The time has come around again for Matt and Garrett to address the recurring question: “What are the key elements that go into making decisions around buying and selling homes and market movements?” As part of their response, our hosts explore the intricacies of real estate dynamics, emphasizing the need to go beyond conventional metrics like interest rates and home prices. Along the way, they also stress the importance of comprehending the multifaceted nature of buyer and seller motivations, and offer compelling anecdotes and analysis to underscore their points.  Delving into the interplay between macroeconomic trends, lifestyle preferences, and personal needs in driving real estate activity, they emphasize the necessity of flexibility and adaptability in navigating fluctuating conditions while highlighting the value of providing comprehensive guidance that extends beyond traditional financial considerations. By examining the impact of consumer behavior, unexpected life events, and external factors on housing choices, Matt and Garrett also compel listeners to recognize the complexity of real estate decisions and equip themselves with the insights needed to better serve their clients in an ever-evolving market landscape. Have more questions? Get answers by joining the close to 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Influence of interest rates and home prices on market activity Understanding clients' lifestyle preferences and personal needs The role of broader economic trends in shaping local real estate markets Flexibility and adaptability in navigating market fluctuations Providing holistic guidance beyond financial considerations The impact of consumer behavior and spending habits on real estate decisions The potential for unexpected life events and external factors to influence housing choices   Quotes: "When you really look at the details, it's not interest rates that are causing the inventory or the market to happen right now." "It's not just about the numbers, it's about understanding the lifestyle that people want to live. Homeownership is a lifestyle investment, not just a financial one." "People are willing to make sacrifices, save more money, or even buy in different areas because they're not just looking for a house, they're looking for a lifestyle that fulfills their dreams." "Understanding their desires is key to finding solutions." "We are a consumer nation, and if we focus solely on the numbers, we miss out on the creative solutions that can make homeownership a reality for many."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Welcome to another insightful installment in Matt and Garrett’s Ninja Coaching Spotlight series  where, today, they delve into the extraordinary journey of realtor Travis Beers from Denver, Colorado. Together with his coach, Jon Hill, Travis shares details of this journey, revealing the highs and lows of his real estate career but also highlighting the profound influence of community engagement, intentional relationship-building, and strategic planning. Through Travis's experiences, listeners discover the transformative power of both Ninja techniques in navigating market fluctuations and regaining control, and of Ninja Coaching as well. Travis's story is a testament to the synergy between authenticity and consistent action, fueled by the strategic insights provided by his coach. From his active participation in community sports like volleyball and pickleball to the strategic implementation of Ninja systems such as Autoflow, Travis exemplifies the importance of mindset, systems, and community engagement in driving sustainable growth. As you will hear, this latest episode in the Spotlight series not only underscores the significance of relationships, authenticity, and humor in client interactions, but also sheds light on the profound impact of Ninja coaching in achieving business success and personal growth.  Many more tips can be yours by joining the close to 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Travis's journey to embracing Ninja strategies and coaching Engagement in community sports as a foundation for business development Integration of Ninja systems and intentional relationship-building Reflecting on proactive lead generation and the impact of Ninja principles Evolution of business strategies and the role of mindset in overcoming challenges Emphasizing authenticity, consistency, and community engagement Leveraging platforms like social media and Client Giant for client engagement Effectiveness of social media strategies, authenticity, and humor in client interactions The value of attending events for fostering connections   Quotes: "Over 95% of my business is volleyball." "Travis exemplifies the power of authenticity and consistent action in cultivating lasting connections and driving business success." "Not everybody's commenting or hitting the like button, but people are seeing it." "You want to work with your friends and build a business around your friends." "Embrace opportunities beyond traditional marketing strategies." "Continuous improvement is key."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall   Travis' LinkedIn  

Ready yourself for an eye-opening journey with Matt and Garrett through the world of communication and personal growth, as, today, they compare it to the adventure of getting kids to eat their veggies. With colorful stories and clever tips, they break down the fear many agents have about making phone calls, share practical ways to conquer it, and, mixing humor with smarts, show how building confidence in communication really is like patiently coaxing children to try new vegetables. As the conversation continues, our hosts dive deeper into communication tricks, busting myths about sales calls and stressing the importance of real connections. Sticking with the veggies analogy, they stress the need for honesty and empathy in every interaction, and, by flipping challenges into chances to grow and embracing the awkward moments as opportunities, they map out a path to building meaningful relationships and finding success. Tune in today, and learn more about the power of phone calls, get tips to ace those conversations, and witness the ways in which embracing change can transform everything. Many more tips can be yours by joining the close to 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Insights into the psychology of communication and resistance towards making phone calls Practical strategies for overcoming discomfort and building confidence in phone conversations The parallels between the process of introducing vegetables to children and cultivating effective communication habits Sales calls as opportunities for genuine connection and relationship-building Embracing discomfort and viewing challenges as opportunities for growth Identifying and prioritizing "easy" phone calls to build momentum and confidence Practical tips for navigating conversations with authenticity and empathy   Quotes: "It's like when you have a child and you're teaching them how to eat their veggies." "We might have grown up in a time that the phone wasn't a useful tool... But now it is an incredibly useful tool." "You don't have to eat those vegetables raw... We're going to make this thing taste good. And we do that by asking questions." "I want to see it from a different angle." "Supplement forms of communication...do not replace the core vegetables in your business diet of making phone calls." "Ninja is like the anti-salesperson system. It's like, how do we be a salesperson without acting like a salesperson, ever?" "Too many people I watch dig their heels in and they're just like, “That system doesn't work for me.”"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Today, the pivotal role that trust plays in shaping personal and professional relationships takes center stage as Matt and Garrett dive deeply into this all too often overlooked quality.  They articulate that trust extends far beyond mere familiarity or likability, encompassing essential attributes such as reliability, integrity, and authenticity. From business dealings to social interactions and even recreational pursuits like racing, trust emerges as the cornerstone of cohesive relationships, guiding decisions and fostering camaraderie among individuals. Throughout the episode, Matt and Garrett underscore that trust is not something easily acquired but rather earned over time through consistent actions and genuine interactions. They stress the importance of authenticity and consistency in nurturing trust, asserting that these qualities are indispensable in both professional and personal contexts. Moreover, the hosts highlight how trust influences decision-making processes, particularly within industries like real estate, where credibility and reliability are paramount. Join Matt and Garrett on this illuminating expedition, where valuable insights and personal anecdotes converge to illuminate the enormous impact of trust in both our personal and professional lives. Even more insights can be yours by joining the close to 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The fundamental nature of trust in personal and professional connections Building trust through genuine and consistent efforts over time Trustworthiness as a combination of reliability, integrity, authenticity, and surpassing mere familiarity or likability The crucial roles authenticity and consistency play n trust-building across various contexts The significant amount of sway that trust holds over decision-making The importance of authentic and consistent presence to cultivate trust Trust-building beyond personal interactions to encompass community engagement and societal impact   Quotes: "Trust is earned. Trust is something that you grow over time." "Trust will override knowledge and even potentially performance." "Be more of who you are. Be authentic." "If you perform well in the business, you can have hundreds of trustworthy relationships." "The people that look at you and say, “I trust that person,” that is not something that just falls out of thin air." "And trust is one of those things you can't buy, you can't fabricate or manufacture. It's not about how many postcards you send." "You all know inherently how to build trust because you trust people in your own life."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Matt and Garrett are back to lead listeners on an exploration of consistency and commitment and the profound impact they have across various dimensions of life. Through engaging dialogue and personal anecdotes, our hosts reveal the depth of the 80/20 rule, extending its relevance from business realms to personal pursuits and habits. Stressing the importance of strategic planning, unwavering commitment, and meticulous tracking, they unveil the blueprint for sustained success in health, business, and personal growth.  With wisdom born of experience, Matt and Garrett navigate the complexities of setbacks, resilience, and cultivating a growth mindset as they urge listeners to view failures as essential stepping stones toward greatness. Delving deeper into these themes of consistency and commitment, they paint a vivid picture of the transformative power of self-reflection and objective progress tracking. As the episode concludes, listeners are left with a poignant reminder to embrace the present moment, embark on the journey of growth, and draw inspiration from the vibrant Ninja Selling community. Don’t forget that you can access that vibrant community by joining the close to 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The 80/20 rule and applying it to various aspects of life beyond business The importance of consistency for achieving desired outcomes Implementing diligent tracking to accurately assess efforts and progress How different levels of consistency impact results The Hawthorne effect and its influence on performance Anecdotes about maintaining consistency and overcoming challenges Strategies for overcoming obstacles and maintaining focus on key activities The challenges of consistency in health and fitness routines, and the need for commitment and accountability   Quotes: "Consistency is the key. It's not about hitting 80%. It's about hitting your mark consistently." "We often overestimate our consistency until we diligently track our efforts." "The 80/20 rule isn't just about business; it's about understanding the impact of our actions in every aspect of life." "Tracking our performance not only reveals our efforts but also motivates us to do better." "The journey to success is paved with consistent, focused efforts, not sporadic bursts of activity." "If you're a Ninja, this is my recommendation. This is what I want to see people do, is diligently track your Ninja Nine." "Just do today's work today. Tomorrow's work can wait till tomorrow. And yesterday's work, done or not, is yesterday."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

In this episode of the Ninja Selling podcast, Matt and Garrett extend a warm welcome to all listeners, both seasoned and new, as they dive into the ever-evolving realm of the real estate industry, exploring how professionals navigate career demands while striving for balance. While they recognize the importance of strategies, the episode focuses on broader themes of acceptance and empowerment within real estate.  Noting that real estate operates in a constant 24/7 environment, posing challenges for agents to set boundaries and manage their time effectively, our hosts fully acknowledge that balancing work and personal life can be daunting, especially for newcomers or those undergoing significant life changes. Today, they confront these complexities head on, stressing the need for clear communication and boundaries to foster understanding with clients and loved ones. As they dissect the industry further, Matt and Garrett illuminate innovative models and opportunities for professionals to thrive, urging agents to embrace the challenges and opportunities of the industry, while empowering them to find fulfillment and success. More empowerment can be found by joining the close to 15,000 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Real estate’s demanding 24/7 environment The fundamental role that effectively managing work-life balance plays in achieving long-term success Setting clear boundaries and communication channels External perceptions of availability during personal time  Accepting industry realities to prioritize and set boundaries effectively Adding value to services to control schedules and enjoy personal freedom The role brokerages play in supporting agents' work-life balance Innovative business models and the concept of "choose your own adventure" in real estate   Quotes: "Real estate is always on. Always on. That doesn't mean you have to always be on." "It's when you are just kind of taking things in and reacting to things and then blaming it on everything else that creates a problem." "The more value you bring, the more freedom you have to set the standards of how you operate." "Discipline equals freedom.” "You can go and you can run this all on your own... or you can work underneath somebody and just handle a specific part of the business." "There's so much behind the scenes going on that allows somebody to be successful.” "If you're finding yourself in that spot, go talk to somebody...have somebody that understands be able to break that down with you and look at it from a ton of different angles."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Joan Goode, a distinguished realtor with Dickens Mitchener Realty in Charlotte, North Carolina, takes her rightful place in the spotlight this week. Beginning in 2005, Joan's remarkable journey from burnout to huge success has seen her rise to the rank of award winning top producer within her market. Today’s episode delves into Joan's transformative journey, guided by her insightful coach, Jen Gamez, as she shifted from a scarcity mindset to one rooted in abundance, empowering her real estate tribe, and reclaiming precious time for herself. As you will hear, this tribe consists of a carefully selected team, including a dedicated assistant, a skilled closing coordinator, and fellow agents who share her core values and unified vision. Together, they gather in harmonious flow meetings, ensuring seamless collaboration and steadfast support as they navigate the complex terrain of the real estate world. Joan's remarkable journey is not just a testament to her individual success, but it also serves as an illustrative example of the immense potential unlocked by adopting an abundance mindset, nurturing a cohesive real estate tribe, and mastering the art of letting go while empowering others. Her story offers profound insights for realtors striving to elevate their careers while enjoying a fulfilling personal life, emphasizing the importance of leadership, team collaboration, and self-care as essential ingredients for lasting success in the real estate industry. So many more valuable insights can be found by joining the close to 15,000 other Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Joan’s journey in real estate and Jen’s impact upon it Shifting mindset from scarcity to abundance Building a real estate tribe Empowering team members to take on responsibilities and make decisions Letting go of control Collaborating in regular flow meetings Work-life balance Trusting the team Leading through conversations and understanding   Quotes: "If I hold on too much, no one wants to work with me because they're really not working with me." "The goal is more dollars per hour so that you can have a life, not more hours per day." "Find the coach in our world that resonates with you and you resonate with them. It's really important." "You never stop learning and growing in this business. It's good to hear other opinions so that you can form the best solution for your clients." "Balancing work and personal life is essential for long-term success." "By having conversations, not dictations, you're actually sitting back and saying, 'Hey, let's figure this out.'"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall Joan Goode  

