How to List FSBO's - Cracking the FSBO Code Webcast Replay with Kevin Ward

good afternoon everybody this is kevin award coming to you live from Hermosa Beach California and this is our second ever live streaming video webcast we're using Google Hangouts as our platform for doing this so excited to echo the call today I'm going to take about 60 seconds here to lay out a couple of things and then we're a dive light into content of cracking the code on for sale by owners how do you get past their resistance how do you get past everything to actually get for sale by owners to choose to hire you to sell their house so that's already talking about and we're going to get cranking here right away now I'm going to go ahead and tell you that we're not going to be spending a lot of time talking about basics and why I say basics I mean like how do you find for sale by owners and so forth I'm assuming that you're on this call today because you are looking for something beyond just the ordinary how do I find for sale by owners what do I say when I call them and so forth you you've probably already got for sale by owner scripts I'm going to give you an access to my script in fact on the page if you scroll down just a little bit there's a place there for you to click here and get a copy of my personal boundary scripts you can't you don't click on that and immediately get it because I want you paying attention to the webcast and you'll actually be getting access to that with an email that will come to you they'll give you access to that plus some other training videos so I'll talk more about that in a few minutes as well and so forth but I want to just dive right in because if you're here on time I want to reward you for being on the call at 2 o'clock or on the webcast 2 o'clock and just start rolling right in getting a content I'm excited to have you join us and my goal is for the next 60 minutes is to give you some of the most high-powered high-caliber content of how do you crack the code on for sale by owners how do you get right through their resistance through their story and so forth and make this I'm going to start by just sharing with you some very very simple strategies and understanding the process of how to break through wit for some Islanders how do you get beyond their resistance and so forth so I want to just start and hope you got is a paper and a light and a pen and take notes because it's very very important information I'm going to give you you can always say well I'm going to watch this again later because it is recorded and you can watch it again on YouTube or whatever but the reality is it watching it will internalize it like if you actually write the stuff down so you want to make sure that you're taking notes and lighting on these points because I go back and I read these notes and I'm looking at them or like some of these are notes that I've taught before and I look at them I'm like wow I forgot all about that and so if the coach forgets the plays it makes sense that you will forget them too unless you're willing to write them down so forth so let's just start right in I want to just start with what I think is the most important key when you're talking to a for sale by owner I'm going to give you about 10 or 12 points here on cracking the code with Purcell by owners now point number one don't buy into their story when you first talk to them don't buy into their story whatever that story is don't buy into it and take it at face value it doesn't mean they're lying to you it doesn't mean that they're you know full of crap it just means that they're what they say a pun is probably not all the reality and let me give you an example if you walk into a furniture store you walk into a nice clothing store and you're approached by a professional we call them a salesperson and they come up to you and they say hey welcome to Neiman Marcus what can I help you find today or they give you some script of asking if they can help you and whatever the script is it may be hey welcome show yourself around if you have any questions my name is Kevin please feel free to ask me for help or whatever they'll give you their script and then what do you say well can I show you anything and your answer almost always is we're trained our script as a customer is to say you know I appreciate that I'm just looking no thanks I'm just looking right now so that may or may not be the truth you may just be a window shopper and you're really not looking or you're not going to buy anything you're just looking it could be saying you know what I'm seriously I'm here to buy a suit I'm not about to spend $3,000 but I'm not ready yet I don't want pressure or whatever so you got to know whenever you call a for sell by owner and says has one oh you know my name is Kevin with ABC Realty I was wondering what I can do to help you and they say well right now we're just doing them so badder you know we're not going to list with an agent we're not hiring an agent or whatever or you know bring us a bar whatever their response is it doesn't mean that they're not going to list with you so point number one is if you want to crack the code of result by owners understand that not to buy into their story fun at least not at face value let me just give you another analogy if you walked up to a safe and I'm using the crack the code analogy here if you walked up to a safe and you saw the big dial and it's got 50 numbers or whatever it is forty numbers and you look at it and you like forty numbers I know I've got to do the combination just right so for one of the odds of you cracking the code when you have no clue when you learn the skills you don't know the code how do you crack the code well if you look at the code and look at the same thing there's no way I can get in then you're not even going to make the effort now I'm going to tell you the good news the good news is cracking the code on for sale by owners is infinitely easier than cracking the code on a safe because the combination is very very simple if you know how to listen to the dial when you're turning the you know turn the dial at the professional supposed to be alternate listen and click here's the click and then he turns it back the other way in the occurrence and you can do it but it thing or nowadays they have the little electronic things they stick on the safe if you've watched any those kind of movies the reality is we can understand and learn the code that we need the actual code of cracking that for so by owner if we know what to listen to we know how to turn the dot so that's what I'm going to show you so the first thing is when you look at the Dow when you look at the save and it looks like it's Fort Knox it looks like it's totally impenetrable to break through this for Spellbinders they're like you know what we're never less with an agent we don't really have to sell and if we gotta get it so we're just staying here we're just testing the market we're doing and doing things so you know thanks but no thanks or call me back again in six months we haven't sold in six months or in higher nature whatever their story is point number one and that number one key is don't buy into their story here's what we so here are some typical stories lack of motivation yeah we're not we don't really have to sell yet okay we're just testing the market we're not serious yet we'll be serious than four or five months that's jewelry number one we already have a plan okay we're going to do this and this and this and we've already we've already signed up or bought our on the website or we've signed up with this result by owner service or we've got this we've already got a plan or we've already got an agent we're not listening with an edge right now but when we do we've got somebody already lined up or we've already got a buyer or we've already got it sold whatever it is they tell you I don't buy into their story or again you know bring me a buyer and I'll pay you three percent or I'll pay you two percent off at you one percent I'll pay you five hundred bucks or off you know buy your Starbucks whatever it is that they tell you you've got to realize that they may or may not be telling you the truth and they may or not be may or may not be telling you the whole story so don't buy into their apparent we got it figured out story number two so if point number one don't buy into their story when it whatever they tell you when you first call over so bad point number two for selves Islanders will list with the first person who convinces them that there is value in paying your commission that's the that's the bottom line they'll list with the first agent they can actually convince them that hey if you hire me to sell your home I'm not only going to help you the home sold I'm going to do it in a way that's in your best interest and it's going to help you get even more money or as much mine your pocket whatever is that you've got to show them that there is the value there in hiring them so we're going to address a couple of questions that I got online from some of you guys that I appreciate by the way email questions that came in and the Facebook questions I appreciate that we're going to address all of those today so understand but they