Hey there, many agents don't know, but they are actually afraid of objections! Hi my name is Yasser Khan and I'm the author of Property Agent Secrets book, which is the most powerful book in the entire real estate industry guaranteed! You can get the book for free just pay for shipping over at property agent secrets.com. So, a lot of agents do have this fear of objections. That's why they quickly cut short their followup phone calls or when facing a prospect with an objection, it’s the end of the sale. End of story. And then you know, they let go of the prospect and then move on. So how do you solve this fear of objections? This fear of rejection? How do you overcome this fear, even though many agents do not want to admit to themselves? So, let me be very upfront with you, alright. So, you know it's a normal part of us to not want to be rejected and many agents feel that an objection is just a rejection but that's not really true, you know. I always teach my agents that an objection is actually an agent’s best friend! Why is that so? Because if someone wasn't serious about buying, they wouldn't have any objections about it, right?! And a lack of objection is actually the worst thing! Let me repeat, a lack of objections means a lack of intention to buy! They do not really consider it as a purchase! So that is something very serious and that in my view, this lack of interest is the worst thing! But when you have interest, you’re definitely going to come across at least one objection! So, objections are a good thing! And handling that objection properly has to do with your mindset! So let me set the record straight. The only one who can answer objection is not you. It is the prospect! Why do I say that? Because, only the prospect knows why he is telling you that, right? And your job is to actually not answer the objection, but uncover the reason behind why they say that! The best response to any objection out there, is to ask a question! It is to follow a question with another question related to the objection! So you have to find out something deeper. They definitely are in pain. They are either moving away from pain or they are moving towards pleasure. As an example, this is life. Wvery human being is either moving away from pain or towards pleasure right. So your job is to find out what kind of pain? What kind of pleasure? That is the thing that matters to them the most right? So okay. So how do you answer objections? How do you overcome the fear of objections? Basically, the best thing that I can tell you is to update your mindset! Change your mindset about objections. Seriously! Right. And then, the second thing you can actually do is actually go and practice. Keep practicing. Keep practicing your answers. Keep practicing your script. So, this is where, you know, the best tool comes in. And the best tool to overcome any objection out there is to actually have a script! So a good script actually saves you from the embarrassment of total silence or appearing like you don't have any answer to a specific objection that they have. So a script actually keeps you on track and a script is actually the best way that I know of to overcome your fear of objection, your fear of rejection. You just have to get a good script! And on my website, we have a number of scripts I'm giving away. A free presentation, as well. And if you get my book property agent secrets, then I have dozens of scripts over there, which are proven over the years. And my agents are always telling me that the script works. And the only way, the only scenario in which the script doesn't work is when the agent doesn't follow the script! So the script is there for a reason! It is meant to be followed! And when you follow this script, definitely your chances of failing an objection are very slim because you actually follow the script and you know giving the prospect any chance to keep you off track or through you of whatever you want to do right. So always remember… the only person who is qualified to answer your objection is not you!! It is the prospect! And the second thing I will teach my agents is that objections are an agent’s best friend. The more ‘Noes’ you have, the closer you are to a YES. It's okay. You know. It's not really a sign of rejection, because, I think a lot of agents will breathe easy when they realize that it's not personal. It's nothing personal against you and they don't have a vendetta against you. They don't have a fight to pick up with you. No none of that. So it's just business. It's just business. Alright, so they have some issues. They are the one who need to resolve it as normal human beings. They're not mind readers, so you need to ask them questions in order to get a response from them and that's the best way that you can resolve it. If you keep doing it, keep practicing, you will get better. You become less fearful, you feel less stress, you feel more in control, you're able to overcome objections and that's the best way that I know how to handle objections. Alright so if you have any questions or you want me to answer specific objections, just hit reply or just ask me a question and I'll be happy to answer. Bye bye!

