Everyone Is in the Business of Selling
I am a million-dollar Realtor. I close million-dollar deals and help other Realtors close more deals.
Everyone is in the business of selling something. Whether you are an entrepreneur, a professional, or a freelancer, you have something to offer — whether it’s a product, a service, or expertise. In my case, I sell property in the real estate business.
But here’s the challenge facing our industry: we often view a transaction as just a sale.
When we do that, the internal dialogue sounds like this:
“I’m going to try to get the maximum you can pay me, and then I’m moving on to the next sale as quickly as possible.”
If we view every transaction simply as a sale, we already have a big problem.
A Better Approach: Collaborative Problem Solving
Instead of viewing a sale as just a transaction, what if we looked at it as:
- An opportunity for collaborative problem solving
- A chance to satisfy a need for the client
- A way to give them something better than any alternatives
- An improvement on the status quo
This shift in mindset transforms how we approach negotiations and how we close deals.
My Journey to Becoming a Million-Dollar Realtor
I wasn’t always a real estate agent. In fact, I studied criminology in university. I thought it was an exciting field, and I believed it would be helpful when I finally went to law school.
As an Asian kid, the expectation was clear: become a doctor, lawyer, or engineer. I was well on my way to becoming what my parents inspired me to be.
But law school costs a lot of money. So I had this amazing idea: take a few years off from university to become a flight attendant. I would save enough to attend law school and see the world while I was at it.
Little did I realize that those years spent serving passengers would teach me my first lesson in closing deals.
Lesson 1: Be a Problem Solver
Your flight attendant is a problem solver. Whether it’s:
- Extra blankets
- Warm water for baby’s formula
- A strong gin and tonic
Flight attendants solve problems — sometimes even life-threatening ones, like medical emergencies.
How This Applies to Real Estate
In real estate, it is the Realtor who must be a problem solver. The Realtor must come up with solutions for clients.
When you know your clients’:
- Needs
- Lifestyles
- Dreams
- Aspirations
And when you know the:
- Market
- Property
- Community
- Developers
You will be in a better position to solve their problems.
💡 Key Insight: Knowledge is power. In this case, it’s the power to offer your clients a solution that is best suited for their needs, lifestyle, and dreams.
My Turning Point
I remember a trip to China that made me fall in love with real estate. I saw tremendous potential for growth in the industry and was very attracted to it. I wanted to know more.
I was confident my service skills as a flight attendant would translate well into this industry.
So I got my license.
The Results
| Timeframe | Achievement |
|---|---|
| 2 years | Built significant savings |
| 4 years | First million-dollar year |
It was easy to become successful — and even harder to stay on top of that success.
The Darkest Moment
As a result of my success, I encountered many challenges:
- I lost a lot of support
- I received negative publicity
- My reputation was undermined
- My credibility was ruined
When I was down, everyone was against me — Realtors, friends, clients, and the public.
The Impact
In this industry, your whole business depends on your reputation. When you lose face, you lose trust.
It was one of the darkest moments of my life. I thought my career was over.
- People called my brokerage to get me fired
- Some of my clients’ homes were vandalized because my “for sale” sign was outside
- I almost lost my entire business right after achieving my biggest success
Lesson 2: Build Trust
That challenging time gave me the most valuable lesson: build trust.
I used to focus all my attention on getting new business. I didn’t spend enough time:
- Establishing my brand
- Cultivating relationships
- Building trust
Actions Speak Louder Than Words
I started to believe that actions speak louder than words. I needed to continue doing what had brought me success: serving and helping others.
How to Build Trust
| Action | Why It Matters |
|---|---|
| Know your clients | Understand their interests and desires |
| Let them know you | Share your values, principles, and beliefs |
| Keep your word | Follow through on promises |
| Be objective | Give honest, unbiased advice |
| Value their time | Be punctual and respectful |
💡 Key Insight: Trust is not built on things you say. Trust is built on things you do.
The more people know who you are and what you stand for, the harder it is for them to break you down.
Rebuilding from Scratch
I spent the next few years almost starting from scratch to focus on rebranding myself so people would know who the real me is.
Now I’m more visible and approachable. It’s much harder for others to discredit me because of who I’ve built myself up to be.
There is no other way around it. You have to invest time in building relationships and building trust.
Building a Network
I don’t just build relationships with clients. I also build relationships with:
- Other Realtors
- Professionals in related fields
As I became a top Realtor in the city, I quickly realized I couldn’t do this alone.
How I Collaborate
- I coach and mentor
- We collaborate in frequent get-togethers
- I analyze our triumphs and failures so everyone benefits
- I share perspectives on eastern philosophy and how to implement it in western workplaces
Lesson 3: Master the Art of Closing
Master the art of closing leads. Deals don’t usually close automatically.
Sometimes you have an amazing job or an overeager client. But in most cases, you as the Realtor will have to take the lead.
Why Leading Matters
People are comfortable when they can see where they’re heading. Leading them to a decision involves:
- Giving them options
- Presenting a solution
- Being honest and objective (even if it means losing a sale)
- Handling all their concerns and objections
- Reminding them of their goals and aspirations
💡 Key Insight: When their interests are met, they will say yes.
The 3 Crucial Steps to Closing More Deals
| Step | Action |
|---|---|
| 1 | Offer Solutions — Know your clients’ needs and provide the best fit |
| 2 | Build Trust — Show who you are through consistent actions |
| 3 | Master the Art of Closing — Lead clients to a confident decision |
This simple yet proven process has helped many other Realtors and entrepreneurs reach a better place in their lives and close more deals.
A Final Thought
Jim Rohn, one of the most influential speakers, said:
“Success is not to be pursued. It is attracted by the person you become.”
So ask yourself: What kind of person do you want to become?
I am a million-dollar Realtor. I close million-dollar deals. And now I have given you the way so you can become one too.
Summary: Key Takeaways
| Lesson | Key Point |
|---|---|
| 1 | View sales as collaborative problem solving, not just transactions |
| 2 | Build trust through consistent, honest actions |
| 3 | Master the art of closing by leading clients with confidence |
| 4 | Invest time in building relationships with clients and professionals |
| 5 | Rebrand and rebuild when necessary — it’s never too late |
| 6 | Collaborate with others to share knowledge and grow together |
What step will you take today to close more deals and build a better reputation? Let me know in the comments below!
Disclaimer: This article is for educational purposes only and does not constitute career, financial, or legal advice. Always conduct your own research and consult with qualified professionals before making career or business decisions. Individual results may vary.
