YesTalk-221 - 3 Things 7 Figure Agents Do That Others Don't

Welcome to Kevin Ward's Yes Talk for Realtors. This is Kevin Ward. Let's make this real simple. What do seven figure agents do that nobody else does? What do they have that others don't have? What is the difference between agents that make lot of money, they make a million dollars a year or more, and agents who don't? In this video, I'm going to lay it out for you in three secret ingredients the seven figure agents have that nobody else has. 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 if you want like the ultimate of success as a real estate agent, hey, let's make a million dollars in a year. What is it different about those that make a million dollars in a year? What is the secret? And after over 22 years in real estate, being a real estate agent myself, top producer, having sold over 100 homes a year, and now coaching real estate agents, high six figure and seven figure agents and watching them and plus I coach a lot of agents who don't make high six and seven figure incomes. What's different about them? What is different about agents that actually go over that, break through that glass ceiling over that threshold of a seven figure income of making over a million dollars in a year? And there's something different about them. But it's like, I mean, how do you put your hands on, how do you put your finger on exactly what it is? And one of the things that I hear probably more often than anything else is I just don't want to work that hard. I hear that a lot. Agents are making, you know, they're making 75,000 and I'm working like crazy. I just, I, I don't want to work that hard to make a million dollars in a year. So I want to just first dispel this myth that the secret to making a million dollars a year as a real estate agent is how hard you work. Because if you're working right now 40 hours a week or 50 or 60 hours a week, and you're making $100,000 making, working 50 hours a week, let's say, do you think that the secret to making a million dollars a year, if you want to make 10 times your income from 100,000 to a million, that you're going to have to work 10 times as many hours? So does that mean that the millionaire agent is working 500 hours a week instead of 50 hours a week? And the obvious answer is they're not so first dispel this myth. Let's dispel this myth. Get it out of your head that there's this correlation between how hard you work and how much money you make. To be really, really honest, Jeff Bezos does not work that much harder than any of his employees. But what he does is very different than his employees. And that's what you got to understand. It's a massive difference. So I've looked and I've studied and I've watched and I'm like, what is the difference? Why are some agents super successful, make a lot of money and they don't? Now, there are some things that top producing agents, seven figure agents do that are no brainers at all to make seven figures. They do some things that every agent does. They have strategies. They have, they have effective, powerful strategies for lead generation, lead follow up. They get all that, okay? They use scripts. Now, some use. Some use one set of scripts, some use another set of scripts. Some have scripts they got from a coach. Some have created their own scripts. Some have them written down. Some have them in their head just from repetition. They have scripts, they have a work ethic. They all have a work ethic. You don't make a million dollars a year as a real estate agent without knowing how to work hard and be consistent. All of those are, are inherent in this idea of a seven figure income. So yes, they have strategies, yes, they have scripts, yes, they work hard, yes, they are consistent, okay? But I have also seen many, many agents who do all of those things. They have killer scripts, killer strategies, they work their butt off and they still struggle. So the question is not what do seven figure agents do? That's like everybody else. It's what do they do that is better? What do they do that is different? What do they have that you and I or other seven non seven figure agents don't have? And there are three things that I have observed that every seven figure agent, every mega producer that I've ever seen that they all have in common. Some of them have mega teams, some of them don't. Some of them dress in a suit and tie. They dress in peckley, everywhere they're on. Some wear shorts and flip flops, okay? Some of them work seven days a week, some of them work four days a week. All of that stuff. Variables. But there are three things that are invariable that are every single one. Number one, all seven figure agents have great systems. They have fabulous systems. They have systems that allow them to leverage their effort, leverage their time, and leverage their money. And leverage other people, people that work with them, people that work for them. Okay, systems. Now here are the core systems that they all have. One, they all have a great lead generation system. Now some of them it's a prospecting system, some of it's a marketing system, some of them it is repeat and referral business. But they all have systems that they've used to leverage those. So they have a lead generation system, they have lead follow up systems, they all have a great relationship systems. Now that starts with probably a CRM, just a client relationship management software. But then they have strategies that they that are systemized by, that continually build those relationships, maintain top of mind awareness and to help them create repeat and referral business. Probably the most profitable thing that top producing agents have. Okay, now some agents are that make seven figures are highly profitable. Some of them operate at a 70% profit margin, some of them operate at a 10% profit margin. So not all million dollar incomes are the same. It's not just how much you make, it's how much you get to keep. And if you want to leverage the highest lever system that is the most profitable, it is a relationship system. Now in yes, masters training, we call this the real estate vortex. And it is the way you can build a seven figure. We helped agents build