YesTalk-229 - How to Dramatically Improve Your Prospecting Results Fast

Welcome to Kevin Ward's Yes Talk for Realtors. This is Kevin Ward.

About the time that you real estate agents out there have convinced me that prospecting doesn't work anymore, that nobody answers the phone anymore, that prospecting is bygone and doesn't work. All of a sudden I have coaching member after coaching member after coaching member, taking listing after listing after listing, winning for sale by owners, winning expires, winning old expires from talking to people on the phone and even yes, knocking on doors. In this video I'm going to talk to you about how to dramatically improve your prospecting results fast and understand that yes, even in 2020 and going into 2021, prospecting still works. Now is it tougher? Have things changed? Yes, it is. But that's where how you approach it is going to have a dramatic impact on the results that you get. And so let's talk about how to dramatically increase your improve your prospecting and increase your results. Alright, so here we go.

Two points.

Number one is, and this is a no brainer, have the best scripts and master them. No brainer. This is the first step is you got to have the best scripts. Book of yes, right here is the best scripts in the industry. My best selling, the Real Estate Agent Conversation guide. Get the best scripts and you have to master them. Now you can get my best core prospecting scripts absolutely for free. Just go to yes masters.com powerpack. We'll put the link in the description below and you can just click on that link and go and download my best core prospecting scripts with Agent Power Pack. It's the best lead generation scripts, lead follow up script, the seller pre qualifying script, the listing presentation, all of that plus my CMA cheat sheet, how to do a cma, all kinds of good stuff. And there's more than that. But anyway, that's just to equip you that if you want to increase your prospecting results, you want the best scripts and you want to master them, which comes with practice and training. Then number two. So that's a no brainer. But this one, my friends, is an absolute breakthrough and I have learned this and had it re emphasized and reinforced for me over and over again. Have fun when you're prospecting. This changes everything. And I remember when I was prospecting three hours a day, the one thing that made it great for me was I made it a game. I just made prospecting a game and I would actually come up with little fun things to do whenever I got rejected and all that. How to get over rejection Fast. And in fact, I've got a video, it's an old YouTube video on how to get over prospecting fast. I'll put that, the link to that also in the description here. But you got to make it a game and treat prospecting as an adventure challenge. Not as a problem, not as a struggle, not as like this insane pain that I have to endure to make money and try to get a deal. It just when you do that, you're going to be miserable. And when you're miserable, you're not going to be powerful, you're not going to be effective. So have fun. How do you start with the fun? Well, let me just give you three ways that you can have more fun. Number one is pick fun role play partners. If you're going to master the scripts and you've got to do that. If you want to win, you got to master it. It's in the preparation so that you know what to say and you know how to say it, how to handle the objections, you know how to respond and, and interact and engage a seller with great communication or with a lead or a prospect. So you want to pick fun role play partners. And what I mean by that is pick role play partners that when they role play, they're having a good time and they play with the script, they play with just the whole process and they're excited and they're happy. And frankly, the best role play partners are the ones that make it easiest to get an appointment when they're playing. They play as a motivated seller, not as a jerk. Now, there are times you need to practice and role play tough sellers and tough objections, but even then, you do it as a game. So number one is you want fun roleplay partners who are happy and excited to be role playing. Number two is you want to role play the game and you role play it as a game, not as I'm just struggling. Oh, when you do that, that's what.

You'Re going to get.

You're expecting struggle, you're expecting resistance, you're expecting an argument. You're going to get it. Okay, so role play the game, play it as a game in role play. And then actually the third thing to make it fun is just actually play with your prospects. When you're in the game, actually doing your real prospecting, doing your lead generation, you got to be having fun. And this was for me, the magic is I enjoyed myself when I prospected and I enjoyed it because I was doing what I like doing. I liked helping people, I liked talking to people, seeing who I can help. So I'm enjoying myself. And this was kind of the attitude the that you have going into when you're calling, especially if you're calling the tough ones like for sale by owners and expires that may be resistant, they may be upset is I look at it as you may be upset but I'm enjoying myself. And I'm enjoying myself because I'm here to help you and you can't mess that up. I'm going to have fun no matter what. If you're mad or antagonistic, that's your problem. It's not my problem. And I'm here to help you. And I don't. If you don't want to dance with me then I take that as a personal challenge to go like yes, I'm going to win them because and my job, my goal is to win you over. And if I can't win you over, oh well, it's your loss, not mine. You see, here's the thing that I have discovered and I've noticed about great performers in any arena and that is that great performers get more excited by the challenge of a tough opponent. They don't get freaked out, they don't get upset, they don't get stressed out, they're like alright, game on man. That the best players want to play against the toughest opponents. That's when they come out, that's when they thrive, that's when they get excited because it's challenging, it's exciting for them and they have more fun, not less when the competition is tougher. And so when you're going up against other agents, when you're going up against a tough seller that's upset and mad or whatever look at it and go like game on baby. And I've noticed this because my best coaching members that are the top coaching members that are the top ones who are great at prospecting expires and for Selby owners and people like that, they approach it as a game, not as a chore. And so when they're done and they prospect in, they just poured their heart.

Out for two or three or four.

Hours and they're tired, but it's a good tired, it's not a beat up tired. And it's like the exhaustion that you feel at the end of a thrilling game where you put it all out and you're sweating and you're laying there and you're bloody and you're beat up but you won the game and you feel awesome. That my friends, is how you improve your prospecting. Results, fast skill, best scripts, best training, master them and attitude. Have simply have fun. I want to hear what are you experiencing today with your prospecting? Are you doing it? Are you not doing it? Let me know in the comments below. If you're having struggles. What are you struggling with? I want to hear your wins. I want to hear the confirmation of what I'm saying here and is actually happening for you as well. If I can help post your comments questions down below. Give the video a thumbs up. Subscribe if you're new to the channel. 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 yes download again, that's yesmasters. Com download to download your free copy today.