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Speaker 3: So the next line is the straight lining system. So
Speaker 3: the Wolf of Wall Street, Jordan Belford, like I told
Speaker 3: you about him already. This essentially I'm going to go
Speaker 3: through it as quickly as possible, but it's actually a
Speaker 3: very deep thing. So can you go to the next
Speaker 3: slide really quickly? Magna, thank you so much. So the
Speaker 3: fastest path to the sale is right in the middle. Right,
Speaker 3: you're going to open, you're going to close. And these
Speaker 3: boundaries are when your client tries to take you out
Speaker 3: of space. And they're talking about the election and Donald
Speaker 3: Trump and Joe Biden and COVID nineteen and the weather
Speaker 3: and this that's all the boundaries. Those are areas that
Speaker 3: you want to stay away from on the fastest path
Speaker 3: of the sale. You want to keep people as close
Speaker 3: to the conversation that you're talking about as possible. Okay,
Speaker 3: And the straight line system, it essentially involves creating absolute
Speaker 3: certainty in the prospect's mind about three key things. Okay,
Speaker 3: you have to write these three key things down. If
Speaker 3: you guys, don't write down anything else of this presentation,
Speaker 3: I need you to write these three things down. The
Speaker 3: client has to be at a ten for all these
Speaker 3: three things. The first thing is the product, the second
Speaker 3: thing is the salesperson, and the third thing is the company.
Speaker 3: So if you go next, so these are the three
Speaker 3: tens of this straight line we'll continue to the next slide.
Speaker 3: These three things right here. In order to have somebody
Speaker 3: complete a successful sales transaction with you, you have to
Speaker 3: be from a scale from one to ten. You have
Speaker 3: to be at a ten at the product level. A
Speaker 3: ten that they believe in you and you're an amazing
Speaker 3: person and you're not a douchebag just try to steal
Speaker 3: money from them, and they have to believe in your company.
Speaker 3: Has your company been around? Can they stand the test
Speaker 3: of time?
Speaker 1: Like?
Speaker 3: Can I trust you guys with my hard earned money?
Speaker 3: I'm going to write you this check right now. How
Speaker 3: do I know that you're not going to go bankrupt?
Speaker 3: How do I know that you know you guys are
Speaker 3: going to be around in ten and twenty years. These
Speaker 3: are the three most important key steps in a sale. So,
Speaker 3: as you're selling, right, so, you've you've broken down the barriers,
Speaker 3: You've built rapport with your client. They love you, they
Speaker 3: think you're an amazing person.
Speaker 1: Boom. Next, you're keeping it. You're keeping it simple.
Speaker 3: And now as you're selling, you're talking about the product
Speaker 3: and the service and why it's so amazing, why they
Speaker 3: can't live without it, how it's going to change their life,
Speaker 3: how it's going to take their life from an eight
Speaker 3: to a twelve. I'm going to show you how this
Speaker 3: real estate investment. I'm going to show you how this car.
Speaker 3: I'm going to show you how this BlackBerry is going
Speaker 3: to change your life.
Speaker 1: Do you see this keyboard?
Speaker 3: Like, remember we used to have the flip phones, We
Speaker 3: had the sidekicks, you know, that's what we had up
Speaker 3: in Toronto, Canada. I don't know what you guys had
Speaker 3: down there, but we had some Nokias and Sony Ericsson's.
Speaker 3: But when they came out with that that keyboard, that
Speaker 3: was the selling feature. That is what you can put
Speaker 3: a computer in your pocket. They were selling to business execs.
Speaker 3: That is what made BlackBerry so special, right, So selling
Speaker 3: that product selling yourself. Why are you selling that product?
Speaker 1: Are you just.
Speaker 3: Selling it just to make a commission check. Are you
Speaker 3: selling it because you're passionate about it? Are you selling
Speaker 3: it because maybe that BlackBerry saved your life. I can
Speaker 3: tell you a story. When I was in university, I
Speaker 3: typed a full thousand word essay on my BlackBerry laying
Speaker 3: in my bed. You know, like I can tell you stories.
Speaker 3: But at the end of the day, people want to
Speaker 3: know that you're selling them, not just because you're looking
Speaker 3: for a commission check, right, Not just because you want
Speaker 3: to pay your your car note or your mortgage at
Speaker 3: the end of the month. They want to know that
Speaker 3: you're selling something because you're passionate about it. It's something
Speaker 3: that's important to you, It's something that has changed your life.
Speaker 3: My real estate investments, investing in real estate has changed
Speaker 3: my life. So when I sell about real estate, it's
Speaker 3: it's so easy for me. Like I told you, guys,
Speaker 3: it's right now. It's it's four o'clock in the morning
Speaker 3: where I am in Santorini, Greece, and I'm up, I'm
Speaker 3: wired up. I'm so excited to talk to you guys,
Speaker 3: because sales has changed my life. I dropped out of university.