Are you always looking for motivation? So, how do you keep yourself motivated during the face of so many problems? Hi! My name is Yasser Khan and i'm a CEO of Yasser Khan coaching where i teach agents how to make more money live the life that they want and get more yes without the BS so you know if you are asking yourself the question that you know how you know i don't feel energized you know how do i keep myself motivated and what's the answer what what the secret to keep you know keep yourself uh very very highly motivated and keep yourself very ambitious right so you know here here's the thing about motivation right if you're looking for motivation every single day and you know you're questioning yourself you're second-guessing yourself you know whether you're doing the right thing or not or whether you know are you producing the results and you know a lot of the time right you know lack of motivation have has to do with lack of you know income lack of results that are coming in and you know if you lack motivation right that is the classic sign of feeling burnt out and that the reason that you know many agencies berno is because they work too hard and they're the only one doing every single thing and that is why you know that leads to a downward spiral of you know not being very motivated and feeling like quitting and you know thinking that you know so many problems and you know you got not many uh love and you know and you know every everybody has that day everybody has a bad day right you know even i sometimes i have bad days too right when things don't seem to be working the way they should nothing works right and it looks like a bad day and you know nothing seems to be going the way you wanted to you know making money for example you're not closing deals for example right so the thing is that you know uh that that thing about motivation right so when you know when you don't when all these things are not happening to you your motivation naturally goes down right and so how how do you keep yourself motivated how do you keep your energy going up and you know there are specific strategies right and the number one thing that you know helped me personally with my motivation is you know has to do with perseverance right and you know it seems counterintuitive it seems you know not that common sense but you know your motivation is also tied to delayed gratification right so the thing about many people right now is we live in a hyper connected world and we want instant results we want instant gratification right so you must realize that you are unrealistic for the long term right i assume that you are so when you are in you you are in it for the long haul right you don't get easily you know demoralized by you know temporary setbacks right and seriously that is how you uh improve professionally that's how you know that's how that's life by the way that's life right so you know sometimes you have ups and downs in terms of motivation you have ups and downs in terms of you know your energy levels and you know certain things you are doing so the thing is that when you are in the in it for the long haul you are in it for the long term right then you you must keep doing the same thing you must you know keep persevering keep doing keep doing things that you know ultimately hopefully times will improve and you will definitely do it better if you you know time to change you know bad times don't last forever right so okay you know here's the thing about me right you know i i went to Bedok on secondary and the thing about the term secondary that taught me that had a big impact on me was its motto and the motto of Bedok secondary all those years ago was success through perseverance right and you know when you when you're doing something that they taught me something very important and that you know built my character in a very very good way and the thing about success is i realized that you know success is not easy it's hard right you will cry along the way you will get wounded along the way right and you will feel like giving up you will feel low motivation you know just go and ask any entrepreneur just going at any successful businessman out there and he will tell you yeah he faced those times too right if you look at you know motivational speaker you know all those you know success stories out there they look like you know instant success but they were not they took years to build themselves they took years to build a business and you know business is something that it doesn't you know happen just like that it's not you know that's not how life works right even though we want instant gratification but right now a lot of the youth a lot of young people are very very confused they want things fast that the world is moving at 250 miles an hour but they think that you know if they're not making money fast they're not you know living the their lifestyle that they want to live then they feel left behind and they feel demoralized the thing is that your time will come you just don't know it yet you know everybody has different levels of energy everybody works at a different level right you know the amount of success that you will have in in life will come to you as long as you put in the effort you put in the work you put in the you know what it whatever you're supposed to do right then the success will come to you it's just that you know if you give up too early if you give up too soon then seriously all of that will have been totally wasted it would have been you know raised and wasted seriously and one of my mentors he said something that had a big impact on me as well and he said that you know many business owners right they