SLAM

(Systems, Leverage,
Attraction, Mindset)
Bernice Ross, CEO
Your Way to Real
RealEstateCoach.com
Estate Success

Handout at
www.RealEstateCoach.com/handout.html
Today You Will Learn How to:
• Use systems and leverage to achieve your personal
“BHAG” (Big, hairy, audacious goal).
• Identify your high probability lead generation
patterns.
• Use the Law of Attraction to quickly grow your
business.
• Create a double-your-income mindset.
Are “SMART”
Goals Dumb?
Specific
Measurable
Achievable
Realistic
Time Bound
Leadership IQ Study of 4,182 workers
and 397 organizations
HARD Goals Achieve Results
• Heartfelt: Your goals enrich the lives of others.
• Animated: You can vividly picture how great it will
feel when you achieve my goals.
• Required: Your goals are absolutely necessary for
you and/or your family.
• Difficult: You will have to learn new skills and leave
your comfort zone to achieve your goals for this
year.
Write Down Your
Income Goal for the
Next 12 Months
2X in 2014?
2 X 2 in 2014?
 BHAG

Big
Hairy
Audacious
Goal
How Am I Ever
Going to Reach
My BHAG?
Where to Begin?
Build Your Business on Your
Strengths
Uncover Your Business
Strengths
• Who are the people in your
target market (age, income,
number of people in family,
etc.)
• What are their lifestyles
like?
• Where do they work and
play?
Where Do You Generate the
Most Leads?
• Door knocking or cold calling?
• Referrals
• Open house
• Print marketing
• Online lead generation (website, blog, social
media, etc.)
• Networking
What Are the Top Two Price
Ranges Where You do the Most
Business?
• Under $150,000
• $150,000-$250,000
• $250,000-$300,000
• $300,000-$500,000
• $500,000-$750,000
• $750,000-$1,000,000
• $1,000,000+
Who Are Your Main Client
Types?
• Single man or woman, couple with or
without kids, multigenerational family,
investor?
• What do they do for a living?
• Buyers or sellers?
What Type of Property Do
You Sell the Most Often?
• Single family residence
• High-rise or loft condo
• Low rise condo or townhouse
• Investment Property
• Estates
• Resort Properties
• Country, ranch
Do You Represent More
Buyers or Sellers?
Like Attracts Like
Commonalities =

Connection =

Your Business Niches

Which Niches Do You Serve?
Put Your Efforts into Your
Personal Top 50 Percent

Graphic by ddpavumba
SLAM Your Way To
Real Estate Sales Success

Systems
Leverage
Attraction
Mindset
Your Experience Level
Determines Where You Are in
the SLAM Model
• Brand new Agents start with systems—learning
contracts, listing and buying processes, and
creating a database.
• Agents with 2-4 years of experience, work on
systems and leverage, with only a minor focus on
attraction and mindset.
• Using Attraction yields results at all levels.
Your Experience Level
Determines Where You Are in
the SLAM Model
• Experienced agents with 8+ years experience fine
tune Systems, Leverage, and build their business
using Attraction and Mindset.
• For agents moving from $100,000 to $250,000 or
more, it’s over 90 percent mindset.
SYSTEMS:
The Foundation for Success
SYSTEMS:
The Foundation for Success
Six areas to systematize your
business
System #1: The Two-Minute
Annual Business Plan
• What three activities generated the most
business for you in the last 12 months?
Place your focus there.
• Which two activities generated the least
income? Eliminate those.
• What’s one place you can expand your
business?
System #2: The Two-Minute Daily
Personal Plan
What are your three
personal priorities that
you need to complete
today to have a great
personal life?
Are You
Missing the
Signs that
You Need to
Take Better
Care of
You?
Five “Splat” Myths
• I have so much work to do, there’s no way I can
take time off right now.
• Superman or Superwoman—I can do it all!
• Everyone is depending on me—I can’t afford to
be sick.
• If I don’t keep pushing, I’ll lose my house, my
position, or my business.
• I’m strong—I don’t need someone to support
me.
Upgrade Your Self-Care
• Promise to give your
body healthy food,
plenty of water, and an
extra hour of sleep each
night.
• Enjoy physically
soothing activities,
every single day.
System #2: The Two Minute Daily
Business Plan
• What are the three most important business
activities you must complete today to reach
your BHAG (lead generation, lead conversion,
closing transactions?)
Identify Your Priorities
Important Not Important
Urgent Urgent

ESSENTIAL SO WHAT?

Important Not Important

Not Urgent Not Urgent

SCHEDULE DELEGATE/
DUMP
 Eat
that
Frog!
System #3: Evernote
System #4: Use a CRM (Client
Relationship Management System)
System #5: Lead Generation
Systems
System #6: Go Paperless
LEVERAGE:
Less Effort, More Results
Leverage People:
Delegate
• Commission income of $50,000 = $25.00 per
hour.
• For every hour you spend doing $7.79 per hour
work, the cost of not delegating costs your
business $17.21 per hour.
• Five hours per week X 50 weeks = $4,302 in
Opportunity Costs to Your Business
Leverage People:
Good vs. Poor Service
Batting clean up for other people’s poor service.
Assume 15 minutes per day or 75 minutes per
week for a total of 62.5 hours per year at $25.00
per hour.
Opportunity Cost: $1,562.
Leverage Time and Opportunity
• Two overpriced listings that twice as long to sell
vs. two correctly priced properties.
• At a $200,000 price and a 60-40 split:
• Opportunity Cost: $7,200 plus brochures,
marketing materials, advertising, gas, and
other expenses.
Leverage Time and Opportunity
Taking out four sets of buyers who do not
purchase from you and you spend 15 hours with
each set of buyers. At $25.00 per hour for 60
hours plus 12 hours to set up appointments and
$650 in vehicle operation costs.

