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Speaker 1: Earners. What's up.

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Speaker 2: You ever walk into a small business and everything just

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Speaker 2: works like The checkout is fast, the receipts are digital,

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Speaker 2: tipping is a breeze, and you're out the door before

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Speaker 2: the line even builds. Odds are they're using Square. We

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Speaker 2: love supporting businesses that run on Square because it just

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Speaker 2: feels seamless. Whether it's a local coffee shop, a vendor

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Speaker 2: at a pop up market, or even one of our

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Speaker 2: merch partners, Square makes it easy for them to take payments,

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Speaker 2: manage inventory, and run their business with confidence, all from

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Speaker 2: one simple system. If you're a business owner or even

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Speaker 2: just thinking about launching something soon, Square is hands down

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Speaker 2: one of the best tools out there to help you start, run,

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Speaker 2: and grow. It's not just about payments, it's about giving

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Speaker 2: you time back so you can focus.

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Speaker 1: On what matters most Ready.

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Speaker 2: To see how Square can transform your business, visit Square

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Speaker 2: dot com backslash go backslash eyl to learn more that

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Speaker 2: Square dot com backslash, go backslash eyl. Don't wait, don't hesitate.

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Speaker 2: Let's Square handle the back end so you can keep

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Speaker 2: pushing your vision forward. This episode is brought to you

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Speaker 2: by P and C Bank, a lot of people think

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Speaker 2: podcasts about work are boring, and sure they definitely can be,

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Speaker 2: but understanding of professional's routine shows us how they achieve

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Speaker 2: their success little by little, day after day. It's like

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Speaker 2: banking with P and C Bank. It might seem boring

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Speaker 2: to save, plan and make calculated decisions with your bank,

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Speaker 2: but keeping your money boring is what helps you live

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Speaker 2: a more happily fulfilled life. P and C Bank Brilliantly

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Speaker 2: Boring since eighteen sixty five. Brilliantly Boring since eighteen sixty

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Speaker 2: five is a service mark of the PNC Financial Service Group, Inc.

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Speaker 2: P and C Bank National Association Member FDIC.

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Speaker 3: So the next line is the straight lining system. So

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Speaker 3: the Wolf of Wall Street, Jordan Belford, like I told

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Speaker 3: you about him already. This essentially I'm going to go

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Speaker 3: through it as quickly as possible, but it's actually a

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Speaker 3: very deep thing. So can you go to the next

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Speaker 3: slide really quickly? Magna, thank you so much. So the

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Speaker 3: fastest path to the sale is right in the middle. Right,

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Speaker 3: you're going to open, you're going to close. And these

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Speaker 3: boundaries are when your client tries to take you out

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Speaker 3: of space. And they're talking about the election and Donald

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Speaker 3: Trump and Joe Biden and COVID nineteen and the weather

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Speaker 3: and this that's all the boundaries. Those are areas that

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Speaker 3: you want to stay away from on the fastest path

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Speaker 3: of the sale. You want to keep people as close

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Speaker 3: to the conversation that you're talking about as possible. Okay,

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Speaker 3: And the straight line system, it essentially involves creating absolute

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Speaker 3: certainty in the prospect's mind about three key things. Okay,

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Speaker 3: you have to write these three key things down. If

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Speaker 3: you guys, don't write down anything else of this presentation,

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Speaker 3: I need you to write these three things down. The

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Speaker 3: client has to be at a ten for all these

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Speaker 3: three things. The first thing is the product, the second

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Speaker 3: thing is the salesperson, and the third thing is the company.

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Speaker 3: So if you go next, so these are the three

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Speaker 3: tens of this straight line we'll continue to the next slide.

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Speaker 3: These three things right here. In order to have somebody

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Speaker 3: complete a successful sales transaction with you, you have to

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Speaker 3: be from a scale from one to ten. You have

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Speaker 3: to be at a ten at the product level. A

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Speaker 3: ten that they believe in you and you're an amazing

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Speaker 3: person and you're not a douchebag just try to steal

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Speaker 3: money from them, and they have to believe in your company.

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Speaker 3: Has your company been around? Can they stand the test

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Speaker 3: of time?

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Speaker 1: Like?

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Speaker 3: Can I trust you guys with my hard earned money?

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Speaker 3: I'm going to write you this check right now. How

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Speaker 3: do I know that you're not going to go bankrupt?

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Speaker 3: How do I know that you know you guys are

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Speaker 3: going to be around in ten and twenty years. These

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Speaker 3: are the three most important key steps in a sale. So,

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Speaker 3: as you're selling, right, so, you've you've broken down the barriers,

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Speaker 3: You've built rapport with your client. They love you, they

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Speaker 3: think you're an amazing person.