give up just before just before they could you know achieve the success that they wanted and for example you know there's this story about seven up you know there's the competitor to coca-cola right so seven up is just uh it's a it's a soft drink right and the story goes that you know the the entrepreneur started all those years ago and he came up with one up and he didn't succeed and he didn't give up and he went to school up and that didn't succeed as well but he came back again and he started three up that did didn't work either and you know no sales and the business didn't go up and then he but he didn't give up and he came back and settled four up five up six up and until six up he yeah he felt like giving up but he didn't he start he stuck to the end and suddenly he came up with even up and that suddenly you know became overnight success to other people but if you look at it he wasn't an overwhelming success he had to go to one two three four five six up all the way right and he didn't give up what if he had given up at six up right and then he wouldn't have earned all the income all the seriously all all the the success that came from 7 up right so don't give up stay keep doing what you're supposed to do right keep improving keep yourself you know surround yourself with you know same as a group of people who are on the way up or who are succeeding or top producers keep learning from them put yourself in a similar group as them and i mean that is how you keep your motivation up and you feel you know when you when you mingle with these kind of people when you get a mentor for yourself they will keep you on the right path they will tell you that they face the exact same thing and this the smartest way the shortest way is to get a mentor because the mentor will be personally invested in you and he will coach you for success and you know he will tell you even though you're not motivated to do something he will kick your ass he will tell you to go and get it done right and when you do something because of what he said you will find that yeah you get results faster and then you know when you taste success it's all the most sweeter because you didn't give up right and then the motivations once you reach that level of success is seriously it's a different level and that is how you you know keep yourself motivated even though things are not going well even though everything seems to be you know not working never give up success will come to you through perseverance right and that you know when you do that like when you stick it when you stick to it you won't need that much motivation because you are motivating yourself right and when you keep keep doing it keep doing it keep doing it you will become a more ambitious person right so that is how you keep yourself motivated.

Is Technology Agents' Enemy?  I see agents getting tripped over technology all the time.  They struggle with tech, complain about the rate of rapid change and generally resist all things technical. Compared to other professionals, we realtors have been slower to adopt and embrace technology. For example, Interior Designers have been surprising far ahead and are masterfully using technology. They've been drawing realistic interiors for years.  Not so with realtors. We're actually lagging far behind. And it has nothing to do with the learnable skill of getting better with tech devices. We can learn how to put on our clothes because that's a skill we've mastered. Yet, we give up halfway when trying to connect a PC to a TV. The real reason is that we fear technology.  Our Unspoken Fear About Technology Our unspoken fear is that technology will take our jobs away. At the rate we're seeing technology changing and the speed with which DIY Portals are popping up, we agents are getting alarmed. So we're worrying for our jobs. The answer every agent is searching for is whether they'll still have a job tomorrow? Are agents going extinct? That's not really true. Here's why. Technology Cannot Replace the Human Touch No matter how much tech advances in the next 100 or even 1000 years, all humans are still going to need a roof over their heads. A home is a basic necessity of life for every single person who's ever going to be born or has already been born. We will always need a home. As long as we need homes, there will always be a buyer and a seller of that home. And an agent to facilitate the transaction. But the way buyers and sellers interact can and will change because of technology. How People Buy Property Will Change We're already seeing Virtual Reality Tours of properties in other countries without leaving our office. And virtual showrooms. Getting mortgages will soon be pretty much automatic. Because of the new possibilities created by emerging tech, everything not already connected by the internet is now getting connected by the Internet of Things. That's how we're becoming more and more connected. Every house we buy or sell in the future will be recorded automatically. That's how it's possible to reveal agents' sales history. So people's preferences in how they buy or sell homes will change in line with the technologies available to them. What This Means for Agents It's simple. You've got to exercise that skill of learning to use technology. We're creatures of habit, that's why our habits run us completely on autopilot. We don't run our habits. To the extent humanly possible, you should get into the habit of learning and mastering technology. If it gets too much, outsource. Don't Let Technology Stop You from Selling Homes Like my agent Fred Teo of Knight Frank. He doesn't let his lack of skills in tech stop him from selling homes. Neither should you!