Ever fill your calendar with appointments and reminders, then ‘snooze’ or ignore the resulting alerts, pushing them into the background over and over again, until you finally get to the point that you just want to clear the whole calendar and start all over again from scratch? Well,Matt and Garrett are here today to reassure you that, first of all, you’re not alone, and, secondly, they have some helpful strategies to share as they explore the art of effective time management through calendar mastery and disciplined routines in today’s episode. They kick off the episode by emphasizing the need to take charge of your calendar intentionally, ensuring it mirrors the person you aspire to be and the goals you aim to accomplish. By stressing the importance of ongoing calendar maintenance, you can prevent it from becoming a source of distraction, maintaining its status as a valuable tool in your daily life. They go on to share personal anecdotes and insights on how they themselves have honed their calendar management skills, advocating for defining the 'who,' 'what,' 'when,' 'where,' 'how,' and 'why' aspects of your calendar, fostering clarity and purpose in your daily schedule. This episode is a valuable resource for anyone looking to take control of their calendar, sharpen their time management abilities, and cultivate the discipline needed to achieve their goals - and, really, who isn’t? As always, many more top-notch insights and practical solutions can be found by joining the 14,700 other Ninjas with all levels of experience who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Taking ownership and intentionality of your calendar Calendar alerts and reminders Regular maintenance of your calendar Defining who, what, when, where, how, and why in your calendar for clarity and purpose Avoid losing control over your schedule Being mindful of your time Ensuring your calendar serves as a valuable tool, not a hindrance Seeking advice and sharing calendar challenges within the Ninja Selling podcast community on Facebook   Quotes: "You need to make the decision that this is something I'm going to take control of moving forward." "It's owning it. It's taking that at some point in time and owning it." "When you make the choice, just go. Don't let it sit there, don't let it wait." "If you have lost control of your calendar, if your calendar is something that is pinging at you and you're not paying attention anymore…that is the person that you want to be, but you're choosing not to show up as it every single day." "Nobody is 100% perfect. We're always striving to be better."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall

Garett and Matt welcome Andrea Tuell, a star realtor based in Fort Collins, Colorado, and her husband, Guy, Co-founder of 1QR and COO of Elify, to the podcast today.  While Garrett has been Andrea’s Ninja Coach for some time now, in this episode, it’s actually 1QR that takes center stage in today’s episode. Together, our panel explores the transformative potential of QR codes in the real estate industry, noting that QR codes have evolved far beyond their initial restaurant menu origins, “becoming an essential part of real estate marketing, providing convenience and valuable data insights.” The conversation here today goes deep into uncovering the multifaceted world of QR codes and their applicability not only in real estate but across various industries. With Andrea and Guy as their guide, our hosts explore the convenience, security, and adaptability of QR codes, offering a wealth of insights and practical tips. The discussion covers the potential of dynamic QR codes to revolutionize real estate marketing, their versatility in different aspects of the industry, the analytics that empower marketing strategy evaluation, and the ability to customize QR codes to strengthen your brand presence. As the episode concludes, the pivotal role QR codes play in modern real estate marketing is emphasized, and listeners are urged to embrace this cutting-edge technology to enhance their business and provide unparalleled client value.  As always, many more top-notch insights and practical tips can be found by joining the 14,000 other Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Andrea and Guy Tuell 1QR Transforming real estate marketing through dynamic QR codes QR code versatility Harnessing analytics to understand marketing effectiveness Enhancing branding through personalized QR codes The convenience and simplicity of QR code use in real estate Generating QR codes and short links for easy sharing The rising importance of QR codes in real estate marketing The role of QR codes in revolutionizing the industry   Quotes: "QR codes are evergreen. They live with you forever, and you can do whatever with them anytime." "The insight you gain from QR code analytics can be used to refine your marketing strategies and deliver exceptional value to clients." "QR codes are here to stay, and their potential to enhance real estate marketing is limitless." "Andrea doesn't have to have the ten signs to get you through a confusing neighborhood." "I look at that as, like, instant conversation creator, too, right?"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall   1QR  

Garrett and Matt are together in the flesh once again, and this time they take the opportunity to explore the critical aspects of time management and boundary setting, especially when the real estate market starts heating up. Noting that, as the spring season approaches, real estate professionals often find themselves grappling with the challenge of maintaining a balanced life amidst growing demands, our hosts stress that it's pivotal to establish clear client expectations, set firm boundaries, and employ efficient time-blocking techniques to thrive in this competitive industry. One significant hurdle discussed is the fear of disappointing clients or peers by imposing these boundaries, however, Garrett and Matt emphasize that embracing these practices is indispensable for both client satisfaction and personal well-being. By adhering to a structured schedule and optimizing their use of time, real estate agents can elevate their service quality while nurturing a fulfilling and prosperous career. Today’s episode offers invaluable insights and practical strategies for professionals in the real estate sphere, equipping them with the tools needed to effectively navigate the busy spring market, ensuring a work-life equilibrium that fosters success. As always, many more top-notch insights can be found by joining the 14,000 other Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Managing time and boundaries Clear client expectations for response times and availability Effective communication of boundaries to clients and colleagues Strategies to conquer the fear of missing out on business opportunities The advantages of a structured schedule and minimizing interruptions Maintaining work-life balance through established boundaries Prioritizing high-impact tasks over low-priority ones Empowering success through the art of saying ‘No’   Quotes: “We are entering into a marketplace that's more rewarding and how do we control our time? How do we control our energy so that we can maintain this?” "Usually, if you're really fighting it, there's one thing in there you can't accept or you haven't figured out the benefit of, and that one missing piece will break down the whole system." "When you've been hungry and all of a sudden you're given a chocolate cake, eat the whole chocolate cake all at once, and then you wonder why you feel horrible." "It's not the things that come up that are related to productive business necessarily. We use those as excuses."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Matt and Garrett are actually together in person today for today’s analysis of the promising real estate market that they are seeing at this start to 2024. They highlight its current stability and comforting predictability - ideal for both buyers and sellers - and stress the paramount importance of proactively engaging with "orphaned clients" who had previously delayed their real estate plans. As their conversation progresses, building trust through face-to-face communication and relationship-building emerges as the bedrock for attracting and retaining new business in this evolving landscape. Along the way, our hosts caution against the allure of shiny new lead generation strategies, underscoring the significance of adhering to proven business plans. They also extend an invitation for listeners to join the Ninja Selling podcast's supportive Facebook community and explore coaching opportunities at ninjaselling.com, enhancing their real estate careers. As you will hear, the 2024 real estate market holds unique promise and stability, offering opportunities for both buyers and sellers, and maintaining high-quality communication with warm and hot leads and staying committed to proven business plans are key strategies for thriving in this transformative year. Tune in today and immerse yourself in these valuable insights that will help you take full advantage of all the opportunities this new year holds. As noted, more valuable insights can be found by joining the 14,000 other Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The promise that 2024 holds Prioritizing face-to-face communication and relationship-building for success The resurgence of "orphaned clients" returning to the real estate market Trust as the foundation for attracting new business Maintaining frequent and high-quality communication with warm and hot leads Steering clear of trendy lead generation strategies Adhering to your proven business plan   Quotes: "We're coming into ‘24, not necessarily on fire, but the writing is on the wall with, interest rates going down and all this stuff, some pent up demand where I feel like this can potentially accelerate." "Right now, we're all walking down the street going, “Hey, it's comfortable. It's easy. We can work with this.” And it's causing a lot of real estate to happen." "’People who use a realtor’ was up from the prior year. I mean, still it's over 90%. You'll get connected with those people. Just be in flow with your people." "Because the consumers have seen the last several years, they know that having an advisor is going to be a really good thing for them."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

This week, the Ninja Coaching Spotlight is trained squarely upon Lonney Gordon, a truly talented real estate professional at Pinnacle Estate Properties, in Westlake Village, California. Lonney's journey to real estate triumph is a remarkable tale of transitioning from conventional methods to the Ninja Selling System. This episode unveils Lonney's inspiring transformation, guided by his Ninja Coach, Jen Fidler, as he shifted from burnout and reliance on online leads to achieving two consecutive $100,000 months while enjoying a balanced work-life equation. Lonney's real estate story is one of embracing authentic client relationships, overcoming fear through practice and positivity, and making a substantial shift from costly lead purchases to a more cost-effective, relationship-driven approach. His conversation here today highlights the power of having a coachable mindset and the collaborative, mentorship-based relationship between Lonney and Jen. Serving as a testament to the transformative impact of repeatable processes and a commitment to genuine client care in the real estate profession, Lonney’s journey, as recounted here today, offers valuable insights for all those seeking sustainable success - and, really, who isn’t? So many more valuable insights can be found by joining the 14,000 other Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Overcoming fear and discomfort Transitioning from Zillow leads The coachable mindset Balancing work and life Building authentic relationships Effective transition to Ninja Phone call blocks and strategic automation Remarkable results   Quotes: "A majority of the time, 3 o’clock hits, and I'm like, “Okay, time to get on the phone.”" "Real estate happens, and I'm driving to LA or to Ventura, and I have an appointment, so that's a 30-minute drive there and a 30-minute drive back. And so I can make my calls during that time period." "Lonney really cares about the presentation of things, which I think is super important. He takes everything and takes it to a very professional, polished level." "I love my phone conversations because I get to catch up with my people." "I'm just giving out love, Jen. Giving out love." "I try to think positively and focus my energy on success rather than failure." "We share ideas. We talk about a system, how he's going to make it his own." "So part of it is she's not telling me what to do. She's guiding me.” "I love to help other Ninjas.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall Lonney Gordon  