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Speaker 1: Boom. Next, you're keeping it. You're keeping it simple.

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Speaker 3: And now as you're selling, you're talking about the product

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Speaker 3: and the service and why it's so amazing, why they

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Speaker 3: can't live without it, how it's going to change their life,

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Speaker 3: how it's going to take their life from an eight

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Speaker 3: to a twelve. I'm going to show you how this

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Speaker 3: real estate investment. I'm going to show you how this car.

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Speaker 3: I'm going to show you how this BlackBerry is going

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Speaker 3: to change your life.

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Speaker 1: Do you see this keyboard?

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Speaker 3: Like, remember we used to have the flip phones, We

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Speaker 3: had the sidekicks, you know, that's what we had up

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Speaker 3: in Toronto, Canada. I don't know what you guys had

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Speaker 3: down there, but we had some Nokias and Sony Ericsson's.

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Speaker 3: But when they came out with that that keyboard, that

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Speaker 3: was the selling feature. That is what you can put

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Speaker 3: a computer in your pocket. They were selling to business execs.

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Speaker 3: That is what made BlackBerry so special, right, So selling

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Speaker 3: that product selling yourself. Why are you selling that product?

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Speaker 1: Are you just.

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Speaker 3: Selling it just to make a commission check. Are you

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Speaker 3: selling it because you're passionate about it? Are you selling

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Speaker 3: it because maybe that BlackBerry saved your life. I can

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Speaker 3: tell you a story. When I was in university, I

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Speaker 3: typed a full thousand word essay on my BlackBerry laying

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Speaker 3: in my bed. You know, like I can tell you stories.

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Speaker 3: But at the end of the day, people want to

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Speaker 3: know that you're selling them, not just because you're looking

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Speaker 3: for a commission check, right, Not just because you want

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Speaker 3: to pay your your car note or your mortgage at

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Speaker 3: the end of the month. They want to know that

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Speaker 3: you're selling something because you're passionate about it. It's something

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Speaker 3: that's important to you, It's something that has changed your life.

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Speaker 3: My real estate investments, investing in real estate has changed

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Speaker 3: my life. So when I sell about real estate, it's

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Speaker 3: it's so easy for me. Like I told you, guys,

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Speaker 3: it's right now. It's it's four o'clock in the morning

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Speaker 3: where I am in Santorini, Greece, and I'm up, I'm

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Speaker 3: wired up. I'm so excited to talk to you guys,

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Speaker 3: because sales has changed my life. I dropped out of university.

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Speaker 3: You know, I come from a neighborhood where you wouldn't

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Speaker 3: really make it out, you know, like I've been so

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Speaker 3: blessed in my life. But just understanding this skill and

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Speaker 3: how it applies to every aspect in business, in every

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Speaker 3: aspect of life, like I said, from you picking up

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Speaker 3: a girl, to you meeting your significant other, to you

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Speaker 3: getting a job, to you increasing sales in your bottom

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Speaker 3: line and your business, to getting that right employee and

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Speaker 3: you're building your team. You're selling them on a dream.

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Speaker 3: You know, pastors in church for selling hope. You have

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Speaker 3: to understand life is about sales, and it's either your

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Speaker 3: selling or you're being sold. Those are the only two

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Speaker 3: options that you have in this world. You're either selling

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Speaker 3: or you're being sold.

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Speaker 1: Right.

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Speaker 3: I was glad to have mentors and sharks around me

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Speaker 3: from an early age that I've taught me. You know,

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Speaker 3: if you're hungry in this industry, and you perfect your craft,

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Speaker 3: and you put your time in and you watch all

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Speaker 3: the movies I recommend it, and you read every sales

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Speaker 3: book you can, and you put yourself out there in

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Speaker 3: a commission sales job with no salary, and you throw

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Speaker 3: yourself into the wolves. You know, it doesn't work for everyone,

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Speaker 3: but I'm telling you, if you have that mindset, you

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Speaker 3: have that mamba mentality, you have that killer instinct, there's

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Speaker 3: no reason you should make less than a million.

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Speaker 1: Dollars a year in sales.

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Speaker 3: There's no reason, especially if you're moving high ticket items,

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Speaker 3: you know what I mean.

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Speaker 1: Like you have to understand selling real estate.

