YesTalk-190 - How to Adjust Prospecting During A Crisis

Welcome to Kevin Ward's Yes Talk for Realtors. This is Kevin Ward. Right now is a great time to be talking to people. They're home. They'll talk. Hey 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 your life. And you can get more yeses and even in the middle of a crisis. So we are continuing in the middle of this crisis, and I am seeing over and over, and we've been seeing it now for weeks, is agents are asking, how do you prospect when everything's shut down? Whenever things like this and people are, you know, and I feel weird prospecting, what should I do? Is it okay to prospect? And so forth. So here I'm just going to give you a straightforward answer to how do you prospect during the coronavirus crisis? Then I'm going to share with you three detailed answers. But my first answer is, how do you do it? And the answer is, you do it relentlessly. That's the answer is right now, my friend. Right now is a great time to be talking to people. They're home. They'll talk. Now, I'm not saying everybody's going to be happy and everybody's going to be friendly, but I'm going to share with you why that does not matter, okay? But if you want to win, if you want to win for yourself, for your family, for your career, for your income, relentless. If you want to help other people, relentless, because not everybody's going to need your help and they'll tell you so. So I'm okay with that. But here's the deal is I got to learn how to think and how to approach what I'm doing if I'm going to prospect during the coronavirus crisis. So I'm going to share with you three things that will help you respond to this question. I get all the time, and that is, well, what if people get upset? I had two people ask me that this week. What do people get upset when I call them? And I'm like, okay, I've been in real estate for over 20 years. They got upset at me 20 years ago when there was no crisis and I was friendly and they were happy. And I still had people get upset at me when everything was going perfect because they just didn't want to talk to me. So that's nothing new, my friend. If you're going to help people, you're going to also sometimes upset people, okay? So you've got to stop being attached to it. I'm going to share with you how to help make that happen. So first I'm going to give you three things. So number one, focus on motivated leads. I'm looking for people that actually want to buy or sell. So when I don't find that, I find somebody who doesn't want to buy or sell. They don't want to talk about it. Totally cool with that. Okay. Because right now they're out there. There are motivated buyers and sellers out there in the market right now. I'll give you one example. I've got a brand new coaching member, just been coaching for less than a month. As I am recording this, we are. It's. As I'm recording this, we're just past the first week of April. And Austin Harrison, he's in North Carolina, brand new agent. He started prospecting for sale by owners. Oh my goodness. Prospecting for sale by owners. And right in the middle of this, in the first week of April, he's taken three for sale by owner listings in one week. Right in the middle of all of this, where lots of agents are curled up in a corner sucking their thumbs, terrified of what's happening and waiting for everything to pass. He's out there talking to people and helping people who want to move. Okay. And I can give you example after example after example of people who are done not just for sale by owners, but also expires. People in their personal circle, people that they know. Focus on finding people who want to do something now and who need your help. Not everybody's going to need it. Now here's the thing to get that as I'm focusing on finding the motivated leads, I got to understand number two. So number one, focus on motivated leads. Number two, embrace the no's. Embrace the no's. Which means you're going to get no's. I have taken my friends, I've made millions and millions of dollars selling real estate. And I have taken thousands and thousands and thousands of no's. That's how I built my business. I built it prospecting. And I've taken so many no's. I mean, no way to even count them. But I want you to embrace the no's. And here's how you embrace the nose. I want to just give you a perspective to that I think will help you. Let's just say how many people do you think you need to talk to in order to get one listing? How many people? So I'm going to give a very big number that. Let's say you have to talk to 200 people to get one listing. 