Do You Need a Coach (or an Upline)? Many realtors are not really sure. On the one hand, they do recognise the importance of being coached for success. If you can Copy, you can Succeed. After all, every Master was once a Student... That's called modelling others' behaviours in order to have similar success. But then realtors also change their agency if their upline isn't good. They hop from one agency to the next, hoping to land a great upline. This leads me to my next point... The Realtor-Upline Model is Outdated Why  is that? Half the time, the upline gets paid with overriding for doing absolutely nothing, other than convincing you to join his team years ago. The other half, he's busy struggling with his own problems. Does that look like an effective coach to you? I don't think so, right? So what makes a great coach? The Real Job of a Coach is This At its core, a mentor only needs to show you 2 things for the coaching to work; What MISTAKES you must avoid at all costs What ACTIONS you must take at all costs That's it. Don't you agree? Yet why do we have agents clamouring after those who win Top Producer awards? Why is everyone rushing to join their team? It's simple. Top Producers Are in Great Demand So every agent tries to join their team. My member Harry Zeng of PropNex was telling me the same thing the other day. He won awards and was featured all over the news and portals. And I saw agents applying to join his team, because as my member, I can see the agents applying. He said that most of them were entitled and expecting Harry to give out cash handouts. Shocking, right? The Problem with Popular Upline The things is, popular uplines have a ton of problems. They're busy doing personal sales. They're already feeling the pressure to keep staying at the top. Frankly, staying at the top is harder than getting there. And they don't have the time or willingness to spoon feed entitled, lazy realtors. I know this because my own members, like Harry, are telling me this. No one likes to work with lazy, entitled, spoon-fed agents. There Is Another Alternative A great coach will not only tell you the above 2 things, but he will KNOW the solutions to the next problems you will face once you've solved your initial issue. I know this because my own upline couldn't help me with my overflow of leads, precisely because she never faced this problem. So she had no answer for me. I found the answer with a mentor from outside the real estate industry. He was in the Marketing business, and taught me how to design my business and the lifestyle I wanted. And I was able to achieve both because, like I mentioned, he already had overcome those problems and new what new problems I would face soon. And true enough, I turned back to him again and again. Investing in a coach turned out to be a great decision on my part, because not only I didn't have to pay him overriding for closing every single transaction, I also quickly recouped my initial investment. That, my friend, is how you sidestep a bad upline without changing your agency and without paying overriding.

These Are Times of Panic. The Corona Virus is here. And so is an imminent economic downturn. Stocks have fallen the worst since the 2008 economic downturn. And Malaysia was the first country in South East Asia to close all of its borders. Nobody goes in, nobody out. And that sparked panic. Supermarkets saw brisk business; toilet paper, tissue paper, diapers, and groceries were quickly snapped up. It was panic buying. I saw it myself when I was passing by a supermarket nearby my home. There were lines and lines of shoppers. Everyone around you is scared. How do you keep your sanity in these times of panic? Relax. It's not the end of the world! Here's why. This too shall pass. Remember we're alive today, even after the SARS epidemic, and the 2008 subprime mortgage crisis. Everyone know the economy is cyclical. Yet still, everyone gets taken by surprise. It's human nature to forget and hope for better things. Here's my advice for you about how to act in times of panic. Don't panic! Relax! Think things through logically. When you panic, you tend to make bad decisions. Stay safe. Listen to official announcements. Maintain good personal hygiene. Avoid crowded places. Don't shake hands for now. Slow down. Do the things you wanted to do, but couldn't because of your busy life. Now's the time to spend quality time with people that matter. Learn and improve. Be ready to pounce when things get better. They will; we just don't know when. It is the fear and panic that does the real harm; not the virus itself. And this pandemic at such a time of impending slowdown makes it worse. Don't let fear guide you!

