Kevin Ray Ward says the gap between average realtors earning $55,000 and top performers at $550,000 comes down to having quality conversations with prospects. He got 92 listings in his third year by talking to 10-15 people daily, and teaches a three-step framework: confront fear, master scripts to handle objections, and rehearse through role-play.
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This one video that you're watching right now will be the difference between you making $55,000 this year, which is what the average realtor will make, and making $550,000 in the next 12 months. And it is the one video the average agent, the mediocre agents, amateur agents out there, is the one video they don't want to watch. They don't talk about it. In fact, most real estate gurus and coaches out there will never tell you what I'm about to tell you in this video. They won't tell you. In fact, They not only won't tell you about it, they have actually leveraged your fear of it against you and monetized your fear to get you to not do the very thing that will make your bank account explode. And here's the elephant in the room. Real estate is a talk-to-people business. If you want to explode your bank account, there's one thing that will do it above everything else, and that is talk to more people. It is having quality conversations with people. Now, what's a quality conversation? A quality conversation is having a conversation with a prospect or a lead with the intent of asking for the business and winning business from them. That is a quality conversation, my friend. Now I'm gonna give you 3 steps to make this work. Okay? You do these 3 things and your bank account will explode in the next 12 months, period, guaranteed. No matter what market you're in, no matter what happens with the market or interest rates or anything else. This is what will make your bank account absolutely explode. These 3 things. Number 1, face your fear and talk to people every day. Have those quality conversations. Again, it doesn't matter where the leads are coming from. It doesn't matter whether you're using social media or paid ads or direct mail or geographic farming or open houses or webinars or whatever you're doing. At the end of the day, before they're gonna say yes to you, you have to talk to them. Right? You've gotta have these quality conversations with people and lead generation and lead follow-up. Talking to people is the game. I took 92 listings my third year in real estate because I did one thing every day. I averaged talking to 10 to 15 or more people every single day. Most of 'em were nos, but a couple of times a week I got the yes. And that got me on average nearly 2 listings a week and had over 100 deals. Why? Because I talk to people every day. Now, what most real estate coaches and gurus and trainers out there are gonna tell you is that's chasing business. No, my friend, that's leading. It's leading people to a yes. It's leading people to number 1, have a conversation with you. Number 2, leading them to say yes to meet with you. And then number 3 is lead them to say yes to actually hire you. That's where you get the listing. That's where you get the sale. So number 1, face your fear and talk to more people every single day. I recommend, I a minimum of 5 quality conversations a day, and it's better if you have 10 or more quality conversations every day. That is the number 1 thing that will explode your business. Now, number 2 goes right along with that, and that's this: scripts. And that is learn what to say and how to say it. Because when you're in that conversation with people, you've got one shot. You've got one opportunity in this conversation to either eliminate the resistance and lead them to a yes, or You repel them. You lead them to a no. So it is critical that you know what to say, how to say it. You know how to listen. You know how to repeat and affirm. You know how to take any objection that they throw at you and how to hear it, acknowledge it, and handle it in a way that makes them go like, okay, yes, this is the path. There is no other path. And so to do that, you have to have the no BS scripts that will lead them to do that, to say yes without the BS. That's why I wrote the Book of Yes years ago. That's why I've trained this forever. Is constantly mastering how do we get better as real estate agents at having these quality conversations, knowing what to say and how to say it to inevitably lead them to say yes to you. Because if you say the wrong thing, they're gone. You say the wrong thing, they don't want to talk to you anymore. Guess what's asking the right questions, learning how to repeat and affirm their answers, and then go to the next question that inevitably leads them to want to talk to you and want to hire you. And number 3 is reps, and that is practicing and role-playing these conversations every single day. These are choreographed conversations. It's not just like rote memory or repetition of a script. It is leading a choreographed conversation. And the way you do that is you have to practice. The legendary Spartan warriors had a saying, and they said, he who sweats more in training bleeds less in battle. And they knew that the secret to winning the war, to winning the battle, was not how brave they were. It was not how hard they fought. It was that they knew that they had the skills and the technique mastered to be able to win the battle. And that's what you're doing is you have to have the skills and the expertise and the courage to be able to inevitably lead them to a yes. And like every time, every rep, every time you role play, every time you actually talk to somebody, you get better, you get stronger, you get competence, and you get confidence. And that certainty, more than anything else, is what will eliminate the resistance and create that magnetic attraction that you want people to feel. This is not chasing. This is leading. And that's the magic. If you realize this right now, put in the comments, yes, I get it. I realize it. You know it. And if you're scared of it, tell me in the comments why you're scared of it. But I also wanna give you an invitation because this is what I do. I train real estate agents how to do and master the one skill that others don't wanna talk about, and that is the skill of leading to people to a decision through conversation. And that's what I do at Listing Domination Live. So Listing Domination Live is a 3-day immersive event where we're gonna talk about how do you engage seller leads in a conversation? How do you get them to say yes to you? How do you get them to hire you? And then how do you deliver the best results for them every time and every single step of that? Comes through your ability to have these conversations. This, my friend, is a talk-to-people business. If you want to master the game, the link is in the description. Click on that link. It's yesmasters.com/LDLive and get your ticket. This is where, my friend, you will guarantee yourself to 5x or 10x your business in 12 months. There is no shortcut. To leading people to say yes. So click on the link below, get your ticket. I'll see you at Listing Domination Live. And if nothing else, at least subscribe to the channel and keep watching my videos because every week I put out content on how to get yes without the BS. Master that, you master the game.
