Kevin Ward Sales Training and Framing Questions Quiz: <a href="https://www.youtube.com/watch?v=ZqkDAuSXlWs">https://www.youtube.com/watch?v=ZqkDAuSXlWs</a>
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Questions and Answers

What technique does Kevin Ward emphasize in his real estate training to help get more appointments?

  • Neutral frames
  • Negative frames
  • Positive frames (correct)
  • Colorful frames

What does Kevin Ward suggest is important to understand when it comes to real estate scripts?

  • The speed of delivery
  • Using complex vocabulary
  • The tone of voice
  • Utilizing positive frames (correct)

According to Kevin Ward, what makes the difference in the effectiveness of real estate scripts?

  • The font style of the scripts
  • The differences in the scripts (correct)
  • The length of the scripts
  • The number of scripts used

What does Kevin Ward compare the similarity between real estate scripts to?

<p>Similarity between cars (D)</p> Signup and view all the answers

What analogy does Kevin Ward draw between new cars and real estate agents’ incomes?

<p>$30,000 car and $300,000 car (A)</p> Signup and view all the answers

What is discussed as being dramatically different in the outcomes of some real estate agents, according to Kevin Ward?

<p>Their results (B)</p> Signup and view all the answers

What skill does the person in the text emphasize as being crucial to learn?

<p>Framing questions (C)</p> Signup and view all the answers

What aspect of the video presentation did most viewers find engaging?

<p>The energetic delivery (D)</p> Signup and view all the answers

In which field did the person have experience in summer sales?

<p>Real estate (A)</p> Signup and view all the answers

What did the person acknowledge before shifting attention back to the desired outcome?

<p>Client's frustration (A)</p> Signup and view all the answers

What did one viewer find particularly helpful for their scriptwriting process?

<p>'Naturalness' in communication (C)</p> Signup and view all the answers

What did another viewer mention as being 'GOLD' in the video?

<p>'The mindset shift' (D)</p> Signup and view all the answers

What is the primary goal of using scripts?

<p>To inspire prospects to say 'yes' (C)</p> Signup and view all the answers

What are scripts designed for?

<p>To lead to a 'yes' (B)</p> Signup and view all the answers

What is a negative frame in a conversation?

<p>Assuming or speaking an outcome that is not desired (A)</p> Signup and view all the answers

Which term is often used in NLP and refers to how words and language frame communication?

<p>Framing (C)</p> Signup and view all the answers

What should you do if a prospect states a negative statement first?

<p>Repeat and affirm their statement (D)</p> Signup and view all the answers

What is the universal law at work regarding expectations?

<p>'You tend to get what you expect' (A)</p> Signup and view all the answers

When reflecting back a prospect's statement, what are you doing according to the text?

<p>Getting on their side (A)</p> Signup and view all the answers

'Reframe to a desired outcome' means:

<p>'Influencing or leading them towards a desired outcome' (A)</p> Signup and view all the answers

'Frames' in NLP refer to:

<p>'How words and language frame communication' (B)</p> Signup and view all the answers

'Negative frames' in conversations entail:

<p>'Preparing for a negative response' (B)</p> Signup and view all the answers

What is the primary goal of real estate conversations according to the text?

<p>To achieve 'yeses' and successes (B)</p> Signup and view all the answers

Why does the text criticize 'stupid realtor scripts'?

<p>Because they lead to negative responses and assumptions (A)</p> Signup and view all the answers

What is the problem with negative frames in real estate conversations?

<p>They create expectations and steer conversations negatively (D)</p> Signup and view all the answers

What does the text recommend instead of using negative frames?

<p>Acknowledging and affirming people's feelings and thoughts (D)</p> Signup and view all the answers

Why does connecting through repeating and affirming people's feelings matter in conversations?

<p>It shows you are a good listener and empathetic (A)</p> Signup and view all the answers

How does reframing a conversation after acknowledging negative feelings benefit?

<p>It helps to focus on desired outcomes effectively (A)</p> Signup and view all the answers

What does the text imply about 'stupid realtor scripts'?

<p>'Stupid realtor scripts' lead conversations in unwanted directions (C)</p> Signup and view all the answers

'Negative frames' in real estate conversations refer to statements that ___________.

<p>Assume or state something as if it will result in an unwanted outcome (A)</p> Signup and view all the answers

'Stupid realtor scripts' are criticized because they ____________.

<p>'Stupid realtor scripts' assume negative outcomes leading to 'no' responses (B)</p> Signup and view all the answers

'Reframing the conversation' as recommended in the text involves _________.

<p>'Reframing the conversation' after acknowledging negative feelings to focus on desired outcomes (A)</p> Signup and view all the answers

Flashcards

Kevin Ward's Scripts

Scripts help real estate agents book more appointments.

Script Purpose

Scripts guide conversations towards positive outcomes.

Effectiveness of Scripts

Effectiveness depends on connection and positive framing.

Blueprint Analogy

Scripts are like blueprints for building effective conversations.

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Agent Income Comparison

Agent incomes vary like unique car models.

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Outcome Variation

Different agents have varying outcomes in success.

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Reframing Conversations

Reframing is crucial for real estate success.

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Engaging Scriptwriting

The scriptwriting process is highly engaging for viewers.

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Desired Outcome

Conversations should focus on achieving a desired result.

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Scriptwriting Assistance

Some viewers find scriptwriting very helpful.