As they witness many of their coaching clients enjoy a healthy market as they start this new year, Matt and Garrett take this opportunity to discuss the importance of building and maintaining relationships that will pay dividends in any real estate market. Employing the analogy of a water wheel and grain mill, where diverting a stream is akin to creating a consistent flow of clients, they emphasize the need to invest time and effort in nurturing relationships as a critical aspect of staying relevant and successful in any market. Our hosts go on to stress the significance of self-confidence and providing exceptional value in establishing a thriving referral-based enterprise, especially during times when market conditions may be less predictable. They highlight the vulnerability and personal belief required to engage with existing clients and maintain the upstream flow of referrals in a changing market. Essentially, today’s episode underscores the long-lasting impact of genuine human connections in the real estate industry, particularly in the context of market fluctuations, and encourages listeners to invest in building and maintaining relationships for a successful referral-based business. Find out more about establishing these crucial relationships by connecting with the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Comparing building a referral-based business to diverting a stream The crucial nature of maintaining relationships with past clients The necessity of confidence in one's abilities and value How personal connections and referrals outperform buying leads or relying on social media Nurturing relationships for a referral-based business How the water wheel and grain mill analogy illustrates the concept of a steady client flow   Quotes: "Only 1% of sellers found their agent through social media without knowing that person first." "Lean into the good things that people say about you, go back and look at your happy clients." "The amount of business that I saw through personal relationships and people reaching out to their friends - that is where people had record-breaking years last year." "You are diverting the stream up above and you're creating this constant flow of people that now know you, like you, trust, you, understand the value and the service that you provide." “Once you start taking care of the upstream, the people who loved working with you, they're going to make you feel so good because you've made them feel good. And that's a good feeling."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Special guest Jennifer Fidler, a highly successful realtor affiliated with Cadwell Realty in Portland, Oregon, joins Matt and Garrett today for a fascinating conversation regarding the critical importance of nurturing robust relationships with vendors and service providers within the real estate industry. An integral part of the Ninja coaching community, Jen brings a wealth of firsthand experience to the discussion, as she not only serves as a realtor but also engages in home remodeling projects. Together with our hosts, she highlights the essential role that cultivating vendor relationships plays in ensuring prompt and efficient service delivery in the increasingly competitive real estate market. Throughout the episode, Jen shares her invaluable insights on how to cultivate strong and mutually beneficial relationships with vendors. She underscores the significance of showing genuine interest in vendors' personal lives, including their preferences and interests. This personal touch allows realtors to establish deeper and more meaningful connections, fostering a dependable team of vendors who are highly motivated to deliver exceptional service. Whatever your level of experience in the field, you’ll want to tune into today’s episode to pick up some practical strategies for bolstering vendor relationships, which, in turn, can lead to even greater overall success in the real estate market. Many more great strategies can be yours by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Nurturing vendor relationships is often overlooked by realtors Strong vendor connections result in improved availability and service Remembering vendor interests fosters relationship growth Forced interactions in real estate offer chances for meaningful conversations High-frequency interactions with vendors enable deeper connections The importance of note-taking especially for infrequent interactions Respecting vendor communication preferences Efficiently using downtime during vendor interactions to add value and strengthen connections   Quotes: "You want to know your vendors just like you know your clients." "It's about knowing your people and knowing what's going to make them light up." "Building relationships with vendors is an essential aspect of a successful real estate business." "The opportunity to have that high frequency of flow is so great." "A lot of times, you wonder why these vendors don't want to show up. It's because the only time you ever reach out is when you need something." "Just being kind and getting to know somebody can be an advantage."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Inspired by their own experiences where learning has positively impacted their lives, Garrett and Matt spend today’s episode looking at the importance of continuous learning for personal growth and success. In their conversation, they highlight the natural human curiosity that drives us to acquire new knowledge and encourage listeners to actively seek opportunities for learning in various areas, while also cautioning against the limitations of existing knowledge.  Our hosts also emphasize the need to approach new challenges with an open mind, challenging  listeners to make learning a routine part of their lives. They go on to highlight the significance of learning something new everyday, encouraging everyone to embrace their innate curiosity, let go of preconceived notions, and reap the rewards of continuous learning in both personal and professional spheres. Give in to your curiosity and tune in today to this expert guide on improving cognitive abilities, problem-solving skills, and overall well-being through ongoing learning. And don’t forget that there is so much more to learn by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Learning something new every day and its significance for personal growth and success Matt and Garrett’s personal stories of how learning has positively impacted their lives The natural curiosity humans possess and how it drives us to acquire new knowledge The role of prior knowledge and how it can sometimes hinder our ability to learn new things Proactively seeking opportunities for learning in various aspects of life How learning can improve cognitive function and problem-solving skills, making you better at your job and in life Embracing challenges and being open-minded when approaching new subjects or skills The positive impact of continuous learning on longevity and overall well-being   Quotes: "I love the five-minute journal because it has that space, 'What did I learn today?' And I think that's just a great question for us to ask ourselves every day." "We're built, we're wired to learn new things. We want to acquire knowledge. We're curious, right?" "Don't accept the knowledge gap. People are like, 'Oh, I'm getting old. I don't know how to use these devices.' No, that's bull. You can do it." "Prior knowledge serves you in a good way in other places; we just need to put the new knowledge in so that the old knowledge goes, 'Oh, wait, let me go over to this new knowledge because that's what's going to help me accomplish this task.'"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Inspired by a comment made during a recent business planning meeting, Matt and Garrett take a look at renaming “time blocking” to “time deposits”. Offering a fresh perspective on time management, this reframing encourages intentional and strategic scheduling, where activities are categorized into deposits or withdrawals. In today’s episode, our hosts emphasize the pivotal difference between these two types of activities, and how this understanding can revolutionize productivity and personal growth. Throughout their conversation, they highlight the unique nature of time as the only non-renewable resource, emphasizing the importance of making the right deposits to bend time in one's favor. The episode covers crucial themes, including recognizing the value of time deposits, maximizing efficiency through strategic choices, focusing on quality over quantity, and integrating these principles into personal and professional realms. Additionally, it encourages listeners to analyze and prioritize their activities, build clarity in their schedules, and cultivate sustainable habits. The time has come to stop blocking and start depositing as you move closer to the exponential growth and success you so richly deserve. The time has also come for you to join the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Distinguishing positive-contributing activities from energy-draining ones Maximizing schedule efficiency by prioritizing high-value deposits and minimizing withdrawals Focusing on the quality of deposits over quantity Making strategic choices for substantial returns Apply time deposits to both personal and professional life, achieving balance Develop skills for analyzing and prioritizing activities for significant returns on investment. Cultivate clarity in your schedule, aligning with high-impact goals. Establishing sustainable habits Consistently making deposits for long-term success Embracing time as a non-renewable, invaluable resource  Making purposeful deposits to achieve exponential growth and success   Quotes: "It's a deposit that you're making of a block of energy that you're putting out that, if done right, you will get a return on." "You can only withdraw so much before you get to zero." "If I spend time here, this is going to produce that same income, but in less time." "When you start picking those things apart and you really understand the deposits that you're making, first is just understanding if you're making deposits at all." "Time is our only non-renewable resource." "Bending time is about making deposits that lead to exponential growth."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

It’s time for another Ninja Coaching Spotlight, and this time around Matt and Garrett explore the inspiring voyage of Christina O'Neal, an accomplished real estate professional who embarked on her Ninja journey in 2001 at an Installation on a day of profound historical significance. Christina's steadfast dedication to Ninja Installations and nurturing lasting client relationships forms the bedrock of her extraordinary success, and, today, accompanied by her coach, Mark Johnson, she shares details of her truly remarkable and thoroughly successful career in real estate as well as the significant impact coaching has had upon it. Christina's narrative unfolds as she recounts her experiences, hurdles, and industry evolution, while underscoring the pivotal importance of cultivating relationships. She also shares how she launched her own brokerage, expertly guided by Mark, ensuring her pre-existing relationships thrived. Today’s episode truly underscores the enduring impact of the Ninja philosophy, emphasizing that real estate transcends mere transactions, spotlighting the enduring bonds forged with clients. Christina’s journey, as described here today, serves as a compelling reminder that genuine, long-lasting connections are the cornerstone of success in both the real estate business and life itself. If you want to pick Christina’s brain even further, you can regularly find her with the 14,000 other Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Building and nurturing relationships Maintaining consistency and a structured weekly routine Christina's bold decision to start her own brokerage in 2020 Empowering clients through knowledge-sharing The benefits of having an external coach and maintaining weekly accountability Effective use of the Ninja system and leveraging real estate reviews to grow business Genuinely caring about clients' needs and goals Navigating industry challenges, avoiding distractions, and staying focused on building enduring relationships   Quotes: "I just got really hooked on learning about my people." "If you do business with your friends and family, you're just always there, living, and business just happens." "I just got really good at working with my people and figuring out who my people were." "Mark was really big on making sure I wasn't going to get derailed from where I was at in my business." "As long as I can give them a ton of information and resources, it helps them feel really smart, like they're making the decision that works for them." "She uses Ninja in her lifestyle."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall Christina O'Neal Mark Johnson  

In this insightful episode of the Ninja Selling podcast, Matt and Garrett delve into the intricate world of habits and traditions, emphasizing how these behaviors, often practiced on special occasions, significantly shape our personal and professional lives. The hosts seamlessly transition from personal anecdotes to real estate, highlighting how agents can apply these principles to their client interactions and the habits formed during the buying and selling process. Throughout the discussion, the importance of embracing change, even when it disrupts established routines, emerges as a central theme. As Matt and Garrett candidly share their experiences and insights, this episode offers valuable guidance on how subtle shifts in behavior can yield substantial results. They challenge listeners to reflect on the habits and traditions that define their identities and encourage intentional choices to align behaviors with desired identities. The episode serves as a compelling reminder that even small adjustments in daily routines can pave the way for remarkable achievements in various life aspects, from health and fitness to business success. To embark on a journey of change, personal growth, and the adoption of a professional mindset in 2024, tune in and tap into the wisdom shared in this episode and its profound perspective on the transformative power of embracing change. Tap into even more wisdom by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The influence of everyday habits on shaping one's identity The process of transitioning from old habits to new ones Examining how real estate professionals can cultivate new habits in client interactions Embracing change as an opportunity for personal growth Taking ownership of habits and traditions to craft the desired identity Recognizing and acting on cognitive dissonance Embracing change while acknowledging that each individual's journey is unique The importance of adopting a professional mindset to elevate results   Quotes: "It's funny how fast you can go back into your comfortable habits." "It's these small situational habits that, if we do change them, could have a very positive impact on your business and your life." "Change is not even the everyday things. It could be the weekly thing, the monthly thing, how you approached your business planning." "Embrace change, commit to personal growth, and adopt a professional mindset for a more fulfilling life in 2024."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

With the first full week of the new year under their belt, Matt and Garrett decide to take a ride into the rollercoaster world of interest rates and their perception within the real estate market. Stressing the need to break through common misconceptions to provide clients with a clearer understanding of their choices, they also highlight the importance of considering cash flow when evaluating the significance of interest rates in real estate transactions. Along the way, our hosts delve into refinancing trends, where homeowners are using this strategy to tap into home equity or lower interest rates. They also take a look at how different real estate agents are navigating the market amidst changing interest rates, emphasizing the value of a problem-solving mindset. Finally, they encourage real estate professionals to establish strong relationships with lenders, emphasizing regular communication to stay updated on loan programs and offer clients a range of options. As we all embark on this glorious new year together, be sure to equip yourself with these practical insights for navigating the ever-evolving real estate landscape and ensure that both you and your clients can make informed decisions. Another great way to move through this new year is in the company of the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Perception of interest rates shapes real estate decisions Cash flow considerations in assessing interest rate impact Diverse refinancing strategies including equity withdrawal and rate reduction Real estate market activity differing among agents Establishing strong lender relationships to aid in staying informed about loan programs Empowering clients with comprehensive options Interest rates' role in refinancing decisions A solution-oriented mindset in navigating market variations   Quotes: "We're giving them all the options so they can make smart decisions, and a lot of people just don't even realize what their options are." "Interest rates are just one component of the overall financial picture, and we encourage realtors to help clients understand their cash flow situation thoroughly." "By talking to a lender, you're not trying to trick people into buying right now. It's about showing all the ways they can accomplish their goals." "Interest rates are not the sole factor in the real estate market. It's the thing behind the thing, which is cash flow." "Lack of education is why many consumers don't know about various loan programs." "You can find two, three, or four more deals if you're open to seeing opportunities and receiving them."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

In this episode,  Matt and Garrett take a deep dive into the world of closing gifts and experiences - a topic that they have briefly touched on before, but that they want to explore with a more specific and thoughtful approach. Recently, they have been inspired by some insightful books that have reshaped their perspective on closing gifts, and they've noticed an increasing interest in creating unique closing experiences, both within their podcast community and among their peers in the real estate industry. As a result, today’s episode revolves around transforming the closing process into an extraordinary and memorable moment for clients. Noting that real estate agents often give closing gifts, our hosts believe there's an opportunity to elevate the experience further. They feel that it's about going beyond the generic and cookie-cutter gifts and putting thought into creating a truly impactful and personalized experience for clients. Dive in today and gain valuable insights into creating exceptional closing experiences and making a lasting impression in the real estate industry. You’ll also want to dive into the group of 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Shifting focus to the client's experience, not just the gift Personalize closing experiences, even with standard processes The importance of presentation for closing gifts Prioritizing high-quality, best-in-class gifts over generic options Deeply understanding clients' preferences and interests Choosing gifts that evoke meaningful memories related to the property or journey Transforming closing into a memorable celebration for clients   Quotes: "It's not just giving, and it's not necessarily going to be about us. It's about celebrating this moment that they're in." "Closing time is just one of these golden moments where the energy is so high that if you can be in that energy with them and attach that energy to you and your process that you have, oh, it's a golden moment that none of us lean into, I think, enough. It really is." "I think what we would like people to walk away with is one think about the closing experience." "And how do you make it the best in class gift that you can possibly give? Think about that, and it's going to change the experience for your people, which is going to create a whole lot more smiles."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Garrett and Matt kick off 2024 with an extra dose of their trademark enthusiasm, joy, and gratitude as they embark upon their 6th incredible year of podcasting! Fittingly, their central theme today revolves around conquering the digital realm, not through social media strategies, but by crafting a meticulously structured "digital commute” - a method that offers a well-defined route for daily social media interactions. Together, Garrett and Matt guide us through this novel concept, noting that its objective is to channel your digital endeavors mindfully and productively as  it safeguards against succumbing to the labyrinth of social media distractions. Their message underscores the importance of fostering meaningful dialogues, offering valuable insights, and forging authentic connections that transcend surface interactions. They also advocate for a value-centric approach to social media, encouraging a shift from aimless scrolling to sharing enriching content, and urging listeners to impose time limits judiciously. Shedding light on the art of balancing engagement across diverse social media platforms, Matt and Garrett go on to share tips on how to maintain organization and focus. In essence, today’s episode offers a roadmap for harnessing the immense potential of social media and transforming it into a powerful tool for growth and meaningful interaction - an invaluable springboard into this promising new year. Be sure to start this new year by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Establishing a "digital commute" to streamline social media interactions, preventing distractions Promoting positive engagement Prioritizing valuable content Implementing time limits and structuring digital commutes for efficiency Maintaining balance across multiple social media platforms Organizing and focusing efforts using checkboxes and simple plans Utilizing the digital commute to make a positive impact and strengthen connections The potential of intentional social media strategies in real estate businesses   Quotes: "We have these times in our days that we naturally go to this type of distraction in our world.. Are we bringing in garbage? It's so easy to bring in garbage." "Ten minutes is a long time. You can get so much done in ten minutes." "Part of your digital commute is hopping into the Ninja Selling Podcast Facebook community.” "I could probably go to a hundred realtors and not find anybody that actually has a plan about how they engage social media or the digital commuter on a day to day basis." "Measure your time because you can get sucked in."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Welcome to another captivating episode of the Ninja Coaching Spotlight, where the spotlight is firmly fixed on the remarkable journey of Alice Toy, an accomplished realtor hailing from Ponte Vedra Beach, Florida. Joined by her steadfast coach, Jen Gamez, this episode delves deep into Alice's odyssey that commenced with her introduction to the Ninja Selling system in 2020, to 2023 where Alice now stands as a shining example of a flourishing real estate professional in a new market. Her voyage, from her military background to her current triumph, will undoubtedly resonate with numerous listeners navigating their own real estate careers, offering inspiration and valuable insights. The episode unravels an array of topics, including strategies for forging a triumphant career in real estate, and Alice's evolution from a novice to a confident realtor is spotlighted, underscoring the invaluable contributions of her coach, Jen, in shaping her professional journey. The narrative underscores the significance of choosing a coach capable of providing guidance not only in the realm of business but also facilitating personal growth and maintaining a harmonious balance between one's professional and personal spheres. For a deep dive into the realms of real estate success, confidence-building, and the profound impact of coaching on personal and professional development, this episode is an absolute must-listen. Even more valuable ideas can be found by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Alice's transformation into a successful realtor Her relocation to a new market and the challenges she faced The guidance and support Jen provided Prioritizing family and personal well-being Building genuine relationships through community involvement and connections Transitioning away from Zillow for better work-life balance and alignment with values The Ninja Selling system and the impact of authentic client relationships Building a successful real estate career without personal listings Growth, adaptability, confidence, and the pivotal role of a coach in personal and professional development   Quotes: "The real estate will come with the amazing relationships that you build." "Her success is a testament to the power of the Ninja Selling system and the impact of building authentic relationships with clients." “She just genuinely grew her business as a result of just being who she was and not trying to be something she wasn't.” "I've always naturally been able to step into things and just go for it and have the personality to be able to just roll with it.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery Ninja Selling by Larry Kendall  

