Mind Fuel™ With Blake Sloan

The Market Is Changing, The Heard Is Thinning. You Must Change To Win In A Marketplace Of Change.
For The Last 10 Years, Agents Have Been Able To Walk Around And Pick Up Gold Off The Ground. Now You Must Willing To Dig Deeper.
Trust And Attention Is The New Currency. People Do Not Trust Anything Or Anyone Anymore. You Have To Earn It.
Be Obsessed With Digging Deeper. Follow Up Has To Be Better.  
You Can't Hit Your Goals If You Do Not Have Discipline with The Simple Tasks. Your Empire Is Built On Being Good At The Simple Tasks.
No One Can Show Up And Do The Work For You.
Practice Not Until You Are Good But Until You Do Not Make MistakesYou Have Two Voices In Your Head, Faith And Doubt. Your Destiny Is Determined By The One You Listen To The Most. 

Your #1 Problem Right Now Is Your Database Intelligence.

Be Obsessed With Fixing The Holes In Your Bucket.
Everything Starts With Organization. Make Sure Everything And Everyone Is Tagged(Local vs Non-Local), Status, Notes, and Tasks.
Prioritize Task Management. NO ONE SLIPS THROUGH THE CRACKS!
Mix Up The Way You Communicate. Utilize Calls, Texts, Emails, and Videos.
Make Sure You Execute. Call, Text, Voicemail. If They Don't Get Angry At You For Calling Them Too Much, Then Your Not Calling Enough.
Use Automation To Your Advantage. Manage Your E-Alerts. Get To The Point You Can Set It And Forget It.Being Obsessed With Database Intelligence Is How You Achieve Success In Real Estate. You Need To Differentiate How You Convert Leads.

The Ones Treating Their Calls and Follow Up As Their Business Depends On it Are Winning Right Now.

A Marathon Mindset Is Key Right Now. Focus On Winning Long Term and On The Controllables.

The Most Dangerous Person To You Is The One Inside Your Own Head.

It Is Not About The Problem You Have In Front Of You, It Is The Perception Of That Problem.

I Can Not Control What Is Happening, But I Can Control My Reaction To It.

Look At Yourself In The Mirror, Investigate Where You Can Make Changes And Get Better.

The Market Itself Is Not The Issue. Your Skillset In The Market Is The Issue. You Have To Out Learn And Out Skill The Market.

You Must Train Harder Than Ever Before. You Have To Make Time To Practice.

Outwork The Downturn. Show Up Early, Stay Late, Be Here Everyday.

You Need To Change To Change. Thinking About It Can Sometimes Hurt More Than It Can Help.
Play The Best Case/Worst Case Scenario. Let Them Know Both Options Are Risk-Free.
Best Case Scenario They Start On The Path To A Better Situation And Build Equity.
Worst Case Scenario They Use A Little Time But Have Better Knowledge Than When They Started.
They Can Also Walk Away And Be Right Where You Started.
Ask Directly What Part Of This Program Are You Most Opposed To?
"Are You Looking For Approval When You Should Be Searching For Support"
If They Are Still Resistant Say "Let's Play This Out..." With Realistic Struggles That Can Happen If They Do Not Sign With You Today.
People Are Looking For Someone With Authority To Push Them Into Making A Decision. Most People Are Too Afraid To Decide On Their Own.  

We Are In A Marketplace Of Resistance, We Must Be Good At Overcoming Objections.
Isolate The Concern: "Aside From ____ Is That The Only Thing Stopping You?"
Cushion Their Concern: Let Them Know What They Think Is OK.
People Are Afraid To Have Conflict, They Will Shut Down. Make Sure You Have Third Party Stories For Them To Relate To.
Go To The Transition: "Let Me Ask You A Question".
Use Transitions That Give Them An Option: "If I Could ____ Would You?"
Reframe The Concern Into A Question To Them: "Have You Considered..."
"Would You Agree?" Is The Perfect Set-Up Question To Your Close
Close By Asking For Their Business: "Does That Work For You?"Handling Objections Takes Practice But The More Work You Put In You Will Be Able To Overcome Everything. 

Referalls Close at 80% Web Leads Close at 3-4%.

We Are Missing Out On Coaching Our Clients On Being Advocates For Us.

People Do Not Have The Conversation They Are Either Uncomfortable Or Too Scared To Ask.

The First Part Of The Triange Is To Preframe Clients "I Am Going To Give You Exceptional Service, I Need One Thing From You..."

The Second Part is The How. Coach Clients On How To Send You Referrals.

The Best Way Is To Have Them Send You The Information Directly.

If You Get Hesitation Always Address It. "If You Were Just Starting Out And Your Best Friend Gave Me Your Number Would You Be Ok With That?"

Use 3rd Party Horror Stories To Help Drive It Home.

The Third Part Of The Triange Is Post Close. Ask Your Client "How Did I Do?"

Remind Them That Your Business Is Built On Referrals And Ask For Them To Send You Anyone and Everyone Who Mentions Real Estate.

Follow Up Is The Biggest Missing Piece. If You Are Not Following Up At Least Once A Quater If Not Once A Month People Will Forget Who You Are.

Sloan Realty Group

Build A Lab Inside Your Head That Nothing Can Infiltrate. Never Let Anything Take Up Space In Your Head.

Sloan Realty Group

Referrals Are The Holy Grail Of Real Estate. 20% Of Past Clients Bring You 80% Of Referrals.

Clients Who Have Been Referred To You Are Already Pre-Sold On You. A Person They Trust Said They Should Trust You.

Coach Clients To Come To You For ANYTHING And EVERYTHING Real Estate or Housing Related, They Are A Client For Life.

"I'm Going To Include You In Our Lifetime Connection Program" Explain The Value... DO NOT OPT OUT. Make Sure To Get All Email Addresses.

Set Up Quality E-Alerts To Get Free Impressions.

Add Them On Facebook, Free Impressions On Their Brain. Tag Them In The Closing Photos So Their Friends/Family See Them.

Make Sure You Are Asking For The Referral. The Biggest Missed Opportunity Is Not Asking.

Sending A Hand Written Letter Or Email After A Phone Call Is The Perfect Set Up To Asking For A Referral.

Having The Correct Systems In Place For Follow Up With Past Clients Can Lead To More Referral Business. The More You Stay In Their Mind The More They Will Be A Champion For You.

The Way To Get People To Get and Stay On The Horse Is By Finding Their Pain.
There Are Four Main Fundamentals That When Used Together Gets Clients Motivated.
Teaching: Using Framework and Ideas To Get Your Point Across.
Training: Make Sure What You Are Saying Is Being Internalized and Believed.
Coaching: Asking Questions To Reveal To Get To The Main Pain Point.
Consulting: Telling What Needs To Be Done And Getting Agreement.  
Look For The Three Parts Of Their "Facts": The Feelings, The Fruits, And The Focus.
Look For Three Things With Your Questions: The Pit, The Peak, and The Path.
People Will Never Understand Their Pain Because They Are So Sedated In Everything They Do.
Have Insatiable Curiosity When Asking Questions, Show You Deeply Care and Genuinely Care About The Why.

The Better You Are At Handling Upset And Stressed Out People The Better You Will Do At Business And At Life.