YesTalk-220 - How to Have A Great 4th Quarter

Welcome to Kevin Ward's Yes Talk for Realtors. This is Kevin Ward. Man, 2020 has been crazy and we're already in the fourth quarter of 2020. So in this video I'm going to talk about how to win during the fourth quarter of 2020, how to have a great fourth quarter. If you've already had a good first three quarters, a lot of my coaching members are having their best year ever. If you've already had a great first three quarters of 2020, we're going to talk about how to win in the fourth quarter. If you've sucked or your business has sucked during the first three quarters because of all the craziness and all the chaos and the tumult that has been going on for the first three quarters of 2020, we're going to talk about how to make a come from behind victory and turn the fourth quarter into your best quarter of the year and how to have momentum going into 2021. Now here's the first thing I need to tell you is that your the solution to your challenges for the rest of 2020 are not tactical. If you are not making the money you want, having the success in business you want, it is not tactical. Now, I do a lot of tactical training in this on this YouTube channel. You can watch a lot of my videos on tactical training, real estate strategies, tactics, approaches and all of that. This video is not about tactical because the the way to win, the secret to winning in the rest of 2020 and especially in the fourth quarter is not tactical. It is internal. It is your approach. How you are showing up, how you are approaching the business, what your expectations is, what your attitude is is more critical than anything else. So if you want to have a great fourth quarter, what I'm going to share with you is that the real secret to it is having the right mindset and the right approach in your business every day of how you're showing up and what your expectations are on a daily basis. So I'm going to share with you what I call my five mantras of success. I've been coaching these now for a couple of years and these have been transformational for my coaching members in just understanding how do I approach business. And especially in the time of COVID when everything's going crazy, it is not a time to go into survival mode. It is a time to go into expansion mode because there are more opportunities now than there have ever been in your career in real estate. So five mantras of success. Number one, the first mantra of success is to dream Bigger. Dream bigger, which means don't go into survival mode right now. A lot of us have gone. A lot of agents have gone into survival mode this year when everything got shut down, they were like, oh, no, what's happening? The sky is falling. And when you go into survival mode, it changes what you focus on. You just focus on getting by. I want you to think championship goals. I want you to think big goals. Survival is too small of a game to play. In real estate today. You've heard people talk about, we are about to undergo the biggest transformation of wealth in the history of mankind. Well, that's what happens when you have chaos, when you have economic chaos, and when all that kind of stuff happens, you have massive shift shifts in wealth and you have massive opportunities. When there is massive crisis, there is also massive opportunity. The question is, are you going to get caught up in the crisis or are you going to get caught up in the opportunity? And if you want to win, why not get caught up in the opportunity? How do you do that? By focusing on opportunity, by looking for opportunity, by dreaming bigger, not dreaming smaller. You don't play smaller when times get tough with the time to expand, opportunity is all around us. If we look at it, go big, play big, go get your dream. As Walt Disney said, if you can dream it, you can do it. The problem is, whenever we get into crisis and uncertainty strikes, we stop dreaming. We stop focusing on our goals. We start just focusing on staying alive. And guess what? When you start focusing on staying alive, that's all you get. When you focus on your goals, that's what you get. So play bigger, not smaller. Number two is move faster. And this again goes back to the idea of what the opportunities are. If you want to take advantage of the opportunities, you got to move. This is not the time to be sitting down, curled up in a ball in the corner, going like, oh, I just hope this will pass. I hope everything comes out. It is a time to move faster. The faster you can get from where you are to what I call speed to production. Okay, it's kind of like when you get up in the morning, how long does it take you to get going? Right? Are you one of those that drags yourself out of bed and goes, oh, and that's the way a lot of people are. And there are other people, man, they pop out of bed, and 30 minutes after they're out of bed, they've already been productive their first two hours in the morning. They accomplish more in two hours than a lot of people accomplish in a whole day. Why? Because they get out of bed and they immediately start doing things that matter. They, they don't get on their social media and sit around and, you know, just whatever, waste their time. Speed to production, as the great race car driver Mario Andretti said. He said, if everything feels under control, you're not going fast enough. You're moving too slow. You got to move faster. And here's. Let me tell you the number one thing that happens to real estate agents and people in general that causes us to not take action, that causes us to move, to slow down, and that is we're asking ourself the wrong question. And here's the greatest killer question that agents ask themselves. When I say killer, it'll kill your progress. What if? It is the number one fear motivating question that agents ask. And there's what if this happens? Or what if they say this, what if I do this and this doesn't work? What if, what if? What if? And people, what if is a question they ask to avoid taking action because they're playing out all the possible scenarios that