were for sale by owner we'll hire the first agent the convinces them that it's a good move for them that is that they're the value is there if I hire you that it's worth it point number three and this again is part of the mindset of cracking the code themselv adders focus on how you can be of service to a purcell by owner focus on how you can be a service to a for sale by owner rather than focusing on trying to get the result by owner to list with you okay and here's the dynamic one is about me I want to listing I need to get any of you get a listing I'm going to go out in one I'm going to list me a for sale by owners how I'm going hunting you know big-game hunting I'm going to go get me a deer head antlers to put on my wall it's not about a trophy it's about how could here's somebody that is wanting to sell their home they're a pre-sub a piece of property if they're selling a major asset and they're trying to do it on their own they're not using a professional so you've got to focus as a professional and how can I be of service to you that has to be your approach so one is self self-serving how can I get this listing and the other is client serving and that is how can I be of service to this for sale by owner what can I do to help them it's in their best interest now let me explain what I mean by that when you are talking to a perso by owner giving them guidance and free information is not serving them now let me kind of tell you this let me explain it this way if I am an attorney and you come to me and say hey I've been accused of a felony and they had charges filed against me and I need to know what to do when I go to court now am i as an attorney going to say well why don't you hire me well though I'm going to do it myself I'm going to defend myself I can handle it I just need you to answer some questions from it you know I've used some information is the attorney going to say what - uh let me just kind of give you a guide or some helpful helpful hints about how to represent yourself and then they're going to say okay here's what you need to do it's an attorney going to do that if you went to a doctor and you're sick and you need surgery call a doctor say hey doc I need some surgery here I don't but I don't want to I can't afford the surgery so can you just give me some points give me some help and tell me what to do and I'll do it myself you see in almost any confession any real true profession where there is expertise that professional is not going to give you and try to help you do it yourself and it's not because he's trying to get paid it's because he knows that if you do it yourself you're probably going to screw it up okay I'm in a legal profession they say only a fool represents himself right well you're dealing with a several hundred thousand dollar asset and you've done this how many times this year as a first off my owner you know I bought the house 17 years ago or about the house three years ago you know what we've sold houses four so ourselves in the past okay and they've done you know we've sold three homes ourselves in the past you know 20 years what does that tell you they're thinking because they've sold their own house in the past that makes them an expert they can handle this 200,000 or 500,000 or 1.5 million dollar asset and sell and represent themselves so you have to understand that they're not lying you if they're for sale by owner if they're thinking they can represent themselves now as an attorney in a legal perspective from a legal profession we all understand it in the medical profession if you needed surgery nobody would even think about trying to get a doctor or a surgeon to help you do it yourself so when I say focus on how you can be of service to the for sale by owner I'm talking about I was wondering what I could do to help you and they what do you need any help with they need help selling their home great so what can I do for you well can you do a CMA for us a market analysis well they're not going to ask that but they're but they may say well come on out take a look at the house and tell us when you go out and take a look at the house which is not a bad deal because it's getting in front of the poor so by owner your job then is not to start tell them how to stage the house or make suggestions about improving it or suggestions on marketing because the reality is as a professional you can do a better job than by them doing it themselves and probably help them net as much more money in their pocket as if they do it themselves and with a lot less risk and a lot less hassle and so forth and that's part of what we're going today I'm going to explain exactly how you communicate that to them but you got to understand that I'm focused not on how can I be a focus on how can I be a service to you not giving you're listening okay number four taught focus understand the problems that for solving others face and doing it themselves unless you lay out those very real quickly here are some of the problems I faced number one lack of exposure how do they get their home exposed to all the qualified buyers out there in the market here's what they do is they basically get their home exposed to the bargain hunters and the unqualified buyers in the market because that's where it's unqualified Barza go looking for a sell by our bargain hunters they go looking for coastal biomes that's pretty much the reality so it is a lack of exposure to all the buyers in the market now as the second is well at our dimension is bargain hunters that's the second problem another problem is unqualified buyers so here's one of the ways that plays out and it plays out in a lot of times they actually get a buyer who brings my offer they give you offer executed they may even open an escrow and then the deal falls apart and it listen guys result by owners over 50% of all buyers contracts where buyer and seller have a executed contract over 50% of those actions do not close the deal falls apart why because the buyer hadn't have a clue the buyer doesn't know what it takes to get a loan or that's not qualify for a loan he's the buyer thorn or the seller know the things to do in this in this complex market what to do to make the deal closes okay because would you guys agree that getting a deal to close today getting financing for a buyer is exceptionally harder today than it was five years ago they used to it didn't take much and a buyer any will buyer if they have a pulse should go out and get a loan they can buy the house right Ted hey you know what to do and you don't have your act together you don't have somebody who's really good people involved they're professionals most of the time it doesn't work out and then the buyer is frustrated and walks away Saul gets frustrated and ends it on whatever either way the deals don't close it's over fifty percent literally well over fifty transactions that are that are contracted that we have actual pending contracts those contracts executed between for sale by owners in a buyer that do not close that means even if they do manage to get about it they have less than a 50% chance of actually successfully closing it that transaction with that fire so that's an important thing for you for them to know and understand the next thing is is they don't have the negotiating skills to give negotiate that gets them the best terms of price now there's a couple of reasons for that one naege I know how to they don't know they don't know market statistics they don't understand don't have the leverage points to be able to negotiate effectively and second because they're emotionally attached they're emotionally involved in the negotiating again it goes back to the the the thing in legal profession and that is only a fool represents himself there is a power that comes in having a third party to go through and that is what happens when they hire a professional agent that knows how to negotiate on their behalf to get them the best terms of price and then the last big problem or challenge that a force of owner has is legal liability because they don't know what they're doing and with disclosure laws and all kinds of legal ins and outs now there's a whole lot of ways that a seller can get themselves in trouble when they try to do it themselves they close the deal and think after they close the deal everything is done only to get a letter from attorney six months later because it was a problem in the house or with the house what we call a latent Latins and defect that shows up and the seller didn't disclose it either because they thought he'd get away with it or they didn't know but either way they're not protected because they don't know how to protect themselves as a as a homeowner because they don't have enough professionals so those are some of the things you have to understand that force all by others deal with us problems the next thing that I found is that we've got to develop the mindset that a per cell by owner is making a huge mistake by not hiring you okay they are making if they do not hire you as a professional real estate agent they're making a huge mistake by not doing it fine because your expertise has cue value hey next point is that well me ask it as a question what do for sale by owners want