Welcome back to the Ninja Selling podcast, where, today, Garrett and Matt are diving into the undeniable potential of incremental improvements in your real estate business. Acknowledging that, in the dynamic realm of real estate it's natural to aspire to monumental breakthroughs, they also note that it's the steady accumulation of minor enhancements in your daily routines, client interactions, and operational systems that holds the key to substantial growth. Together, our hosts underscore how these minor adjustments can yield remarkable results, from refining your email communication practices to fortifying client relationships and expanding your sphere of influence.  In your pursuit of taking your real estate business to new heights, this episode serves as an indispensable resource, as Garrett and Matt's insights reveal that the compounding power of slight modifications is a catalyst for exponential growth. The secret, as they highlight, is not in perpetually reinventing your methods but in meticulously fine-tuning your existing processes. Additionally, they emphasize the indispensable role of intention and mindset in adopting and sustaining these minor adjustments. Listen in today as our hosts provide a blueprint for moving your business from one level to the next with increasing ease through the profound impact of consistent, incremental refinements. Even more valuable ideas can be found by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Achieving exponential growth The powerful impact of daily habits Strategic system refinement The mindset advantage Compound success with incremental improvements Efficient systems over constant redesign   Quotes: "The difference of hot water to boiling water is one simple degree. And that one simple degree, that one little change, that rise in temperature, can now power a locomotive with that one extra degree temperature difference." "In the world of real estate, it's easy to get caught up in the pursuit of big breakthroughs, but the truth is that compounding small improvements in your daily habits and systems can lead to significant growth and results.” "It's those little improvements constantly that all of a sudden give you these incredible results on the other end." "You'll typically find that the difference between the people at the very top and the ones at the bottom - it's minute things." "It is literally about just continuing to fine-tune a lot of these systems that you have. So a lot of the same time, same energy is being put out. They're just more effective uses of time and energy."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

It’s Christmas Day and in this festive episode of the Ninja Selling podcast, Matt and Garrett explore the art of celebrating others in both personal and professional spheres. They underline the importance of taking the time to show appreciation and make people feel cherished, transcending the conventional holiday season. Advocating for a celebratory mindset, our hosts urge listeners to seize each interaction as a chance to honor and uplift others, and delve into the profound impact of bestowing the gifts of time and energy upon individuals, emphasizing the transformative potential of these gestures in building meaningful relationships. As the episode unfolds, our hosts explore the seamless integration of this celebratory mindset into various aspects of real estate business, particularly the reimagining of real estate reviews as "annual home celebrations." By redirecting the focus from mere numbers to gratitude and celebration, real estate professionals can cultivate stronger client connections and elevate the overall client journey. In this season traditionally associated with goodwill toward others, discover the joy of infusing every encounter with the gift of time and energy, and of revolutionizing client relationships through the art of celebration. Discover even more revolutionary real estate ideas by joining the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Fostering a celebratory mindset in daily interactions Bestow the gift of time and energy to create a sense of significance in others Infusing celebration into your real estate business tactics Reimagining real estate reviews as "annual home celebrations" Redirecting the focus from numbers to gratitude and celebration within business Cultivating opportunities to acknowledge and celebrate individuals on a daily basis Embracing the profound value of time and energy as meaningful gifts in relationships Highlighting the concept of celebrating homeownership within real estate reviews   Quotes: "Imagine if you have this prompt in your business every week of, “Who can I celebrate? What can I celebrate with other people?”" "We all feel good when we celebrate things, so why not try to find ways to do that every single day?" "You are gifting us a whole lot of time when… and we really do appreciate it." "Each interaction becomes an opportunity to celebrate others." "By shifting the focus from numbers to gratitude and celebration, real estate professionals can foster stronger client relationships."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall

Today, Garrett and Matt dive into a topic that arose out of a coaching conversation that Garrett had with Jeff Smith out in Seattle regarding the creation and use of skills groups among agents. Together, our hosts include us all in this extended discussion and unveil the secrets to supercharging your real estate skills through this dynamic tool. Whether you're an emerging Ninja or a seasoned practitioner, this episode is your gateway to creating and managing skills groups that drive growth, collaboration, and excellence in your real estate journey. Garrett and Matt share their wealth of experience and insights into the art of crafting successful real estate skills groups, emphasizing the crucial role skills groups play in honing your real estate prowess and how they should be an integral part of your growth strategy. They address how to sidestep common pitfalls, foster a culture of accountability and commitment, and structure your sessions for maximum skill development. This episode covers using both in-person or virtual settings while offering practical advice on refining your skills, staying motivated, and nurturing a supportive community of like-minded professionals. Tune in today and learn how to unleash the true potential of your real estate skills and elevate your business to new heights. Another valuable group you’ll want to join is the 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Harnessing the power of skills groups to enhance your real estate practice Cultivating a structured and productive environment for skill development Prioritizing the significance of energy and commitment within your group Evaluating the benefits of in-person and virtual skills groups Implementing structured skill development plans with specific topics and exercises Fostering positive energy and commitment among group members Exploring the advantages of both in-person and virtual formats Leveraging technology and diversity for effective skill-building sessions   Quotes: "What a skills group isn't: It's not a place to complain or lament about the challenges in this business. It's a practice group." "You're at the mercy of everybody else around you. Be aware of that in this group." "Athletes don't show up to practice; they get fined, they get benched. If the team can't count on you, they don't want you on the field with them." "Setting the schedule is crucial. Don't leave it to the last minute to tell people what we're going to talk about." "Don't practice on the clients." "Your opportunity is to put in your practice, put in your time, put in your reps."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Welcome to the latest episode of the Ninja Selling Podcast, where Matt and Garrett dive deep into a crucial topic for real estate professionals: understanding and leveraging inventory dynamics. In this episode, they explore the nuances of inventory management, absorption rates, and the importance of building strong relationships with fellow agents who have their fingers on the pulse of the market. The episode's primary theme revolves around the dynamic world of real estate inventory as our hosts emphasize the significance of knowing your local inventory in depth, considering not only the quantity but also the quality of listings. Our hosts highlight the importance of differentiating between properties that are receiving showings and offers, those getting showings but no offers, and stagnant listings that are not attracting any attention. This categorization helps agents better advise their clients and make informed decisions. They also stress the value of strong relationships with other real estate agents who can provide insights into the market's current dynamics. Overall, this episode serves as a reminder that staying informed about inventory dynamics, building strong relationships, and constantly expanding your knowledge base are crucial steps toward achieving success in the industry. Even more success can be enjoyed by joining the (now) 14,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Inventory dynamics and understanding the nuances of your local market's inventory Categorizing listings into three groups Building strong relationships with fellow agents who are actively engaged in transactions Gathering information and building knowledge as an ongoing process Striving to be proactive rather than reactive, preparing for market shifts in advance Transaction volume is not the sole indicator of an agent's success  Agents who remain active and educated can thrive in any market The benefits for clients of working with agents who are well-informed about the current market conditions and can provide valuable guidance   Quotes: "Know your inventory." "Build your knowledge." "Surround yourself with people who have insights into the market." "Be proactive, not reactive." "The more you know, the better conversations you can have.” "By doing the homework up front and being prepared, you can help your clients understand exactly what they need to do to be successful." "The marketplace is there; it's just showing up differently than what we've seen in a while." "Don't give too much weight to the opinions of agents who are not active in the marketplace."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

It’s time for another Ninja Coaching Spotlight episode, and Matt and Garrett are thrilled to host two truly extraordinary guests. Today, Abby Baker, a dedicated realtor at Premier Brokers International in Palm Beach County, Florida, and her insightful coach, Heather Matz, join our hosts to unveil their remarkable journey. Together, our panel explores transformation, mindset shifts, and building a thriving real estate career using the powerful Ninja system. Abby's evolution from initial hesitation to unwavering passion for real estate is a testament to the transformative potential of the Ninja system, offering valuable insights for realtors at all stages of their careers. Abby and Heather delve into the art of balancing life, work, and well-being, focusing on such themes as finding equilibrium, overcoming obstacles, and transforming outlooks for a more rewarding real estate journey. Abby's transformation from doubt to confidence forms the heart of the discussion, emphasizing the critical importance of addressing imbalances across family, work, health, and fulfillment. Abby's personal struggles, the pivotal role of Heather in overcoming hurdles, and the significance of seeking support and guidance for professional triumphs are discussed as well. Be sure to tune in today as this spotlight episode reveals the secrets to a harmonious and gratifying real estate journey that demonstrates how mindset shifts and taking ownership of one's path lead to success and balance. And be sure to join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Abby’s real estate experience and Heather’s impact upon it Transformation from uncertainty to passion in real estate Embracing mindset shifts and personal growth with grace Building a business aligned with personal values and goals Balancing family, work, and health for overall well-being Breaking unhealthy work habits The role of coaching in overcoming obstacles Collaboration over competition Creating positive experiences through innovative open house approaches   Quotes: "Let's just take it one day at a time." "Finding joy in the journey is key to long-lasting success in real estate." "Abby's story shows that transformation can happen rapidly with the right mindset and support." "She really had to, with everything that was going on, give herself a lot of grace." "We're all going to do it together. There's more than enough people who need us. We're not competition." "The more people like Abby that can collaborate and bring kindness and love and service to this industry, the better for all of us."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Matt and Garrett are both extremely excited to be joined by the remarkable John Israel - Mr. Thank You himself - to the podcast today. John shares his inspiring journey from a successful yet ungrateful leader to a gratitude advocate - a powerful reminder of the competitive advantage that gratitude can offer. With our hosts, he delves deep into the world of gratitude, relationship-building, and the incredible transformation that expressing appreciation can bring. The Mr. Thank You project, involving 365 consecutive days of handwritten thank-you cards, is also discussed, highlighting the profound impact of this practice on our lives, even in the face of challenges. The episode goes on to reveal how acknowledging the value of gratitude, both in giving and receiving, can elevate personal and professional relationships. With insights into the ROI of gratitude, positive emotional resonance, and the pivotal role of handwritten notes in forging genuine connections, this conversation offers practical strategies to incorporate gratitude into every aspect of life. As the hosts and John explore the profound effects of gratitude, listeners are encouraged to consider embracing the 30-day challenge to experience firsthand the transformative power of expressing appreciation. In a world driven by meaningful relationships and success, gratitude emerges as the secret weapon for personal and professional growth. Don't miss this episode and the opportunity to embrace gratitude as your competitive edge. Another opportunity not to be missed is joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Gratitude as a powerful competitive advantage Building meaningful relationships based on shared values Addressing the perpetual discontentment faced by high achievers Dr. Robert Emmons' definition of gratitude Transforming challenging moments into gratitude The importance of authentic curiosity and engagement Experiencing an immediate shift from negativity to joy through acts of appreciation Embracing gratitude as a tool for enhancing personal and professional interactions   Quotes: "The experience of something as a gift is determined by how long it takes you to find the gift within." "We value those that bring positive energy in the relationship." "Your name shows up on someone's caller ID. Do they answer, and how do they feel?" "Generosity is the currency of abundant relationships." "The only thing worse than no sincerity is fake sincerity." "Spend more of your day in gratitude, love, and appreciation."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall Mr. Thank You  

