Mind Fuel™ With Blake Sloan

Treat The End Of The Year Like It is The Last Leg Of A Race. You Have To Push Hard Now To Cross The Finish Line.

The Ones Who Wins This Year and Is Set Up For Success In 2025 Are The Ones With The Mental Fortitude To Lock In And Do The Work.

Be Clear On What Your Targets Are For The End Of The Year.

Lock Into Your Commitments And Be Prepared For Any Distractions That Come Your Way This Time Of Year. The Holidays Are Going To Be The Biggest Distractions, Do Not Let Two Days Waste Two Months. Enjoy Your Timne But Don't Lose Focus.

If You Make Decisions Based On Feelings Instead Of Commitments You Are Less Likely To Follow Through On Your Goals.

Five Questions You Need To Ask To Set Your Goals Are:

1. How Many Days Minimum Am I Going To Work?

2. How Many Hours Am I Going To Commit To Prospecting And Lead Follow Up A Day?

3.How Many Appointments Will I Schedule?

4. How Many Agreements Will I Have Signed?

5. How Many Escrows Will I Have By The End Of The Year?

A Home Purchase Is The Most Emotional Purchase Someone Can Make. The Holidays Are The Most Emotional Time Of The Year. Use These To Your Advantage To Get Your Clients To Make A Move.

Know You Are Making Not Only A Commitment To Yourself But Also To Your Business And Your Family. You Must Have The Mental Clarity To Realize Those Commitments And Honor Your Word.

There Is Going To Be A Lot Of Distractions This Time Of Year. You Need To Not Let Those Distractions Take Away From Your Goals And Finish The Year Strong And Be Set Up For Success Going Into 2025.

Sloan Realty Group

Humans Are 90% Driven By Pain. They Will Do More to Avoid Pain Than To Find Pleasure.

Once You Are Under Contract You Have To Go Back To Preframe.
Repeat and Reinforce What Can Happen. Reframe New Variables To Keep Them Informed.
Attack The Next Roadblock. Your Sales IQ Has To Be High To Anticipate What Could Come Next.
Know Your Numbers, Own Your Numbers, Track Your Numbers.
Don't Be Afraid Of Conflict. The More You Avoid Conflict The Broker You Will Be.
The Target Rate For Fall-Throughs is 1 Out Of 10. You Have To Analyze What Happened On A Blow Up To See What You Could Have Done Differently.
Ask Yourself "What Could I Have Done Differently To Prevent This From Happening?".
If You Believe That There Was Nothing Else You Could Have Done Ask Yourself "Is There Anyone Else On This Planet That Could Have Got This Done?" Though The Answer Is Always YES.

Sloan Realty Group

The #1 Cause Of Blow Ups Is Not Setting Expectations. Tell Your Clients What Is Going To Happen Before It Happens.

The Less Resistance You Put Up The More Blow Ups You Are Going To Have.

Set Expectations To Manage Expectations. All Challenges With Your Clients Come Down To Mismanaged Expectations.

Keep Clients On Track. Attack The Doubt, Quit Reacting.

Use Your Energy To Transfer Certainity To Your Clients. Turn Their Pain Into Pleasure. Take Them From The Pit To The Peak.

Use Facts To Back Up What You Are Saying. For Example "Home Owners Have 43 Times More Wealth Than Renters Do".

Be Prepared To Manage Outside Influences. Any Doubt About You Will Come From An Outside Source.

Advice Is Worth What You Are Willing To Pay For It.

Managing Expectations From The Start And Using Your Positive Energy Will Keep Clients On Your Side And Help Prevent Blow Ups.

Sloan Realty Group

Obstacles Come Before Asking For The Sale. Objections Come After.

Obstacles Are When You Disagree With The Client. But You Must Understand They Are Doing The Best They Can with What They Know.

The Client Has To Be The One To Say What The Problem Is. Ask Them "Do You Do That All The Time Or Is There A Problem You Are Trying To Solve?"

As A Salesperson You Have To Be Ok With One Thing, That Is Hearing The Word "No". That Is Where Your Job Begins.

Obstacles Are Easier Because You Haven't Asked For The Sale Yet. Once You Overcome One Obstacle Be Ready For The Next. You Will Face Multiple.

Objections Are When The Client Disagrees With You. This Takes Place On The Backend And The Stakes Are Higher. You Have To Act Fast Because Time Is Limited To Keep Them.

Most People Aren't Going To Seek Information Unless There Is Some Problem They Are Trying To Solve.

Use The Obstacle To Make The Opportunity.

Overcoming The Obstacles On The Front-End Will Set You Up For Being Able To Overcome The Objections On The Back-End.

Sloan Realty Group

You Must Transfer Your Energy To Your Clients About Being Excited About What You Are Doing For Them.

People Need To See You Be A 10 On Product, Yourself, And The Company.

The Action Threshold Is The Point Where People Take Action. Ask The Questions To Identify Where That Threshold Is And Bring It Down.

The Pain Threshold Is Harder To Find. We Don't Know Their True Pain. Objections They Give Is A Subtle Way To Say "I'm Unsure, I Need More Information".

The Actual Sales Process Starts When You Ask For The Order. You Can Only Get Three Answers: Yes, No, And Maybe.