that makes them decide to do it themselves and I answer almost always is they want to let more money that's the reality is they think by doing themselves don't pay a commission therefore I said pay more money so they get a keep more of their equity well understand if that's what or stall by owners want that's what you should focus on its focus on helping them net more money and I'm going to show you how to do that in a minute the next thing is is you can approach it one or two ways I just wrote it out I'm going to read to her again you can call them until they're ready to list or you can help them become ready to list in column until they give up or you can call them and educate them until basically you convince them to talk to you and when you talk in it when you're able to talk to them in a listing appointment is to help them understand why this you go ahead this with you now so either you can just wait wait wait and contact the content and just hope that another three agent doesn't come along who knows what they're doing or wait until they finally give up and then they list with you or you can help make them ready by educating them some stuff that I'm going to show you in a second um my point I've got to string this point number eight okay yet the appointment that's point number eight get the appointment whatever it takes you want to get an appointment with a Purcell binder now I'm gonna clarify this in a minute if he is not getting just any old appointment he is getting a valid genuine authentic real listing appointment and what does that mean well almost any force of owner will let you pull over and preview the property come see it you know because you may have a buyer or whatever kind of crap that a lot of agents use to get their foot in the door I'm not against you going to preview the property when I am against is I'm against crap I'm against you telling them I may have a buyer I want to come preview it for one of my bars or whatever when that's not the reality the reality is you want to go meet them so you can list the property so I have just this very very powerful tip that sincerity and honesty is better than BS okay this show I'll talk more about that in a minute but the key is is get the appointment now here's what that means learn what to say and how to say it to give them a legitimate valid reason to meet with you and again I'm going to explain to you exactly how to do that minute I wrote down a benign for self-motivated force all by donors want an aggressive agent they want an aggressive agent now I hear so much training on don't be pushy and you know you it's just going to take time with for so by others and you're going to have to wait and you have to contact them over a period of 30 weeks or whatever it is and don't push them because then they don't want to be pushed well no they don't want to be pushed but they're selling their house and they need you will help remember they're making a huge mistake by not hiring you what is your job as a professional I'm two job is to help help homeowners who want to sell not be stupid so I've got to understand that that I've got to be a proactive I better be assertive I've got to be aggressive and helping them see that and make that decision and motivated sellers want an agent that they believe it I do hire an agent I want somebody is going to be a go-getter and make make it happen and get me the results and by you being passive or letting you know just kind of like I don't want to bother you would you be offended if I came by and saw your house or why would you make an apology when that's a professional my job is to help you mister miss seller get what you want so don't be afraid to be strong and to be very open about what your intention is and what your purpose for calling is so I'm going to talk more about that number ten I look down is either if you will convince them or they will convince you when you call a force all by owner either you're going to win or they're going to win and if you don't convince them what it simply means is they're going to hang up the phone you talk to on the phone or if you knock on their door whatever it is and they don't give you a hearing you get oh you don't set an appointment with them what it means is is that they convince you that they didn't need you or that you couldn't get in with them and they hang up the phone or they close the door confident they did the right thing so you got to understand that you've got to equip yourself to powerfully close for that appointment the next thing I want you to write down is never offer to bring a buyer to their house and once you write this down for the star buy it never offer to bring them a buyer or even imply that you have a buyer for their house now what I'm teaching you guys I'm giving you guys that upfront kind of foundation for how to approach this if you're going to crack the code for solving honors one of the things you can't do is make the mistakes that most agents make that try to list for sale by owners now the good news is because you're on this webcast and you're wanting having interest in the listing for sale by owners some of you already already powerful for sale by our agents and some of you are just trying to figure it out the good news is you're already in rare air just by trying to list or sell bounders now if you'll stay at it and stay with it you'll have success if you stay at it and stay with it and become great at it learn the skills then you'll become a superstar you'll become a master a saml I of listing for sell by owners all right so I just wrote down ever offer to bring about or imply that you have a buyer for their home now why would I not do that why I mean especially if I have a BA and working with some buyers and then maybe maybe not may work for may not or I may find about whatever so here's the reason you'll want to do that whenever you tell them hey I'd like to come by in case I have a buyer or you know because I may have a buyer for your house whatever number one most of the time you're full of BS and you're not that's not the reason you're calling now if it is okay maybe but I'm still going to discourage you from doing it and what here's why if you ever imply that you're going to bring a buyer or that you might have about or that you want to just come see their house in case you find about what you just did is you just validated their hallucination that doing it for sale by owner works okay now I'm telling you something got some is very very critical here if you have a for sale by owner strategy that includes previewing the property for buyers or previewing a property because you may have a buyer if you're giving them that impression what you are doing is telling the persona owner that their strategy of selling it for sale by owner is a legitimate valid strategy for selling a several hundred thousand four million dollar plus asset okay now if you're in if you're in a market where there's an eighty and ninety thousand dollar houses it's the same deal it's still a huge asset and they're going to do it themselves okay it just doesn't make any sense for an unprofessional to handle that large of an asset and try to sell it and do it themselves okay but we okay let me tell you this guy's and then this just this is for free there's not really any other industry in our world where people try to handle something so complex as a real estate transaction on their own without a professional there's not really many things where people do that if people even even buying stock in a stock market which is just money and you can read the details of what you're buying it's less predictable understandably but even there don't turn it over to a mutual fund or don't hire an investment advisor who's probably broke and who probably doesn't have a clue what he's doing those that they'll still do it hire somebody else to do it a stock broker can try to do it themselves even then they use a professional and the professional whether or not they're competent or not doesn't matter only in real estate do we try to do it ourselves okay it's just the most amazing thing so but we'll build a house from ourselves but we'll buy a house by ourselves so here's a can tell you the reason because there so many real estate agents who have a license in the United States who don't have a clue okay I mean think about it Nora says what's the average agent self two or three homes a year they're for sale by owners of so that Meniere's Oh the reality is just because you've got a license doesn't make you a professional and so I'm just letting you know that because there's so many eight sellers homeowners who have listed with incompetent unprofessional agents that it creates that expectation that a I can do as good as the agent did I mean what is even in this market thirty in a typical are thirty to forty percent of the listings that are on the market go solve a spot or they have to have multiple price reductions and that's over that puts it up over sixty or seventy percent so there's a lot of incompetence out there in the real estate industry that's just reality and because of that there's a lot of skepticism that that people have about personal by owners or let me say it therefore so hunters have