n this episode of Founders Future, host Jae Encarnacion sits down with Dennis Black, Founder and CEO of Dennis Black and Associates, a pioneering sales training firm revolutionizing performance for mortgage and real estate professionals. With 37 years of industry expertise, Dennis shares his journey from Xerox sales training to identifying a critical gap in mortgage industry skill development—leading him to train over 165,000 professionals across the U.S., Australia, and Canada. He delves into his "art over science" sales philosophy, emphasizing real-world application, client-centric questioning, and adapting to market shifts like rising interest rates and digital transformation.

Dennis also reveals his vision for scaling through AI and virtual training, reflecting on mentorship lessons ("always plan 3–5 years ahead") and the challenges of transitioning from in-person seminars to scalable digital solutions. From leveraging LinkedIn and TikTok for lead gen to his upcoming book, Dennis unpacks how he stays ahead in an evolving industry—while keeping his passion alive.