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</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</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</p> Signup and view all the answers

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

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

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

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

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

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

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

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

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

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

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

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

    What is the primary goal of using scripts?

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

    What are scripts designed for?

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

    What is the universal law at work regarding expectations?

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

    'Reframe to a desired outcome' means:

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

    'Frames' in NLP refer to:

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

    'Negative frames' in conversations entail:

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

    Why does the text criticize 'stupid realtor scripts'?

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

    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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