What’s Next for Realtors…Crisis or Opportunity?
SUMMARY
While it’s great that agents are getting financial assistance in this time of crisis, there is a danger to it:
It puts you in a victim mindset. Instead of taking ownership of your business and your success, you’re waiting for somebody else to help you.
Make a decision that what’s coming next for you is opportunity, not crisis. Shift your focus from the crisis to the opportunity, because what you focus on expands.
How do you shift your focus from crisis to opportunity?
- Manage your focus. Get the help given to you, but don’t play the victim. Think about how you can help yourself because there are opportunities for you out there. Watch my previous blog where I talked about where exactly you can find those opportunities and Why Now is the Best Time Ever to Be a Real Estate Agent: https://youtu.be/Bg3UUFExr-k
- Move fast. Even if you’re still in lockdown, you can still build relationships and fill your pipelines.
- Make a fortune. The choices you make in this crisis will make you rich. There is opportunity in this crisis. Most of my coaching members are making tons of money in the first quarter of 2020 alone.
Focus on what you want, not what you fear. Opportunities are there, look for them. Don’t let this crisis stop you.
FULL TRANSCRIPT
With all of the stuff that’s going on in real estate right now, this is what frustrates me the most, this email I just got. There’s so many.
Hi there, it’s 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 yes, even in the middle of the crisis, you can get more YES and more successes than you ever imagined possible. But not if you’re just reading the emails that I’ve been getting from our Association of Realtors.
Now, I’m going to call her name out, but I’m also going to say there’s two sides to this coin. There’s some good and there’s some bad. And I’m not throwing them under the bus, but I’m unhappy with the nature of the conversation.
I am a member of the California Association of Realtors, a real estate agent here in Southern California. I keep getting these emails from the CAR, the California Association of Realtors, and it just irritates me because I’m asking the question, “What’s next for realtors? What’s next for the real estate agent market? And what should realtors be doing right now in the middle of this crisis?”
If I was listening to CAR and taking my cues from them, basically… If I’m taking my cues from them, I’m going to be a victim. I’m just going to wait for checks. I’m going to walk you through this, and then I’m going to share with you what I’m going to call an alternate reality, an alternative reality or whatever you want to call it, to what I’m seeing right here.
So, these are the emails. This is the last, I’m just going to go over the last four… Yeah. I’m going to talk about the last five emails I’ve gotten. This is over the last five days, five emails from California Association of Realtors.
Here are the subject lines. This was the last three. Pandemic Unemployment Assistance applications open tomorrow. Next one. CAR offering webinars on, like you’re going to help us, applying for Pandemic Unemployment Assistance.
Third email. More realtor relief on the way for SBA loan programs. The fourth email is an advertisement from an online lead generation service. And then the fifth email is market matters, and it’s just some news stories about what’s happening in the real estate market. All right.
Well, how about this? California Association Realtors, how about training me on where the opportunities are? What can I do right now as a real estate agent to get business? But no, we’re talking about how to get free money in the great American giveaway of the stimulus packages now. So here’s what I want to say to let all you guys know. Yes, I am grateful that there are these programs to help people that need it, including real estate agents who may be brand new or whatever, that actually needs some help and I’m grateful for the help that this is giving to those who need it.
And I’m grateful that CAR is helping give that information to real estate agents that need that help. So I’m not in any way discrediting that or that that is saying it’s the wrong thing to do. Okay? So yay for that.
But there is a danger, there’s a tremendous danger and that is when the discourse, the primary discourse that I’m hearing and I’m seeing is on the mindset of waiting for someone else to come and bail you out. It tends to put you in a mindset of being a victim, of waiting for somebody else to come to the rescue, of, “Well, this Coronavirus has happened and I am at the mercy of the Coronavirus. I am at the mercy of this crisis. And so I’m just stuck. I just have to wait. And thankfully, the government is going to bail me out.” So I want to be real crystal clear, my friends.
Even if you get stimulus assistance here, even if you get a check, even if you get a loan, the government is not, I repeat, is not going to bail you out. You may get checks. You may get a lot of checks. You may get a lot, but it ain’t going to bail you out. It’s not going to pay your bills from now on.
At some point, you got to take ownership of your business and of your financial future and your financial success. You’ve got to own it. You got to take control of it. And so what I want to challenge you to do and success for you to do right now is make a decision that what’s coming next for you is not crisis, what’s coming next for you is opportunity. And the opportunities are here right now. You’re not having to wait for them. You just got to change your, shift your focus from focusing on the crisis to focusing on the opportunity.
What’s here for you right now that you can generate business right now today, and get out of this mindset of a victim hood mindset and a waiting for somebody else to come save me mindset. I’m just going to share with you one, this is one message that I got from one of my Inner Circle coaching members. That is what I’m going to call the alternative or the alternate reality. Okay?