about agents so you just have to be aware of that and and understand it now I've got to raise the bar and raise the level of expectation that the agent has so the reality is if I imply to a for sale by owner that I may have a buyer or will bring a bar all they're going to do is believe they don't need to hire professional agent to sell their home when the reality is they do now let's talk about one why for sale by owners is the best is a great source of business one of the best sources of business if you want to get real estate business fast my persona honors is one of the best sources here's why because they're free leads who want to be found and want to be contacted and they've already announced that they want to sell the house I mean that's a no-brainer okay if you're for those need to go ahead and also prospect expired listings one of the challenges that I hear a lot is I can't get ahold of the expired listing and their phone numbers disconnected or their phone numbers unlisted or on their on the Do Not Call list or they've already moved I can't find them the good news is when you pull up for sale by owner off Craigslist wrong 404 so by owner service or whatever it is and you have a number of a number to call guess what it's almost always connected and live and when they you call them there's a very good chance they'll answer why because they want to be found because they want to sell their home so they want to talk to somebody who wants to buy their house now they probably don't talk to an agent but they do want to sell their house so when you get the number and you call them chances are it's a number that's going to actually be live they're going to be able to reach them so it's a great reason to get up now why do real estate or mining for sell by others need a real estate agent okay and here's a reason because you can help them get the job done faster better and usually net them as much or more money in their pocket as if they try to do it themselves that's the reality so how do you crack the code of or sell by owner so let's talk about that first thing when you contact them tell them the truth and ask them how you can help them now if when you get my script on my persona under script the first part of the script is I work with a lot I work with a lot of buyers and sellers an area and I was just wondering how can I help you what can I need to help you and then you're going to get their response and their response can be any number of things from will bring me a buyer and I'll pay you a commission I'll pay you three percent or just bring me a bar or I'm not listing with an agent but I will if you wanna bring a buyer that's great okay great so you are willing to work with an agent who has a buyer absolutely now what I didn't say is I have a buyer know where they say well do you have a buyer for my house you know that's a great question and not calling today because I have a buyer for your home but what I do is I help people that want to sell their home find buyers so you do want to sell your house correct okay great so that's in that time and respond now notice a couple of things and this is part of what I teach with my clients and coaching and so forth and then just whenever you call someone no matter what kind of lead it is or call it is is the way you connect is by asking questions how can I help you when they respond a lot of times they respond with a question whenever you answer the question you've got to make sure that you've been ping back and use a ping pong as an analogy or that when they ping you could have pong back with an answer followed by another question do you have a borrow from my house we have a great question I'm not calling because I have a buyer but I do find buyers for people who want to sell their home so you do want to sell your home right okay great and then I'm going to probably ask the next question so when I do that I'm taking back control of the conversation by asking another question because if I don't ask another question here's what's going to happen well I'm not calling because I have a buyer for your home but I can help you find about it well I'm not interested in listening with the nature okay so you're not Erica listen with an agency I didn't ask another question I didn't take control of the conversation so now he's in control or she's in control of the conversation so I've got to be the one who is maintaining control of the conversation by asking questions and that's what my script will do so the next question is going to be then so let me ask you this how much time will you take before you will consider hiring a strong agent for the job of selling your home I'm asking the question well I'm not I never going to us with an agent to a month to six months till hell freezes over I mean you're going to give you an answer great well and you're going to repeat and affirm their answer and then you're going to ask the next question so when the house sells where are you going next I'm asking the pure curiosity and so forth now what are you looking for if you want to crack the code or for sale by owners here's the number one most important thing you got to identify what is their motivation so I just write this down because this is key number one if you want to crack the code of result by owners number one the most important thing is their motivation that's the most important thing I'm going to shed my jacket here guys because I'm getting one I'm getting cluttered up here now all right so what is their motivation because the reality is if they're truly not motivated they're not going to do anything with okay why because you're not going to be willing to price their home probably where it will sell and they got know if they've got six years and sell their home or whatever you're going to have a hard time getting in so the first thing is I've got to identify what their motivation is and so you ask them ministries of questions about so it when the house sells where you going next how soon you have to be there what's taking you to your new location if they're moving to San Diego great so how soon you need to be there what's taking you to San Diego well that's exciting so I'm just gathering information to identify what their motivation is okay so point number one is you got to get their motivation the second thing I want to understand is what is their thinking behind why they're trying to do it themselves if what is their plan what is their thinking so I'm asking questions to find out what's their plan what's their idea what's their issue why are they wanting to do it themselves rather than hire a professional so I'm looking for what are they what do they know what are they thinking about so forth and then the third thing that I'm going to do is I'm going to give them a no-brainer I'm going to make talking to me a no-brainer offer okay here's what a no-brainer offerings whatever so buyers want well I want to sell their house and it's almost always a financial issue which means they want to net more money they're wanting to save the Commission now that may or may not be their first response but the bottom line is typically if they if you can get them the same amount of money in their pocket okay they're going to be open to talking to you so here's a very simple technique and it's just a simple script as after I've identified what their motivation is I'm going to ask this very simple question so let me ask you this if I can help you net as much or more money in your pocket by selling your home would you consider interviewing me now well I don't know how you're going to do that I mean you're going to charge me no Commission you know it's a great question and what most result by owners find out who lists with me is I'm actually able to net them as much or more money in their pocket than if they did it themselves and I take care of all the work would that be great cuz you do want to sell your house right and you do want to get as much money in your pocket as possible right now I just asked them two questions that the answer is almost always yes you do want to sell your house correct oh yeah great and you do want to get as much money in your pocket as possible right okay perfect so if I can help you do that would you be willing to talk to me about it okay well it's almost like a no it's a no brainer offer well how are you going to do that the only that's a great question that's exactly why I'm not Ameet is I just want to sit down with you and share with you some ideas and strategies that I can use a lot of times help people like yourself get your home so we'll get the result you want and protect your equity net as much more money in your pocket would it be great okay so when would be the best time for us to get together so we can go over how I make that happen I can come out tomorrow after that fort with Monday at 4:00 you better and I'm just offering them a very simple fair offer and I'm basing it on what they want which is they want to net more money yeah if there is another issue and that is they they've been burned by each other they've had a bad experience with age and they say oh I'm doing it on my own because I don't trust agents they all suck and they all like they're liars or whatever it