The Law of Difficulty basically says this: The harder the task, the fewer the people who will try to accomplish it. There is an advantage to the tougher tasks like being a Champion level objection handler. Most Agents will not do the work to perfect the skill. Once you do perfect the skill, you will have very limited competition. When most people face a challenging problem or task, they will stop before they even get started. That's why so few Agents have the right attitude with objections and the skills to make the sale in spite of the objections or concerns of the prospect.

There are two ways I have discovered in life to make a lot of money. These two ways are, in essence, two choices we make on how we will approach our business.

The first is to be exceptional at something that, fundamentally, no one else can do. The world has become a world of small niches or specialists. We can look to the medical field, attorneys, sports, entertainment, and many businesses to see evidence of specialists. The medical field started this trend years ago, but it has branched into other fields. Being a specialist in real estate niches or skills can pay handsomely. One specialty I would suggest is being a specialist in handling objections. Be prepared for all that comes along. Don't be sidelined, sidetracked, or blindsided by anything a prospect says.

A skilled Trial Attorney has prepared briefs, questions, and analyses of every possible move the opposing counsel could make. He has crafted questions, arguments, statements, and responses to each strategy and tactic he wants to implement in the trial and that his opponent might want to implement. Be as organized, prepared, scripted, and practiced as a Trial Attorney who is representing a client on a murder rap.

The second option for high earnings is to do something that no one else wants to do. There are jobs in this world that earn large incomes because few people would want to do them. Take, for example, working in the oil fields of the Middle East, working on a fishing boat in the Bering Sea, working for an asbestos removal company.

All of these are highly paid but highly unpopular jobs. Salespeople can fall into that category, as well. No one likes rejection, especially when you are as close to making the sale as you are when you hear an objection. Mastering objections leads to increased sales, performance, and income. Too few Agents really work at this tough job.

Published: September 3, 2010

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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.