Why Should I Listen to You? "Hey Yasser! Why should I listen to you? You're not a top producer right now. You're no longer even an agent!" More than one agent may have said this to my face... They must be super sceptical of me. I understand. Maybe they have a bad, uncaring upline who got no time for them.  Maybe that's true in your case too. Then agents see Top Producers getting featured in the news, on property guru, on 99.co. And everyone wants to join their team. That's because many agents tell themselves that it takes a millionaire agent to coach and train other top producers. That's Not True! Successful uplines hardly have time for their downlines because They have a lot of customers to serve. Personal sales got them there and they have no intention of letting this go. They have less time for others. Because they're so busy, they cannot take out a lot of time. They have families, commitments.So they're very protective of their time. They have more problems to solve. Your issues are just one of many on their plate. What This Means For You? It means you're already in competition with your fellow division mates! It also means that if you wish to be taught by Top Producers, then you may be disappointed. And not all top producers are excellent teachers. So Who Am I and Why You Should Listen to Me? It's true, I may not have been a top producer myself as a realtor, but I am about more than just creating top producers. And this is my story. My Backstory I was a broke and unemployed youngster trying to help my single mother take care of us 4 siblings. I had just wasted 2.5 years of my life in MLM and wanted to end my money struggles permanently. So after I saw my aunt make a lot of money selling houses, I decided to become an agent too. My Desires I wanted my mum to have a good life and not struggle with 2 jobs. I wanted to see her happy. The external struggle was that I was not selling anything as a realtor. Instead of helping my mother, I was now dependent on her for food and transport money. The internal struggle was that my mother was supporting me. I felt like a leech, a parasite. I felt like a failure as a son. The Problems I Faced The problem was that I was a shy guy. Between finishing my schooling and National Service in Singapore and becoming a realtor, I only had 3 years to try to make friends. That didn't happen because I was terrified of meeting strangers. So I knew no one who would buy or sell real estate. Plus, I didn't have the money to advertise. So not only was I totally broke, I had zero sources of income. I was literally starving for cash. The Realisation One night while desperately searching for a solution in my mother's kitchen, I stumbled across Dan Kennedy's teachings. He taught an upside-down method to get clients; by making them contact you first, instead of you doing the chasing and selling. He called it Reverse Prospecting. But it worked if you offered something of value to prospects in exchange for their contact information. I quickly acted on his advice, put up a simple offer online, and I got literally flooded with 1,943 inquiries in 48 hours. It was more business than I could handle on my own. That's when I realised that the secret to having an overflow of business was Reverse Prospecting. The Plan My plan was to start creating multiple offers that gave Singapore Home Buyers & Sellers something of value in exchange for their contact information. I also wanted to give excess inquiries away to my team of realtors to follow up with and close. I had recently read Michael Gerber's book E-Myth and wanted to work ON my business, rather than in it. Systemising my business seemed the logical option. The Conflicts I Didn't See Coming Each new Reverse Prospecting offer we created had to be hosted on 1 landing page, which took me 4 to 5 weeks to build. That took my time away from serving my clients, making me lose hundreds of thousands in potential commissions. Even though I was pretty good with programming, I decided to outsource this to my team of developers, who slowly built a rather clunky software for me to automate this process. But it cost me almost $50,000 of my own commissions and nine long months in wasted time. Plus, all the leads I was giving away to my team were not being 100% used. I found they were cherry-picking the best prospects and throwing away the rest. The Achievement I'm Proud of. I ended up getting so angry and frustrated at this point after losing so much time, money and effort that I decided to fire everyone and simply model the best. After studying various industries and the methods of successful entrepreneurs Dan Kennedy had coached, I decided to make a platform that made it really easy for me and my team to create marketing offers. I called it 'agentLEADS'. I thoguht if I could build something that fully automated and systemised my entire real estate business, I would be very happy. After 5 months of programming and  every penny I had ever made, we created agentLEADs. I can now build in an hour - by myself, without any tech people - what used to take me and my team of 10 guys 4-5 weeks, and these systems run faster and converted way higher. We then started to let other agents use agentLEADS. The Transformation We Went Through After creating agentLEADS, I was not only able to let my mother retire, I was able to let my wife become a fulltime mom, I've also been able to spend a lot less time working, because we can create things so quickly. I'm now able to be with my kids and never miss any highlights of their lives.

