Kevin Ward says prospects reject you because they think you want something from them, not that you want to help them. When clients feel you actually care about their outcome, they trust you and say yes. The shift from selling to serving changes everything.
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They tell you no because you're there for yourself. Hi there. It's Kevin Award, 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 today, I want to talk about the number one reason that people tell you no. When you're not getting the results that you want, when people are not hiring you to list their home. There is a reason, and there's multiple reasons, but this is the number one reason. And here's the number one reason. They tell you no. Because you're there for yourself, not for them. That's the number one reason. The reason your clothes sucks is because they think you're just there to get something for yourself. That is their perception. Now, regardless of your reality, their perception is you just want to get a listing. You just want to get their business. You just want to get a listing so you can get your commission check and you're out of there. And you and I both know that that is the perception. When people believe that you're in it for yourself, they don't feel safe. They don't trust you. Now, why would they think that? Well, because for a lot of us, that's why you're there. In fact, when I first started real estate, I got in because I genuinely cared about people. I wanted to help people. I thought I'd be great at it. And then they start training you, day one, you got to go get a listing. Go get a listing. Go get a listing. And so even though I cared about people, even though I wanted to help people, when I showed up, what was my ultimate goal? To get a listing. And when you're there for your benefit, people can tell. They can tell by the look in your eyes, by the way you talk, by the way you move, by the way you act when you know how to get a result for them and you're passionate about getting that result. In other words, if they're a seller, they want to move, you know how to get their house sold for top dollar. And you're there because you're passionate about helping them get the best result. When that happens, people can tell. And as they talk to you, as they listen to you, that's what they're looking for. They're looking for, can I trust this person? Does this person have my back? Or is this person just here to love, just to love them and leave them? And it goes back to what Zig Ziglar taught years and years ago, four years. And that is, people don't care how much you know, until they know how much you care. Do you care about me? Do you care about my house? Do you care about delivering a result for me? Or are you just here to get that listing and get that paycheck so you can pay your bills? And as long as they feel that way, they don't feel safe, they're going to tell you no. Now, how do you shift that? You shift it. You change your focus. You change your focus from what you want to helping them get what they want. Because I'm going to believe, I've got to believe that almost every one of you watching this, that you really, actually care about the people you serve. You really want to help people move. You want to help people sell their house. You want to help them do something that's good for them. And yet when your focus is on getting something from them that they immediately go like, whoop, I got to protect myself from you because you're here to get from me rather than to give from rather than to give to me. And when that happens, they don't trust you because they don't feel safe. The moment they believe, the moment they are convinced that your why is their benefit, not your own, that your primary why, people will hire you not because of how good you are. They'll hire you because of why you do what you do. And when they believe that your why is to help them, they will gladly, joyfully, and without reservation say yes to you. They will follow you, they will hire you, and they will be happy to pay you because you're in it for them before you're in it for yourself. And of course, the great news is that when you help them get what they want, when you serve them and get them the result they want, they're happy to help you get the money that you want to make your life work and to make you win in your life. That, my friends, is the secret. It's the number one reason people tell you no. And it is the number one shift that if you make it, will cause more and more people to begin to tell you yes. If you liked the video, make sure you give it a thumbs up and let me know what you think. Post your comments, your thoughts down below, and I'll see you on the next video.
