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foreign [Music] realtor I closed a million dollar deals under help Realtors to close more deals everyone is in the business selling something if you are entrepreneur if you are a professional or if you're a freelancer you have something for offer whether it is a product a service or expertise I'm in real estate business I sell property and one of the biggest challenges we're facing in this industry is that we often view a transaction or a deal as a cell just a cell and if that usually sounds like this I'm going to try to get a maximum that you can pay me and I'm going to the next quickly so I can get a next sale if we will this transaction just as a sale we already have a problem a really big problem so I'm going to suggest that what's more important is that we look at it if we look at the cell as opportunity for collaborative problem solving a chance to satisfy a need for the clients to give them something that is better off than any alternatives and definitely better than status quo so right here right now I would like to share with you how I approach each negotiation how I close a deal how I became a million dollar realtor I wasn't always a real estate agent I actually study criminology in University I thought that was a really exciting field to study also I thought it would be very helpful for when I finally go to law school yes Law School it was the expectation that all Asian kids should be doctors lawyers or engineers I was well on my way to becoming what my parents aspired me to be but law school costs a lot of money and so I had this amazing idea that I wouldn't take a few years off from University to become flight attendant I would save it enough to attend a law school and have a chance to see the world where I'm at it little did I realize that those years that I spent in service of passengers would be the first thing I learned about how to close a deal which is to be a problem solver and offer Solutions you see in the air you flight attendant is a problem solver whether it is extra blankets warm water for baby's formula or a strong Gene and the tonic flight attendants solve problems sometimes even life threatening ones as in the case of a medical emergencies in real estate it is a realtor who is a problem solver it is a realtor who has to come up with a solutions for the clients when you know your clients and needs their Lifestyles their dream their aspirations when you know the market the property the community the developers you will be a better position to solve their problems knowledge is power in this case it is a power to offer your kinds of solution that is best suited for their needs lifestyle and other dreams I remember this trip to China before I became a realtor there was a turning point that made me fall in love with real estate an industry well I saw tremendous potential for growth I was very attracted to it I want to know more about it and I'm sure my service skill as a flight attendant will translate well in this industry so I got my license in two years of being a realtor I had to build significant savings and in four years I had my first million dollar year it was easy to become successful and it was even harder to stay on top of the success as a result I encountered a lot of challenges I lost a lot of support I received a lot of negative popular cities under my reputation was undermined when I was at Town everyone was against me Realtors France clients and the public my reputation was a ruined and I lost my credibility in this industry your whole business depended on your reputation and when you lose a face you lose trust it was one of the darkest moments in my life I thought my career was over people called it brokerage I worked for calling me to get fired so my client who was even randomized because my fossil sign was outside it was crazy to think that I almost lost whole business right after I achieved my biggest success but interestingly enough it is a this challenging time in your life I give you the most valuable lessons the next one being to build trust I used to focus all my attention on getting new business I didn't spend enough time establishing my brand cultivating relationship and building Trust I couldn't leave without Darkness anymore I started to believe that actions speak louder than words I need to continue doing what I had a promise success serving and helping others bring hope putting the trust in the center of the business building trust with client is crucial but trust is what follows only after you build a relationship so know your clients but also let them to know you when you take time to know your clients you know their interest desires you must also let them to know you you values e principles what do you stand for and what do you believe in trust is not on build on things you say trust is to build on things you do keep your word be objective value their time be on time because the more people know who you are the more people know what do you stand for and the harder for them to break you down so I spent the next few years almost starting from scratch just to focus on rebranding myself so people will know who the real Leila is no I'm more visible and approachable so it is much harder for others to discreet me because of who I built myself up there is no other way around you have to invest time to building relationships and building Trust but I don't just build the relationships with a client I build relationships with other Realtors and the professionals as well and as I was becoming a top realtor in the city I quickly realized I couldn't do this alone so I build Networks I coach at the mentor so we all collaborate yeah our frequent get-togethers I analyze our Trends and failures so everyone can be benefited from my expertise I share perspective on Eastern philosophy and how to implement it in our Western workplaces it was still one of these sections that I discovered the final lesson it is this Master the art of closing lead to close deals don't usually close automatically okay sometimes you have that amazing job or client is over eager but in most cases you as the realtor will have to take the lead people are comfortable when they can see where they're heading so leading them to it you have to give them options underpresented a solution you have been honest and objective even it made me losing out on sale you have handled all their concerns and the possible objections and a reminder of their goals and aspirations when their interests are met they will say yes I have achieved my own definition of success I can now transfer what makes me a million dollar realtor providing Realtors and entrepreneurs who aspire to be the same it is these three crucial steps offer Solutions build trust and Master the art of closing a simple yet proven process a step-by-step method to closing more deals this was what helped many other Realtors and entrepreneurs go to a better place in their lives this was what helped you close more deals General are one of the most influential speakers said that success is not to be pursued it is attracted by the person you become so ask yourself what kind of person you want to become I'm a million dollar realtor I close a million dollar deals and now I have given you the way so you can become one too thank you [Applause] [Music]