Mind Fuel™ With Blake Sloan

Right Now Everyone Wants An Expert, Someone They Can Trust, and Someone Who Can Guide Them Through The Chaos.

Explain The Economics. Gross Does Not Equal Net. Break Down The Costs That Come Out Of Commissions. You Get What You Pay For, Agents Will Not Work For Free. Just Because You Can Go Without Offering Buyer's Agency Commission Doesn't Mean You Should.

Stop Stepping Over Dollars To Pick Up Nickels. Money Always Goes Where It Is Treated Best.

Combat Misinformation With Actual Third-Party Stories.

Ask "If Commission Percentages Have Stayed The Same For The Past 100 Years Why Have Home Prices Doubled Over The Last 5 Years?"

You CAN NOT Skip Parts Of The Presentation. You Have To Show Your Value VS Someone Offering A Lower Commission Than You.

You Have To Have The Ability To Articulate The Economics And Have The Benefits Of Working With You Be Tanagable. People Are Looking For Someone To Guide Them Through The Chaos Of The Market.

Sloan Realty Group

Check Out My Recent Facebook Post On The Topic:

THE BIGGEST CASUALTY IN THIS WHOLE NAR SETTLEMENT HAS BEEN THE FACTS...

Has ANYONE ACTUALLY READ the documents!?!? Or did they just read the headlines?

Watching brokerages/agents (even Sellers) trip over themselves to change their business model or “cut commissions” reminds me of when people were begging for their freedoms to be taken away during Covid!

DETAILS MATTER...

The ONLY SIGNIFICANT CHANGE In South Carolina…

Is That compensation can not be posted in the MLS.

That's it. Nothing Else! So what! (We have always had buyer agency & used it)

Here is a PRO-TIP...

- Commission has ALWAYS been negotiable

- You NEVER had to offer a co-broke. (You could always have just put $1)

Does an offer of compensation matter? Absolutely!

Why did people STILL offer COMPENSATION even when they DIDN’T HAVE TO?

That leads me to...

PRO-TIP #2.. Because It Works.. No one is going to sell a home for free...

It’s called ECONOMICS...

The people who sell the houses are HUMANS.. And it is a service based business...

They like things like.. food, water, shelter, clothes for their kids, driving instead of walking, things like that.

So the compensation STILL matters...

PEOPLE ALWAYS FOLLOW THE MONEY

I WANT YOU TO REMEMBER SOMETHING…

"MONEY ALWAYS GOES WHERE IT IS TREATED BEST!

- DO YOU THINK THE BUYER’S AGENT IS GOING TO CALL TO CHECK COMPENSATION BEFORE SHOWING YOUR LISTING/HOUSE?

-DO YOU THINK THEY ARE MORE LIKELY TO SHOW YOUR HOUSE/LISTING IF YOU DO OFFER A FAIR COMPENSATION?

PRO-TIP #3… Uh... Hell Yeah! (They are human)

BONUS PRO-TIP #4.. YOU CAN STILL OFFER COMPENSATION AS A SELLER/LISTING AGENT TO INCENTIVIZE PEOPLE TO SELL IT (JUST LIKE BEFORE. THAT HASN'T CHANGED!)

The legacy media has spewed all kinds of ridiculous (very well coordinated) claims and flat out lies that will harm both buyers and sellers in this situation.

AGENTS… READ THE ACTUAL DETAILS OF THE SETTLEMENT AND UNDERSTAND THE FACTS. QUIT RACING TO THE BOTTOM!

CONSUMERS... STEP BACK AND LOOK AT THE ECONOMICS…

HUMANS ARE NOT GOING TO WORK FOR FREE...

ESPECIALLY THE REALLY GOOD ONES

You are buying or selling one of the largest assets you own.. It doesn’t make sense to do that alone, or with the cheapest option.

-I CAN DO MY TAXES AT WALMART... BUT THAT DOESN’T MEAN I SHOULD!

-YOU CAN HAVE A PUBLIC DEFENDER REPRESENT YOU IN COURT FOR FREE... BUT THAT DOESN’T MEAN YOU SHOULD…

-I COULD EAT MCDONALDS FOR LUNCH EVERY DAY BECAUSE IT’S CHEAP, BUT THAT DOESN’T MEAN I SHOULD...

