00:09I closed a million dollar deals under
00:17everyone is in the business selling
00:20if you are entrepreneur if you are a
00:23professional or if you're a freelancer
00:26you have something for offer
00:28whether it is a product a service or
00:35I'm in real estate business I sell
00:39and one of the biggest challenges we're
00:41facing in this industry
00:44is that we often view a transaction or a
00:52and if that usually sounds like this
00:57try to get a maximum that you can pay me
01:01and I'm going to the next quickly
01:03so I can get a next sale
01:07if we will this transaction just as a
01:11we already have a problem
01:13a really big problem so I'm going to
01:15suggest that what's more important is
01:18that we look at it if we look at the
01:21cell as opportunity for collaborative
01:24problem solving a chance to satisfy a
01:28need for the clients
01:31to give them something that is better
01:34than any alternatives
01:36and definitely better than status quo
01:41so right here right now
01:44I would like to share with you how I
01:47approach each negotiation
01:53how I became a million dollar realtor
01:59I wasn't always a real estate agent
02:02I actually study criminology in
02:06I thought that was a really exciting
02:10also I thought it would be very helpful
02:14for when I finally go to law school
02:21it was the expectation that all Asian
02:26lawyers or engineers
02:30I was well on my way to becoming what my
02:33parents aspired me to be
02:37but law school costs a lot of money
02:40and so I had this amazing idea
02:43that I wouldn't take a few years off
02:45from University to become
02:51I would save it enough to attend a law
02:55and have a chance to see the world where
03:00little did I realize that
03:03those years that I spent in
03:06service of passengers
03:09would be the first thing I learned about
03:13which is to be a problem solver
03:22you see in the air you flight attendant
03:26whether it is extra blankets
03:29warm water for baby's formula
03:32or a strong Gene and the tonic
03:36flight attendants solve problems
03:39sometimes even life threatening ones as
03:42in the case of a medical emergencies
03:48it is a realtor who is a problem solver
03:52it is a realtor who has to come up with
03:55a solutions for the clients
03:59when you know your clients and needs
04:01their Lifestyles their dream their
04:06when you know the market
04:09the community the developers you will be
04:13a better position to solve their
04:19in this case it is a power to offer your
04:23kinds of solution that is best suited
04:33I remember this trip to China
04:36before I became a realtor
04:38there was a turning point that made me
04:41fall in love with real estate
04:45well I saw tremendous potential for
04:51I was very attracted to it I want to
04:56and I'm sure my service skill as a
04:59flight attendant will translate well in
05:08in two years of being a realtor
05:11I had to build significant savings
05:19I had my first million dollar year
05:25it was easy to become successful and it
05:30to stay on top of the success
05:36I encountered a lot of challenges
05:40I lost a lot of support
05:45negative popular cities
05:55everyone was against me
06:16your whole business depended on your
06:21and when you lose a face
06:28it was one of the darkest moments in my
06:31I thought my career was over
06:33people called it brokerage I worked for
06:36calling me to get fired
06:39so my client who was even randomized
06:42because my fossil sign was outside
06:47it was crazy to think that I almost lost
06:50whole business right after I achieved my
06:58but interestingly enough
07:01it is a this challenging time
07:04in your life I give you the most
07:18I used to focus all my attention on
07:21getting new business
07:24I didn't spend enough time establishing
07:28cultivating relationship and building
07:34I couldn't leave without Darkness
07:37I started to believe that actions speak
07:43I need to continue doing what I had a
07:47serving and helping others
07:51putting the trust in the center of the
07:55building trust with client is crucial
08:00but trust is what follows only after you
08:03build a relationship
08:08so know your clients but also let them
08:14when you take time to know your clients
08:16you know their interest
08:20you must also let them to know you
08:25you values e principles
08:29what do you stand for and what do you
08:35trust is not on build on things
08:39trust is to build on things you do
08:53because the more people know who you are
08:55the more people know what do you stand
08:57for and the harder for them to break you
09:02so I spent the next few years almost
09:05starting from scratch
09:07just to focus on rebranding myself
09:10so people will know who the real Leila
09:16no I'm more visible and approachable
09:19so it is much harder for others to
09:22discreet me because of who I built
09:28there is no other way around you have to
09:32to building relationships and building
09:36but I don't just build the relationships
09:39with a client I build relationships with
09:42other Realtors and the professionals as
09:47and as I was becoming a top realtor in
09:50the city I quickly realized I couldn't
09:54so I build Networks I coach at the
09:58mentor so we all collaborate
10:01yeah our frequent get-togethers I
10:04analyze our Trends and failures
10:08so everyone can be benefited from my
10:12I share perspective on Eastern
10:15philosophy and how to implement it in
10:18our Western workplaces
10:22it was still one of these sections
10:26that I discovered the final lesson
10:30Master the art of closing
10:39deals don't usually close automatically
10:44sometimes you have that amazing job or
10:48client is over eager
10:51but in most cases you as the realtor
10:56will have to take the lead
10:59people are comfortable when they can see
11:01where they're heading so leading them to
11:06you have to give them options
11:08underpresented a solution
11:12you have been honest and objective
11:15even it made me losing out on sale
11:21you have handled all their concerns and
11:23the possible objections
11:26and a reminder of their goals and
11:32when their interests are met they will
11:39I have achieved my own definition of
11:43I can now transfer what makes me a
11:47million dollar realtor
11:50providing Realtors and entrepreneurs who
11:53aspire to be the same
11:56it is these three crucial steps
12:06and Master the art of closing
12:11a simple yet proven process
12:14a step-by-step method to closing more
12:19this was what helped many other Realtors
12:24go to a better place in their lives
12:28this was what helped you close more
12:35are one of the most influential speakers
12:43is not to be pursued
12:45it is attracted by the person
12:50so ask yourself what kind of person you
12:55I'm a million dollar realtor I close a
12:59million dollar deals
13:00and now I have given you the way
13:05so you can become one too
