shaken up a little bit. Some of the things that are continuing to change is the devaluation of the dollar, the Dollar continues to lose value. So there's inflation, which is prices going up. There's also devaluation of the dollar, the currency. And this is a change that is going to continue to happen. The dollar continues to lose value. That's why you see gold and silver prices going up so fast. And then there's like cryptocurrencies that are not attached to the dollar that seem to be going up dramatically, especially like bitcoin and stuff. And that's going to be ongoing. But the devaluation of the dollar, why? Because the government keeps printing money. The Fed keeps printing money. That's going to continue to happen. So here's a conversation that you can have as a change that you can have with buyers and sellers. Prices are going to continue to go up. I don't think we're going to see a major price correction. I wish we were. I hope we do. But I don't think that's going to happen. The reason I don't think it's going to happen is because the dollar keeps getting worth less and less. So the same house is worth more? Well, the price is higher, but it's not really worth more. It's just the dollar's worth less. So it takes more money to buy it. So that's going to continue. So it's almost like owning your own home. Like people going like, is now a good time to buy or is it not a good time to buy? Have you noticed and this has been like a crazy thing with all the low inventory, it being a heavily things homes aren't selling. There's not just fewer sales. Okay. And the slowdown, interest rates up, you would think prices would have dropped. Okay. You would think prices would have dropped. And prices have continued to stay strong in almost all areas across the country. And they've almost continued, all of them, year over year to go up and price. And it's not because of the economy being strong. It's not because a lot of people are buying houses. It's because the dollar is getting worth less and less. So I want you to consider if gold, they consider gold to be an inflation hedge. Right. Silver, an inflation hedge. Buying and owning your own home is almost like an inflation hedge because prices have continued to go up through all the ups and downs and everything. So that's a conversation to have with buyers. Like, I'm thinking about buying. Is it a good time to buy? Well, it's probably a good time to buy because homes are probably going to be more expensive a year from now. I don't Have. I don't have a crystal ball. Can't read the future. But based on what we've been seeing, it seems to be that the dollar is losing value. That means home prices are going to continue to go. So just understanding the kind of things that are changing, going to change, but you got to keep, you got to stay aware, you got to stay on top of this. Changes are always going to be happen in the game. So you must change and adapt, okay? You gotta change and adapt how you do it and so forth. Here's some changes that have happened over the last few years. I mean, for example, video. If you want to communicate in today's market, you really, really, really need to be on using video. Video is one of the most powerful things because you can use video now by text message with somebody you haven't met and you can send them videos which make you a real person to them. If you're just sending text messages, you're just not a real person. You're just a some random dude, some random gal just texting right an age you're an agent. But when you send a personal video, it makes you more personal using video online. Video on. If you're using social media, reels and shorts on, whether it's YouTube, Instagram, Facebook, video gets way more traction than just regular posts. Pictures, words, all that kind of stuff. They all, they all can be good and they can all can work. But video has become way more important. And so people go like, I just don't feel comfortable in video. Oh, I'll get that, I get that. So what do you got to do? You got to learn how to get comfortable on video and understand. You already look and talk a certain way when you do it on video. You look and talk exactly the same, you sound exactly the same in video as you do in real life, and you look the same in video as you do in real life. You're just not used to seeing yourself when you're not looking in the mirror. So when you're doing it on camera, you're like, I don't feel good about that. Well, that's the way you are. You talk and people like you anyway. So embrace it, okay? And then just get comfortable doing it on video. Just like you're comfortable talking to somebody. So another thing is change AI. Okay? Now, AI will not is not going to dramatically change your business, but AI is a tool that will make a lot of things in your business easier, that will make you able to do certain things really faster, to process information, to put together messaging and so forth to. There's a lot of really powerful things doing CMAs. They can help with doing CMAs. But you still got to know the market, right? Ultimately, you still have to know what is happening and what's going on. So adapting and changing, like having an online presence today when, you know, when I started real estate a quarter of a century ago, nobody had websites. Real estate. I can Even remember Century 21, Mike Bowman was my. The first real estate company I was with. And they were the number one Century 21 office in the world. And at the time, Century 21 