I Could Go On Forever… But THE BOTTOM LINE IS…

IN ANY SERVICE BASED BUSINESS… YOU GET WHAT YOU PAY FOR.. PERIOD...

I’m not saying there will not be significant changes in the industry.. BUT, I AM saying that most of them will be from PERCEPTION NOT REALITY…

People NEED Quality Representation When They Are Buying Or Selling One Of Their Largest Assets For Multiple Six & 7 Figures…

I watch people give away their hard-earned equity every single week by stepping over dollars to pick up pennies… Don’t be that person...

You May Not Want To Get It Done But Your Competition Does.

You Have To Own The Morning. You Don't Have To Do It But You Don't Have To Win Either.

When It Comes To What Needs Done Eat The Ugly Frog First. Get The Hardest Task Out Of The Way Right Away.

Every 1 Minute Of Planning Saves 8 Minutes Of Implementation. You Are More Prepared Than Reactive.

Have A Sunday Night Planning Process. You Need To Review Your 90-Day and Monthly Goals.

Schedule Your Personal Commitments. Keep This Separate From Money-Making Commitments.

Schedule Events That CAN'T MOVE. Weekly Meetings, Trainings, And Roleplays.

Establish Prospecting Time. Prospecting Time Is To Be Scheduled And Non Negotiable.

Schedule Your Appointment Times. Find Windows Throughout The Day That You Can Take Appointments.

All Call And Prospecting Goals Are To Be Completed Before Noon.

Start Small To Go Big. Get Up At the Same Time Every Day, Get To The Office At The Same Time Every Day, And Get All Calls Done In The Morning.

Sloan Realty Group

You Will Never Get To Where You Want Until You Learn To Master Your Time.

4:30-6 AM: Rise And Shine.

6-7 AM: Morning Routine. Feed Your Mind During This Time, Listen To Audio, Read, Workout.

7-8 AM: Get Ready For The Day And Have Breakfast.

8-8:30 AM: Prepare For The Day. Use This Time To Make Sure You Know What To Do For The Day.

8:30-9 AM: Role Play And Script. This Needs To Be Scheduled Out So You Do It Everyday With Consistency. 9-10 AM: Power Hour #1. Look At Your Numbers, Review Who Needs To Be Called, And Make Smart Not Random Dials. 10-11 AM: Power Hour #2. You Should Have Your Dials At 100%. Nothing Else Gets Done During The Power Hours Except Your Dials. 11-Noon: Fulfill Any Commitments and Follow-Up That Comes Up. If This Schedule Is Met And Hit Everyday Your Afternoon Should Be Filled With Showings And Client Appointments.You Have The Most Mental Stamina In The Morning. You Must Keep Your Routine And Fight To Defend Your Calendar To Make Sure What You Need To Get Done Gets Done. Own The Morning!

Sloan Realty Group

Everyone Has 1440 Minutes A Day: How Do You Execute Your Time?

The Things You Say Have A Lot To Do With Your Ability To Influence Your Clients.

The Things You Do Is Actually Following Through What You Know You Need To Do.

Skills, Standards, and Strategies Matter Most. You Need To Be Obsessed With What Your Time Is Worth.

Become Obsessed With Money-Making Activities. Create A Weekly Schedule, Focus On Money Time, Do Your Most Important Tasks First, and Schedule A Sunday Weekly Planning Session.

At The End Of The Day Schedule The Most Important Things For The Next Day.

Create A Time And Motion Study. It Works To Track a Period Of 7 Days Broken Into 30 Minute Segments.

Less Than 1% Of Agents Execute During Money Time. Those Who Do Are The Ones Making The Most Money.