businesses where they're making $100,000 or more a month, virtually no more money on marketing and virtually no prospecting outside of the people that they already know outside of their relationships. Okay, no cold calling, none of that stuff. Okay. And the final set of systems they have are transaction systems, just things. They have systems that run the business side, the administrative side, once they get properties in escrow listings, all that stuff, all of those, they have great systems in place so that they are outsourcing or delegating the tasks that are, that are things that are done over and over again that they can outsource for 20, 30, $40 an hour. So they can do the things that, that make them a lot of money. So number one is seven figure agents do and have great systems. Number two is seven figure agents have very high level skills. Now some of them have massively effective sales skills, they have mass, some of them have great negotiating skills, some of them have great objection handling skills. But not all of them do. But all of them have one thing in common when it comes to skills and that is they all have great communication skills. They know how to talk to people, they know how to engage people and they know how to make people feel confident and they know how to lead people To a decision. Some of them are drivers, some of them are amiable, some of them are super outgoing and expressive. Some of them are massive introverts. But they know how to communicate and they are highly skilled at simply to communicating. It is the most important skill set that you can develop is the skill set of communication. It's not being salesy, it is being effective. It is being able to lead people and get them to follow you, to get them to trust you. All of those are skills that all seven figure agents have. And these are if you want to win in real estate and build a massively profitable business. Systems and skills are two of the highest levered levered assets that you can have in your your business. But number three is the most important. It is the one thing that seven figure agents have that other agents simply don't have. And to be real honest, this is the hardest one to implement. It is the hardest one to develop. It is the secret. And I have seen this, when an agent works on this element and they mastered this element, their life and business is completely transformed. And it is this, simply this, it is, they have a great self image. That my friend, is the one intangible that every seven figure agent I have ever met, I've ever talked to, I've ever seen, I've ever watched. This is what they have. They believe in themselves. They believe they should be the one to get the ball, to take the last shot. They believe in their ability, they believe in their value, they believe in their service, they believe in themselves. And that shows up in everything they do. In every system, in every skill, in every conversation, every action, every interaction, every objection handling, every negotiation. In everything. Their self image shows up in the way they lead, generate, in the way they connect and meet with people. It all shows up everywhere they go. It is the greatest work for most agents. It is where frankly Jim Rohn used to say, if you want to make a living, work on your business. If you want to get rich, work on yourself. And it's not just learning secret strategies and skills. It's learning how to believe in yourself. And you've seen agents out there, some of them, their self image, they're actually kind of look cocky, they believe in themselves, some of them are humble, they're quiet. But when they show up, they believe, give me the ball and we're going to win the game. That my friend, is an asset that whatever it takes to develop. I grew up with a very low self image. It has been one of the greatest struggles of my life. I was bullied As a kid and then I was taught not to fight back. So when you're bullied your whole life growing up and even as an adult bullied, you just learn to back down to everyone. You just start believing I'm not standing up for. And that was of everything that ever happened to me as a real estate agent. Every struggle that I've had, the greatest struggle of all was not economies, was not markets, was not sellers objections. It was my own lack of confidence and lack of belief in myself. And as I worked on that, when I learned to master that and one of the things that I do with my real estate agents that I coach and have the opportunity and honor to work with is helping them begin to believe in them. Now if you want to master system skills and self image, I can help you with that. If you want more, you can go to guestmasters.com we got coaching, we've got training, we've got online courses and all that coaching is going to be the best way to help you build your self image. If you're, whenever you're listening to this thing, one of the greatest things you could do is come and join me at Agent Mastery Live which is my three day training now, right, right now in 2020, 2021. Those are, it's virtual training. But, but those three days we help you work on that, we help you develop the key systems that are the most important. The key skills, primarily communication skills and understanding. How do you build a powerful self image? We train you on the four transformers of life of how do you transform your self image like that overnight. It's amazing what can happen to you. You can go to yesmasters.com you can go to agentmasterylive.com you can get a ticket to join me at our three day event that'll be coming up February 8th, 8th, 9th and 10th of 2021. And in between now and then, there's a whole lot more that I can do for you. If this video has been helpful for you, make sure you give it a thumbs up. Put your comments. Is there something I missed? If there's something you think that seven figure agents have that others don't, I love to hear your thoughts on it. If you like this channel, make sure you subscribe to it, 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 dollars 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 y masters.com download again. That's yes masters.com download to download your free copy today.