you've got to agree with them I am so sorry you had that experience and you know what I know exactly what you're talking about because unfortunately I I see that every day in this industry and there are a lot of those agents out there okay and then you so I connect with them okay I connect with them I said so let me ask you a question have you ever bought a bag of fruit at a store and then when you open the bag of fruit found that half of it on the bottom was what or maybe at one or two the apples was rotting their oranges or whatever you know what in that and that is can be really really frustrating I know but it doesn't mean it oranges are bad it just means that someone just go back and some of the rotten and some are not you know what that is obviously been your experience with real estate agents and I'm just sorry about that because I hate that what happens is it hurts me because it makes people like yourself homeowners like yourself skeptical about what an H can do for them so what I just do I just sympathize with them I connected with them to break so let me ask you this if you get if you had an agent they really represented and was concerned about your best interest and you what to do to help you get the results you want would you be open to have just having a conversation about that now I don't care what their responses upfront or not if that's the that step four so better they take four or five or six or seven times before I actually start breaking through and building credibility and Trust with see here's one of the keys that you want to crack the code of result by owners is you got it you've got to break through the distrust factor okay so a lot of times there is this distrust about agents or when you're calling me on oh you just got you're just wanting a listing okay that's kind of what they think if you're just wanting a listing and you know what I appreciate that what I do for a living is I help homeowners like yourself sell their home for the least amount in the least amount of time with the most amount of money and the least amount of hassle yeah that is kind of a you're looking for right you want to sell your house and get as much money as pocket in your pocket as possible and you would like to deal with a little as little hassle as possible right now if you notice one of the things that I'm doing and I'm giving you these ideas is I ask a lot of questions that are Millburn your questions they're obviously the answer is yes because I'm getting bit these for some other - saying yes to me by using what in LP they call tie downs because you're doing this on your home right okay if I can help help you get as much light in your pocket would you be willing to talk to me about it and my body language is always saying yes so I'm bringing in to me I'm asking them questions that add value to them and I'm asking the questions that automatically guess and what happens is is imagine getting a book let's imagine that you're jump-starting a car now this is back in the old days we don't do this anymore but we had a car and you won't start if you can push a car and get it going and get it rolling then it would you could pop the clutch and would start or let's just say you're trying to push a dead call off the road have you noticed how hard it is to get the car to moving at all that's the hardest part is it's not getting a car so I'm pushing a car you can push a five thousand pound car or a three thousand pound car it's not that hard to push it once it's going once you get a car moving you can push it and it'll keep going it's getting it to moving that's the hardest part and it's but what it is is this the principle or the law of inertia an object at rest tends to stay at rest an object in motion tends to stay in motion so what I do is is by the questions that you ask is you create inertia you create momentum by getting them to say yes to you on little things that are obvious questions that the answer is yes - because it's questions that are serving them I get them saying yes to me it's easier to get them to say yes to be your questions because I pick up speed I've got momentum working that I'm in doubt so so you do want to sell your house right great it so it sounds like protecting your equity and getting as much money in your pocket as possible it's what you really want to do is that what I'm hearing okay great and so you're it's just it's a matter of economics right like three times I got to say yes and and I'm not asking you many profound questions I'm just letting them know you know what I hear yeah I know where you're coming from I am on your side so let me ask you this and again I call this the Colombo strategy and that is kind of like I'm it's just kind of like hmm I think I've got an idea if I could help you sell your home and still net you the money you want to make in your pocket would you consider interviewing me now or would you consider Parkington would you consider hiring well I doesn't matter what their answer is because a lot of times your answer is what there's no way you can do that because I mean the Commission's going to be thirty thousand dollars how can you do that well you know that's a great question and one of the things and again I'm just giving a fair trade so but if I could help you NASM much money in your pocket even after commissions everything would you at least talk to me about and that's what I'm looking for is the answer to get them set it's almost like how do you say no to that now they may not believe you they may be skeptical and they may ask questions about it and you just maintain the same thing I understand it you know and they what can you guarantee that you know if it's a great question unfortunately a little statement there's really not any guarantees I'm sure you're aware of that right well of course not I just got again I got them to say yes to me about something they already said and there's not really guarantees but if I could help you make that happen would you at least be always talking about it well I'll be able to talk to you about it but not right now I'm not busy I'm too busy or I don't have time okay great and now I'm going to ask more questions I'm going to gather more information so that I can find I can dig through that fact we just had that conversation I've had a conversation with a per cell phone owner last week I'm still working on them and here's what was interesting I took me 28 minutes to get an appointment with the sky and it's a high dollar listing for Sale By Owner he thinks he's got it figured out he's got all these reasons and all these excuses and he's got to him in another decision maker because it's a situation where - and his sister saw it and they're the decision-makers are the executor of a trust and so forth with all these reasons and I just walked in through the reasons and talked to him about it and literally through a series of questions got him to say yes to an appointment now I got him to say yes to the employment and guess what he did the next day he cancelled the appointment so what I did I go back to square one and I'm still moving forward with him and I'll go through until we get another appointment yeah here's one of the next point I want to give you in tracking encoder for sale by owners and that is this expect to get the appointment every time you talk to them every conversation I have expect to get a yes but be prepared for it to take 7 to 10 contacts to get the appointment here's the reason I say that one is going to crack the code oversell by owners some are tougher nuts to crack than others I think you know that and yet your expectation is a huge part in the mindset of getting a point of sale by owner so every time I have a conversation with a perso by owner I believe I'm going to get the appointment that time what does that give me that gives me confidence it gives me tenacity it give me a persistence because I believe if I can break through the code if I can break through the resistance I can get them to have an appointment with me okay so my expectation is I'm going to get the appointment one because expectations are everything why do we tend to get in life we tend to get in life what we expect whatever we believe is going to happen we tend to live into our beliefs we tend to live into our story whatever story I create what we're soul by owners yeah you not to talk to them a dozen times you're not going to get the appointment on the first contact if that's your story in your brain then your behavior is going to live into that story but if my story is hey every person on earth says yes to me I get the appointment every single time if that should believe in expectation you're going to be much more likely to get that now let's say that I do everything I can I asked them all to grab my questions I accelerate things I connect with them and I still don't get the appointment what do I do and I hang up I just know reality that you don't get the appointment every single time sometimes it takes more than once but my expectation on call number two is still going to be the same I still expect that's going to be the time okay let me give you an analogy Wayne Gretzky who is one of the greatest ice hockey players of all time said you miss 