Video: The Mindset of Getting Listings and Real Estate Prospecting

Consider the Production 2025 Training Boot-Camp starting Nov 2024.

Developing the Mindset of “Getting Listings” in Real Estate starts with taking Responsibility for Prospecting. We Prospect Daily; at least 5 to 6 times a week. We MUST make time for it and have a proper Playbook to execute on becoming a Go-Getter; rather than being stuck in the Order-Taker ‘Wait and See what today will bring…’

In this 53’ Video I share an Approach to developing The Getting Listings Mindset. I recommend that you watch it with this Handout and fill-in the Blanks so you can retain a lot more than simply watching it.

Video: The Mindset of Getting Listings and The 2023 11-Week Intensive Real Estate Training Boot-Camp

Consider Subscribing to my YouTube Channel. Here are some of the Ideas I shared during the Live Webinar:

Current Market Conditions: 2 Major Head Winds Facing the Industry: Interest Rates at 23-Year High; Last time they were this high was Dec 2000. They were at an All-Time Low Dec 2020 during the Pandemic. And, Buyers’ Agents MUST Learn to Collect their Own Commission and Not expect to be compensated from the Listing Side.

But… The “Biggest Head Wind” the industry has struggled with for Decades is… “Less than 3% of Real Estate Professionals Prospect Daily.” Those who Prospect 2 hours minimum a Day; Day-In and Day Out; are at the Top of this industry. We Can Do something about this…

Current Market Conditions: In a Normal Year, the 5 Million Homeowners who Sell are divided between 70% with “Must Motivation” to Sell and about 30% with “Lifestyle Motivation” to Sell. Example of “Lifestyle Motivation” to Sell: “Honey, the other side of town has nicer parks and shopping; and we would be closer to our Church…” If you currently have a Mortgage below 5%, closer to 4%, and you know that Mortgage Rates right now are over 7%; you will probably say: “Let’s look later…”

Examples of “Must Motivation” to Sell: A Job Promotion to another State; A Looming Retirement; A Major Illness; Death in the Family; Divorce (700K per year); Loss of Income; Marriage; Money Problems; Major Money influx, etc.

Here is another look at it: 1.6% of the 5.4% National Turnover is Lifestyle Selling. Or, if you picked 500 Homeowners at random; 27 Homeowners will Sell (5.4%) every year, of which 8 or 9 out of 500 “Lifestyle Selling” and the other 18 or 19 “Must Motivation Selling.” In 2023 Lifestyle Selling has grinded to halt but will start resuming towards end of year.

A “Production Mindset" is a way of thinking and Approaching your Business that Prioritizes Activities, Time-Blocks, Productivity, and Results. It's about Taking Ownership of one's business, setting Clear Accountable Goals, and focusing on achieving them through Repeated Implementation, Tracking, Discipline, and Collaboration.

Learning the Business of Real Estate is Important - but it is the Decisions you make that’ll generate the Activities that drive the Results you Deserve. Sometimes we have it backwards; we think Knowledge comes first then Decisions are Made. In this Career there are some Decisions that must be made first in order to Acquire the Right Knowledge for Success.

Listing Decision: “I am a Listing Agent!” -- I am wired to work with Sellers first - NOT just Buyers. [Learn about the 2023 Real Estate Boot-Camp!]

In our industry we tend to push the learning to deal with Buyers (when Agents are New) and postpone the Prospecting for Listings. It tends to make our Agents become Order-Takers rather than Go-Getters.

Your Hours: 2 to 3 Hours of your Day should be run with Absolute Discipline; No Excuses; No Distractions; and No Negotiation. The rest of your Hours can have some Madness mixed in. The Disciplined Hours are for Prospecting; Follow-Up; and Money-Making Activities.

We Ask… “I will Ask for Business Daily!” Making time to shake the Bushes Daily is first a decision; then the Time-Blocking of Activities follows. Remember we are Advisors NOT Salespeople; We make ourselves available to our Homeowners to answer all of their Real Estate Questions.

Understand “No”: “Resolve that Hearing ‘No’ is NOT Personal; and a Normal Part of Business!” The Fear of Rejection ruins the Career of many Agents; they think that when someone says No to them, they are being Rejected… No means “Not Now” -- it isn’t personal; Real Estate is a ‘Numbers Game;’ We Go through the No’s to get the Yes’s We Deserve.

Database: “I will Organize my Contacts with a Proper Real Estate CRM!” Building a Strong Database is the Ultimate Goal. Some call it a Book of Business; some call it a Referral Database. A Good CRM Must Sync your Contacts with your Phone. Take Classes on Ranking, Scoring, Categorizing and Attaching Statuses.

Farming: “I will establish a Farm Area and Brand myself in it to Get Listings!” Farming an Area, Neighborhood, Subdivision, so you become the Go-To Local Realtor is often overlooked by a lot of our Agents. We must teach them to brand themselves Locally and with Non-Salesy Canvassing Techniques that help them build a Long-Term Pipeline of Sellers.