In the latest episode of the Ninja Selling podcast, Garrett and Matt introduce an innovative approach to annual goal setting and business planning, challenging the conventional practice of starting from scratch every year. They explore the intriguing concept of "Never Starting at Zero," advocating for a mindset shift that views your business as a continuous twelve-month journey rather than an annual reset. This fresh perspective empowers you to maintain momentum, seize control of market seasonality, and cultivate a consistent and sustainable business. Throughout the episode, our hosts delve into crucial aspects of this approach, including the importance of carrying positive energy and results from one month to the next, recognizing opportunities within traditionally "quiet" months, and strategically managing your business month by month without overworking. They emphasize celebrating achievements along the rolling twelve-month path and highlight the transformative potential of taking control of your business, ultimately steering it away from the roller coaster of unpredictable results. If you're eager to usher in the new year with a revitalized outlook on goal setting and business planning, this episode is a must-listen, offering valuable insights and actionable strategies that you can start implementing today. Even more wisdom can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Never starting at zero Maintaining momentum Seasonality and lead indicators  Changing Mindsets Consistency vs. overworking Celebrating achievements Taking control   Quotes: "What if we never started at zero? What if we just took zero off the table?" "It's about breaking it into smaller chunks, so you let that month go. That month's done, and you've got a brand new month coming up." "It's not about working all the time, but it's about maintaining a level of consistency that can help you control the business month by month." "Sometimes we get stuck in our patterns, but there's always business happening; it's about adjusting your approach." "Let's just carry that momentum into the new year, and all of a sudden, it's going to be awesome." "Be in flow with your people." "It's just flipping over to January, and I can make a difference today in my business."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Matt and Garrett are back today to turn their attention to the ever important themes of money management, financial wisdom, and effective investment strategies. Together, they underscore the significance of knowing where your money is allocated and whether it's yielding returns, and emphasize the need for analyzing expenses, ensuring they are justified, and deciding whether to continue them in the upcoming year.  Our hosts go on to share valuable insights on prudent spending and strategies to boost the profitability of your real estate business, and remind listeners that it's not just about spending money; it's about making wise investments that yield the best returns in the ever-changing real estate market. Understanding cash flow, prioritizing expenses, and making astute financial decisions are emphasized as key elements in business growth. The episode also emphasizes the significance of crafting remarkable client experiences and highlights the value of enlisting professionals to handle financial matters. For more wisdom regarding effective real estate financial management and delivering exceptional client experiences, make sure to tune into this guide to navigating the financial landscape of the real estate world successfully. Even more wisdom can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Prioritizing AutoFlow for optimal real estate business management Showcasing expertise and value through effective marketing efforts Evaluating and determining the worth of your expenses Optimizing profit margins through strategic resource allocation Wise spending in a dynamic market Managing finances effectively by understanding cash flow Elevating your reputation through exceptional client experiences Hiring financial professionals for valuable insights and creating a comprehensive business plan for growth   Quotes: "If your business is off, and you're looking at how in the world can I spend money the best, I would actually lean a little bit heavy into the science type of marketing." "Knowing your numbers, whether you're driven by money or not, is outrageously important. If you're running a business, you need to know the numbers." "It's not about how much money you spend; it's how you spend the money well." "Find a good financial planner; a little bit of money spent upfront might seem expensive, but they pay for themselves over and over again." "When you make a plan for your money, it helps you take action."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Ninja Selling Guru Larry Kendall, returns to the podcast today to join Matt and Garrett for an exploration into one of the pivotal aspects of real estate: the "One of Three Things" approach within the buyer's journey. They commence by noting the paramount significance of the buyer consultation, which serves as Act One in establishing the bedrock of a fruitful client-realtor relationship. Larry unveils the genesis of the "One of Three Things" concept, originally rooted in the seller's process, underscoring the need for realtors to articulate their unique value propositions to prospective buyers.  The episode further elucidates the five indispensable avenues through which realtors deliver exceptional value, and the hosts advocate for timing the "One of Three Things" conversation impeccably, ensuring that buyers comprehend the immense value realtors bring to the table. Larry also imparts invaluable advice to listeners: engage in direct negotiations with listing realtors, as this will help cement your position as a staunch advocate for your clients. Larry’s celebrated return to the podcast here today serves as a treasure trove of insights for realtors, offering guidance on adeptly navigating compensation challenges within the intricate buyer's process, affirming the enduring relevance of the "One of Three Things" approach in modern real estate. More valuable insights can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The crucial nature of Buyer Consultation in building a strong working relationship with buyers The "One of Three Things" approach and how it sets the stage for discussing compensation options Five key ways realtors provide value Holding the "One of Three Things" conversation at the right time The potential necessity of negotiating compensation with listing realtors in markets where zero compensation is offered   Quotes: "If you find a ‘for sale by owner’ and you want to buy that for sale by owner, I believe that I can help you. But if I can't, I'll release you, and you can work with them on your own by yourself." "Act One is crucial for building a strong foundation and a working relationship with your buyers. It's where you articulate your value and set the stage for compensation discussions." "My job is to help you find a great home and negotiate that, make sure you don't miss anything, make sure you don't pay too much for it, and help you negotiate the price and terms." "And if you don't know the full ten steps, grab a copy of Larry's book, Ninja Selling, and read it."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

In this latest installment of the Ninja Coaching Spotlight, Matt and Garrett introduce us all to the dynamic duo of Susan Saving, a seasoned real estate office manager from Kansas City, Missouri, and her truly remarkable coach, Gretchen Adams. Susan's journey into the Ninja philosophy began in 2001, and her success story exemplifies the core principles of being a genuine, client-focused professional. At ReeceNichols, Susan's office stands as a testament to the power of embracing the Ninja system, achieving high per-agent productivity, and earning recognition within the real estate community.  With her shift from a reactive to a proactive mindset, Susan has become a nurturing leader, diligently supporting her agents' growth. Her success is rooted in her genuine care for her agents and the authentic relationships she fosters, emphasizing the importance of strong coaching relationships in guiding individuals towards reaching their full potential. With their  "Gretchen approved" concept, Susan and Gretchen employ a coaching approach that champions forward progress, action items, and robust relationship-building. Stressing the significance of staying connected with the Ninja community, accessing resources like podcasts, books, and workshops, and, most importantly, embracing the concept of being coachable, today’s Ninja Coaching Spotlight episode is definitely (another) one you don’t want to miss. You also don’t want to miss the opportunity to  join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Embracing the Ninja Philosophy High-Performing office Mindset shift Genuine caring and relationships Effective planning and consistency Adaptability The "Gretchen Approved" coaching approach The power of coaching relationships   Quotes: "Ninja is all about being a good human and reaching your people." "By having a larger office that is producing high, it attracts the community because they see the value." "It matters how you make people feel." "Anytime you have a conversation with someone, you need to have a plan for the next step with them." "Susan's success stems from her genuine care for her agents and the relationships she builds with them." "If it's important to you, you're going to find a way. If it's not important to you, you'll find an excuse." "You need to be coachable. You need to be open." "She is open to the ideas and the thoughts and the concepts, but then willing to walk away and do the work. And it makes for a very successful relationship."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

This week’s special episode features a Q&A that Matt and Garrett held at a Ninja installation in Summerville, South Carolina, a few weeks ago. In addition to the 50 or so amazing Ninjas attending the Installation, they are also joined for a portion of the episode by Dennis Giannetti who’s not only a Master Ninja Selling Instructor, but also a certified Ninja complete with Black Belt! In responding to the questions submitted both online and from the Installation audience, our hosts emphasize the importance of resilience, trust-building, and consistent communication in a profession that constantly evolves. The episode revolves around three central themes: effectively navigating shifting marketplaces, seamlessly transitioning careers into real estate, and altering perceptions when entering the industry at a young age. With the real estate landscape undergoing constant changes, the hosts offer valuable insights on maintaining a steadfast commitment to the Ninja system, understanding and articulating one's value as an agent, and avoiding distractions in the form of competing systems and seminars. The transformative power of the right mindset and the significance of adaptability in achieving success is highlighted, as is embracing challenges as opportunities for growth and maintaining a full-time mindset. Ultimately, this unique episode underscores the enduring importance of building strong relationships, consistently providing value, and staying committed to one's chosen path in the ever-evolving real estate industry. Even more answers await you when you join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Recognizing and communicating your value Building ‘Know, Like, and Trust’ Staying committed, avoiding distractions. Accountability groups Utilizing the Ninja Planner Flexibility and adaptability Embracing discipline Full-time mindset   Quotes: "Focus on your business, focus on running your Ninja systems, and focus on providing value to your people." "Lean into your materials, listen to content, and keep thinking about how you can stay on track with your Ninja activities." "Make yourself a plan that you're willing to commit to.” "Avoid distractions, stay committed to your chosen path, and don't get sidetracked by shiny objects." "Building strong relationships and referrals is crucial, especially in uncertain times." "Hard times make strong people. Strong people get great success." "This is the time where you create raving fans.” "People will do business with and refer those they know, like, and trust.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall   Dennis Giannetti  

The man, the myth, the legend, Larry Kendall, founder of Ninja Selling, joins Matt and Garrett to discuss recent legal issues in the real estate industry. Together, they approach the topic calmly and stress the importance of delivering value to clients. With 50 years of experience, Larry emphasizes that even during such uncertain times as these, people and money are drawn to value.  Their conversation revolves around how realtors need to communicate their value, especially to buyers who might need more guidance in today's changing real estate landscape. They caution against getting distracted by industry noise and emphasize that buyer representation remains crucial, even if its structure evolves. The episode concludes by stressing the significance of following the Ninja Selling system, focusing on both seller and buyer processes, and helping clients achieve their goals. Few, if any, people possess the unique combination of real estate experience and knowledge that Larry does, so be sure to tune in and immerse yourself in the wise guidance and reassurance he provides here today. Even more guidance awaits you when you join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Avoiding panic and distraction amidst industry changes and lawsuits Buyer representation remaining essential The importance of the buyer interview Some success stories The crucial nature of adaptation and value provision in an evolving industry Structural changes and delivering more value than received Following the Ninja Selling system for both seller and buyer processes The fundamental goal of helping clients achieve their dreams   Quotes: "We're in a different market cycle now. Everybody's focused on that. But this lawsuit could bring about a structural change, and a structural change is when the rules change on how you do your business." "If you're creating value, you're going to have plenty of money and you'll have a great career." "We need to understand that this is our playing field. This is what Ninja was designed for, for a long, long time." "Money and people flow to value. So if you're creating value, you're still going to have a business. You're going to be very successful." "The Ninjas will do just fine. The people who are doing the three act play will do just fine. The Ninjas who know how to articulate their value to their sellers and to their buyers will do, actually, probably better."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

In their special Thanksgiving episode of the Ninja Selling podcast, Matt and Garrett express gratitude to their listeners while delving into the profound impact of practicing gratitude. This tradition serves as a reminder of the transformative nature of gratitude, transcending professional achievements and personal well-being. Together, they explore such themes as consistency and resilience, illustrating how gratitude can reshape one's mindset, attract positivity, and foster community.  Along the way, listeners gain insights on incorporating gratitude into daily routines, underscoring its powerful ripple effect when expressed to others. Garrett's touching story of his mother's transformation from negativity to gratitude underscores the power of a change in perspective. Our hosts go on to express their sincere appreciation for each other, the vibrant Ninja Selling community and, of course, the mighty Larry Kendall for his pivotal role throughout. Have yourselves an amazing Thanksgiving, and be sure to tune in to today’s poignant reminder of gratitude's life-altering potential. For more insight and encouragement, join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The transformative power of gratitude The importance of consistency and resilience How to incorporate gratitude into your daily routine Understanding the ripple effect of giving gratitude to others The positive impact of the Ninja Selling community Gratitude for the contributions of Larry Kendall Embracing the power of gratitude to attract positivity and change your life   Quotes: "Gratitude is the ultimate state of receivership." "Let's look for the good. Let's express gratitude. Let's fill ourselves with gratitude and change the energy of ourselves and impact the energy of others." "We always line up with Thanksgiving on a release, and I think every year we've done an episode where we just kind of chat about gratitude and share a little thanks." "Very few times do you have people that are super consistent in your world, and you 100% are a constant for me, which I appreciate." "When you put yourself into a state of gratitude, we actually start resonating at a different frequency." "I'm grateful for this community that we're around, these people that we're around. If you're attracted to Ninja, you're a good person, you have good energy coming with you."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