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Speaker 3: The average commission I'm making in Toronto is anywhere from

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Speaker 3: twenty to thirty thousand dollars. That's one deal. You know,

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Speaker 3: you do ten deals, that's quartermill right there. I got

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Speaker 3: to do forty deals for the entire year to make

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Speaker 3: a million bucks.

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Speaker 1: Go bet. My first year in.

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Speaker 3: Real estate, I did one hundred and forty seven transactions

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Speaker 3: because I was hungry. I didn't get to one hundred

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Speaker 3: and say, you know what, I'm good or I didn't

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Speaker 3: get to I made.

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Speaker 1: Two hundred g's, three hundred g's.

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Speaker 3: No, you want to be a successful salesperson, you have

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Speaker 3: to ask yourself, how much money do you want to make?

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Speaker 3: Whatever that is tenxent, you want to make one hundred grand,

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Speaker 3: set your goal at a million dollars. That's what I

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Speaker 3: did my first year in real estate, and I was

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Speaker 3: making I was able to make it happen.

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Speaker 1: You know.

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Speaker 3: Praise to the most high. I take no credit for it.

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Speaker 3: He has helped build me into the person that I

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Speaker 3: am today. But also I've been cultivating this gift for

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Speaker 3: twenty years. But it doesn't have to take you, guys,

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Speaker 3: twenty years. It really doesn't, you know. And that's what's

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Speaker 3: most important. So can we go to the next lide

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Speaker 3: real quick? These are three most important keys as well

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Speaker 3: when we're talking about the three tens. You want to

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Speaker 3: come across competent, You have expertise, and you have enthusiasm

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Speaker 3: for your product, right, so you have to come across

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Speaker 3: to your prospect and you are as smart and capable

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Speaker 3: of solving any problems. No one's going to give you

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Speaker 3: their hard earned money if they don't trust that they're

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Speaker 3: giving it to the right person.

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Speaker 1: Right.

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Speaker 3: You have to know, you have to you have to

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Speaker 3: know your stuff. You know, you have to be the

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Speaker 3: smartest in your craft. Me, I wake up every more.

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Speaker 3: I read real estate articles, I read business articles. I'm

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Speaker 3: on earn your leads, your market mondays, you know, all

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Speaker 3: day every day where I study my craft because I

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Speaker 3: want to be as competent as I can and I

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Speaker 3: want to be a person of expertise as well. Right,

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Speaker 3: and not only that, you have to have enthusiasm for

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Speaker 3: whatever you're selling. It doesn't matter if you're selling shoelaces,

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Speaker 3: you're selling toothbrushes, you're selling zippers. You have to be

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Speaker 3: so enthusiastic that your product is revolutionary and it's going

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Speaker 3: to change someone's life. You have to, without a shadow

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Speaker 3: of a doubt, have to believe that. And that's what's

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Speaker 3: so important. So as we go to the next slide,

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Speaker 3: I want you guys to understand something that's very important

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Speaker 3: as well, which is pretty much sales objections. Along the way,

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Speaker 3: you're gonna see objections, And if you go to the

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Speaker 3: next slide, you're gonna understand a little bit exactly what

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Speaker 3: an objection is. So a sales objection is an explicit

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Speaker 3: expression by a buyer that a barrier exists between the

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Speaker 3: current situation and what needs to be satisfied before them

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Speaker 3: buying from you. So, in other words, it's a clear

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Speaker 3: signal that a you may have skipped a step in

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Speaker 3: the sales process or b you have more selling to do.

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Speaker 4: An illegal alien from Guatemala charged with raping a child

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Speaker 4: in Massachusetts. An MS thirteen gang member from Al Salvador

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Speaker 4: accused of murdering a Texas man. A Venezuelan charged with

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Speaker 4: filming and selling child pornography in Michigan. These are just

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Speaker 4: some of the heinous migrant criminals caught because of President

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Speaker 4: Donald J. Trump's leadership. I'm Christy nom the United States

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Speaker 4: Secretary of Homeland Security. Under President Trump, attempted illegal border

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Speaker 4: crossings are at the lowest levels ever recorded, and over

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Speaker 4: one hundred thousand illegal aliens have been arrested. If you

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Speaker 4: are here illegally, your next you will be fine nearly

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Speaker 4: one thousand dollars a day. Imprisoned and deported, you will

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Speaker 4: never return. But if you register using our CBP home

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Speaker 4: app and leave now, you could be allowed to return legally.

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Speaker 4: Do what's right. Leave Now. Under President Trump, America's laws,

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Speaker 4: border and families will be protected.

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Speaker 1: Sponsored by the United States Department of Homeland Security,