100% of the shots you don't take now that was your statement so here's my question whether you're taki or baseball or basketball or whatever it is whenever a player shoots a goal or swings the bat or whatever that it does what did they expect to happen and the answer is they expect to score okay every time they shoot a basketball goal when you watch Kobe blind or LeBron James or whoever it is when they shoot how often do they expect it to go in and the answer is every single time I can remember back in when Tiger Woods was in the zone and blown before photo scandal four times somebody asked him a reporter asking do you really expect to win every tournament that you enter I mean realistic is that and he said if I didn't expect to win why don't I play now the reality is he and every other professional athlete knows you don't win every single time okay but how often you expect to win every single time and you've got to have that mindset when you're talking to for so diameters so expect the appointment the first time expect the employment every time but be prepared hey after the sixth time guess what's happening no other agents are calling with all the other agents have given up you're the one and by staying in touch with your building rapport you're building credibility you're getting through with nothing else but persistence this if nothing else they know that hey man if I need help selling my house this guy or this lady she ain't gonna stop okay and so when they do relent and hire an agent you're gonna be the one most likely to make it happen alright so now let me let's talk a bit about why you get the appointment okay physically and here's the approach the approach to break cracking the code is find out the motivation and then based on that if I can help you blank would you be willing to interview it out would you want to talk to me about now let's just say for example they say I'm not going to hire agent I'm going to try myself for two months if I can't get it done then I'll be talking agents okay great so right now you're thinking of just tried it for a couple of months on your own good for you yeah I'm not making them long if you want to crack the code on for solving others never make them long they always be on their side always and make sense so why did you decide to do it yourself and not hire professional well I just want to save the Commission okay so it's basically just a matter about our money it's economics right that makes sense now I'm not agreeing with them but I let them know I relate I understand exactly I understand your reason you want to save the money okay so I'm connecting with them I'm not making them up but I don't understand a reality and that is that I can probably help them net as much more much more in the pocket so the first step is fair trade a no-brainer and that is hang on just have a little glitch on my computer okay I think we're there I think we're still alive Hey it asked me a question are you still there I'm guessing because I hadn't touched the screen so the question is one is is that create a no-brainer if I can help you would you be willing to talk to about okay so you get the appointment now when you get there what is it that you can bring to the table and what I'm going to go ahead and tell you to do is is after the webinar is over if you'll go down below the screen here there's a button that says click here for a copy of Kevin's 4-cylinder scripts and more videos and I actually will you can get a free copy of Microsoft bionaire script and then a series of videos that I will email to you there in depth painting on how do you do this and listening for so I understood I can't get it all covered in this time for us together right now now I'll tell you this some of you on this call on this webcast right now have already opted in on my website from YouTube or whatever I've already opted in to get my persona on or some of my persona training videos and the script if you've already done that you don't need to do this again because you've already gotten you've already got all or some of those videos and some more stuff that I'm going to be sending out you're in a sense you're already in that loop and you're going to be getting some other emails from me so I just let you know you don't need to do it again if you've already been getting my persona owner stuff I hope I hope you're enjoying it I hope it's adding value to and I hope it's helping you you don't need to do it again okay all right so now what do I do once I get there now I wanted as we do this I want to answer a couple of questions that came up one was what do you do when the first Wendy Rochelle valanor says to bring me a buyer and I'll pay you a commission okay quick so if I am willing to if I do you are going to work with an agent that has a buyer correct okay great because that's what I do for a living because I help sellers like yourself find qualified buyers oh by their house women which is what you want right okay great so let me ask you this how much time will you take on your own before you would consider hiring a strong agent for the job of finding that buyer for your house now think about it guys naturally what you do like when you take a listing what am i doing I'm having a cellar hire me to bring a buyer now you and I both know that the way the system works is we very often don't find the buyer ourselves but we when we list the property we get it exposed to Oh one or two or three thousand real estate just depending on what's in your market or more or less if you get it exposed to all the agents who have almost all of the qualified buyers okay so what I do is I help sellers find a qualified fun events buyer for their house who's willing to them top dollar that's what you do so I let her know that's what you know like that's what I do for a living well do you have a buyer for me great question I'm not calling because I have a buyer okay so I let them know that I'm not biessing them all right I'm not telling I have a buyer when in reality I don't I just want to get a listing so I'm going to say some more about that in a second but I want to I want to get to the bottom line here when you meet with a perso by owner why should they list with you and here is what you got it you got to know you got to understand and you better figure this out if you're going to go after sole owners and I told you at the beginning here one of the points on mindsets of understanding for sell by others is you got to develop the mindset that if they don't hire you they're making a huge mistake and here's why so let me ask you I'm just going to ask you a series of questions where do most motivated qualified buyers go to find a house now here's the reality in your dating market it's going to vary a little bit but here's the reality the vast majority of buyers work with an agent that they may not know an agent going in they may not start by with an agent I mean you know what is it over 80 or I think now over 90 percent of buyers actually begin their home search on the Internet okay fine well they're window shopping when they start their window shopping when they get ready to buy a house how many of them actually use an agent well here's the actual statistic in 2011 a narcissistic was that 90 3% 93% of all buyers in real estate in the United States while real estate transactions 93% had a buyer's agent or had an agent working with them they may have been working also with the listing agent who may have been a dual agent or whatever you call in your state but the reality is that well over 90% of all buyers work with an agent now where do a jalopy T's for buyers they find them do DMOS wherever however they do it that's where they find it so think about it this way if I'm a seller I want to salt my house I want to get as much money as possible right so what is the best way I'm selling an asset for me to find out what is the most anybody in the market is willing to pay for is it by exposing it to a very small percentage of potential buyers or to more buyers because the more buyers I can expose it to the more likely I'm going to get the best buyer that's willing to pay the most okay how do I do that with the house listed with an agent why because I'm going to give you're exposed through the MLS and through the networks that we have I'm going to give your home exposed to more people to more potential buyers and that's well the qualified buyers are going to find houses they're eventually ending up with an ancient that this is why it goes back to what I told you at the beginning are told earlier in the webcast don't tell a Purcell By Owner that you might have a buyer for them or that you'll bring a buyer if you go that because what you're telling them is hey mister miss for sale by owner you don't need to list with me if I have a buyer I'll bring them now let me just show you through the mentality of Ebersole BAM here's a four so BAM and I've had this conversation with countless for sale by owners and if you're for sale by owner guy to go a girl to go through them you've had this conversation too so they say you know what can I do to help you or whatever you say and they say well I'm not listing the house if you have a buyer bring them I'm willing to pay 