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The Best Non-Strategy Strategy for Succeeding in Real Estate in 2020


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Be the one they can trust!

How do you gain trust and credibility with people you know (and don’t know) so you can win business?

Here are the 4 Superpowers to Build Trust

    1. Commitment. “I got your back.” Commit to helping your clients. Also, be committed to learn and master the skills of delivering the best results. So they’ll believe you when you say that you got their back.
    2. Caring. “You matter to me”. Care about them and what they need so they believe that they matter to you.
    3. Competence. “I’ll take care of it.” They have to trust that you have the skills to take care of things. Train, put in the work, and do what you say.
    4. Courage. “I will always tell you the truth.”Have the courage to tell them the truth (without any B.S.), no matter what.

When you become the one that people trust, there is no competition.

Let me know if you agree with me or not in the comments below.

Full Transcript

The best non-strategy strategy for succeeding in real estate in 2020.

Hi there. My name is Kevin Ward, the founder of YesMasters Real Estate Success Training, helping you get more YES and more successes in your business and in your life.

And if you’re watching and paying attention to what’s happening in our society right now, one of the biggest hot topics, hot buttons, of conversation out there right now is police reform. And the reason it’s a hot topic is because of perceptions or reality or whatever of police brutality, of misconduct, et cetera. And this is not a political video, so we’re not going to go there, but I’m using it to make a point. Bottom line is, all the cries, all the push for police reform, comes down to one bottom line, and that is it reflects a lack of trust for men and women in law enforcement.

Now, here’s the irony. Who do we turn to, to solve the problem of police reform? Answer: politicians, elected politicians. Now wait a second, who do we trust less than police officers? Answer: politicians. In fact, all the surveys done just a few months ago showed that people trust elected politicians and especially Congressmen about one-fourth as much as they trust police officers and yet we’re asking those elected politicians to make police more trustworthy.

Well, here’s the reason, because the biggest question that people ask today when they need help, when they are making a major life decision, or when they have a crisis, or for anything big in their life, probably the biggest question that people ask today is, who can I trust? Who can I count on? Who can I know is going to take care of me?

And I think you would all agree that trust is in our culture at one of if not the lowest points in American history. And so it is everywhere.

So if you want to understand the one strategy that I believe is the biggest non-strategic strategy for succeeding in real estate today is this. Be the one they can trust. Right there, my friends, is the biggest non-strategy strategy for succeeding in real estate.

What I’m going to share with you in this video are four ways that you can build trust and credibility and gain that trust and credibility with people, people that you know, and people that you don’t know so that you can win business. Because I’m going to tell you, when you become the one that people trust, there is no, absolutely no, competition. Be someone clients can trust. And I’m going to lay out for you four ways that you can gain credibility and trust.

In this video right now, I call them the four superpowers that you can have as a real estate agent, the four superpowers to build that credibility and trust because when you have these four superpowers, when you have no competition, because people trust you and they will very simply choose you.

Number one, the first superpower is commitment. Are you committed to your clients? Are you committed to helping them? What this means is they’ve got to believe, when you say, “I got your back. I got your back. I got you.” They’ve got to believe that you’re committed to taking care of them. I know, “I got your back” is not grammatically correct. I know that. It’s, “I have got your back.” I get that. But you get the point. They’ve got to believe that you are committed and know that you are committed to actually helping them and not just committed to getting a paycheck. Not just committed to a commission. They need to know that you’re committed to helping them.

Number two is right along with that, and that is caring. I’m just going to do this again because I don’t like the way that looks. Caring. They’ve got to believe that you care about them, that you care about their situation. And that simply is, “You matter to me.” They’ve got to believe that you matter to them, their situation matters, that what they want matters, that what they need matters, and, again, you’re not just self serving, that you are committed. You’re committed to your job, but you’re also committed to caring about them and what they need.

Number three, it’s not enough to just care about people. Number three is competence. Competence. They’ve got to believe that you can do the job, that you can deliver the results. They’ve got to believe that you can say, “I’ll take care of it,” and that when you say it, you can do it, that you can actually take.

“Look, I’ll take care of you guys. I’m going to take care of you. I’m going to take care of the negotiation. I’m going to take care of the marketing. I’m going to take care of everything. I’ll take care of it.” They’ve got to believe, and the key word here is believe, the key word here is trust, they have to trust that you know how to take care of it, that you have the skills and you have the competence to take care of it.