was the number one brand in the world in real estate. And they didn't even have a website. The number one century 21 office in the world in the number one franchise did not even have a website when I started real estate. So we didn't have websites. I remember the first real estate agent website I ever saw was a guy named Randy White and in Dallas, Fort Worth. Great guy, great agent, super superstar, awesome man. And he had the first. And I was like, whoa, that's amazing. He had the first real estate agent website. Well, today most agents have websites, but most agents websites suck. They're just like a. They're basically like a Zillow knockoff. If you want to win with your website. Just having a website now is not an advantage. Used to having a website sets you apart. Today, having a website just makes you a doormat. And a warehouse full of doormats doesn't make you different. Unless your website has power to it. Unless there's something on your website that makes people go like, okay, that's the agent I need to talk to. So it's got. So we in the real estate vortex training that I do, we have what we call the online vortex. An online vortex is what actually attracts and make a seller that you send to your website and they go to your website, they go like, okay, that's the agent I need to talk to. Why? Because you have an attractive character. You have an audacious promise. You have actual success stories. You have an audacious value proposition. You've got all kinds of stuff that is just like, amazing that makes them go like, okay, I can choose my agent just by looking. I can choose you just looking at your website. And most real estate websites are not that way. Okay, These are changes that you as a real estate agent have had. But here's what I want to talk about. The real change, the real change that has to happen if you want to go from where you are in your business today to a higher level if you want to double your income the next 12 months, the real change needs to be you. This is what I discovered. And this has been, this is the breakthrough. Whenever you're here and you want to be here, you want to ascend to a higher place, higher income, more respect, more credibility, more results, more success. The number one thing that has to change is you have to change because it's the. You can take the same strategy and you have agents using a certain strategy that are not getting hardly any results and other agents using the exact same strategy. So if you go like online leads, for example, I've coached agents for years that have had, that have been subscribed to online lead services, whether it's like Vulcan 7 or espresso agent or House values or whatever it is that you're getting seller leads, you're getting prospect names, so forth. And some of them are like, it's a waste of time. The numbers don't. Aren't any good, the leads suck and all that. And others are like, yeah, I took three listings last month from all from, from house House values. I took three listings last month from this or expireds or for sale by owners, and they're killing it. And other agents in the same exact market, using the same exact list, the same exact lead sources are not getting the results. What's the difference? Well, my friend, it's you. Ultimately, the difference is you, what has to change. And here's what's got to change is you. What's got to change in you when one is your mindset, your skill, your confidence, your certainty. You have to get more confident, more certain. How do you do that? But gets better with your skills. Take the same strategies and get better with those strategies while having better skills. Become a better communicator, get better at communication skills, at objection handling, at lead, at persuasion techniques, at leading people to decision. This is how you start winning. Same strategy, same prospects, but one person converts at a 20% rate, another person converts at a 3% rate. What's the difference? Skill, mindset, what they do, how well they do it, and how confident they are when they show up. Okay, so let me just say this. I've also seen another thing. It's very, very important, and that is how you show up physically. When you show up physically, fit in your just think about this. What would I have to do to become my best self, to become the most elite version of me? You become the most elite version of yourself and people will look at you different. You know people right now that when they walk into A room just because of their physical presence. People notice that people give them attention. Now, part of that is just genetics, okay? Some people are just like, better looking than. There's Some. Some gals are just gorgeous. Some guys just. They're just look great. But no matter what, the better care you take of your physical body. And you show up in elite physical condition when you see somebody walks in and they are fit, they are an elite because they have a beach body. They don't have to be walking in a bikini or, or, you know, shorts. They don't have to be coming. The guy doesn't have to be coming in topless for you to tell that guy takes care of himself. That guy is ripped. Which means he takes care of his body. He respects himself enough. She respects herself enough to take care of her. And it communicates a message that somebody takes care of things. Okay? So when you take care of your body, people look at you and go like, that person takes care of. They just did. So here's what if there's like, what are the key