Your Presentation Mindset Must Be "Once I Finish The Presentation, Then You Can Give Me Objections".

Be A Safe Cracker: One Question At A Time Much Like A Safe Cracker Gets One Number At A Time.

Shift Your Questions Into Their Idea. "Does (Blank) Makes Sense To You?" "Do Your Like (Blank)?" 'Do You See How (Blank) Can Benefit You?"

"When We First Met You Said..., What Happens If We Don't Resolve This?"

Make The Suggestion For The Next Step. "Why Don't We Start With..."

You Need To Transfer Your Energy And Passion For The Process To Your Client To Get Them Totally Bought In. Control The Process And Handle Objections To Get To The Finish Line.

Sloan Realty Group

You Must Show Up With Hard Work And Skillset Way Past The Point Of Being Boring. If You Consistent With Your Hard Work, Intentionally Developing Your Skillset, You Will Reach The Place Of Massive Success.

1. Hard Work. How Hard Do You Work? Your Success Has A Direct Correlation With The Lowest 100 Days You Did The Entire Year.

You're Never Going to Be Successful At A High Level Without Working Hard.

2. Skillset. What Is Your Intentional Development Of Your Skillset?

Personal Development Comes From Learning From Others, Podcasts, Stories, Videos, Etc.

Learn From Your Mistakes. Practice To Make Yourself Better And Not Repeat Those Mistakes. Skills First, The Opportunity.

You Have To Constantly Ask Yourself: "How Good Am I?"

3. Time. The Business In General Takes Time To Get Good. You Have To Have Aggressive Patience. Everyone Wants To Rush The Process, But You Can't Change The Process.

Sometimes It All Just Takes Time.

Nothing Great Has Ever Happened Without A High Level Of Accountability. Your Goals Will Rise And Fall Based On Your Level Of Accountability.

Are You Actively Working Hard? How Much Time A Week Are You Spending Developing Your Skillset? All These Are Needed To Bring You Success Long Term.

Sloan Realty Group

The #1 Secret In Selling Is To Smile.

In The Minds Of Your Clients When You Smile You Come Off More Confident, Competent, Courteous, and Likable.

Smiling Has A Huge Positive Impact. If You Smile The World Smiles Back At You.

It Is Physically Impossible To Have A Negative State Of Mind If You Have A True Smile.

Empathy Is The Most Important Tool In Negotiations. The Fastest Way To Get Empathy Is To Put Yourself In Their Shoes.

We Are All Naturally Judgemental. When You Come Off As Judgemental You Will Be Met With Resistance.

Great Negotiations Happen When We Seek To Understand. What's The Story?

You Are The One Who Creates Resistance In Your Job And Your Life.

People Are Doing The Best They Can In The Moment With The Skills And The Tools They Have.

Nothing Great Has Ever Happened Without A High Level Of Accountability. Your Goals Will Rise And Fall Based On Your Level Of Accountability.

Being Able To Relate To Your Clients Is A Big Part Of The Sales Process. You Will Find The Most Success With Empathy And A Smile.

Sloan Realty Group

Every Problem You Have In Your Business Comes Down To You Not Following The Process.

The Small, Subtle Changes In Sales Are What Makes Or Breaks Your Business.

Ask The Questions And Write Down The Answers. This Shows That You Are Attentive And That You Care About The Person You Are Talking To.

There Is 4x Difference Of Comprehension From People If You Show Them Something Vs Telling Them.

The #1 Reason Deals Fall Apart Is Because Of Buyer's Remorse. You Have To Reassure Them They Made The Right Decision.

"The Average Home Owner Has A Net Worth 43x Higher Than The Average Renter."

Clients Are More Likely To Sign In Person Than They Are Virtually. Meet In Person As Much As A Possible.

Ask Yourself Why Do You Not Stick To The Things That You Know Will Work And What Story Are You Telling Yourself To Justify It.

You Get 3 Questions On The Phone Before Someone May Turn On You. Do Not Ask Filler Questions.

You Will Have More Success In Your Business By Sticking To The Process. When You Start To Stray And Make Little Changes It Will Add Up To Bigger Issues.

Sloan Realty Group

If You Carry Yourself In A State Of Fear And Uncertainty You Will Not Be Able To Succeed.

You Must Be Certain. Your Conviction Is The Powerful Tool In Sales.

Certainty Must Be Earned And Must Be Protected. You Can Not Fake Certainty You Gain It Through Practice and Roleplay.

You Need Clarity In Your Process. Be Super Clear With Your Clients. How Well Are You At Having Clarity In Your Process?

Every Conversation Must Have A Purpose. Look For Their Pain, Find Where They Are At, And Empower Them. Use Intentional Wording.

Take Time To Manufacture Your Confidence. Your Confidence Must Be Intentional.

You Must Have Consistent Confidence In Your Tonality. People Must Be Able To Feel Your Confidence.

You Must Have The Courage To Pull The Trigger For The Trial Close. You Have To Be Willing To Stay In The Fire.

Be Willing To Have The Collision. Soft Closings Equal Soft Commitments. Everything Might Seem Good Until It Is Time To Sign.

Being In An Empowered State Allows You To Overcome Objections. 75% Of Salespeople Fold When They Get A Tough Objection.

Sloan Realty Group