This came to me yesterday, Sunday at 3:17 PM. So yesterday, as I’m recording, this is on Monday. So this is yesterday. Debi Hauer from Boston, Massachusetts. By the way, they are in shutdown there, too. “I wanted to share. It’s like,” and we’ve been having a conversation about our business and all this new stuff. Opportunities are happening, how she’s getting it, which is awesome. And one of the strategies she’s been using, and this is a strategy that every one of you should be doing is every person she meets when she’s prospecting, when she does open house events in the past, she’s doing virtual ones, but she’s not doing the live ones.
But all the people that she’s met over the last few months and years that she’s been prospecting, open house events, marketing, everything, everybody she meets, when she connects with somebody, she immediately sends them a video. And then she just records a video on her phone, text it to them and say, “Hey, it was great to meet you. I just want to introduce myself and here’s my contact information.” And then kind of the context of the conversation. And then she texts it to them. It’s a 30, 40, 50 second video. And those videos, we call them horsepower videos because they actually have the horsepower to move a relationship from somebody you just met who just sees you as a stranger that has a real estate license to actually going, “Oh, I like her. I like this person.”
So that’s what she’s been doing. And it’s not the only thing that she’s been doing, but it’s a powerful way to move the ball down the field in a relationship with a lead. So if you’re not using video, you got to start leveraging video. And not just the fancy stuff. I’m talking about just simple videos where you send a personal intro video, personal video to somebody that you’ve met. And it just makes you a real person to them when they’ve talked to you on the phone, but they’ve never actually met you in person. Video is incredibly powerful. So this is what she says. She said, “I wanted to share, it’s like the flood gates opened, five offers presented this weekend.”
She said that she’s got that many clients. “Two new sellers. Another listing. Once I find the sixth buyer, my sixth buyer client this weekend, the right house, all of this is new business. I decided I was going to pretend there is no Coronavirus.” Boom. That’s what she says. So she’s like, “I’m going to pretend there’s not a Coronavirus. I’m going to pretend like I can still help these people.” And so she’d just been prospecting. She’d been doing lead follow-up. She’s been touching base with all the people in her lead system. She’s just been going, going, going. She’s been moving. And I’ve got so many coaching members like her that are literally having their best months, their best years ever. She has, in the first three and a half months of 2020, already surpassed her 2019 income. Okay? Which was a serious six figure income and she’s already surpassed it this year in the first three and a half months of the year.
That’s crazy. So I want you to have an alternate reality view here. Lots of business. There is lots of business. Napoleon Hill, not Napoleon Hill, Earl Nightingale did a video or created, and it was actually an audio years and years ago. This was 30, 40, 50 years ago called The Strangest Secret. This is a transcript of it, I got on Amazon a few years ago. And he says The Strangest Secret is simply this. Well, let me just read it to you, just so I get it exactly right.
The Strangest Secret is, “We become what we think about. We become what we think about.” Or another way of putting it is we get what we expect. What we focus on in our life, that’s what we attract into our life. What we think about all the time, that’s what’s going to happen in our life.
So if I’m thinking all the time about, “Oh, no. There’s no business. I need help and I need to get a check from the government,” then that’s what we’re going to get. And we’re not going to get business. But if we’re thinking about business, we’re thinking about opportunity and we’re looking at an opportunity rather than a crisis. Guess what? You’re going to attract opportunity into your life rather than crisis into your life. In fact, I did a video last week called why right now, why now is the best time ever to be a real estate agent? It is the best time. I’ll put a link in the comments below. I’ll put a link in the video description below for you to go back and watch that video. If you have not seen it, right now is the best time ever. I’m talking ever for you to be a real estate agent.
People are going, “Oh, no. The sky is falling. It’s a bad time to get in…” No, it’s a great time to be a real estate agent. And in that video, I explained why right now is… There’s all kinds of opportunity around you.
So in this video, I just want to say three things to help you shift your focus, shift your mind from crisis to opportunity, from crisis to opportunity.
MANAGE YOUR FOCUS
Number one is manage your focus. Manage your focus. Here’s what happens when I get these emails that bothers me so much. I get this email this morning at 8:21 AM from California Association of Realtors and this is the email. Pandemic Unemployment Assistance applications open tomorrow. beginning tomorrow morning, realtors will be able to apply for Pandemic Unemployment Assistance, blah, blah, blah, blah, blah. To assist you with learning and applying for this, there’s this hotline. And according to the labor, the anyway, the stuff, you can qualify.