Opportunity Cost: $2,450

Leverage Time and Opportunity
Spending two hours per week chatting with other
agents about non-business related issues or 104
hours per year at $25.00 per hour.
Opportunity Cost: $2,600
Leverage Time and Opportunity
Spending two hours per week chatting with other
agents about non-business related issues or 104
hours per year at $25.00 per hour.
Opportunity Cost: $2,600

GRAND TOTAL FOR ALL ITEMS:

$18,114
Leverage Your Energy—Which
One Are You?
Increase Your Performance
34% (the equivalent of 12.5
hours per week) by doing this
26 minutes per day
Put Attraction into Action
Attraction Principle #1:
You Attract Who You Are
• Your life is a mirror
of what you do.
• Challenge—most of
us are unconscious
about how we use
attraction.
Eliminate Psychic Vampires—

• Environment is
stronger than will.
• If your best friend
becomes obese, odds
are 54% that you will
become obese.

Photo by Derrick T
Establish Boundaries:
The Power of a Negative Comment
The Power of a Negative Comment

From Daniel Amen’s Making a Good Brain Great

Amen’s Brain Wave Study
“No” is a complete sentence!
Attraction Principle #2:
Create Space

Write Down Three Things that

Are Bugging You
Clean Space Exercise

Clean your garage, your closet, your desk, your

files—it doesn’t matter what you choose.
Attraction Principle #3:
Have Clarity about Who and
What You Want to Attract
• High standards attract
people with the same
values.
• Your words and
thoughts have power—
be careful what you ask
for.
Attraction Principle #4:
Visualize Achieving Your BHAG

Spend 15 minutes a day

visualizing the results
you want.

Photo by Frog Girl

Attraction Principle #5:
Be of Service
• Where do you
contribute
currently?
• Where could you
contribute more?
Attraction Principle #6:
Express Gratitude
• Happiness is not the
cause of gratitude—
it’s the result.
• What are you
grateful for?
• “He is richest who is
satisfied with his
portion.”
 MINDSET

Secrets to Winning the

Mindset Game
Would You Like To…

• Learn up to six times faster?

• Have healthier cholesterol levels?
• Be smarter?
• Sleep better?
The answer isn’t “snake oil.”
Prospecting Secrets from Agents
Earning $250,000 per Year
For $250,000 Producers

• 100% of those surveyed by TheRedX had written

goals and a written business plan.
• $250,000 producers prospected on average 4.6
days per week for at least 90 minutes per
session.
• $250,000 earners prospected 6.9 hours per week
on average.
• 81% always use a script.
For $70,000 Producers

• Only 82% had written goals and 66% had a

written business plan (vs. 100% of 250K group).
• They prospected 3.5 days per week (vs. 4.6) and
for 60 minutes (vs. 90 minutes for 250 K group.)
Where is your focus?
George Miller’s Magic 7
Theory
TSANRAYMCAWCRCIA
TSA-NRA-YMCA-WCR-CIA
Unconscious Mind
Up to a Trillion
Bits of
Information
Per Minute
Are You a Good
Multi-Tasker?
How to
Cope with
“Mother”
What Mother Needs:
• It takes 0.7 seconds for Mother to shift attention.
• In takes five minutes to recover from a 30-second
interruption.
• Interruptions mean you take twice as long to
complete tasks and you make 50 percent more
errors.
• You spend 28 percent your day recovering from
interruptions.
Time Block!
Communicating with Mother

• Don’t “Don’t!”
• The Magic Question: What do you want?
• The Magic Request: Command + “Because.”
You Wouldn’t Drive
Drunk…
Drunk Driving = .08 or More
Drunk Driving = .08 or More
Cell Phone Driving = .08
Drunk Driving = .08 or More
Cell Phone Driving = .08
Texting = 1.2
Inattention Blindness
Create a
Negativity
Free Mindset
 :

Avoid ANT Invasions

Automatic Negative
Thoughts
What Can You Do to Kill ANTS?
You Need an Anteater!

Photo by Neil Phillips

Kill ANTS by
Writing them
Down!
Photo by Neil Phillips
Kill Ants by Laughing 100 Times a
Day
Tune Out Negative Media
Always Be Learning
Dump
Complaints
and
Complainers:
What went
right today?
Create a Negativity Free
Mindset
• Go on a “should” diet.
• Negative judgments never create positive
change.
• Every piece of negativity you eliminate
brings you closer to achieving your goals.
 Our Gift to You: Use Our
Premium Membership
Training Program for FREE
until 8-25-13.
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A Journey of 10,000 Miles
Begins with a Single Step…

What action steps

will you take to
reach your BHAG?