As the holiday season quickly falls upon us, our typical routines can often be disrupted by unexpected emergencies, additional stressors, and curveballs in the form of unannounced house guests or sudden bouts of illness. On today’s episode, Matt and Garrett discuss how these challenges can affect our professional and personal lives alike, and what we can do to keep our businesses on track through these inevitable ups and downs.  Our hosts acknowledge the importance of communicating with your loved ones about what you do and how it affects your business, setting clear boundaries around your work, and why we should always expect the unexpected. They caution against taking an all-or-nothing approach to your business, share why planning ahead is so critical to success, and encourage listeners to embrace the fact that life happens - both the good and the bad. When we can adapt and lean into the unpredictable nature of this industry, we can deal with disruptions efficiently, leaving more time to enjoy life’s other joys wholeheartedly. Today’s incredible episode shows us that with the right mindset and plan, not only can we navigate through any storm that life throws our way, but we can also thrive during it. For more insight and encouragement, join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Communicating with your family and setting clear boundaries Planning ahead for disruptions, like holidays or unexpected emergencies Prioritizing your responsibilities Seeking help or potentially a business partner during challenging times Maintaining your routines, including affirmations and gratitude, even when life gets hectic Embracing the fact that life happens and adapting accordingly Finding ways to change your energy and outlook when life throws you a curveball   Quotes: "Prepare yourself for these moments by doing all the things that are keeping your business running, so that when the unexpected happens, you're prepared to solve, resolve, or amplify." "You can change your energy around that as life is happening." "Lean into it, knowing that with the right mindset and plan, you can navigate any storm that life throws your way." "You need to have a plan. When this stuff happens, what do we do? Because I don't think shutting it off is the answer, and usually shutting it off means we never had a plan to begin with." "If we have good and clear communication, we can manage expectations." "The minute you accept it, the minute you start moving forward and being able to solve, resolve, or amplify - sometimes it could be a really good life thing that shows up."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Welcome to another engaging episode of the Ninja Coaching Spotlight where, today, Matt and Garrett shine their light on Melissa Herdman, a dedicated realtor from Topeka, Kansas, whose transformative journey resonates deeply with the principles of Ninja Selling and Coaching. A former healthcare professional turned real estate dynamo, Melissa brings a unique perspective showcasing the power of positivity and trust-building. Her transition from nursing to real estate underscores the values of relationship and trust, affirming that success is attainable with the right mindset and unwavering commitment to personal growth. Melissa's incredible evolution exemplifies the essence of the Ninja way, tailored to her unique path, and is an inspiring testament to the potential within each of us as well as the profound impact we can make on clients' lives and the relationships we forge. Noting that bringing Matt on board in a coaching role empowered her to achieve remarkable success in her real estate career, Melissa’s insights shared here today offer valuable guidance for navigating the real estate industry's challenges and opportunities while remaining true to your core values and goals. Tune in today as the spotlight shines brightly on Melissa Herdman’s remarkable success story, showcasing the potential for growth, excellence, and impact when the Ninja philosophy becomes a way of life.  More success stories can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Handwritten notes for trust and positivity Melissa’s transition from nursing to real estate Working with Matt as her coach Her journey to over 100 transactions annually. Pursuit of excellence over perfection Prioritizing routines and customer service Balancing personal and professional growth Setting clear client expectations for efficient management Shifting from purchased leads to relationship-based referrals   Quotes: "Ninja is very similar to therapeutic communication. It's building relationships. It's building trust." "Put some extra thought into your 2024 business plan. Don't just go through the motions when you're putting pen to paper. Be thoughtful, be specific, be mindful of different things." "Lean into your processes, be true to yourself, don't get ‘commission breath’, and stay in an abundance mindset.” "It's the little things that sometimes you overlook, and we don't realize what's stopping us from being the best we can be." “It's just so cool to watch how these relationships build with a coach and a Ninja.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall   Melissa Herdman  

As Gratitude Month continues and Thanksgiving approaches, Matt and Garrett begin today’s episode by expressing their gratitude for their dedicated listeners, and invite them on a journey revolving around the relentless pursuit of income in the real estate industry. Challenging the industry's obsession with constantly making more money, our hosts emphasize the importance of normalizing the idea that earning six figures is not only acceptable but can be incredibly fulfilling. Together, they share stories of individuals who have found happiness and contentment at various income levels and encourage listeners to define their own success and be proud of their unique real estate journeys. Matt and Garrett acknowledge the pressure within the industry to constantly increase earnings and stress that this mindset may not be suitable for everyone. They highlight the benefits of a six-figure income, such as supporting a high quality of life, making investments, and serving as a second household income. They caution against comparing yourself to others and underscore the importance of defining success on your own terms. Matt and Garrett also discuss the significance of finding balance, pursuing growth, and continuously striving to improve. Ultimately, the episode encourages listeners to embrace the idea that success in real estate is a deeply personal journey, and happiness and contentment should be at its core. More encouragement can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Defining success in real estate by more than just income Earning a six-figure income in real estate Different income levels leading to fulfilling and satisfying lives Defining your own success Resisting succumbing to industry pressures or arbitrary income goals Striving for growth and improvement, regardless of income level Achieving balance and happiness in your real estate journey The dangers of comparing yourself to others Holistic success in real estate   Quotes: "Sometimes we look and we kind of go, ‘Oh, they're not playing at the upper level, they're not pushing it, and they should be pushing it, they should be growing or like, what's wrong?’" "It's not always about the income." "We're never done growing. We're never done figuring out the plan.” "It really comes down to, like, are you smiling at the end of the day? What makes you happy?" "Focus on your plan. And if it is to go big, awesome. Buckle up. Let's go." "Let loose a little bit and really understand what's important to you." "Success is a personal journey, and everyone's path is unique."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Matt and Garrett are back today to wish everyone a happy Gratitude Month, and to share invaluable insights that will ignite your real estate journey. Together, they explore the significance of keeping the fire alive in your real estate business and beyond, emphasizing that maintaining enthusiasm, passion, and momentum is pivotal for achieving your dreams and goals. They also note that acting as a trusted guide for clients is essential as it aids them in overcoming obstacles and staying motivated on their journey as well. This episode reveals the distinction between a successful year and missed opportunities, serving as a vital reminder of the importance of staying proactive, maintaining relationships, and continually nurturing your clients' interests. For crucial insights on keeping the fire alive in both your real estate business and personal life, be sure to tune in to this compelling episode of the Ninja Selling podcast. More invaluable insights can be yours by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Recognizing the potential in clients expressing interest Proactively guiding and educating potential clients about their real estate goals Setting clear expectations and timelines Utilizing probing questions to gain a deeper understanding of clients' long-term objectives Being a trusted advisor who provides clarity, helping clients overcome hesitation and confusion Emphasizing the benefits and potential outcomes of their real estate decisions to maintain their enthusiasm Cultivating lasting relationships by continuously nurturing their interests and keeping their motivation alive Embracing the role of real estate agents as educators   Quotes: "Confused buyers don't buy." "Don't let that fire die out; it's about who's controlling that fire." "This is about providing clarity so people can actually accomplish something they're saying they want to do." "It's really hard to be too aggressive when you're genuinely intrigued and want to ask more questions." “You'll learn everything by asking more questions." "When you find clarity, action can happen really fast. You can be frozen, frozen, frozen, and then all of a sudden, there's that moment of clarity, and you figure out how to make it work." "It's hard to keep a fire lit by yourself. You need people around you that are excited about the direction and the path of what's going on." "You have to go out there, have these conversations, ask these questions, help people find a path to get on, and then be the one that walks it with them." "Complacency is a silent killer of dreams.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

As the season of business planning is upon us and agents are determining just how they want to show up in 2024, Matt and Garrett have chosen a crucial aspect of the real estate world to explore today: authenticity. In essence, they highlight the paramount importance of being genuine and authentic on your real estate journey, noting that trying to mimic others can be a stumbling block to your success. Our hosts passionately advocate for the realization that your true self is your most precious gift to offer to both clients and prospects, and they urge listeners to avoid fixating on specific outcomes, but to, instead, lead with their heart while delivering genuine value to others.  Throughout the episode, Matt and Garrett draw upon personal anecdotes and insightful wisdom to illuminate the path to discovering and incorporating your authentic self into your business strategy. Commencing with a conversation on the pivotal role of relationships in business, Matt and Garrett underscore the critical nature of forging genuine connections with suppliers, vendors, and customers for triumph. They further touch upon the value of embracing discomfort and venturing into uncharted territories, articulating that it is within these challenges that growth and evolution flourish. Tune in to this episode to glean invaluable insights into the extraordinary potency of authenticity in both business and personal development, and uncover how being true to oneself can elevate you above the rest, paving the way for enduring success. More invaluable insights can be yours by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The paramount value of authenticity The peril of trying to imitate others in your business Staying true to yourself while embracing new strategies Leading with your heart over attachment to outcomes The indispensable role of trial and error in exploring novel approaches Leveraging your unique qualities and strengths The art of cultivating robust relationships through authenticity Authenticity as your ultimate asset for both business and personal growth   Quotes: "The number one gift that we have to give is who we are as ourselves." "It's essential to customize strategies and make them your own." "Don't get attached to the outcome; lead with your heart and provide value." "You can try new things, but always find a way to bring yourself to them." "Authenticity is your unique differentiator in a competitive world." "Don't be afraid to grow, but never force yourself to be something you're not." "Being authentic means being the best version of yourself.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Matt may look like he lost a fight with a board he was working on, but, happily, his head’s in the right space to join Garrett for today’s discussion regarding the long-term impact of consistent relationship-building efforts, particularly through such methods as postcard campaigns and nurturing past connections. Together, they explore the challenges of measuring ROI in real estate marketing, emphasize the importance of personal presence and intention in achieving tangible results, and introduce the concept of the Ninja system's ‘multiplier effect’. Garrett and Matt stress the significance of viewing your database as a cumulative space, housing every person you've ever interacted with, and, instead of deleting contacts who may not seem immediately valuable, they advocate for maintaining these connections, recognizing the potential for future opportunities. The episode further underscores the importance of implementing consistent systems and staying engaged with your contacts, whether through live interactions or automated flows. Sharing some of their personal anecdotes, our hosts vividly illustrate how long-term presence with valuable information can yield unexpected business opportunities and referrals. Essentially, today’s episode emphasizes the enduring impact of cultivating relationships and staying true to one's authentic self in the real estate industry, offering a path to success for both energetic extroverts and quiet introverts alike. Speaking of cultivating relationships, be sure to join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Consistency and intention in relationship-building efforts The challenge in calculating ROI in real estate marketing The vital nature of personal presence and energy Ninja Selling’s unique approach The crucial nature of staying in touch with past connections Postcard campaigns and client events Ninja's multiplier effect Prioritizing A+ contacts in your database while maintaining long-term connections    Quotes: "This is not a you were born with it or you're not. This is total control. It's a skill." "Those relationships are going to yield some fruit for you down the line." "You can sometimes burn up some of those relationships by trying to overthink them." "Ninja is not one for one, but it's cumulative. There's a multiplier on it." "When you believe in your systems and you have consistency, it's not the work." "It's not about hearing from people. It's about being present in their world." "It's about how long can we stay in someone's world with valuable information?"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall   Michael Doyle Properties  