3% to an agent and you'll even have four so diners will tell you this look I'm not listing the house but if you're I'm not stingy on the Commission if you'll bring me a buyer I'll pay you the full six percent but I'm not going to list with an agent I'm not looking for listing agent I'm looking for an agent that has a buyer so I'm only talking to buyers agents or whatever they say and which one of the questions was that I had on Facebook was and it was a great point and that is that for sale by owners don't want an agent they want a buyer how do you break through that well here's how you break through it I never tell them I may have a buyer for it is yours here's their mentality well if you have a bar I'm willing to work with ages I'm not listing it but they age and I'm just telling all the ages to call me bring a buyer and I'll do it and you say well how much time we take where you consider hiring the right agent for the job of selling your house I'm not going to hire an agent I'm just I'm keeping the property out there and agent I've already had three ages to come by and they said they'll bring a bar or whatever what's happening is all those agents are feeding this crap that they're going to bring a buyer so now think about it and I'll ask them OSHA okay so you says well I'm getting more agents calling me than buyers you know I've had 50 agents to the cone and so I ask the question back to them I say so let me ask you this mr. this reverse owner okay see you're basically you're just wanting agents to bring bars and have them and you've already Nets may just say they did it okay great so now I'm going to go on with my script but I'm going to own it and dress this to you as an agent waiting for so when a bad agent has unless they have a buyer there tell them to bring in a buyer which three to lyon or they're not but either way I'm the typical agent that says well if I have a buyer I'll bring them when you can preview your property so I can bring about here's a reality when that agent gets a buyer and actually has a real buyer where does be a real estate agent go now to find a house for their buyer okay any agent where do they go and here's the answer they don't go to Craigslist they don't go to local newspaper they don't drive around neighborhoods looking brokers all by owners they go to the MLS every agent America does the same thing they go to the same place whenever they have a qualified motivated buyer where do they go to look for houses they go one source the Multiple Listing Service so here's this for sale by owner that he's thinking because he's got his house on Craigslist you got sign in the arm he's doing open houses and he's on for so long gone or whatever he's got all that he's thinking to himself well I've got my home exposed but the reality is he's only got his home exposed to a very small limited pool of buyers and that limited pool of buyers are typically the unqualified if they were qualified they'd be working with an agent and agents won't work with them that's fine enough qualified and don't even Savior for so Bonner so have you a lot of times this will happen have you had let people come and they're asking you if you'll do at least lease-to-own or solid financing in that happens all the time and force of owners run into that or you've had some lowball offers why if that's the kind of people to shop for some owners now all of this is information I don't go into this on the phone or setting the appointment this is what I share with them when I actually get to the presentation when I explain to them how that happens so for example it would go something like this so mister miss teller and I understanding we had talked on the phone you mention thinking about selling yourself I agree you could sell yourself now there's a lot of there's some different scripts and objection Halen's I'm not going to go into the objection hear us because you can get those from me if you do this if you subscribe here I'll make those available to you is the difference the exact scripts and so forth I'm not going to go into those right here but here's the basic scenario is let's just say for example I'm a serious motivated buyer okay and I'm ready to buy a house now I come I'm ready to buy a house I'm ready about house now that's what if you want you want a motivated qualified buyer that's ready to buy a house right okay great here I've got several options one is I can go down I can get a newspaper write down Craigslist and I can start looking around for houses I mean and then I can get in my car use my gas my time my expertise and I can go out and I can go to a for sale by owner not really knowing what I'm going to see when I get there not really knowing whether or not they're priced right or anything else and I can use my own expertise and try to negotiate and make a deal happen or I can call professional estate agent I can use their time their money their gas and very expertise to find all the homes that are on the market in the price range that I'm looking for through their databases that they have access to and I can use their expertise we'll find the house that is exactly what I want pay a fair market value for it and get a house and kind of taste up mr. seller that's what almost every qualified motivated buyer in your price range in your market does to find a house now let me ask you a question would you like to have the qualified motivated buyers in your house it would be great if you had a motivated qualified qualified buyer in your house this weekend who would be willing to pay you full market value that's what I can do for you dad just painted this is just one simple approach I just painted a scenario I painted a picture for them of what I could do to help them get the best buyer in their house who's willing to pay top dollar for their property they helped them net the money they want in their pocket now that's that's kind of the approach is what I'm going to help them see is there is a reason that for that most people don't do for sole owner and that is because I can help them get the home exposed and let them as much money or more in their pocket than if they do themselves now you say well what about you know they're wanting to get their house listed for $300,000 it's really worth 250 so when I'm going to tell them 250 and I've already said hey if I can help you get the money you need out of your pot in your pocket which you've talked to me and you're going to go in there and tell them hey there they got it listed to 300 it's worth 250 and then after your commissions and everything they're going to net 225 what are you going to tell them well the reality is remember what's the first key to cracking the code the first key is motivation if they're motivated here's why I know they're going to sell it for the price the market will bear so there are 300 thousand which is Fantasyland is it going to work whether they do themselves or if they hire an agent so one thing I'm going to do for them that's in their best interest I'm going to educate them on what the house is actually working with sophomore and two because I'm able to bring to the table better qualified buyers that are one or market value I saved them from the bargain hunters who are going to pay them less because again think about this this is another thing to explain to a two-episode by owner why would a purse all by owner go of why would a buyer a qualified buyer go to a for sale by owner and here's the answer to get a better deal right I mean again I'm a motivated qualified buyer why in the world but I go to a for some by owner instead of having a professional agent represent me and go to homes that are listed for sale in the open market well because I want to get a better deal how do i how does that reasoning work well because you're a persona by other you're not paying the Commission so guess what I can get the house for less what's the buyer thinking the buyers thinking I can stake times because you're saving the Commission I can get it for Less which basically means instead of giving the Commission to the agent you're giving the Commission to the sub unit to an agent you're giving it to a buyer okay well I'm only discounting it half the Commission so I'm saving that the Commission which again already has shown you they've already shown you their loan to give up at least half the Commission and think about every for sale by owner who's realistic it's already in their mind conceded giving up half of the Commission okay so if it's a traditional say 6% Commission they've already conceded I'm going to give the buyer a 3% discount because I'm not paying a commission he is going to get half I'm getting it half well again he doesn't have the expertise he doesn't have the market knowledge and he mostly he doesn't have the exposure to the full pool of qualified motivated buyers so he tends to attract more bargain hunters or it takes the chance of a buyer's agent bringing him a buyer which can happen but happens very very rarely okay it happens very very rarely and when it happens he doesn't have anybody representing him that pure event is another key to helping us for sell by owner and that is that having a third party negotiator who's not attached and who can protect