WHY YOU SHOULD STOP WASTING YOUR TIME WITH BUYERS (AND WHAT TO DO ABOUT IT) - KEVIN WARD

Buyer leads are easier to get, but they're much harder to win. 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 it's very easy as a new agent to fall into the trap, wasting way too much time with buyers. Now let's face it, how many of you, when you got in real estate, found yourself in the first year spending way, way, way, way more time with buyers than you did with sellers, More time showing houses than listing houses. And it's a pretty natural thing to happen because a lot of us when we got a real estate license, we relate more to the buying side of houses. We relate more as new agents to looking at houses as a buyer look on and look or going to open houses because most people have done that and a lot of us don't relate to that. We go and we're the ones that put the house on the market and we're the ones that sell the house. And so a lot of new agents, and unfortunately a lot of seasoned agents find themselves working with buyers way too much of the time. Or even worse and more common is working with a lot of non buyers who are pretending to be buyers or they're future buyers or they're going to buy someday or they may buy. And we get our time sucked into buyer, buyer, buyer, and then they get a reputation of buyers or liars because they break our hearts and all of that. Now why does that happen and then how do we stop that from happening? Well, we waste too much time with buyers because buyers are easier to get. The number one reason that people spend too much time with buyers is buyers are easier, they're easier to find, they're easier to come to. You. If you look at almost every real estate agent website out there, who is it targeted toward? It's targeted toward a buyer. Start your search for your home right here. Go here. Find homes, search the mls. All of that is all most of the average agents lead generation strategy is to find buyers. We do open houses. What are we looking for? Buyers. When you're a new agent, you have an agent that's got listings, you go do an open house for them. You're looking for buyers, people that call in or people that come in. It's easier to get Internet leads that are buyers. You get Zillow leads. Most of them are going to be buyers. Buyer leads are easier to get, but they're much harder to win. They're much harder to get to the Closing table. They take more time, they're more time intensive, they're harder to control, they're less loyal, and they can break your heart. Because here's the thing, buyers are happy to waste your time because they like looking at houses. They like going out and looking at all these houses. The more houses you show them, the happier they are, unless they're a seriously motivated buyer. So why do you want to stop wasting time with buyers? Number one, because buyers give you no leverage. You work with a buyer, all you got is a buyer. You get no leverage from that. On the other hand, when you have a listing, you have leverage because now you have the inventory, you have what, what the buyers want. So the buyers literally come to you. So buyers give you no leverage. Another thing is buyers tend to take more time than a seller. A motivated seller takes a lot less time than a motivated buyer or especially more time than an unmotivated buyer. Buyers tend to. They'll take time. They control your time. They're only available on weekends, or they're only available in the evenings. Or they can infiltrate into your life very, very quickly. Quickly. Number three. Third reason you want to stop wasting your time with buyers is because buyers are more likely to break your heart. They're going to go out and look at houses with you. Take your time. This is awesome. Thank you so much. And then they're out one weekend, they see an open house, they go in there, a good agent suckers them in. Or they go out and look at a new house, new construction, and the salesperson's there and goes like, well, we can help you get this. And some of those builders have policies that if you didn't actually bring them, then they're not going to pay a commission. They. There's so many ways that a buyer can break your heart. And the fourth reason that you don't want to waste your time with buyers is because buyers more and more are going straight to the listing agent. And that, my friends, that trend is going to continue. Because used to back in the day, back in the 1900s, back before the MLS and the Internet and all of that, if a buyer wanted to find out about all the houses on the market they needed, how did they find them? Well, the best way was to go directly to an agent because the agent had access to a secret, restricted list of homes on the market. All the homes on the market were in a multiple listing service that was the exclusive property and exclusively accessed by a licensed realtor, that was it. So if they wanted to find out about all the houses on the market without having to just drive around or open up the newspaper and look at, you know, 50 houses. And most of them were different price points, different areas. They didn't fit what they were looking for. If they wanted an agent as somebody that could help them find the houses that fit their criteria so they're not wasting their time. They needed a realtor. They don't need a realtor anymore. What do they need? This. They pull up their cell phone, they can be driving around, oh, there's a house for sale. Let's find out about it. Well, used to. They call you now they don't even need to do that. They just open their app. They open their realtor.com app or their Zillow app or the Redfin app, and there it is. There's a whole list and a map of all the houses right there for them. They don't need you. And so a lot of times they're like, we'll find our own house, which they can do easily on the Internet. And then we'll go directly to the listing agent because our chances of getting this deal are better if we go directly listing agent, because that agent is going to get both sides of the commission. And so more and more agents, and especially in low inventory markets, more and more buyers go directly to a listing agent and you, my friend, are left out in the cold. Not to mention there's a major class action lawsuit about buyer's agents commission being required, that sellers be the ones to pay that commission. And we don't know what's going to happen on that yet. But it's a serious threat to the way buyer agency has been done. What do you want to do? You want to master getting listings, you want to master working with sellers because they give you leverage, they give you time control, they give you income control, they cause buyers to come to you, you find motivated sellers and you got some. So here's how to stop wasting your time with buyers. Learn how to find motivated sellers, learn how to inspire them to hire you and how to sell their house. That, my friend, is the magic 100%. And I'm going to tell you one of the things that I did right and I was not because I was so smart, I just happened to get the right trainer. When I first started real estate was I had a broker that said listings are the name of the game. You want to make money, you want to have time control, you want to be able to take weekends off, you got to have sellers, you get listings and you will win. And so I Like, okay, and I believe that and I followed that and it worked great for me. Now why is it easier to do buyers than sellers? Well, because if you want to work with sellers, it requires a higher level of skill. Okay, buyers doesn't take much skill. Can you open a door and can you let them look at the house and be friendly and answer questions and help them write an offer? Not a lot of skill. If how do you stop wasting time with buyers and start winning with sellers? Number one, you got to develop skills. Number two, you got to have the right strategies for lead generation, lead conversion and then actually selling the listing. And to do all of that, you also have to have systems. And that is why most agents, and especially most newer agents spend more of their time working with buyers than they do with sellers. And there's actually a very few agents that ever master listing and selling a lot of houses. But that, my friend, is where the longevity, the long term success, business control, income control and time control comes from is stop wasting your time with buyers. How do I do that? By learning the skills, the strategies and the systems to find and generate motivated seller leads. Convert those leads into appointments, inspire those sellers to hire you, and then learn how to sell their properties for top dollar. And you get to make a whole lot more money with a whole lot less frustration and a whole lot less time spent. Now if you are watching this video and you're going like this is me. I'm so frustrated with all the time I've wasted with buyers. How do I do this? Well, I want to invite you to come join me for our brand new training camp training event for 2020 called Agent Mastery Live, where for three days we're going to train you on how to master finding and winning motivated sellers. For three days we're going to teach you the systems, the skills, the strategies of how do I find motivated sellers, get an appointment with them and get the listing and be able to sell that listing for top dollar. It is going to be a game changer for you if you have found yourself stuck in that rut, stuck in that place. These buyers are driving me crazy. And mastering listings, mastering working with sellers is absolutely the ticket to having more control of your time, more control of your income, making more money, having more fun. This is the ticket. So get your ticket to Agent Mastery Live link is in this, in the description below. Go down, click that link, get your ticket and I will look forward to seeing you at Agent Mastery Live. It's going to be awesome. Come join me. Three days, that'll change your life.