Do Looks (Really) Matter? Every agent posts their pictures on listings, videos and home pictures. Is it because every agent thinks you need a pretty face to succeed in real estate? But has anyone tried to truly ask themselves, is that necessary? I came across online forums the other day. And the general consensus was, and still is, that pretty ladies get more inquiries. So looks do matter... But what about agents who are not naturally well endowed? What about ugly agents? Are they telling themselves that because they're not good looking enough, clients won't be attracted to them! That's B.S.! The very first time I closed a seller, he didn't care about any of my personal insecurities. I always struggled with my: broken nose, malformed teeth, hearing issues. He didn't care about any of these issues. So I was relieved my seller engaged me versus a very attractive competitor! So why are realtors confusing attracting clients to their looks? I think there are a number of reasons for that; Realtors are copying what every other agent is doing. Everyone is plastering his face everywhere. It's monkey see, monkey do. No real innovation here. They have never stepped back to analyse what works and what doesn't. It's a case of the blind leading the blind. They don't know looks don't matter. They don't know what their clients want. They make guesses. And sometimes they hit. Often times, they miss. Their looks is one area they miss it completely. Marketing Lesson 101 Using my methods, you won't even need to advertise or show your face. How is that possible? You must understand that what everyone is doing is not really true marketing. It's image advertising they're borrowing from advertising executives who sell ads to Coca Cola and big companies. Agents fail to realise that Image Advertising is a complete waste of their time and money. Something else is more important than your looks And that is PERSONALITY. Here's why. Even if an agent is movie-star good looking, they won't survive for long if they cannot build trust, be a leader and listen attentively. Every great entrepeneur you and I know has all these qualities, regardless of his or her looks. So, looks don't apply in real estate as much as you think. Personality trumps looks.

There are realtors who prefer to do things by themselves so that they can save their money. That's because in the past, they hired some friend or relative to build their website or run ads for them for very cheap. But then they got zero appointments and zero closings. So these agents end up saying this to themselves. "Only I can do the Best Job!" Well, I have news for you! The real issue may not be with them. It's with you! Because, you see... Most Realtors are Bad Managers It doesn't matter whether your friends charge you cheap or expensive. It doesn't matter whether the freelander or agency that you hired haven't given you quality leads. Your friends or freelancers have never sold a house in their entire lives... You have! If you look carefully, the vast majority of agents are bad at managing other people. Observe how your own upline works. He comes in, dumps some work, quickly leaves, come back to demand results, scolds everyone when nothing got done, then storms out angrily. I'm over dramatising this, of course. But you get the idea. Even I used to work like this  I used to be a bad manager too. In NS, I used to shout some commands, and expect my subordinates to carry out my commands unquestioningly. And I saw firsthand some officers with high rank misusing their power. It was all about showing off and bragging rights to them. So when I became a realtor after completing my NS, I realised civilian life was less black-and-white. There was less structure, hierarchy and order than in the Civil Defense Force. And after I got slightly successful as an agent and started managing a small group of downlines, I found it very hard to manage them. I gave them my leads to close, but they were cherry-picking only the best leads, and discarding all the rest. I got angry at them for wasting my money by throwing away future leads. I thought they were lazy. And one by one, they started leaving. Until I was back to being a one-man-show. While all this was happening, I was also struggling to keep my paid staff. Since they were resigning, I was left scrambling to hire new ones, while juggling my sales appointments. I ended up neglecting my clients, who were no longer getting amazing customer service from me. And now, I was back to where I started. So I thought angrily that, maybe, only I could do my job the best. I reasoned only I cared the most about my business. My downlines and employees were just in it for the money. It so happened that I voiced my frustration to my mentor one day. "Everyone's mediocre! Only I can do the best job!" I complained to him. He then said something that forever changed the way I looked at managing others. He said, "Well, what EXACTLY did you want your staff and downlines to do?" I didn't have an answer for him that day. That was the day I realised that it was ME all along. It wasn't my staff. It wasn't my downlines. It was me. There were many others with bigger teams which had been around for far longer, while mine had quickly unraveled in just a few months. I realised I wasn't a good manager. And it has partly to do with the agency culture. Because Property Agencies Have Failed Us They've failed to groom us into effective managers. Yes, they teach us to be better realtors all the time. They coach us to do better calculations. But helping us become better at managing others? Nope. So let's go back to basics for a while. What Makes a Good Manager? What is managing? What makes a great manager? To me, being a manager is more than becoming a better pointer. Someone is a pointer when he points the people under him to all the stuff that needs to be done. Managing is also about setting clear expectations. It's about setting clear Deadlines, Tasks and Accountability. So back to my story. When I learned I had to be ultra SPECIFIC, my results changed. I became better at hiring and keeping good team members. And I realised for the first time, that once I had team members who knew what they had to do, it freed me up to do more important stuff. Stuff like providing better customer service to my clients. This was the stuff that resulted in more money for me. And by now, I was much happier too. So, learn to be an effective pointer, a better delegator and a great manager overall, in order to enjoy more money and more freedom. The secret is to be ultra specific and run your team like an army unit. That, my friend, is the secret to getting others to do what you want, whenever you want!