Now, one of the biggest challenges that we have in real estate today, and this is why I called this a non-strategy strategy, one of the biggest problems in real estate is there’s so much incompetence. Agents don’t have a clue what they’re doing. I want you just to think about it. If you want to cut hair, if you want to cut somebody’s hair today and get a license to cut hair, do you realize it takes 18 months? 18 months, a year and a half, to become a licensed hair stylist. And it takes six to eight to nine or 10 weeks to become a licensed real estate agent, to handle the sale of people’s largest asset.

Now, the difference is, a bad haircut will grow back. No matter how bad you are as a hairstylist, if you butcher somebody, it’ll grow back eventually. But when you misrepresent somebody, you can cause them irreparable harm to their life, to their finances, to legal issues, I mean, just everything about.

One of the most important decisions people make in their life is the decision to move, to sell a house, to buy a house, or many times to do both, and the expert, the real estate agent, is the one they trust to be the expert at navigating that transition and that transaction in their life. And if you want them to trust you, you better know what you are doing. So it takes a commitment, not only to them, but also a commitment to learn and master the skills of being able to deliver great results.

I mean, guys, if you want to get right down to it, it’s as simple as this. There are really two things you have to do in real estate to make money. Two things, this is it. I’m going to give you it just this simple.

Number one, win clients, and number two, deliver results. That’s it. It’s that simple. You’ve got to master winning clients and, number two, delivering results, and if you can do that, you are going to make a lot of money in real estate. Winning clients is building that trust. Delivering results is having the competence just to be able to, once you win them, to actually fulfill on the promise that you made to them when they hired you. You master those two things, you will succeed in business. But you’ve got to do the work. You’ve got to put in the miles. You’ve got to put in the hours. You’ve got to put it in the training so that you can come through when they need you and to build that credibility and trust.

It is one of the rarest commodities in business today, and that is, who can I trust? And that leads then to the fourth superpower, and the fourth superpower is courage. Courage to actually tell the truth no matter what. And courage shows up with your ability to say, “I will always, I will always tell you the truth.”

They’ve got to know that. They have to know that, “I can trust you.” They have to know that they can count on you, that you will give them no BS, no matter what. And I built my entire reputation, I’ve built my entire coaching company on this belief that you can get, yes, without the BS. And when I started real estate, it was the number one thing that bothered me about real estate in general, was the traditional sales tactics that were just total BS. They’re like, “Well, no, you’ve just got to do that to make money..”

My friend, you do not have to be full of crap and lie to people and use people and deceive people and trick people to make money. You do not have to do it to be massively successful.

Now, the thing is, tricking people, BS’ing people, it’s sometimes a shortcut, it is sometimes easier. But I believe when you cut those corners, when you deceive people, you trick people to get your foot in the door, you undermine your own long term success because the world is looking for someone they can trust and if you’re going to be a professional, if you want to be successful in real estate, truly succeed in real estate in 2020, in this world today and beyond, be the one that everybody that you know knows they can count on to tell the truth. Be the one they can trust.

And when the people that you know, know they can trust you, guess what? They’re going to tell people they know that you can be trusted, who are going to tell other people that you can be trusted. And when you get that reputation and that reputation spreads, my friend, you are unstoppable. Because as you do that, you build relationships, you build loyalty, you build a dream clientele that will give you repeat and referral business for the rest of your life. Because when they trust you as the best you win, period.

Bring integrity to everything you do. Build trust. It is the best. Those four superpowers right here are the best superpower, are the best non-strategy strategy for you to succeed in real estate in 2020 and beyond. It’s going to get uglier, be the one that they can trust.

So now I’ve got to ask you, what do you think? Am I right here? I want to know. I want to hear from you if you think I’m right, or if you think an industry full of crap is okay. So put your comments in below whether you like it, whether you agree with me, disagree with me. If you still believe that you have to deceive people and be full of crap, put it down below. I want to have this conversation with you.

Give it a thumbs up if you liked the video. Give it a thumbs down if you don’t. Either way, I just want to know what your feedback is and if this has been helpful for you. And if you’re new here, make sure that you subscribe to the channel. Thanks for watching. Always tell the truth and you can always expect YES.

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