HOW TO BEAT THE COMPETITION AS A REALTOR - KEVIN WARD

yikes the competition is getting heavier [Music] hi there it's Kevin award with yes masters real estate success training helping you get more yeses and more successes in your business and in your life and I was just talking with my team this last week about all the real estate training and the real estate coaches that are coming out of the Woodworks and showing up on the internet on social media especially on Facebook because Facebook ads has become such a big thing that it's like there's 20 new real estate coaches and trainers every single day and I'm like whoa lots of competition and I'm like yeah it's just like it was when I started real estate and all these new Realtors were coming in and it was like how do you beat the competition and so in this video I'm gonna share with you some of the stuff that we've been struck dealing with in our own business as a real estate coach and trainer how I'm approaching the competition so and with that how do i how do you approach the competition so in this video we're going to talk about how to crush not just how to beat the competition we're gonna talk about how to crush the competition so first the best way to beat the competition not even point number one yet but just as a principle the best way to beat the competition is to stop trying to beat the competition if you remember back a couple years ago in the Olympics the Summer Olympics when Michael Phelps was going for his you know who hit world a record history breaking more gold medals than anyone else in history and continuing that thing boy was won well over 20 gold medals in one of his events I think it was the butterfly he was ahead coming in to win and right down the homestretch right into the end a photographer got a snapshot Michael Phelps swimming doing the breaststroke going for the finish line and right next to him was another swimmer neck-and-neck and that other swimmer was looking over and Michael Phelps and the caption on the video said winners focus on winning losers focus on winners if you want to win if you want to beat the competition number one don't focus on the competition now how do you then execute so let's talk about how do we actually execute on beating the competition now this first one is probably the most profound so don't be shocked but it's this if you want to beat the competition be better than the competition yes that is actually the biggest and best solution if you want to beat the competition you'd be better you've got to be better than the competition every sport every performance the one that wins most of the time is the one that's best now in real estate it's not always a head-to-head competition it's not always a fair competition but the reality is the better you become the more likely you are to win and when you do that it gives you all kinds of edge when you be better you don't have competition you are the competition and Michael Jordan who's my sports hero I love basketball I'll always love Michael Jordan and he always said he said I don't have competition I am the competition his approach was that if you're gonna play the game you have to compete with me and when Michael Jordan walked into a Coliseum because he was so much better because he trained harder worked harder prepared harder he walked into the Coliseum he was better and it affected everybody else in the entire Coliseum it affected the players even on his team players on the other team the referees the coaches the fans the cheerleaders everybody was affected because Michael Jordan was in the house the biggest and best edge to beating the competition is to get better and when you get beat it's not like Oh No want to get beaten and and don't start trying to look for some secret strategy or some magic bullet that's gonna help you beat the competition get better than the competition number two if you want to beat the competition this is so important play your game don't try to beat the competition at their game in other words if you can beat in somebody because somebody offered like and I'll give you an example when I started real estate I was a century 21 and so they give us a marketing plan guess how many steps the marketing plan had to it yeah 21 step marketing plan except of course it was century 21 so had a 21 step marketing plan then I was so proud of that me and I'd had it all you know fuzzy DUP or fixed up and it was beautiful and I went out and had a 21 step marketing plan and it was so proud of that until I lost a listing one time and I'm like what happened why did you not choose me and they went well because this other agent their marketing plan was much more extensive than yours and I'm like more extensive like I had 21 steps how could they beat that there's like well there's had 50 step marketing plan I'm like oh my goodness I gotta I gotta come up with a 52 step marketing plan then and and so I added steps to my marketing plan but what I realized over time was that I was trying to beat them at their game which was their value proposition was I have more marketing steps than the competition therefore I am better and I realized that if I started trying to go in and beat everybody based on having more steps in my marketing plan that that in the long run was a losing proposition because now I just became a commodity not just became who had the biggest baddest marketing plan and I realized that all the bro all your trainers all the coaches all the speaker's out there they all said your marketing plan is not what sells a house your marketing plan is just to satisfy the sellers and I'm like wait a second marketing plans don't sell houses okay I knew that if you price it right and all of that it's gonna sell so the 21 step marketing plan the 50 step marketing plan wasn't better it just beat me and so I'm like wait a second I don't need to try to play his game or beat them at their game now the reason I say that and that's important is whenever you start trying to beat somebody at their game unless you are willing to commit to be better than them to become the best in the market at their game you're gonna get beat and it's so funny to me because one of the things I see out there is I'll see advertisements and marketing things they'll say stuff like beat Zillow at their own game really you're gonna be Zillow at their game no you're not gonna be Zillow at their game all right now you can create a game to try to compete with Zillow but why would you do that play your game what is what is it that you're the best at what is it that works best for you and master getting great at that and then number three once you figure that out you play your game and then what do you do at the competition what how do you beat them you forget them just forget it forget the competition just forget about the competition and that goes back to that Michael Phelps moment that gold medal moment when Michael Phelps is coming in and the other hit the other swimmer is right alongside of him and what's the other foot other swimmer focusing on he's focused on Michael he's focused on the competition and when you focus on the competition you take your eye off the ball you take that your eye off the game and when you take your eye off the game you're living and playing in reaction to somebody else and what everybody else is doing instead of what you're doing forget about them and be the best at being you focus on the relationships that you're building focus on positioning with the people that you want to serve which actually leads