Summary

Here are 3 Emergency Steps to take to help your business thrive in the face of the current economic crisis & real estate market shift. 

1. Accept reality. Although your business did well last year, this is not the time to be complacent. You have to persevere because what’s coming up is going to be worse than the Great Recession of 2008.
2. Focus on building relationships. In times of crisis, people will only listen to someone they trust. Do not convince people to buy or sell. Now is the time to connect, build relationships, and earn their trust by letting them know that you’re out there to help them make a decision that’s in their best interest.
3. Communicate certainty. With every conversation you have, you must communicate certainty. But first create certainty within yourself. Know what’s happening in your market, and then you become a resource person. When you show up with absolute certainty, people will listen and follow you.

This is a time when the weak and average agents get wiped out… and only the elite & great survive and win. If you’re ready to rise & thrive like never before, then join me for my FREE live webclass called, How to Win in a Changing Market. Register here before slots fill up.

Full Transcript

My friends, this is not a drill. This tsunami is real.

My name is Kevin Ward, I’m the founder of YesMasters Real Estate success training, helping you get more yeses and more successes in your business and in your life. And today, I’m going to give you a very simple call to action as your real estate agent. If you’re watching this, you’re a realtor, you need to do one of two things. You’ve either got to wake up or get out.

In this video, I am going to talk to brand new realtors. I’m going to talk to people who are thinking about getting their real estate license. And I’m going to talk to players, producers who’ve been doing some business, you’ve maybe done 20, 30 deals in the last 12 months, but you’ve seen in the last quarter of the last six months, you’ve seen your business put on the brakes and you’re here watching this video.

3 Emergency Steps for Realtors

So there are three emergency steps that every realtor must make in 2022, heading into 2023 with what is happening because what is happening is not temporary. This is not going to be over in a month or two like COVID was in terms of what it did to the housing market. Okay? 

1.Accept reality. So number one emergency step you must make is accept reality. If you are going to thrive, not only thrive, thrive if you’re just going to survive in what’s happening right now in this real estate market. You’ve got to radically and rapidly accept that this is reality.

Because again, if you’re watching this, you’re a realtor and maybe you spiked like a lot of real estate agents did, your business spiked in the last 12, 24 months. But you’ve seen in the last quarter, you’ve seen in the last six months, you’ve felt unstoppable and then all of a sudden everything started falling apart and you were heading into an economic downturn and you’ve been doing business, you’ve been making, and you’re feeling a little nervous, but maybe you’re not really ready to admit it because you’ve made some good money over the last year.

You got some stuff stocked away, you’ve put on some lifestyle and you think you’re going to make it okay and push through this. But listen, I’m going to tell you right now, if you’ve been in real estate for less than five or 10 years, this is first pass cash for you. You haven’t been through what we went through back in the Great Recession. And I’m going to tell you something that what’s coming right now is going to be worse than what we experienced in 2008, 2009, and 2010.

And so if you’re feeling a little nervous, you should be, the question is not whether over the next year or two, 50% of the real estate agents are going to be in trouble. The question is, will you still be here? And will you be standing and thriving or will you be starving? So number one, my friend is today, right now you gotta accept reality. It is time to turn on the afterburners. It is time to double down. If you’re going to do real estate, you better wake up because it is going to be tough.

And right now is a time that you will persevere through this because you have just gone from being a personal trainer, a fitness, health, and wellness coach, to be in an emergency room doctor where everybody’s in pain, people are scared, people are freaking out, and they’re going to be looking for somebody who knows what to do in the middle of this new reality. So number one is you gotta accept the reality yourself. 

2.Number two is you must focus on building relationships. So number one, accept reality. Number two, build relationships. Because listen, in times of storm, in times of crisis and chaos, people will only listen to one person. And that is someone they trust. People they don’t know, people they don’t trust, they’re going to be scared and they’re going to run away.

Because when people are scared, if they don’t trust you, if they don’t know you, they’re going to run away. If they trust you and they know that you know what to do, they will follow you. So right now, it’s not a time to be twisting arms. It is a time to build trust. It is not a time to be trying to convince people they need to sell or they need to buy. It is a time to be connecting with people and building credibility so they know that you got their back and you are going to lead them and help them make good decisions that are in their best interest.

You build those relationships now and you are going to thrive in the future.