"Yasser, why don't you become a realtor yourself and make millions? Why are you coaching realtors?" Said more than one sceptical agent to me in the past. Well, I don't blame them. They might have gotten ripped off by some 'guru' who promised them millions but then disappeared. They're right to be suspicious Scammers are everywhere. The other day, one of my agents got scammed too. It's a scary world out there. Scammers are smarter and more sophisticated than ever before. That's why some agents think that coaching is a scam too. But they are only half right I resisted getting coached by a mentor for years. I suspected that most coaches only want to make money off you and deeply resented the fact that they usually had an ulterior motive for wanting to help me out. I also witnessed my upline's division boss favouring property agents with better sales performance over me, and I remember feeling a sense of unfairness at the time. It was just like the rich getting richer while the poor staying poorer. But I realised that having the right mentor was actually a much better shortcut than trying to figure things out blindly, without a GPS and getting knocked hard into unseen walls. Sure, there were mediocre coaches who sold only motivation, but I wanted someone who had been there before me, faced the exact same challenges as me and then successfully overcame them. In short, a coach got me results much faster than I could on my own. Why? You Don't Know What You Don't Know! Because you don't know what you don't know! Only a coach could see my flaws that I was blind to. I was too close to myself to see my own flaws! I needed a mirror to see myself; a mentor was that mirror. And once I found one such mentor, it took me only 6 weeks to triple my results, where previously I had been struggling for years, stumbling  around on my own. He rapidly accelerated the time to see real results. So, having the right coach to shortcut your journey matters a lot! Here's Something Personal I was never told I was special. I was never told I could have anything I want in life. I was put down more often than I was praised for something. I never learnt what I was good at in school. (In fact, school created more Unanswered Questions than real answers. And honestly, only a tiny 5% out of my 15 years of schooling is still applicable in my daily life today.) As you go through life, you have to discover all these things by yourself. We know that as the school of Hard Knocks. But what many of us still resist, but recognise as the better way, is learning from the successes and failures of others, especially mentors. It took me a mentor to - discover what I was good at (and what I wasn't). - create a path that would pave the way to my heart's desires (provided I put in the effort) - get praise whenever it is due (and have it systematically) - gain mental clarity of my purpose in life (vs not living) Whatever I achieved more than paid for the money I invested in each mentor! Stop Reinventing the Wheel! There are 2 things you need: 1. Learn from the Mistakes of others so that you can avoid the same heartache, tears, sweat and blood 2. Copy the Successes without having to reinvent the wheel again and again but follow a trail that's already blazed before you. That's all you need. Seeing My Agents Succeed Makes My Day! Nothing gives me more joy than hearing the success of my realtors! And that's my answer to the question why I coach others now!

Read this before you even start attempting your new recruitment drive. When I had a team, I struggled to motivate and retain part time realtors. This was after I had overcome my own personal struggles selling real estate, when I failed to earn anything for months on end and had no money even for public transport. So in 2010 after I was doing okay selling houses, upon the advice of my new upline I felt I had to expand beyond personal sales into recruitment. Every successful agent I knew branched out into recruiting. I thought I already had the experience to motivate, teach and help other realtors. I thought having a track record was everything. But I was wrong. Through time-wasting trial-and-error, I made costly mistakes that drastically shrank my team of six down to just one agent in a single week.