200 conversations. Get one listing. Now what's going to happen with that? That means when I talk to 200 people, I am going to get 199 big fat no. Now some of the nose are going to be nice nose. Some of the nose are going to be maybe later nose. Some of them are going to be vomit nose. They're going to be, you know, just like rawr. Some of them are going to be swearing nose. You're going to get a little bit of everything. Some of them are going to be the little no, no, no. And they're going to be sweet no's, but you're going to get a lot of them. All right, Now I get 99 no's just to get one yes. So the question is, how much is the yes worth? So let's just say the average commission check in America is a little less than $10,000 just for round numbers. I'm going to just say that once you get this listing that that check is going to be $10,000 for you, that's $10,000. Okay, so the one yes was worth $10,000. That's not the way I look at it. Here's what I look at it. I look at it as the 199no's equal, equal $10,000. That's what I, that's how I look at it. So when I divide 10,000 by 199 for round numbers, we'll divide 10,000 by 200. That means I got $50 for every no that I took. Can you see that? $50 per no. Every time somebody hung up on me, they think they showed me and I'm like, cha ching, 50 bucks right there, baby. Every time somebody tells you no, it just gets you one step closer to the yes. And I used and I figured this out years ago when I be prospecting, prospecting and be like, oh, what's going to happen? But I knew if I kept prospecting that I was eventually going to get the yes. And so one day I finally just figured this out. And I don't, I think it was some sales training or something, what even real estate related, where somebody kind of gave me this epiphany and they go like, do you realize that if it takes you a hundred? And I think the number they were working was a hundred no's to get one yes. How much you make every time you get a no? And back then in that day it was like I got 20 bucks a no. But even then I'm like, every time I talk to somebody and they tell me no, I just made 20 bucks. Every time they hang up on me, I just made 20 bucks. Every time they yell at me, I just made 20 bucks. Today is a little bit more. It's probably closer to 40 or 50. And in some of your markets, 60, 70, 80 bucks every time you take a no. And if you're. If you're good, you may not have to talk to 200 people to get a yes. And the whole point is, every single no is leading me closer to a yes. And boom. If I could just keep in my mind that every no is worth 50 bucks. It just keeps me going, keeps me going, keeps me going. Now, the thing is, every no is you got to do enough of them that the accumulation effect goes into play so that you actually reap the yes. You just get one no. It's not like they're going to write you a $50 check, right? You got to get enough no's. But if you do enough and you do over and over and over again, the accumulation effect, the snowball effect, it works. And boom, then you get a paycheck. Now you may, you may, it make. You may take you four or five hundred conversations to get your first one, but there's going to be another time that it's going to take you 20 conversations and you're going to get a listing. The key is just knowing that every single no is leading me closer to a yes. So I embrace the no's because I know they're on the path to yes. And then when I embrace them, I get it. And then I hang up and I release it. I embrace it, go like, yep, got a note. And then I release it. I let it go. I just hold on to it for a second going, thanks for the 50 bucks. Bye. Bye. And it just. And then it just magically disappears. And then number three. So number one, focus on motivated sellers. Don't try to make people motivated. I know they're out there. I just got to find them, focus on those. So number one, focus on motivated leads. Number two, embrace the no's. And then number three, always expect a yes. Every single time. When I make that conversation, every single person, I'm not expecting another no. I know they're going to come, but I'm not expecting. It's just like a. You know, it's just like if you're playing basketball, every time you take a shot, if you're a professional, every time, every time that a professional shoots the basketball, every time Lebron James takes a shot or steph Curry takes a shot or Kevin Durant takes a shot. What are they expecting? They're expecting yes, they're expecting it to go in the hoop. Now they know it's not going to go in the hoop every time, but every single time they expect it to go in the hoop. And so even though you know the no's are coming, the no's are getting you toward the yes. And the one thing I want is the yes. So that's what I focus on. And I always expect yes. So right now, do not listen to the fear. Don't listen to the negative agent over there that ain't making any money that's telling you, what are you doing? Are you crazy? Don't listen to that. Listen to your dreams. Listen to reality and know that if you want a yes, it's waiting for you. If the video is helpful, give it a thumbs up. Got questions or comments? Post them down below. It helps me know what my next videos need to be on Play to win and always expect yes. Hey there, it's Kevin. I hope you enjoyed today's podcast. Are you tired of getting no after no when you're out there trying to get listings and trying to inspire sellers to say yes to you? Then I'd like to invite you to download a free copy of my no BS listing presentation. This presentation will guide you through exactly what to say that will have motivated sellers saying yes to you over and over again. Stop getting stumped with skeptical sellers, seller objections, or the famous we need to sleep on it, eliminate the resistance and have sellers ready to hire you and give you the listing before you even finish your presentation. To get a complimentary copy of my proven listing presentation, go to yes masters.com forward/download. Again, that's yes masters.com forward slash download. To download your free copy today, SA.