Scripts: Put together a Booklet, Binder, or a Box of 3by5 Cards of Scripts. At first, you will be given Scripts to learn; then you will start tweaking them to match your Personality; and finally, they will become your Go-To Conversion Tools. Scripts are useless if they are not practiced; the simplest scripts are usually the hardest to master. Your Scripts will become your Money-Makers.

Me-Time: “I will Maintain a Healthy Growth-Focused Mindset!” It is one of your Most Important Responsibilities. Healthy Mindsets Navigate Stress Properly; Overcome Challenges Quickly; and Never Blame the Market for their Shortcomings. Meditate; Pray; Affirm; Take Time Off; Surround yourself with Good People; Exercise; Practice Gratitude; and Do Good Work for the Sake of it!

Boot-Camp Details, Video, Flyers, and more visit: https://www.yeskeytraining.com/2023-real-estate-boot-camp 

Key Yessaad is a Highly Skilled Real Estate Strategist and Coach, with over 20 years of Experience empowering Brokers and Agents develop the Skills and Habits they need to Achieve Success. He is a Listings' Strategist, Production Coach, and has created Innovative Training Programs and Success Approaches such as the #10WeekTraining Programs and the Boot-Camp Success Workshops. Key is passionate about helping Real Estate Professionals master the Skills of Time-Blocking, Getting Listings, Sales Conversion, Building Confidence, Handling Objections, Delivering Scripts, Lead Generation, CRMs, and Listings Success. With Key as your guide, you too can Unleash your Full Potential and Attain Greatness in your Career.

Related Hashtags: #GettingListings #ProspectingMindset #KeyBootCamp #RealEstateCoaching #RealEstateTraining #2023BootCamp #ProductionMindset #Listings #RealEstateSuccess #BusinessDevelopment #RealEstateAgents #KeyYessaad #MindsetTraining #ListingsStrategy #YesKeyTraining

Define Happiness for Yourself then Take Responsibility for It!

Happiness is not an esoteric state of being that is ephemeral and out of reach; it is a deliberate pursuit of bringing “The Good” to the reach of those around us. Happiness lives in Action not passivity; and does not have a Dollar amount attached to it. Happiness is a Multiplier and expands without needing to be divided into smaller portions; like the ancient Sanskrit quote says: “Thousands of candles can be lighted from a single candle, and the life of the candle will not be shortened.” -- Happiness never decreases by being shared.

Unfortunately, Happiness has “blockers” that are at times self-imposed; for example, the automatic scripts that run in our minds that tell us we are not good enough; not worthy of the rewards we seek for ourselves. Negative Self-Talk plagues all of us, and these automatic scripts play in a loop all day long sometimes without us having a say in the matter. We must realize we cannot stop these scripts per-se, but we can override them with Mantras and Affirmations; and this is where the “Action” part comes in - we have to make time daily to sit down and start creating new scripts that empower us; Self-Talk that nurtures the positive goodness in all of us.

Some Mantras and Affirmation examples below Graphic:

Create your own Definition for Happiness! Here’s mine: “Happiness: The State of being Fully Present in this moment with a sense of Purpose and Gratitude.”

Here are a few examples of Positive Self-Talk Scripts that you may want to alter to sound like you and place them all around your life, so you are forced to interact with them:

• “I Nurture my Spirit for ‘the Good’ Daily!”

• “I am Grateful for my Parents and Friends!”

• “I am Proud of myself for being a Hard-Worker!”

• “I find Joy in the simple moments in life, like Walking.”

• “I am Special and Unique; nobody else in the world is exactly like me.”

• “I Choose Happiness, Peace, and Gratitude today.”

• “I am of Value and have Purpose in this world.”

• “I am Responsible for my Happiness; and I will Spread it freely!”

• “I am Kind to others and to Myself.”

• “Today, I Will take a moment to inhale Gratitude and exhale Fear!”

Positive Self-Talk will Not replace Negative Self-Talk overnight; you have to be vigilant day in and day out; make time daily to work on your Affirmations, and remember that ‘the negative’ finds a home in your mind faster than ‘the positive;’ you really have to nurture ‘the positive’ for quite a while for it to become comfortable in the halls of your mind.

Happiness is a Deliberate Act of Vigilance and Awareness. I argue that happiness should not be left for others to define in movies and dictionaries; I argue that you have a Responsibility to write your own Definition for Happiness. You may even borrow others’ versions of it, but make sure you shape it to sound like you, and it must feel right for who you are today. Allow me to share my Definition: “Happiness: The State of being Fully Present in this moment with a sense of Purpose and Gratitude.”

Let me end with these quotes, from Epictetus: “There is only one way to happiness and that is to cease worrying about things which are beyond the power of our will.” This second quote by Dennis Waitley resonates with me because at its heart is The Taking of Responsibility: “Happy people Plan Actions; they don’t plan results.”