3. And then number three is you must communicate certainty. Everywhere you go, every place you walk into, every conversation you have, you must have absolute certainty. So to communicate certainty, the first thing is you’ve got to create certainty within yourself. You fake it. You try to walk in going like, “Yeah, I know what’s up. I know it’s…” You fake it. You’re going to get exposed.

You’ve got to have real certainty that cannot be shaken and it can’t be shaken because you have a deal fall through, you have a buyer back out, you have a listing or seller decided not to sell, and that sends you into a panic. You’re going to starve. 

This is a time when the weak and the average and even the good agents are going to be wiped out. The only agents that are going to survive and thrive in this market are the elite and the great. Now this is what I do. This is what I do at YesMasters is I train average and good agents how to become elite and how to become great.

Because in this market shift, there are going to be those who accept reality and build relationships and communicate certainty because they know what to do. And those who know are looking at what’s happening and they’re going to pivot. 

Those who don’t know, those who are not prepared are going to panic.

This is Not the Time for New Agents or Part-Timers

Now, I’m going to say something here to new brand new agents. If you are a brand new agent or if you are thinking about getting your license in the process, here’s what I’m going to tell you. Do not get into real estate.

Right now is not the time for part-timers. It is not the time for dabblers. If you are going to get into real estate, you better be ready to get in and go full time all in. You better be ready to invest in yourself to get trained and equipped and prepared so that you can deal with the storm. Because you walk into this storm with uncertainty, not only is nobody going to follow you, but you’re going to get blown away.

Now, for those of you that have been doing deals and this last 24 months you’ve done, you’ve been doing 15, 20, 25, 30 deals in the last year, but all of a sudden you’ve seen the brakes hit come onto your business and everything’s dried up in the last six months or the last three months, you have to accept reality and you better get really, really clear that unless you’re ready to adapt and turn and double down and elevate your game, that your certainty is going to be on the rocks and get smashed.

And that certainty becomes uncertainty real quick. And nobody is going to follow you because here you are, you’ve been doing good the last year, the last two years since we got over the shutdown of COVID. Your business has exploded and you’ve been doing awesome. You’ve expanded your lifestyle, you’ve taken on debt, you bought a new house, you’ve got a nicer car, you’ve been taking nice vacations, and here you are with the market putting on the brakes and you’re trying to provide it for your family. And I get it, but what are you going to do right now?

These are the three steps. Number one, you got to accept reality and you got to be ready to accept it radically and rapidly and adapt right now. 

Number two is you got to turn and you got to start building relationships like never before, building credibility and trust with the current relationships. And you’re going to be building a lot of new relationships with people you have not known, that you’re not going to turn them into a listing today into a buyer today.

Now the good news is they’re also always going to be plenty of buyers and sellers in the market because as the number of agents thin out and the number of agents who are still here in the game, but they’re in panic mode, nobody’s going to follow them. Nobody’s going to hire them, nobody’s going to listen to them. But the ones who step up with absolute certainty, you are the ones that they will follow. 

Now here’s what I want to do for you today. I want to invite you to join me for a free training that I have coming up on how to win in the face of a tsunami, and how to dominate the market when everybody else is panicking.

And I want you to click on the link here on this page in the comment, in the description of this video, click on the links and register for this free live training that I’m going to be doing. 

And once you register, then I’m also going to give you an opportunity to find out how to get access to a free copy of my brand new Real Estate Tsunami Survival Guide. The Seven Step Guide to Dominating in your Market in the Shift.

My friend times are changing and it’s changing fast. And most agents are not ready. And most agents will not prepare. They will not adapt. All they will do is stand there like deer in the headlights and then they will panic and they will run. And the fields are going to be littered with agents like that. 

But for those who are ready to rise, those who are ready to accept reality, to start building relationships and to communicate certainty because you have achieved mastery, you’re the ones that are going to grow and thrive like never before.

Now, I know right now this is a ton of emotion going on as you’re watching this video, you’re having a lot of feelings. So I want to hear from you. I want to hear your comments. What are you thinking? You think I’m over exaggerating? Do you think I’m talking about something that’s not going to happen? Let me know in the comments. 

Or if you know this is what’s happening and you want to get prepared, you got questions, you got comments, please post them. Give the video a thumbs up if this has been helpful for you. And register for the free webinar that’s coming up and find out how to get your free copy of the Real Estate Tsunami Survival Guide so that you can get prepared to have absolute certainty in the market to come.