9 months’ worth of hard work gone in just 7 days… I sat down in my empty office, holding my head, thinking hard about what had gone wrong. The biggest challenge with my downlines was never a lack of knowledge. Honestly, that was actually the easiest problem to solve. All I had to do was send my agents to my upline’s manager and to PropNex’s free trainings and courses. The real issue was always a lack of execution; i.e. getting things done… Somehow, my agents were not doing enough to make enough money. And they expected free handouts from me. Being overly dependent on my generosity. But I was running out of patience, fast. I had expectations to meet. I had other teams to beat. I had wanted to win team awards. I had wanted to be seen as a good leader, just like how CEO Mohamed Ismail was a natural leader. But I was struggling badly. I had struggled to teach my downlines through my own personal experiences. I tried to motivate them until I ran out of breath. It was weird asking them to read books and having them come back to me without even picking the damn book up. I even told them in anger that I was not their boss who paid them a salary. But things were not looking good.
I couldn’t figure it out. And that demoralised me to the point that I began neglecting my own personal sales. I was close to giving up. I thought I was a bad upline. Suddenly the tiny overriding commission from my downlines’ sales was not attractive enough. Nothing was working so far. Until a few days later I woke up in the middle of the night with an ‘Aha!’ That night, I realised that I was making the exact same mistake I made as a realtor 2 years ago: I had NO SYSTEM! Just like in personal sales, I needed to systemise my team building too! Team building had to be structured from start to finish, right from recruitment all the way up to promotion. It had to function without me, just like how my own business had to continue existing without me. Now I was fired up! I quickly started implementing my ideas and several weeks later, I had the first version of my recruiting system. Now I wasn’t recruiting agents anyhow (like I had been doing previously). I wanted only a certain type of agent to become part of my team. Working full time or part time did not matter much. It wasn’t enough to have the right agent at the right time doing the right thing. Even if my new agents had the Knowledge and took the right Action, there were no consistent results until I either rewarded them or punished them. In other words, Accountability became my secret sauce. Everything had to be HOLISTIC. I realised I needed 3 core things in order to get both my part timers and full time agents to succeed long term: Knowledge, Action and Accountability. Unless your team is accountable for their actions, they will fizzle out. And nowadays I see this happening all the time. Part timers still keep failing because of a lack of accountability. They cannot sustain their motivation beyond their first few sales. So I started rebuilding my team up. And quickly ran into a new problem I hadn’t yet foreseen; motivation was tiring work. I couldn’t physically motivate all of my agents all at the same time. I had to MASS MOTIVATE them once. By creating and recording my training sessions. And using them again and again for newer agents. And that is how I transformed my team building. I was now happier than ever before. My team was functioning efficiently, doing what they were recruited to do and most importantly, LOVING IT. It gave me great personal satisfaction to be the reason for my agents’ success. That is how my ‘Top Producer Secrets’ Online Course came out of my own personal trainings that I conducted for my downlines. And I am making it available online in a few short weeks. It’s a comprehensive online training for new real estate agents (or part-timers ready to go full-time to big-time) that gives you the step-by-step tactical instructions for how to create a profitable and sustainable real estate business fast. 24/7 LIFETIME ACCESS. 12 Complete Modules on the strategies, skills, systems, and success mindset for growing your business. WHAT YOU’RE GONNA LEARN IN TOP PRODUCER SECRETS

• The FIRST 100 DAYS — Step-By-Step Tactical Instructions For How To Get Started!
• GOAL-SETTING — How To Get Motivated And Stay Motivated
• BUSINESS PLAN — How To Work On The Right Stuff To Hit Your Goals.
• MINDSET — How to Create Confidence and Become Unstoppable.
• MASTERING YOUR DAY — How To Manage Time and Get Stuff Done Without A Boss.
• SKILLS & SCRIPTS — What To Say and How To Say It To Prospects & Clients.
• LEAD GENERATION — Where to Find Prospects and Get the Hottest Leads.
• LEAD FOLLOW UP — How To Convert Leads to Qualified Appointments.
• PERSONAL CIRCLE — How To Win Referral and Make A Fortune with People You Know.
• LISTINGS — How To Inspire Sellers to Hire You to Sell their Home.
• OBJECTIONS — How To Answer Questions With Confidence.
• BUYERS — How To Work Effectively and Get Paid With Buyers.

Learn More here: => http://YasserKhan.sg/