Speaker 3: You know, I come from a neighborhood where you wouldn't
Speaker 3: really make it out, you know, like I've been so
Speaker 3: blessed in my life. But just understanding this skill and
Speaker 3: how it applies to every aspect in business, in every
Speaker 3: aspect of life, like I said, from you picking up
Speaker 3: a girl, to you meeting your significant other, to you
Speaker 3: getting a job, to you increasing sales in your bottom
Speaker 3: line and your business, to getting that right employee and
Speaker 3: you're building your team. You're selling them on a dream.
Speaker 3: You know, pastors in church for selling hope. You have
Speaker 3: to understand life is about sales, and it's either your
Speaker 3: selling or you're being sold. Those are the only two
Speaker 3: options that you have in this world. You're either selling
Speaker 3: or you're being sold.
Speaker 1: Right.
Speaker 3: I was glad to have mentors and sharks around me
Speaker 3: from an early age that I've taught me. You know,
Speaker 3: if you're hungry in this industry, and you perfect your craft,
Speaker 3: and you put your time in and you watch all
Speaker 3: the movies I recommend it, and you read every sales
Speaker 3: book you can, and you put yourself out there in
Speaker 3: a commission sales job with no salary, and you throw
Speaker 3: yourself into the wolves. You know, it doesn't work for everyone,
Speaker 3: but I'm telling you, if you have that mindset, you
Speaker 3: have that mamba mentality, you have that killer instinct, there's
Speaker 3: no reason you should make less than a million.
Speaker 1: Dollars a year in sales.
Speaker 3: There's no reason, especially if you're moving high ticket items,
Speaker 3: you know what I mean.
Speaker 1: Like you have to understand selling real estate.
Speaker 3: The average commission I'm making in Toronto is anywhere from
Speaker 3: twenty to thirty thousand dollars. That's one deal. You know,
Speaker 3: you do ten deals, that's quartermill right there. I got
Speaker 3: to do forty deals for the entire year to make
Speaker 3: a million bucks.
Speaker 1: Go bet. My first year in.
Speaker 3: Real estate, I did one hundred and forty seven transactions
Speaker 3: because I was hungry. I didn't get to one hundred
Speaker 3: and say, you know what, I'm good or I didn't
Speaker 3: get to I made.
Speaker 1: Two hundred g's, three hundred g's.
Speaker 3: No, you want to be a successful salesperson, you have
Speaker 3: to ask yourself, how much money do you want to make?
Speaker 3: Whatever that is tenxent, you want to make one hundred grand,
Speaker 3: set your goal at a million dollars. That's what I
Speaker 3: did my first year in real estate, and I was
Speaker 3: making I was able to make it happen.
Speaker 1: You know.
Speaker 3: Praise to the most high. I take no credit for it.
Speaker 3: He has helped build me into the person that I
Speaker 3: am today. But also I've been cultivating this gift for
Speaker 3: twenty years. But it doesn't have to take you, guys,
Speaker 3: twenty years. It really doesn't, you know. And that's what's
Speaker 3: most important. So can we go to the next lide
Speaker 3: real quick? These are three most important keys as well
Speaker 3: when we're talking about the three tens. You want to
Speaker 3: come across competent, You have expertise, and you have enthusiasm
Speaker 3: for your product, right, so you have to come across
Speaker 3: to your prospect and you are as smart and capable
Speaker 3: of solving any problems. No one's going to give you
Speaker 3: their hard earned money if they don't trust that they're
Speaker 3: giving it to the right person.
Speaker 1: Right.
Speaker 3: You have to know, you have to you have to
Speaker 3: know your stuff. You know, you have to be the
Speaker 3: smartest in your craft. Me, I wake up every more.
Speaker 3: I read real estate articles, I read business articles. I'm
Speaker 3: on earn your leads, your market mondays, you know, all
Speaker 3: day every day where I study my craft because I
Speaker 3: want to be as competent as I can and I
Speaker 3: want to be a person of expertise as well. Right,
Speaker 3: and not only that, you have to have enthusiasm for
Speaker 3: whatever you're selling. It doesn't matter if you're selling shoelaces,
Speaker 3: you're selling toothbrushes, you're selling zippers. You have to be
Speaker 3: so enthusiastic that your product is revolutionary and it's going
Speaker 3: to change someone's life. You have to, without a shadow
Speaker 3: of a doubt, have to believe that. And that's what's
Speaker 3: so important. So as we go to the next slide,
Speaker 3: I want you guys to understand something that's very important
Speaker 3: as well, which is pretty much sales objections. Along the way,
Speaker 3: you're gonna see objections, And if you go to the
Speaker 3: next slide, you're gonna understand a little bit exactly what
Speaker 3: an objection is. So a sales objection is an explicit
Speaker 3: expression by a buyer that a barrier exists between the
Speaker 3: current situation and what needs to be satisfied before them
Speaker 3: buying from you. So, in other words, it's a clear
Speaker 3: signal that a you may have skipped a step in
Speaker 3: the sales process or b you have more selling to do.
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