you from the negotiation having a third party negotiator always gives you more leverage I can represent your best interests because because number one I know the market I know the numbers and I understand the skills to negotiate which is one of the things that hopefully you've learned it and I've actually stayed if you haven't that's one of the things that I chained my clients and my coaching students on is how do you negotiate to get the best in the way that would get the best interest so in a nutshell I hope that is covered a lot of how do you go in and do that I want to let you know that if you'll go down on the screen here it says click here for a copy of Kevin's for solder scripts and more videos and subscribe to that again if you've already subscribed to it you don't need to do it again now what I want to do is we're little after three o'clock I want to if you've got any questions down below the screen there's a spot there for comments and once you just add a comment I should have told you this earlier if you've got any questions type those in right there and I'm going to spend the next few minutes answering students on that I always have people ask you about my coaching and training if you go to the top of the website page here at the top it will say coaching and you can click on that or for some of the different coaching and training programs that I have I'm rebou I'm repressing the page here so I can see any comments and questions that you guys have so if anybody has any questions I'm not seeing any and I don't know if it's because I'm not getting it clicked right or not but if you have any questions on it then I want to just feel free to type those comments in and I'll be happy to answer those answer those questions for you now while I'm waiting for any comments since you have our Samba let me share with you something else that's very very important and I think this is one of the key mistakes that low estate agents make when going in and trying to list for sale by owners I call it the BS approach okay bs stands for bad sales okay it's just a bad sells approaching it's one of the reasons that sell people get a bad reputation is is that we don't we go in and we try to in a sense sneak our way and get a foot the door I'm going to give you some here's here some I call BS approaches for force of honor one is is what I call the bogus survey approach and the bogus survey approach is to say I'm the reason I'm calling I'm surveying all the result by owners now here's the reality I don't know any agent who is into doing surveys why are you in the world would you call a poor soul binder and say the reason I'm contacting your knock on their door and say the reason I'm knocking on your door today is I'm doing a survey of all the binders an area what in the world are you doing you're not doing surveys you're looking for a listing right we dance the reality the reality is your how you're trying to sell your house what I do for a living is I help people like you saw it and I hope you do it in the best time possible with the least amount of hassle it's the most money possible in your body that's why why when I go in and use it what BS which is a bogus survey bad sales and and tell them as yeah I'm going to bring them a buyer and I had another note written down I don't find a note but that another approach is when I act like I have a buyer I call this be well this is what this is the BS approach BS 10 for bait and switch okay and that is you know I'd like to miss or miss mr. Purcell I'd like to come out and preview your property because I may have a buyer for now I've already addressed that is don't go in there trying to act like you have a buyer when in fact you don't for two reasons number one it again validates their hallucination that they don't need to list with they don't need to hire in Asia and number two you actually lose credibility when you get in there and try to list the property okay or try to get your foot in the door to get the listing because that's what they homeowners are already distrustful of you if they're a poor so by owner that they may not hate you but they don't want you and when you go in there you act like you have a buyer and then you're going like well you know your house won't work on buyers but you know what I can help you sell it if you list with me is that some is that either subconsciously or consciously they go like you know what my crap detector is going on this agent is full of BS bait-and-switch he told me he might have a buyer for me and a good size Ernie's trying to list my property and I can't tell you how many per cell by owners I've talked to over the years who wouldn't share with me that that was their experience and I've even had for sale by owners who listed with me probably one of the reasons that your today is because you never be asked you never tried to act like you had a buyer you just told me the truth you help people like me sell my house and so to me the best approach is number one always told the truth number two always represent yourself as a professional that my job is to help you get your home sold for top dollar in the best amount of time with the least amount of hassle and I'm going to protect you I'm going to take care of everything for you and that approach is so much more powerful if you're willing to stay the course and if you can't get in with a ride away you're willing to touch base with them to follow up with them until you're able to actually actually do that so I wanted to see if there's any other comments or questions you guys have that I can help with I take this as a as a either technology technologically I'm not getting this done right or that I'm answering all your questions because I'm not seeing any comments here from anybody so um so here's what I want again a kree encourage you to do I want you to go down below this if you've not already done this now if you've already subscribed through my website Kevin no Tom if you've already subscribed to the website or my persona owner videos and so forth again I hope you're enjoying those hope you're adding value to you and you've got my basic for sale by owner script what I'm going to also be doing is following up with a couple more videos and then I'm also going to be giving you access to a sum of any of the actual objection scripts or how you answer their questions about why I list with an agent when I'm doing it myself and share with you some more resources like that so what I'd like you to do is if you have any questions on any of this that we talked about if you'd like me to follow up with this conversation after we get off the live webcast be feel free to your email me on my website you can contact me that way you can make comment on the post here on this page in the comments and I'll be happy to answer questions that way but whatever you do go ahead and subscribe to that I want to encourage you if you are interested in taking your business to the next level which result by owners or whatever source or just hey I want to make more money I want to take more listings I want to encourage you to check the coaching and training programs that I have a three different levels of programs one is just getting training videos we have live access to that but you also have on-demand training video training which means you have a question or an objection you're dealing with or an issue or you have a question about building your business or business planning or whatever you can actually email me and not do training videos in direct response to your questions and then I have group and expert training and coaching program that is group coaching and again has a whole lot of things you can find out more about it on the website just go up to the link on coaching and it will share that with you and then I see the link would be over I think on this side this says coaching and I'll share with you three different and also having one-on-one coaching program for those who are really serious that one accountability that want a direct one-on-one coaching program they'll work on specifically your strategies your niche or your skills that you're needing to work on or your mindset or whatever it is that I can help you with to take your business to the next level so guys I appreciate your time glad you joined us today if you have any questions or I can help with anything let me know I look forward to talking with you down the road and helping a lot of you guys reach your goals and your dreams in the real estate to deliver it's not just about selling real estate it's about your life and about winning in your life by helping clients win and their real estate needs so I have an awesome productive day we'll talk soon

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

Views: 59,133

Rating: 4.8487396 out of 5

Keywords: How, to, list, FSBOs, for, sale, by, owners, fsbo, objections, Kevin, Ward, kevinnow.com, real, estate, agent, training, experts, coaching, scripts, prospecting, seminars, mentor, lead, generation, presentations, objection, handling, overcoming, how, get, listings, marketing, plan, the, inner, game, stop, bs, dinwitwin, make, money, in

Id: IWcCTDpD1HU

Length: 72min 37sec (4357 seconds)

Published: Thu Jul 05 2012