Matt and Garrett are back with a supersized installment of the Ninja Coaching Spotlight in which they highlight the stellar career of Michael (Mike) Doyle, a highly successful 17-year veteran of the real estate industry, and his experience of working with Garrett as his coach. As you will hear, Mike’s early exposure to the Ninja system and his subsequent journey through challenging economic times serve as a testament to the importance of community, authenticity, and client-centric service in the real estate profession. His story, as shared here today, showcases the evolution of routines, habits, and personal development leading to remarkable business growth. The transformative power of Ninja coaching, and how embracing the Ninja philosophy can profoundly impact both personal and professional growth are discussed as well. Through compelling anecdotes and profound insights, Mike and our hosts emphasize the pivotal role of mindset, coaching, and faith in creating a thriving business and a fulfilling personal life. Considering the immense potential of addressing personal baggage and achieving clarity along the journey are highlighted as well. As the hosts reflect on their own experiences and Mike's impressive journey here today, they will leave you equal parts inspired and empowered to take control of your own journey toward success and fulfillment, both in real estate and in life. More inspiration and empowerment can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Michael Doyle's real estate journey Ninja Coaching transformation Discovering Ninja Community Overcoming doubts with authenticity Effective routines for success Business growth with Ninja principles Mindset mastery and resilience Holistic power of coaching Balancing personal and professional lives Faith, trust, and risk-taking Transformative growth and clarity   Quotes: "There's an entire group of people that are interested in doing this in a way that's not cheesy.” "Your success at home is related to your success at the office." "Lean into the systems.” "It's not a taking; it's showing up and being there to help, and everybody gets value from that." "Build yourself up to become the right person for the job." "Success isn't just about monetary gain; it's about genuinely showing up for people and offering value." "Hearing my gut and filtering out distractions has been a game-changer in my decision-making process." "It's not an admission of inadequacy to seek coaching; it's a sign of a growth mindset."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall   Michael Doyle Properties  

Continuing on from their previous episode, Matt and Garrett take a look today at an important aspect that can really throw people out of whack when evaluating their business’ performance over time - the understanding and surpassing of market trends in the real estate realm. Together, they stress the importance of not solely relying on individual performance metrics but rather considering the broader market context. They also note that, by closely examining market data and aligning it with your business objectives, you can gain valuable insights into your business's performance and determine whether you have a firm grip on your achievements.  Along the way, our hosts provide practical advice on analyzing market data, spanning from the national level down to micro markets and neighborhoods, emphasizing the need to grasp market dynamics and their influence on your real estate venture. Overall, Matt and Garrett encourage listeners to initiate their analysis at various levels, engage in a thorough examination of market dynamics, evaluate market share as a measure of business performance, and stay attentive to leading indicators - expert advice from our Ninja Selling gurus that will prove invaluable to absolutely all listeners here today. More expert advice can be yours by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Analyzing market data at various levels, from national to micro markets Understanding the factors driving your local real estate market Assessing your market share Determining your business's performance relative to the market Paying attention to leading indicators Setting goals to outperform the market and actively work toward achieving them Invaluable Ninja Selling programs and resources that are available  Quotes: "Are you in control, or are you just a passenger along for the ride of the market?" "Know where you're at right now to understand any goals you set for yourself in the future." "Setting a goal to outperform the market requires paying closer attention to your business." "Once you have that data for yourself, now go compare it to your leading indicators to help you determine what can I control to make a difference in my business if I need to make a difference." "Set a goal like, 'My goal going forward is to always outperform the market by this much.' And what am I doing to do that?"" "Understanding and outperforming the market is a critical aspect of success in real estate." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

In this engaging episode of the Ninja Selling Podcast, hosts Garrett and Matt provide valuable insights for real estate professionals gearing up for success in 2024. They begin by sharing a variety of learning opportunities regarding business planning that are available through Ninja Selling. They then go on to emphasize the critical importance of crafting a sustainable business plan that focuses on controllable actions and maintains a long-term perspective. By drawing parallels between business planning and racing on a track, the hosts underscore the necessity of consistency and adaptability.  Throughout the discussion, they encourage listeners to build a clear vision, identify controllables, and implement a well-structured marketing plan. Furthermore, they stress the significance of calendar management and regular evaluation to stay on track with business goals. By urging listeners to embrace adaptability and treat their real estate endeavors as true businesses, Matt and Garrett provide a comprehensive guide to achieving success in the ever-evolving real estate landscape. So many more invaluable lessons can be learned by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Ninja Selling business planning education opportunities Business planning's pivotal role in achieving success in the upcoming year Identifying controllables as the cornerstone of a robust real estate business Advocating sustainable strategies for long-term prosperity Prioritizing relationship-building within your comprehensive business plan The need for goal-setting and aligning actions with future visions The importance of consistency and sustainable approaches Creating dynamic business plans Treating real estate as a true business venture   Quotes: "Your plan is not the goals. The plan is: What can you control to achieve the goals?" "Keep your energy up around your controllables and keep your focus on your controllables because those produce the results no matter what." "Am I building this around things that are the quick shot in the arm… or am I building my plan around things that are long-term sustainable?" "The bank is a person also. So if all you get out of it is an amazing relationship with the bank manager, it's just as valuable and awesome as all the other relationships out there." "Once you have a really successful plan, it's not about rebuilding the entire plan every single year. And business planning does become easier and easier and easier as you move forward." "What we want is we want faster lap times. That's what we want."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Today, Garrett and Matt explore a topic that is beneficial to absolutely everyone regardless of what business they are in, namely the concept of the Law of Procession - a fascinating idea that involves taking conversations in a 90-degree direction to create waves of positive energy. Together, our hosts emphasize the importance of not just making surface-level connections but going deeper, learning more about people, and asking questions like, "Tell me more about that."  The episode draws a parallel between this practice and the act of throwing rocks into a pond where each conversation is like a rock causing ripples, illuminating the significance of being genuinely interested in others and opening doors to meaningful connections. Matt and Garrett also provide actionable advice on how to keep the ripples alive, ensuring that the impact of your interactions extends far beyond the initial conversation. Throughout their conversation, they encourage listeners to embrace this practice, emphasizing that it transcends industries and is applicable to anyone seeking to make a meaningful impact. Be sure to follow the Law of Procession here today, and witness the power of intention, authenticity, and continuous engagement in keeping the pond of life vibrant and active, ensuring that those ripples of positivity reach far and wide. So many more invaluable lessons can be learned by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The Law of Procession Learning more about people and opening doors to meaningful connections Throwing rocks in the pond Being genuinely interested in others and taking actions to foster connections Intention and authenticity The Law of Procession transcending industries Continuous engagement   Quotes: "The win is not the act of throwing the rock into the pond. The win is how far are these ripples now expanding out from the impact that we made?" "It's not just about going, 'Okay, I learned something about the family, I learned something about the occupation, the recreation, the dreams.' Take that thing that you learned and go one step deeper and say, 'Tell me more about it.'" "The more you show interest, the more you show connection and concern, the more that will then affect them when they go out and talk to all the people around them." "The intention that you bring with throwing these rocks is very important as well.” “This is not about rocking the boat; this is energy waves going out that are positively affecting the world around you."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

It’s that time of year again where we’re all reminded of the beautiful weather that Fall offers, and it has also put Matt and Garrett in mind of another Fall reminder - setting goals that are aligned with your innermost passions. Advocating for goals that resonate deeply with your authentic self, our hosts’ message resounds with clarity: it's vital to cast aside the burden of external expectations, whether they stem from societal norms or the weight of comparison, and instead chart a course that is true to you and your aspirations. Throughout their conversation, Garrett and Matt share invaluable insights, emphasizing the importance of breaking free from the shackles of self-judgment and silencing the disempowering whispers of negative self-talk. They stress the significance of transparent communication with loved ones to ensure that personal goals align with shared aspirations, fostering a harmonious path to fulfillment. In a society often fixated on conformity, this episode champions the pursuit of one's true desires, no matter how unconventional they may seem - a passionate call to action, urging listeners to dismantle self-imposed limitations, shed excuses, and set goals that are truly their own. So many more invaluable insights can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The significance of crafting personal, individualized goals Being open to unconventional goals and aspirations Overcoming self-judgment Challenging the norms Communicating openly with family members about individual goals Eliminating excuses Planning vs. overplanning Silencing negative self-talk Living authentically Fulfillment over conformity   Quotes: "Stop comparing yourself to others. Your journey is unique." "Don't judge your own goals. Embrace what truly excites you." "Be open to the unexpected opportunities that arise on your journey." "Challenging the norm is the path to authentic living." "Eliminate excuses and watch your goals come to life." "Your subconscious mind can be your greatest ally on the path to success." "Goals are meant to be pursued with passion, not obligation." "Live life on your terms, unapologetically." "It's your journey, your goals, and your story to write." "Success begins with setting goals that resonate with your heart." "Silence the doubts, amplify the dreams."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

It’s time for another Coaching Spotlight episode, and this time around the light is shining squarely upon none other than Alexandrea (Allie) Hatley, an exceptional real estate broker-owner hailing from Oakboro, North Carolina. Allie's inspiring journey from her early days in the real estate industry to her flourishing experience with Ninja Coaching is revealed, including the highs and lows she has experienced, and the pivotal role her Ninja coach, Lisa Connors, has played along the way. Allie's courageous transition from a dental career to pursue her passion in real estate was fueled by a thirst for personal growth and a desire to break free from limitations. Today, she passionately recounts discovering "Ninja Selling" and how, despite initial skepticism, its principles deeply resonated with her. Her dedication to building and nurturing relationships aligns seamlessly with the heart of Ninja, where she creatively fosters community spirit through unique events like helicopter egg drops and Santa Claus visits. Her harmonious integration of personal and professional life, meticulous planning, and the profound partnership with her Ninja coach, Lisa Connors, serve as a testament to her incredible journey of perseverance, self-compassion, mentorship, and a steadfast adherence to the Ninja Selling approach. Learn more about this successful approach by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Allie’s journey to and in real estate Community engagement and relationship building Achieving harmony by integrating personal and professional life The pivotal role of finding the right mentor or coach Overcoming career challenges with perseverance and self-compassion Allie's discovery and resonance with "Ninja Selling" Allie's innovative community events, personal-professional balance, and mentorship by Lisa Connors   Quotes: "I want to break that mold that is part of my legacy. And I needed a coach to push me into that direction, help generate creative ideas, and things of that nature."   "It's okay to start all over, but just stay on the path and don't ever get off of it."   "I think Allie might be getting into politics and become the mayor of her town. That's how well-known and loved she is."   "This is a prime example of finding the harmony in all the aspects."   "The heart of Ninja lies in building and nurturing relationships, a concept that immediately resonated with Allie's personable nature."   "Her dedication to community engagement and fostering relationships is an inspiration for all real estate professionals."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Choosing food analogies over racing ones today, Matt and Garrett embark on an exciting exploration of sustainable business systems, comparing them to the art of meal preparation. They dissect three distinct approaches to crafting these systems: the extravagant, though unsustainable, akin to preparing a gourmet Beef Wellington daily; the rudimentary and swift method, resembling fast food; and the sustainable middle ground, not unlike preparing a simple yet satisfying meal. The overarching message is crystal clear – striking a harmonious balance in your business systems is paramount.  Together, our hosts unlock the secrets to constructing sustainable business systems that yield enduring results. The key takeaway resonates loudly – seek that elusive equilibrium in your real estate endeavors that will enable you to deliver substantial value without succumbing to the twin threats of burnout and inefficiency - for therein lies the path to long-lasting triumph. This podcast isn't merely informative; it's your indispensable roadmap to sustainable greatness in the world of real estate - you’ll be feasting on this one for a good long time! Even more delectable advice can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Three distinct approaches to business systems Assessing the value of your time, enjoyment, and outcomes in your business systems The benefits of sustainable systems Individual sustainability Middle ground success Parallels between preparing meals at home and crafting effective, sustainable business systems Striking a balance in your real estate reviews and other business activities Embracing adaptation and sustainability   Quotes: "Sustainability means finding a comfortable way to show up consistently in your business." "The value of your time and the impact of your business systems are crucial factors in achieving sustainability." "Sustainable business systems allow you to maintain a healthy balance in your professional life, preventing burnout." "Striking the right balance in your real estate reviews and other business activities is key to achieving consistent success." "Sustainability also relies on what is your commitment to that and what is that going to look like one month, two months, one year from now if you do commit to this?" "It's business planning season. Analyze what you're willing to commit to and build systems for a higher baseline to avoid falling into the trap of diminishing returns."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Garrett and Matt are back today to bring you an engaging conversation on the multifaceted nature of earning business in the real estate world. Their enthusiasm is palpable as they reflect on the art of earning business itself - diving into the intricacies of attracting and retaining clients, debunking the myth of a single magic ingredient for success in real estate. Together, they reinforce the fact that, in the realm of real estate, there's no one-size-fits-all recipe for success, stressing instead the significance of intentionality, consistency, and adding multiple layers to your business cake. Mining the cake analogy further, our hosts go on to caution against settling for store-bought cake mix, encouraging listeners to aim to become the five-star bakery that clients simply can't resist. Join Garrett and Matt here today as they share their wisdom on the art of earning business in real estate, and enrich your professional journey with insights on mindset, energy, and effective planning – vital ingredients for success in the world of real estate and beyond.   Episode Highlights: Intentionality matters Ninja Nine principles The cake analogy Strawberries in the Cake 5-star bakery vs. Shake ‘n Bake Consistency is key Uniqueness matters Creating an attractive business   Quotes: "You can't skirt the work."   "It's not just one bush; it's the complete package that makes people stop and go, 'Whoa.'"   "Your intention behind actions like phone calls, handwritten notes, and more, can significantly impact the results you achieve."   "Even small, consistent efforts can build strong, lasting relationships and lead to a thriving real estate career."   "I want a business where people are lined up around the block."   "Am I putting myself in a mindset every single day that's going to attract people into my world?"   "It's not about checking the box. It's about what are the things that I'm not doing, the things that I'm not putting into this cake that will make it special."   "We want to be the ones that when we walk in, people are excited to do business with us."   "Business planning only comes around once a year. Take the opportunity to get serious about your business."   "If you can build a business plan to guide your business for 2024, you are light years ahead of your peers."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery   Ninja Selling by Larry Kendall  

