Mind Fuel™ With Blake Sloan

Momentum Makes Or Breaks Everyone In Real Estate. It Is Hard To Get But Easy To Lose.

Momentum Is Fragile And Elusive. With A Long Sales Cycle If You Lose Momentum You Lose The Sale.

You Have To Keep Momentum Through The Entire Process. Consistency Matters Most.

The Way Real Estate Work Is Delayed Gravitation, Not Instant. When You Hit It The Reward Is Much Greater.

You Have To Live A Few Years Of Your Life Unlike Anyone Else So You Can Live The Rest Of Your Life Unlike Anyone Else.

Understand The Benefits Of Momentum. Momentum Compounds and Can Carry You.

Momentum Supercedes Your Feelings.

Reflect and Figure Out Where You Are With Your Momentum. You Have To Make The Adjustments Necessary To Keep Your Momentum Going.

Figure Out What Is Your Commitment Will Be To Get And Keep Your Momentum.

Momentum Can Easily Make Or Break Your Business. It Is Very Easy To Lose It So Find What It Will Take To Get And Keep Your Momentum.

Sloan Realty Group

The 2025 Version Of You Needs To Forget The 2024 Version Of You.

Agents Live By Basements And Ceilings. For Most Agents, Summer Is The Basement Due To The Number Of Distractions And Winter Is The Ceiling.

Now Is The Time To Recommit Before The Rates Come Down And Things Get Crazy.

The Work You Do Now You Will Not See Results For 90 Days. You Need To Build Your Momentum Now To Be Set Up Properly.

What Is Your Income And Unit Goal For 2025? You Need To Be The 2025 Agent Now.

Anything Or Anyone That Distracts You From Your Goal Is Your Enemy.

What Are The Disciplines That You Have Stopped Doing That You Need To Bring Back?

It Takes 2 Weeks To Get Back In The Grove, You Need To Start Now.

Getting Yourself Set Up For 2025 Starts In The Fall Of 2024. Get Your Momentum Back Now So You Are Not Behind The Wave Of What Your Competition Is Doing.

Sloan Realty Group

"Before You _________, I Have Some _____ ________ For You"

Pace And Tonality Matters On Calls. If You Have Excitement In Your Voice You Are More Likely To Keep Them Engaged.

You Get Paid To Solve Problems. The More Problems You Solve, The Easier The Process Becomes. But You Can Not Solve The Problem If You Do Not Know What It Is. Do Not Go Straight Into Pitching Without Knowing What The Problem Is.

Set Yourself Up For The Solution/Pain/Close.

Ask "What Is The Biggest Frustration Right Now...?"

Follow Up With, "Have You Already Tried To Solve It?" And "How Has That Worked Out?"

Let Them Know "We Have Helped (Number) Families In The Last Year, Many Have Had The Same Challenges You Are Facing Right Now"

Bring The Hook With "Would You Like To Know How We Did It For Them?"

"If I Could Show You A Way That We Can Overcome The Challenge And Get You Closer To Your Goal Would That Be Worth Your Time?"

Close With "That Is Exactly Why We Need To Meet For A Personalized Consultation, What Would Work Better For You..."

Frame It As A Personalized Strategy Session And Consultation. Close It With "I'm Not Going To Waste Your Time It Is Only 15 Minutes".

Having Excitement In Your Voice Right Off The Bat While Saying "Before You Hang Up" Allows You To Hold Their Attention And Convert More On The Phone.

Sloan Realty Group

Most Breakdowns Come From Not Over Communicating.

Clients Are Emotional And Forget Everything, You Need To Be Aggressive With Reseting Their Mindset.

Don't Be Afraid To Over Explain The Process.

Set Yourself Up To Be Able To Have A Collison Based On How You Communicate.

Tell Clients What They Need To Hear Not What They Want To Hear.

Master The Art Of Having Collisions With Love. "I Care About You And The Outcome But..."

I Cannot Let Myself Get Weak Or Be Afraid. Action Cures Fear.

Always Stay 3 Steps Ahead. Be Prepared For What Is Coming. Communicate To Your Clients What Is Coming To Avoid A Reaction.

You Can Not Communicate Enough. The More You Prepare Your Client For What Is Coming The Better You Will Be Able To Control The Reactions.

Sloan Realty Group

Every Single Problem You Have With Clients Is Because You Do Not Set Expectations.

Due To The Long Cycle Of The Process, Your Clients Have More Of An Opportunity To Turn On You.

Setting Expectations Is An Artform, It All Starts With Preframing. Preframing Is A Boundry You Set With Words Around Your Client's Thoughts.

The Better You Are At Setting That Boundry, The More Control You Have. They Can Bounce Around As Long As It Is In That Boundry.

Live In A Place Of Agreement Vs Expectation. Almost Every Breakdown Comes From Not Being In Agreement To Then Not Meeting Expectations.

Be Prepared To Re-Close Multiple Times. Have It Done In Writing To Show How Much You Have Prepped.

Get Good At Future Pacing. This is Setting Ground Work For What Is Going to Happen In The Future.

You Can Always Go Back And Show What You Said Before Because You Set Those Expectations.

Having The Skills To Set The Proper Expectations Will Allow You To Control The Process Better and Not Have Clients Turn On You.

Sloan Realty Group

You Have To Know Your Numbers To Know Your Business. Everything In Business Runs On Numbers.