to the fourth step of how do you beat the competition and that is focus forget about the competition and focus instead on your clients focus on the people that you serve don't focus on the people you're worried about beating you the compet you your clients your prospects the sellers the homeowners the buyers they're not focused on the other agents they're like what can you do for me how can you help me are you can't are you better can you deliver for me a better result than somebody else can deliver and focus on the result that the clients want and I just I realized as a coach as a trainer here's how I approach my business we have this conversation with our team all the time and I have this conversation with my inner circle members and I talked to people who come to my events people who I'm I'm talking about signing up for one of my coaching programs I'll let I tell them this that I want your success more than I want your money that the most important thing to me as a coach is not having you as a coaching client the most important thing to me is how helping you achieve your dreams and your goals that's what I want I don't I don't care what the competition is doing now I'm as in saying all this and for forgetting about the competition I'm not saying don't be aware I'm not saying just ignore what everybody else is doing be aware of it go look and go like ah competition what are they doing cool now I'm gonna go back to what I'm doing but never lose sight of why you do what you do and who you do it for because when you're focused on the competition you're focused on beating somebody else yet all of a sudden becomes about you and it's not no longer about the clients that you serve when your focus is on delivering the best results if I can help every seller sell their house how to sell their house faster and for more money every single time then better than anyone else can do who's gonna compete with that so don't take your eye off the goal don't take your eye off of the ones you serve and be better not better at a marketing plan be better at this be better at delivering results for your clients all right now the last thing and this is this my favorite part it's not maybe the most important but it's my favorite part and that is how do you beat the competition have fun with them enjoy the fact that you got competitors okay here's the reason it makes you better when somebody's competing I love competition and when I play basketball I'm never going to get beat I hated it when I got beat but I love the competitive the competitiveness of it and having knowing that there's people out there that want to win look I'm gonna tell you this that when you're dealing with other agents in your market winners are going to win you can't stop winners for winning period in in real estate or anything else in life you can't stop winners from winning but why would you want to stop other winners from winning they're not your competition okay they're gonna get their deals but guess what there is plenty of space for the best there is plenty of space for greatness when you're great at what you do you're gonna get yours you're gonna get more than you need to have the different lifestyle of your dream and when you look at competition and-and-and you hear they're competing with you and I remember when I started real estate there was a couple of agents that were like the best at going after for Solvay owners and expires and one of them's his name was Paul and the others name was Joanne I don't remember either their last names both of them or with colla banker at that time in our market in dallas-fort worth it was century 21 and Colwell Bank or the two big ones Remax was the third and then Keller Williams was still kind of like who's that thing back then that doesn't back back in the 1900s but I remember that there was this guy named Paul and I can't remember his last name and there was a lady named Joanne and John Joanne had one market where she dominated and Paul he was great with expired and I knew that every morning when I wanted to call expired he was gonna beat me on the phone to them because he would start calling way early in the morning earlier than I would call and I hated getting beat by him and I hated getting beat by Joanne but I loved the fact that it was the hunt and here's what is so cool whenever the competition knows that you're competing with them and it doesn't bother you it actually empowers you and disempowers them you have fun with it I'm gonna say there's one last thing that on this video that always thought was so cool Michael Jordan what a lot of people don't know about Michael Jordan was that he was ruthless with the other players on the other team he was not you know he did not play nice okay and I don't mean he played dirty but he played smart and he understood it was a mental game and so he had fun with the competition and one of the things that he would do is before a game whenever a team would come to town or when he would hit that he would go to their Coliseum he would actually because he as a superstar he knew the the other superstars on the other team and he would walk into the opponent's locker room and he would walk in with a basketball and he would just walk into the locker room and as he walked in he would just make eye contact with the players on the other team that were getting ready they were getting suited up and he just walked in he walked back maybe one of the other you know a fellow hall-of-famer or somebody that he knew and he'd just go up shake his hand and say hey good luck tonight and then he would turn around and he would just saunter and slowly walk out of the locker room when he did that every player in that locker room their minds were totally messed up because now what were they going to be thinking about they couldn't stop thinking about the competition Michael Jordan and that goes back to his mentality was I don't have any competition I am the competition when we walk out onto the court when there is competition it's not me having to think about them it's all they can think about is me and when you when you get to that point and the way you get to that point is not my shortcuts it's not my tricks it's not my dirty pool it's by just simply playing your game better than anybody else can play it and when you enjoy the competition look you actually can have fun with them you can actually have to lunch with them you can play with them have a great time with them and it makes you better it makes them better and that elevates the bar for all of us so don't fear the competition be the competition and you will always win oh oh yeah if you liked the video make sure you give it a thumbs up post on it comment down below it love to hear your comments share this with some other agents who need to get better at the competition and I'll see you on the next video [Music]

Channel: Kevin Ward | YesMasters - Real Estate Agent Coaching and Success Training

Views: 31,432

Rating: 4.9640179 out of 5

Keywords: Kevin Ward, yesmasters.com, real estate agent training, hero, coaching, real estate scripts, prospecting, real estate mentor, real estate leads, lead generation, real estate presentations, objection handling, overcoming objections, how to get listings, youtube real estate, real estate marketing plan, stop the bs, dinwitwin, real estate agent career, make money in real estate, beat the competition, competition

Id: 5GZrHyYq-FM

Length: 16min 12sec (972 seconds)

Published: Tue Apr 03 2018

Reddit Comments

[u/NanaRE18]

Thanks for sharing!!!