could go wrong. And when you're playing the possible scenarios of what can go wrong, you don't take action. Stop wasting your time asking what if questions. Go, take action. Do something. As Winston Churchill said, do something even if it's wrong. Because when you take action, action creates momentum and action creates learning. So if you do go and you make a mistake, then you can learn from the mistake. It's like steering a car. It's easier. They say it's easier to steer a moving object. Move faster. Approach your day, every day, today. Approach it with a sense of urgency. I have three words that I put on my, what I call my pocket plan that I look at every day. There are three really big words that I put here, and it's in red and one is focus. Number two is fast. And number three is finished. The purpose of that middle word, fast, is just to remind myself to approach the day with a sense of urgency. Get stuff done. Get stuff done fast. Faster you get it done faster you make progress, man. It's hard for other people to catch up. So get ahead of the game. Number three. Number three. Now we're going to get. They're going to get. It's going to get harder here. It's going to get tougher here because number three is get tougher. Get tougher. I don't know how to start with this one, but there are too many people today who are soft. They're too soft. They wear their feelings on their Sleeves. They get offended by everything. They get hurt by everything. They get upset by everything. They get irritated by everything. Anything sets them off. And when that happens, they go into this emotional tailspin that takes them out of the game. Don't let that happen to you. You got to get tougher. Now, how do I get tougher? Well, stop being attached to a couple of things. One is stop being attached to other people's opinions, to other people's approval. Stop being attached to everybody liking you. Stop being attached to taking things personally. Like, somebody doesn't do it my way. If somebody cuts me off, if somebody doesn't return a phone call, stop taking it personally. Now, I get it, it's personal, but stop letting it get to you. I think this is the key here. Don't let stuff get to you. Now, when I say get tougher, it doesn't mean emotional toughness, which is important. Having emotional toughness, emotional resilience. It does not mean being emotionally calloused or doesn't mean being hard. Like, you're not going to get to me. I'm just not going to have any feelings and just going to, like, screw everybody, screw the world. I don't care. I don't give a crap. That's not what we're talking about. What we're talking about is you can still care, you can still give a crap, but when something happens, it doesn't go your way. Go like, okay, that just happened. Now how do I fix it? And just get tougher. Learn to take a punch. Learn to take a punch of disappointment, of failure, of somebody letting you down, even a betrayal. But learn to take it and go like, oh, that hurt. You see, the great winners, the great achievers, are the ones that can take a punch and keep going. Okay? And I want you just to think of the classic movie Rocky that you know, Rocky Balboa, man, in the final fight against Apollo Creed. He's going up for the world champion, and he's outmatched, he's outgunned, and he gets knocked down. In every Rocky movie, it's this way, right? He gets the crap beat out of him. But why is he able to come back and win? And the reason is because. Because he's tough enough to take a punch and get back up. You see, the real secret to winning is your ability to get back up. After the beating, after things haven't gone your way, you're able to get back up and go like, you know what? That didn't stop me. To be able to face failure, to face fear, to Face disappointment, to face letdown and still to face adversity and still come back with just as much enthusiasm, with just as much faith and just be tough enough to keep taking it, keep taking it, still win. So number three is get tougher. Number four, once you get tougher, now it is time to push harder. You want to win, you got to be willing to push. Now, there's two things you got to push. Number one, push yourself. Push yourself harder. And two is don't be afraid to push others harder. Now, I'm not talking about being abrasive or being a jerk, but I'm talking about being more persistent. So let's talk first about pushing yourself harder. How do I push myself harder? Well, just do more. Do one more. So here it is. Let's just say I normally I'm prospecting. And your goal is you're going to prospect for three hours today. Okay? You get to that three hour time, you're finished, you're on your third hour and time's up. Do one more call than you would normally do. Push yourself a little bit harder than you've done before. Stretch yourself. Okay. I had one of my mentors, he taught me this saying, he said, one more thing, one more time. The difference between ordinary and extraordinary is the little extra. And so he said, do one more thing one more time. When you're ready to quit, you said, okay, I'm done. Do one more thing. One more phone call, one more follow up, one more text message, One more thing, one more time. Just push yourself a little harder. Push yourself a little harder. Push yourself a little harder. And as you do that, you get stronger. And you'll be amazed at the results that you get with that little extra tagged on, where you push yourself harder than anybody else is willing to push themself. And then second is push others harder, which just means have higher expectations of other people. If you have people that are working for you, your assistant or other people on your team, expect more of them and let them know I expect the best. So don't be afraid to push people a little bit. Now, again, I'm not talking about pushing people around. I'm not talking about being a jerk. What I'm talking about is giving that little extra nudge to people. We're like, I don't want to be pushy. Well, sometimes people need that and then they'll appreciate it. I push my coaching members hard. The