changes for you to make more money in the next 12 months? Number one is change your mindset. You've got to get into a place of absolute certainty and confidence. Okay? How do you do that? Declarations, visualization. Developing your skills, getting better, better, better, better. More competent you competent you are, the more confident you are, right? The better you get, the better your confidence gets. The better you get, the better it gets. So you got to get better, okay? You got to get fitter when you walk in. And I, I was just watching some video from one of my. Because I've got a new. I've got an event coming up this week called Agent Mastery Live. You can go to yes masters.com forward/aml to get your ticket. I've still got a discount on the ticket, so you can get that today. Go to yes masters.com forward/aml. The link is in the description. You can click on that. Go to ticket. It's going to be three days of transformation. And what we do is we train you on this, specifically how to do this, how to get better at this, how to get better. We work on skills, work on mindset, we work on strategy, we're on systems, we work on all of it. Okay? But I was watching some video from event I did two years ago, which is my last real estate event that I did. Now this is we're coming back. And there were two ladies on there. One was Megan shepherd from ReMax and another was Susie Braskin and. And From Ohio. I can't remember where Megan shepherd is from. I don't know where she's from, but Susan Braska has been one of my coaching members for a long time from Ohio. And one of them was down like 43 pounds, and the other one was down like 23 pounds or 28 pounds, something like that. They had been to one of my pre events earlier that year. And I talk about being an elite physical condition and that when you look different, you feel different, and when you look different, people look at you different. And they had taken that seriously and they had just like gotten healthier, physically healthier. And they were just like, their business was going up. They were just like, they were super excited about how powerful it had been for them. So you have to take care of this stuff. You get better, and everything in your life will get better. I know it's not. This is like, I don't want to hear about this. I. I get it. Let's see. The stuff that you. That the changes that will make you wealthy, the changes that will make you successful are not the changes you want to make. This is why when you get on Instagram right now, you get on Instagram and you start scrolling. If you're a real estate agent, you know there's. Every three or third or fourth post is some real estate coach teaching you a new strategy. Okay? And I'm telling you right now, that's probably not what you need. What you need is to get better. Get your skills better, get your. Get your mindset stronger, get your body into a more elite physical condition. You do that and you're going to show up better and you're going to get more results, Period. End of story. They're. And they talk about, I feel better about myself. People look at me different. People treat me different. I have more certainty, I have more confidence, and I have more energy. I feel better. I look in the mirror and I like me better. And when you like you better, guess what? Other people are going to like you better. So the changes that really, really matter are the changes that you do on the inside more than anything else. The changes that you do internal. Okay. More than anything else, my friends, that those are the changes that will make the biggest difference. Judy Trombetta, good to see you. Wow. I just saw a comment. So if you're here, type in the comment. Better, get better. Get better. This is the changes. The market's going to change, but just like the geese, the weather's going to change. You can't change that, but you can Change where you, where you go, how you move and you do that, everything is going to get better. If you want your world to get better, you want your bank account to get better, number one, you get better. If you're really serious about getting better and want to commit to it and you want some help to get better fast, immersion is the best way to do it. This is what I've, I've learned this. Tony Robbins taught this. And you unleash the power within. He said, hey, if you want to get into an immersive event in three days, we can change your life. So if you want to join me for three days, it will change your life. Go to yes masters.comaml get a discount ticket. Right now, it's virtual. You don't have to travel virtual. You can do it from the office, from home, and three days. And what I guarantee you, it will change your life. Because we're going to work on these very things and get very tactical about how to build your business in today's market. The changes that are coming, the changes that are happening, and the changes you have to make and how to build the strategy, the systems, the story, mindset and everything to win not only your business, but also to win in your life. You want things to change, you got to change. If you want to change some things in your life, you have to change some things in your life. That's all I got for you today. You like this video? Make sure you give it a thumbs up. Make sure you subscribe to the channel. If it's your first time here, grab your discount ticket to Agent Mastery Live. I'll be back here tomorrow for another episode of Kevin at 11. Play to win. Always expect yes.