Lead Indicators Are What You Can Control. Lag Indicators Are The Results.

What Is The Impact Of Not Looking At Your Numbers? Numbers Are Your Opportunity To Make Adjustments Intelligently and Get To The Destination Faster. Math Is The Path.

The Most Important Number For You To Track In Your Business Is Conversations. Break It Down To Number Of Conversations Per Day.

Write Down The Goal You Have For Number Of Homes You Want To Sell For The Year To Get The Income You Want.

You Will Have 100-125 Conversations Per Deal. That Does Not Include Text Messages Or Emails.

You Should Be Prospecting 220 Days Out Of The Year. With 18 Actual Conversations Per Day. 6-7 Conversations Per Hour.

Sloan Realty Group

Logic Is Education And Date. Logic Gets People To Think. Emotion Gets People To Take Action.

Clients Are Emotionally Driven. Your Job Is To Tap Into That Emotion.

All Humans Are Driven By Two Main Forces...Pain and Pleasure. 82% Of People Are Driven By Pain. 12% BY Pleasure.

A Person's Language Pattern Is The Primary Way To Determine What Drives Them.

Move Your Client From Thinking To Feeling. Ask "How Would You Feel If You Missed Out On This House And Someone Else Got It?"

Ask Your Client "How Would You Feel If You Waited And Rates Went Up?" Follow Up With "I Totally Agree That Is Why We Need To Do..."

Move Them From Logic To Emotion..."That Is Why You Need To Make An Offer"

"How Is Going To Feel Knowing This Is Your House In 4 Weeks?"

Once You Find The Emotional Trigger You Will Be Able To Create A Need For Action.

Sloan Realty Group

Awareness Breeds Transformation, Transformation Is The Ultimate Outcome.

You Have 2-3 Seconds To Grab Someone's Attention And Get Them To Stay On The Phone With You.

You Have To Be The Most Optimistic Person They Speak To That Day. Speak With A Big Smile On Your Face.

Most People Believe Agents Do Not Keep Their Word. When You Speak To Your Client Use The Phrase "I'm Calling You Back Just Like I Said I Would".

Listen Back To Your Calls To Find Where You Are Hitting And Missing. Ask Yourself Can They Feel Your Energy And Hear Your Smile?

Make Sure You Are Grateful For All The Things You Have In Your Life. Make Sure That Comes Across In Your Voice.

Four Must Dos To Help With Call Conversion.

1. Smile

2. Be Engergic

3. Be Grateful

4. Be The Most Optimistic Person They Talk To That Day

5. Be The Most Happy Person They Talk To That Day

Energy Is Attractive.

Charisma Creates Great Sales People.

You Have 2-3 Seconds To Grab Someone On A Call. Run Through Your Must Do Check List To Convert More On The Phone.

Sloan Realty Group

Being Inspired Outside Of Business Helps You To Be Inspired Inside Of Business And Makes You Be The Best Version Of Yourself.

The Happiest People In The World Focus On Two Things: Growth and Contribution.

You Need To Focus On The 5 Equities Of Life:

1. Family and Relationships

2. Health and Vitality

3. Finances and Business

4. Spiritual Well Being

5. Mental or Personal Psychology

Take The Time To Analyze Where You Are Right Now On A Scale Of 1-10 On Each Of Those.

If You Struggle In One You Will Struggle With All. You Will Be Living In An Endless Loop Of The Same Things.

Your Business Will Only Grow To The Extent That You Do.

Find The One Thing You Know You Need To Do To Level Up.

Reflect And Find 10 Things You Are Most Grateful For In Your Business. This Shifts Your Entire Attitude For The Better.

Most People Think Based On Feelings Not On Numbers. Numbers Are The Language Of Business.

Being Inspired Outside Of Business Helps You To Be Inspired Inside Of Business And Makes You Be The Best Version Of Yourself.

Keeping Your Energy In And Out Of Business Balanced And The 5 Equities Of Life In Check Will Bring You More All Around Success Everyday.

Sloan Realty Group

There Will Be A Lot Of Chaos From Mid-July Until 2025. You Have To Be Able To Make The Adjustments Needed To Survive.

The DOJ May Not Allow Any Offer Of Compensation Which May Lead To A Mass Exodus Of Agents.

Agents Who Make It Through To 2025 Will Make A Lot More Money With Less Competition.

Too Many Agents Have Been Doing The Same Thing For Far Too Long That When The New Rules Come They Will Not Be Prepared.

The #1 Way To Die In Business Is To Race To The Bottom.

Ability And Skillset With Your Script Will Be A Huge Factor In Your Success Going Forward.

In The Next 60-70 Days The One Main Objection And Misconception You Will Face Is "I Do Not Need A Buyer's Agent". Show Them You Are More Than An Order Taker.

You Have To Be Able To Articulate Your Value To Fight The Misconceptions Coming Out Of The Lawsuit. Show Clients What Sets You Apart From The Competition.

You Must Be Able To Collide With Your Clients And Other Agents. Be Ready To Have The Hard Conversations To Get Your Clients On The Right Track And Other Agents To Get Yourself Taken Care of.

It Will Be Worth Being Uncomfortable For 2 Or 3 Months To Be Successful In The Long Term. People Run From Pain More Than They Pursue Pleasure.

Sloan Realty Group