people that do the 100 day challenge with me, my 100 day list master challenge, I tell them it's going to Be the hardest thing you've ever done in real estate. And I push. I push them to the limits. Guess what? They love it. Why? Because they want to play a bigger game. So when you have relationships, push people. Now, the last thing in terms of pushing people harder is being more persistent. Now, I'm going to be again, not being abrasive, not being a jerk, but just push yourself, push others harder. In other words, be more persistent. You got coaching, not coaching members, but people in your personal circle, past clients, that kind of stuff. I have coaching members. You have past clients is ask. Ask for business, ask for referrals, and then ask again. Expect more from them. And here's the beauty of it. When you expect more, you will get more. And this is crazy to me because my coaching members that do this, and they know how to do it, and they do it friendly, they're positive about it. They like people. They get massive results from that. And then I have. I see other stuff from other coaches out there, not all of them, but some of the coaches going like, stop annoying the people that you know, begging them for business. Well, number one, if your approach is positive and friendly, you're not begging, and you're certainly not annoying them, okay? It just irritates me that coaches put this out there, that some of the coaches out there are putting this out there, that if you ask for business and expect more if you ask for it, that you're being annoying. You're not being annoying unless you're an annoying person. So don't be annoying, but be positive, be helpful. Who do you know that I can help? When you're good at what you do and you actually care about the people and want to help more people, People love that, and they love helping you, and they love helping you help other people, okay? So don't be afraid to push yourself harder, but also don't be afraid to push others harder. And then number five is, if you really want to succeed, take all of that and simply do more. Just do more. Now, I want to be real clear about what I'm talking about here. When I say do more. In the last quarter of 2020, of 2020 and going into 2021, I want you to do more. Now, I did not say I want you to work more hours. I want you to do more, get more done, accomplish more. People get confused and they're like, well, I'm already working 60 hours a week. Well, maybe you can work more hours. That may be the solution. Some of you need to work harder, okay? But there's A difference between motion or activity and progress. So when I say do more, do more things that actually move the ball down the field and put points on the scoreboard. So it's not a matter how busy you are, it's how productive you are. Do more of the things that get you more progress and get more accomplished. Be more productive, push yourself. Focus on not only being busy, focused, focus on getting stuff done. And when you do that, everything wins. See, here's the difference. A lot of this, when I dream bigger, it means I focus on what I want. I'm focused on goals, I'm focused on dreams. And when I do that, I want to move faster. I got a sense of urgency. I'm like, let's get this going. Then I'm going to get tougher so that little things don't knock me down or knock me off track. Push harder because I got to push myself. When you push, that's when you have breakthroughs and then do more is just getting more stuff done. Start that. I'm getting to the finish line faster. I'm achieving bigger goals and I'm achieving them faster because I am in control of my destiny. You, my friend, are in control of your destiny. And all this is talking about is taking a self directed approach, self directed approach to the rest of 2021. 2020 and going into 2021 is be in control of your life and your business and your performance and stop just showing up and going, okay, what needs to be done today? And living in reaction. When you live in reaction to everybody else's agenda and whatever little issues are coming up and you're just basically putting out one fire, going from one fire to the next, putting it out instead of building your own fire that will achieve your dreams. Reaction. Living in reaction, living in default is an absolute killer. This is talking about a proactive approach to saying, I am going to win and going to win in my business, I'm going to win in my life in 2020 and beyond. And so focus on the big dream so that everything I'm doing is moving the ball down the field toward the destination. I want, I want to end this video with a quote that I read from somebody recently. I don't know who said it, but it was so powerful. And here's what they said. They said, if you don't take the time now to build the life you want, if you don't take the time now to build the life you want, eventually you will be forced to spend all of your time dealing with a life you don't want. And again, what so many agents are doing is they're just living in survival mode and they're just going, how do I get by? How do I get by? And they're just trying to get by and they're not building the life they want, they're not building the business they want, the income they want, and the life they want. And if you don't take the time now to get focused and clear with the five mantras that I just laid out for you, you're going to end up eventually just surviving, surviving, surviving. And then all of a sudden you're having to deal with a whole lot of things in your life that that you don't want to deal with. Get proactive, get clear about what you want, and then take these five approaches and go get them. If you liked the video, if it's been helpful, make sure you give it a thumbs up. Put your comments if you have any questions, understanding about what this means, or any feedback at all, please put it there. Subscribe to the channel if you're new here, 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 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/download to download your free copy today.