Hey, friends, how are you? And welcome to another edition of Empire Live where we specifically

target principles of success for our friends in the real estate and mortgage industry.

You know, today what I thought I'd do is I talk to you a little bit more about the

strategy of building your business. In particular, we're going to talk today about one of the things that derails us from success while we're out there working hard to achieve our goals.

And that is sales objections.

Sales objections.

This morning, many of you know that are in our coaching programs, you know that on a daily basis every single

morning we practice our sales skills and we teach our clients some of the best sales and

closing techniques there are on a daily basis. This is essentially throughout the entire year.

And what I thought I'd do today is I thought I'd give you a little bit of an insight into how you can be better prepared to handle the toughest sales objections.

I think that this is such an important part of your learning process as a real estate professional.

Because quite frankly, for me, this was the difference between me closing 30 deals a year and working seven days a week and closing 150 deals a year, working four and a half days a week.

Quite frankly, this has been the single fundamental issue behind us starting a non-national real estate brand in Southern California at zero,

and seven and a half to eight years later, growing it to $980 million in sales volume.

It's the fact that the foundation of most of what we do is centered around two thoughts. Number one, a powerful salesperson

is essentially a powerful person, a powerful being, and you've got to work on your mind on a daily

basis. And then number two, a powerful salesperson is a powerful communicator, somebody who can

communicate effectively. So if you're watching

us live, we're going to do something a little bit different today. I'm going to go for about 10 to 12

minutes with my training and then afterwards, I would like to answer the best question that you can

come up with. So if you're in our group, Empire Builders, please let us know your name,

let us know where you're watching from, and get your questions ready because Isaac, my friend

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