Here’s the qualifications to be unable to work. You must also meet at least one of the following criteria. And this email is three pages long and it’s all about how to be a victim, all about how to get help when you can’t help yourself. Again, I’m not opposed to this, I’m not saying there’s anything wrong with it. But it’s just when I read this, I immediately go, “Oh, no. Maybe I need help. Maybe I’m a victim.” No, don’t play the victim. Even if you need the help, you get the help, and then you go, “Now what can I do to help myself?” All right? And then they got this webinar thing. We’re going to give a webinar to help you get help. Get the free money in the great American giveaway. By the way, which you are going to have.
We’re going to be paying this back my friends because it’s all borrowed money. More realtor relief on the way. And so it’s giving all this stuff. And I got emails like this and the last three weeks has been over and over, all these emails and it’s just, “Here’s the problem. Here’s this. Here’s why it’s so bad and here’s what you can do to get help.” And nothing is, “Here’s what you can do to get business right now.” Why would not an association of realtors be working to help realtors succeed, not help realtors survive? That’s them. That’s what’s happening right now. I want you to manage your focus away from the victim side onto the opportunity side, away from being and crisis and into being in action, in opportunity. Because there are opportunities out there for you right now.
So number one, manage your focus because you get what you focus on. So focus on the opportunities, start looking for the opportunities. When you watch the video that’s in the description below on why now’s the best time to be in real estate, I explain some of the great opportunities. Then we’re working with our coaching members.
We’ve completely revamped our coaching programs to focus on where the new opportunities are right now because they are big, they are awesome and it’s amazing the results that our coaching members are already getting.
MOVE FAST
Number two, move fast. Move fast. You got to get off your can. Even if you’re in one of the states where they’re still on lockdown, even if you’re in one of the states where they still consider real estate not an essential service, you can still do stuff. You can still build relationships.
You can still fill your pipelines. You can still do videos. You can still talk to people. You can still call. You can still text. You can build. Reach out to all the people that you have relationships with and say, “Hey, keep your eyes and ears open.” Who do you know? Once we get past this, just you keep yourself moving.
MAKE A FORTUNE
And then number three, make a fortune. Not this week maybe. But I’m going to tell you right now that I’ve gotten multiple coaching members, lots of coaching members who are having their best months ever. I just had one last week and I think I mentioned it in another video, TJ from Atlanta, TJ Edmond from Atlanta that brought home $57,000 in a week from multiple trends. It’s not like he had one massively big deal, but he had his best month ever and we’re coming. And he’s just in the game and he’s focusing on the opportunity, not the crisis.
And when the crisis hit, it knocked him down for a bit, but he got back up. He got out of the shell shock and go, “Okay, here’s where I am. What do I need to do?” And boom, boom, boom, and just keeps taking action. Kept deals together that looked like they were going to fall apart, but he wouldn’t quit. He wouldn’t back down. He focused on making them work, not focused on making them fall apart.
My friends, here is the reality. Whenever in history there is a major economic crisis and right now with 26 million new unemployed in the last five weeks and more coming, we are in an economic crisis and we’re not out of the woods yet with the Coronavirus. All of that stuff, it is a crisis.
Throughout history, it is in these crisis that some of the greatest successes come. There’s these great transfers of wealth. And it’s not just somebody is in the right place at the right time, it is the choices that they made and the perspectives that they had and they chose, “I’m going to use this opportunity to get rich.” And they focus on the opportunity in the crisis rather than focusing on the crisis that destroyed all their opportunity.
FOCUS ON WHAT YOU WANT, NOT WHAT YOU FEAR
And my friend, it is there for you. In this video, I just want you to keep in your head that focus on what you want, not what you fear. Focus on what you want, not what you fear. Focus on the opportunity. Look for the opportunities. Search for the opportunity. If you’re going, “Well, but my market, I don’t see any opportunity.” Then it’s there. You got to dig it out.
You got to search for it, find it. Again, I’ve seen a lot of my coaching members that they’re talking about, “Oh, what about this? And I’m doing this and I just found this.” And they are searching for the opportunities. And when you search, you will find. Be a seeker, a seeker for opportunity because when you seek, you will find. Do not let this crisis stop you. Let this crisis launch you into a future that is going to be better than anything you ever imagined. If this video has been helpful for you, make sure you give it a thumbs up. Watch the video down below.
If you’ve not seen the video on why now is the best time to be in real estate, make sure you watch that video. And I’m going to be bringing you videos over the next days and weeks on where the opportunities are, what you can be doing right now to make money. It is awesome stuff coming.
Awesome opportunities are coming. A lot of pain, a lot of suffering. A lot of people are going through some hard times. But in the middle of that, you can make a lot of great stuff happen and help a lot of people through it. So get on the train of opportunity, off the train of crisis, and you’re going to like the future. I’ll talk to you on the next video.