Sloan Realty Group

3120 Waccamaw Dr, Suite CMyrtle Beach, SC 29579

Phone: 843-213-1346

Secure E-Fax: 843-213-1346

https://sloantraining.com/

Influence Is The Art Of Persuading Someone To Take Action.Law Of Certainty: You Must Be Confident In What You Are Saying And Have Certainty In Your Voice. When 2 People Meet The Person With The Most Certainty Will Have Greater Influence Over The Other.Law Of Authority: Educate Yourself On The Market, Study The MLS, And The Hot Sheet To Have The Data To Overcome Any Objections. People Do Their Own Research, You Have To Have Something That They Didn't Know.Law Of Personal Psychology: How Do I React To What Is Happening Real-Time? You Have To Ask The Right Questions To Get Deeper Into The Objections. Law Of Energy: You Have To Be Excited About What You Are Talking About. People Will Match Energy, If You're Excited They Will Be Too. Less Likely To Work With You If You Have Low Energy. Law Of Empathy: The Ability To Understand And Share Feelings. Being Able To Understand The Pain Allows You To Find The Solution. Law Of Report: They Have Complete Trust, Harmony, And Connection With You. All Relationships Are Built On Trust. Law Of State: The Ability To Own The Room And Control The Conversation. Slow Down And Ask Questions To Guide The Conversation. Law Of Approval: They Are In Agreement With Where You Are Trying To Get Them To Go. You Get That Approval Of You. If There Is Any Doubt On Who You Are Or What Your Story Is They Will Go With Someone Else. Use Your Skills And Knowledge To Influence Them To Where They Need To Be.

Sloan Realty Group

Change The Way You Look At Things And The Things You Look At Change.

We Are Conditioned To Judge. Judgment Creates Resistance. Reduce Resistance By Becoming More Empathetic.

Empathy Equals Influence. The Goal Of The Brain Is To Survive. People Are Scared Of Being Hurt So They Immediately Become Defensive.

People Are Doing The Best That They Can With The Skills And The Tools They Have. Your Job Is To Slow Down And Give Them Some Space To Help Articulate And Get To A Better Outcome.

Use These Questions To Set A Frame Work To Get Empathy With Anybody: 1. What Do I Like About This Person?/What Could I Like About This Person? 2. What Do I Appreciate About This Person? 3. How Are We Similar? 4. What Is Their Problem And How Can I Solve it?/What Are They Scared To Tell Me?

People Like People Who Are Like Them. Find Something To Connect With People. When You Change The Way You Think About People, The Way You Show Up Changes.

Sloan Realty Group

Automation Is An Assistant That Works 24 Hours A Day On Your Behalf.

On The First Interaction Make Sure You Get The Contact Information For All Parties. Make Sure You Are Getting Cellphone Numbers And Email Addresses.

Set Individual Tags For Every Scenario. Local, Non-Local, Signed Client, No Show, No Sign, Past Client, and Soft Nurture.

You Can Set Up A Text Follow-Up System to Automatically Go Out At Preset Times. This Allows Follow-Up To Happen And You Not To Be Forgotten.

#1 Sales Tool In All Of Sales Is Reciprocity. Most Realtors Only Care About What Is In It For Them. Make A Call To Ask "What Can I Do To Make It Better?". Let Them Know You Are Thinking About Them.

Organization Is A Big Part Of The Puzzle. Make Sure You Organize Your Statuses, Tasks, and Tabs To Help Make The Automation Run Smoother.

There Are 2 Types Of Leverage: Technology And People. Technology Is The Most Important Because It Runs 24/7 And The Same Way Everytime.

Sloan Realty Group

What Is The #1 Way I Can Smash A Worldview And Create A New One?

Sloan Realty Group

People Love To Buy But Hate To Be Sold.

People Will Not Buy In Their Current Frame Of Mind. Understand That Frame and Let Them Know You Understand.

Seduce A Buying Frame From Their Current Frame Of Mind. People Want to Lead, Not To Be Forced.

Questions Convert Mindset. You Can Never Change Someone's Mindset Without Asking Questions.

You Must Practice Asking Questions To Objections. Ask Your Questions With Intention.

If You Are Not Sure What To Do Next Ask Another Question.

The Quality Of Your Questions Is Equal To The Quality Of Your Conversion.

Your Biggest Tool In Changing Somone's Mindset Is To Make Sure You Are Asking The Right Questions. People Want To Be Lead In The Right Direction. Not Forced Into It.

Sloan Realty Group