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GOLD Moment

Reframing negative statements was a key insight.

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Primary Script Goal

Scripts aim for positive conversation framing.

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Negative Frames

Negative frames hinder progress in conversations.

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NLP 'Frames'

In NLP, frames shape communication outcomes.

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Responding to Negatives

Acknowledge and reframe negative statements positively.

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Like Attracts Like

Positive expectations lead to positive outcomes in real estate.

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Reflecting Statements

Reflecting acknowledges and reframes a prospect's views.

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Reframe Definition

To reframe is to convert negative to positive outcomes.

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NLP Frames Impact

Frames in NLP guide interpretations and outcomes.

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Negative Statement Issues

Focusing on negatives can obstruct progress in conversations.

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Positive Frames

Shifting to positive language enhances conversation effectiveness.

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Critique of 'Stupid Realtor Scripts'

These scripts are ineffective due to their generic nature.

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Importance of Connecting

Building trust through connection is vital in conversations.

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Reframing Benefits

Reframing helps shift focus to positive outcomes after negativity.

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Negative Frames Explained

Negative frames focus on barriers, blocking progress.

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Reframing Conversations

Acknowledge negative views and rephrase positively.

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Script Communication Goals

Effective scripts target achieving desired communication outcomes.

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Identifying Negative Frames

Recognizing negative frames in conversations is critical for success.

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Conversations & Trust

Trust is built through sincere engagement and affirmation.

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Study Notes

Real Estate Scripts and Conversations

  • Kevin Ward emphasizes the importance of mastering scripts to get more appointments in real estate training.
  • According to Kevin Ward, understanding the purpose of scripts and using them effectively is crucial in real estate.

Script Effectiveness

  • The difference in the effectiveness of real estate scripts lies in the ability to connect with people and frame conversations positively.

Script Comparison

  • Real estate scripts are compared to blueprints for building a house, emphasizing the importance of a well-structured conversation.

Income and Car Analogy

  • Kevin Ward compares the similarity between real estate agents' incomes to the uniqueness of new cars, implying that each agent's income is distinct.

Outcome Differences

  • The outcomes of some real estate agents are dramatically different, and Kevin Ward highlights the importance of understanding this variation.

Crucial Skill

  • Mastering the skill of reframing conversations is crucial to succeed in real estate.

Engaging Aspect

  • The most engaging aspect of the video presentation was the scriptwriting process.

Summer Sales Experience

  • Kevin Ward has experience in summer sales.

Desired Outcome

  • Kevin Ward acknowledges the importance of shifting attention back to the desired outcome in conversations.

Scriptwriting Help

  • One viewer found the scriptwriting process particularly helpful.

GOLD Moment

  • Another viewer mentioned that reframing negative statements was the 'GOLD' moment in the video.

Script Goals

  • The primary goal of using scripts is to frame conversations positively and achieve a desired outcome.

Script Purpose

  • Scripts are designed to guide conversations and achieve a positive outcome.

Negative Frames

  • A negative frame in a conversation refers to a statement that focuses on the negative and can hinder progress.

NLP Term

  • In NLP, 'frames' refer to how words and language frame communication and influence outcomes.

Negative Statement Response

  • If a prospect states a negative statement, it is essential to acknowledge and reframe it positively.

Universal Law

  • The universal law at work regarding expectations is that like attracts like, implying that positive expectations can lead to positive outcomes.

Reflecting Statements

  • Reflecting back a prospect's statement involves acknowledging and reframing their words to achieve a positive outcome.

Reframe Definition

  • 'Reframe to a desired outcome' means to rephrase a negative statement into a positive and solution-focused one.

Frames in NLP

  • 'Frames' in NLP refer to the way words and language influence communication and outcomes.

Negative Frames in Conversations

  • 'Negative frames' in conversations entail statements that focus on the negative and can hinder progress.

Primary Goal

  • The primary goal of real estate conversations is to achieve a positive outcome and build connections.

Criticism of 'Stupid Realtor Scripts'

  • The text criticizes 'stupid realtor scripts' because they are generic and do not take into account the prospect's feelings or needs.

Problem with Negative Frames

  • The problem with negative frames in real estate conversations is that they can lead to negative outcomes and hinder progress.

Alternative to Negative Frames

  • Instead of using negative frames, the text recommends reframing conversations positively and focusing on the desired outcome.

Importance of Connecting

  • Connecting through repeating and affirming people's feelings matters in conversations because it builds trust and rapport.

Reframing Benefit

  • Reframing a conversation after acknowledging negative feelings benefits by shifting the focus to a positive and solution-focused outcome.

'Stupid Realtor Scripts' Implication

  • The text implies that 'stupid realtor scripts' are ineffective because they do not consider the prospect's needs or feelings.

Negative Frames Definition

  • 'Negative frames' in real estate conversations refer to statements that focus on the negative and can hinder progress.

'Stupid Realtor Scripts' Criticism

  • 'Stupid realtor scripts' are criticized because they do not take into account the prospect's feelings or needs, leading to ineffective conversations.

Reframing Conversation

  • 'Reframing the conversation' as recommended in the text involves acknowledging the prospect's negative statements and rephrasing them into positive and solution-focused ones.

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Description

Test your knowledge on sales training techniques and framing questions with this quiz. Learn how to shift attention back to desired outcomes and acknowledge frustrations effectively.

https://www.youtube.com/watch?v=ZqkDAuSXlWs

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