Author: Key Yessaad is a Highly Skilled Real Estate Strategist, Trainer, and Coach, with over 20 years of Experience empowering Brokers and Agents develop the Skills and Habits they need to Achieve Success. He is a Listings' Strategist, Production Coach, and has created Innovative Real Estate Training Programs and Success Approaches such as the #10WeekTraining Programs and the Boot-Camp Success Workshops.

Related Hashtags: #Happiness #Affirmations #Mantras #PositiveTalk #TakeAction #CreatePurpose #Entrepreneur #SuccessMindset #RealEstateMotivation #Confidence #GoGetters #YesKeyTraining #10WeekTraining #KeyYessaad

Simple Breathing Meditation to Calm your Mind!

Fear is a powerful emotion. At times it can be a motivator to do better - but there are times when it causes dismay and angst. The more you feed Fear, the darker scenarios it creates. The Challenges you may be currently facing are not going to fade on their own, and we cannot let them push you towards Defeatism nor Resignation.

The best place to be in “the Now,” Right Now! The concept is simple: If you wish to think clearly start by “Being Here Now!” We can argue about the past, we can be fearful about the future, but the best actions are triggered when we are present to “the Now.” There are many ways to coax yourself to be present, in “the Right Here and the Right Now,” and one of them is Breathing Meditation. It is not complicated, and it can bring you great benefits - the biggest one is Taking Proactive Productive Action on the important endeavors of your life - and doing it with a clear calm mind. 

Here are the basic steps to “Simple Breathing Meditation” - adjust them to fit your personality and your environment - steps below Graphic: 

“Our Minds require Discipline in order for them to provide us with Clarity; Let’s Reclaim Our Minds by Focusing on Our Meditative Breathing.”

1. Find a quiet serene place - place your phone on silent and out of reach face down for the next few minutes. 

2. Sit on a Comfortable chair, sofa, or in the lotus position if so inclined. We are striving to hold our mind in a state of focused meditation for about 5 minutes by focusing it on our breathing - that’s it. 

3. Let your hands and arms find a comfortable place in your lap or legs - don’t strain. Take a moment to notice your body and relax any tension or discomfort in your body and do it gently without any pressure or jerky movements. 

4. We are going to focus and notice our breathing, NOT control our breathing. You want to “breath” normally; notice how your body reacts to your breathing. Notice the air flowing through your nostrils, your mouth, past your throat, into your chest and how your stomach expands slightly. You are simply noticing the flow of your breaths in and out – you are Not molding or shaping your breathing. You may find yourself halting your breathing when your mind wanders; that is fine - just say to yourself “mind wandering” and go back to noticing your breathing. 

5. Eyes: You decide what is most comfortable for you: either keep your eyes open, half open, or closed. So long as your eyes don’t wander around the room you are fine. 

6. Remember: this is not about controlling your breathing - it is about noticing your breathing and being in tune with your body while breathing. Some like to start this meditation by taking a Deep breath through the nose and then a long exhale to signify the beginning of the meditation; and after 5 minutes of meditation closing with a deep Breath and Long Exhale. You are not required to have such a ritual - you decide your beginning and your ending sequence. 

7. Breathing Meditation is about your Mind; it wishes to wander and focus on all sort of things - when you meditate you are forcing your mind to stay in tune with you and to calm your mind down; to let go of the fears and anxieties of the outside world and simply focus on your “breaths.”

8. Your mind will wander and will start thinking about other things; it can’t help it. Don’t punish it; just notice that it is engaged in a thought and say to yourself: “I see that you went wandering - I understand; let us focus on our breathing.” Is it weird to talk to your mind? - Yes it is; but very normal. 

9. Many end their meditation by thanking their mind for remaining calm and cooperating during this meditation. 

To Meditate is similar to training a puppy; you want to teach them to sit. So, to Meditate is to train your Mind to sit. It does not want to; it wants to run around and be distracted by everything. You are teaching your mind that there are times it needs to listen to you and just focus on the Moment -- This Moment “Right Now.”

When you lower your anxiety by Meditating, your challenges become ever so clear - and Solutions start emerging. How often should you meditate this way? Many recommend 1 to 2 times a day - especially in moments of high anxiety and stress. Remember this is Not escapism - this is a grounding of your mind so it can think clearly with you and for you.

Author: Key Yessaad is a Highly Skilled Real Estate Strategist, Trainer, and Coach, with over 20 years of Experience empowering Brokers and Agents develop the Skills and Habits they need to Achieve Success. He is a Listings' Strategist, Production Coach, and has created Innovative Real Estate Training Programs and Success Approaches such as the #10WeekTraining Programs and the Boot-Camp Success Workshops.

Related Hashtags: #Meditation #BreathingMeditation #TamingYourMind #Entrepreneur #OvercomingFear #SuccessMindset #RealEstateMotivation #Confidence #GoGetters #YesKeyTraining #10WeekTraining #KeyYessaad