Matt and Garrett deviate a little bit from some of their usual ‘business stuff’ today and get focused on mindset, energy and all that other ‘good stuff’, as they delve into the crucial theme of staying present and the profound impact it has on both personal and professional life. Together, they  provide listeners with practical strategies to maintain mindfulness and focus on the present, especially in a world filled with digital distractions that can contribute to heightened stress and anxiety. Our hosts begin by emphasizing the significance of embracing the present moment and highlighting the idea that true peace is found in the here and now, while also drawing attention to the adverse effects of dwelling on past experiences and the stress induced by constant worry about the future. Matt and Garrett also share their personal experiences engaging in activities that promote presence, stress the role of gratitude in achieving a more present mindset, and connect the idea of staying present to the business context, underscoring how being fully engaged in interactions can significantly improve results. Be sure to carve out some time for today’s powerful reminder of the transformative impact that presence can have on your life and professional success, and gain some valuable insights and actionable strategies along the way. Many more insights and strategies can be yours by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The power of being present Mindfulness and focus Activities that promote presence The role of gratitude Staying present in business Quotes: "Depression is in the past, stress is in the future, and peace is in the present." "If you can find those things that you can do to shut the brain off of the past and of the future, to just be right now, it's an extremely healthy place to be." "The more we practice presence, the better we feel, and the more positive energy we bring to our business and life." "Knowing that this is what's causing me stress, this is what may be frustrating me, just being aware of it allows you to take control of it." "Practicing gratitude is a way to slow the mind, reduce stress, and increase present-moment awareness.” "Being present in your business interactions, such as consultations and phone calls, can significantly improve your results." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery

Matt and Garrett deviate a little bit from some of their usual ‘business stuff’ today and get focused on mindset, energy and all that other ‘good stuff’, as they delve into the crucial theme of staying present and the profound impact it has on both personal and professional life. Together, they  provide listeners with practical strategies to maintain mindfulness and focus on the present, especially in a world filled with digital distractions that can contribute to heightened stress and anxiety. Our hosts begin by emphasizing the significance of embracing the present moment and highlighting the idea that true peace is found in the here and now, while also drawing attention to the adverse effects of dwelling on past experiences and the stress induced by constant worry about the future. Matt and Garrett also share their personal experiences engaging in activities that promote presence, stress the role of gratitude in achieving a more present mindset, and connect the idea of staying present to the business context, underscoring how being fully engaged in interactions can significantly improve results. Be sure to carve out some time for today’s powerful reminder of the transformative impact that presence can have on your life and professional success, and gain some valuable insights and actionable strategies along the way. Many more insights and strategies can be yours by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The power of being present Mindfulness and focus Activities that promote presence The role of gratitude Staying present in business   Quotes: "Depression is in the past, stress is in the future, and peace is in the present." "If you can find those things that you can do to shut the brain off of the past and of the future, to just be right now, it's an extremely healthy place to be." "The more we practice presence, the better we feel, and the more positive energy we bring to our business and life." "Knowing that this is what's causing me stress, this is what may be frustrating me, just being aware of it allows you to take control of it." "Practicing gratitude is a way to slow the mind, reduce stress, and increase present-moment awareness.” "Being present in your business interactions, such as consultations and phone calls, can significantly improve your results."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery

It’s time to fire up the Ninja Coaching Spotlight again, and this time it is squarely focused upon Renee Bert, a dedicated real estate professional hailing from Olympia, Washington, and her indispensable Ninja Coach, Mary-Clare Hill. Renee's transition from part-time real estate work to a full-time realtor is at the heart of today’s conversation, showcasing the powerful influence that  Ninja Coaching has had upon her career path.  Throughout the episode, Renee and Mary-Clare delve into the surprises, revelations, and transformative moments that have marked their journey together. Together, they illuminate the far-reaching impact of Ninja Coaching, from building a solid foundation to serving as a lifeline during challenging times, and most notably, fostering authenticity in client relationships. Their narrative unfolds around essential themes such as the enduring power of relationships, the significance of Ninja installations as anchor experiences, the necessity of consistency and returning to basics, and the dynamic evolution of one's journey within the Ninja Coaching system. While Renee's story is really just starting, it already stands as a testament to the enduring influence of Ninja Coaching on dedicated real estate professionals and the vital role played by mindset, continuous learning, and a supportive community in achieving excellence in the industry. Speaking of supportive communities, don’t forget to join the over 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The power of relationships Anchoring experiences Consistency and returning to the basics Authenticity in business The evolving journey Coachability and transformation Mindset and confidence Non-attachment to outcomes   Quotes: "I think that confidence and that really very present mindset of positivity and abundance and just deep relationships have come from you really leaning into the systems and processes." "What you focus on expands." "I just intuitively knew that I needed to have somebody else outside of my world that was helping me guide this process." "Usually there's a number that we're trying to increase, but also a lifestyle." "Renee's journey with Ninja Coaching reveals that consistency in applying Ninja principles is essential for long-term success." "She's my cheerleader when I need it. She picks me up off the ground." "Renee, on top of coaching, has…found other Ninjas that she can kind of collaborate with and work with." "This is not the end of Renee Bert, everybody. We're going to have more conversations in the future."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

As they take the first step toward their next 500 episodes, Garrett and Matt delve into the vital art of setting expectations in real estate transactions and various aspects of business. They underscore the significance of clear communication and its role in ensuring smooth and prosperous dealings. By sharing their insights and experiences, they illuminate how setting expectations can enhance client relationships, prevent misunderstandings, and ultimately build a strong professional reputation. Throughout the episode, our hosts emphasize the importance of proactively defining what clients can expect at each stage of a transaction, mitigating misunderstandings, and reducing stress for all parties involved. They also advocate for overcommunication, particularly in high-stress situations, highlighting that clients often appreciate being well-informed and supported throughout the process. Ultimately, today’s episode stresses the profound impact of expectations on reputation and client satisfaction, and emphasizes the crucial need to establish clear expectations from the outset. Feel free to set your expectations very high when you join the community of over 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The foundational role of effective communication Setting clear expectations Overcommunication benefits Reputation enhancement Mitigating misunderstandings Internal dynamics Managing brokerages Clarity and communication   Quotes: "I think the difference between under communication or overcommunication... comes down to the expectation." "By sharing their insights and experiences, they shed light on how setting expectations can enhance client relationships and prevent misunderstandings." "Clients want to feel informed and supported throughout the process." "It's an us thing. It's not a them thing. We're the ones running the company. We're the ones running the business." "The first question you should ask yourself is, 'Does everybody have clarity on what's going to happen next?'" "If you bring the right energy when you set those expectations, it's going to be totally fine." "Don't be afraid to over communicate. Your clients are not going to be upset that you are shepherding them through a transaction with flawless expectations and wonderful results." "You need to give them more attention. They're starving for attention from you." "You're not going to over communicate unless you're like, ‘Hey, Garrett, did you deposit that check?’ And then you call five minutes later, ‘Did you do it now?’ ‘Did you do it now?’”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

  Welcome to the 500th episode of the Ninja Selling podcast - truly a major milestone, and one which Matt and Garrett are absolutely thrilled to celebrate with all of you, their dedicated listeners, here today. Over the years, our illustrious hosts have seen tremendous growth, both in the podcast and their own lives, thanks to the power of consistency and passion-driven commitment. Today's conversation revolves around this incredible journey they've embarked on, highlighting the key role that consistency plays in achieving lasting success. As Garrett and Matt reminisce about the podcast's beginnings, they emphasize that this consistent effort, even in the face of uncertainty, is the driving force behind their achievement. They then go on to share personal stories and insights, highlighting the exponential benefits of staying true to one's passions. In recognizing that the opportunities over these 500 episodes align with their genuine interests, our hosts note that this makes their journey not only fulfilling but also filled with exciting moments and unexpected turns. Join Matt and Garrett for this celebratory episode, be inspired to reflect upon your own path, and consider how consistency, passion, and embracing opportunities can lead to extraordinary growth and accomplishment in your life as well. Be sure to celebrate even further in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The significance of consistency in achieving long-term success How passion-driven efforts can lead to unexpected opportunities The importance of staying true to one's interests and goals The joy and fulfillment that come from celebrating milestones along the journey Insights into maintaining consistency and enthusiasm in your pursuits The exponential growth that occurs when passion fuels your actions Quotes: "When you're consistent on the things you enjoy and are passionate about, there will be opportunities along the way that you can choose to bring into your journey." "Exponential results come when you put in the time, energy, and effort consistently." "The more you enjoy relationships, the more everything else is a crazy byproduct of your passion and love for the people you work with." "Opportunity that's aligned with what you want to do, how you want to serve, and where your passions are, often comes about through consistency." "Consistency isn't just about one thing; it's about the journey, the opportunities, and the growth that unfolds along the way.” "We're just getting started, and there's so much more to come." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery

In an episode that stands as an invaluable resource for individuals seeking to harmonize their commitments with their authentic aspirations, Matt and Garrett embark today on a enlightening exploration of the art of strategic decision-making. Together, they shed light on the crucial skill of saying ‘no’ to alluring distractions in order to create space for life's most profound priorities, adeptly navigating the intricate terrain of balancing passion and obligations.  Drawing from their personal experiences, our hosts offer relatable anecdotes and invaluable insights regarding the art of intentional time allocation, mirroring the financial practice of paying oneself first, with time being devoted wholeheartedly to one's passions. With a keen emphasis on clarity and vision, they provide guidance toward a life guided by core values, underlining the importance of regularly reevaluating your priorities to ensure they continue to harmonize with your authentic self. As you listen in here today, the practical advice offered by Matt and Garrett will equip you with the tools to navigate that delicate equilibrium between embracing your desires and fulfilling your obligations efficiently. Much more guidance and advice can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Prioritizing  passions Setting boundaries Making tough choices Communicating clearly Setting realistic deadlines Embracing flexibility Trusting decisions Clarity and vision Quotes: "A lot of the time, I think we become trapped in our own decisions, thinking we cannot say ‘no’ to things because of obligation." "This is the time I have available to handle this current situation." "You don't have to do anything in this world. It's all a choice. You just have to accept the consequences of not doing certain things." "The more I give energy and time to the things I'm passionate about, the better I am in all aspects of my life. I bring better energy everywhere." "Okay, how do I really want to design these things?" "These aren't easy conversations to have with yourself, but they're necessary to design the life you truly desire." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Today, Garrett and Matt embark on a profound exploration of the timeless question: Can waking up early guarantee success? Drawing inspiration from a lively discussion within their Facebook community, they delve into the intriguing realm of the "rise and grind" mentality, scrutinizing whether it indeed serves as a universal formula for triumph. What emerges as a crucial takeaway is the paramount significance of discerning one's unique objectives, habits, and personal circumstances when fashioning the ideal wake-up routine. This episode champions the idea that there is no one-size-fits-all approach to early rising in the pursuit of achievement. Garrett and Matt's thought-provoking discourse challenges the conventional wisdom that prescribes early rising as the unequivocal pathway to success. Instead, they advocate for a bespoke approach that harmonizes with your distinct personal and professional aspirations. From unraveling the intricate tapestry of your personal rhythm to harnessing the transformative power of consistency, our hosts offer guidance that can catalyze productivity and well-being. In this fascinating episode, the hosts underscore the imperative of self-awareness, adaptability, and aligning your schedule with the demands of your occupation, and empower you to sculpt a wake-up routine that is unequivocally your own - ushering you toward the summit of success. Much more valuable information and advice can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Understanding your personal rhythm The power of consistency Productivity throughout the day Allocating time for yourself Understanding your job's demands Self-awareness and flexibility   Quotes: "There's no yes or no answer to whether you need to wake up early to be successful. It depends on your goals and circumstances." "Consistency in your sleep schedule can have a profound impact on your overall energy and productivity." "Understand the demands of your profession and adjust your wake-up time accordingly." "Allocate time in the morning for personal well-being and self-care before diving into work-related tasks." "Self-awareness and flexibility are key to optimizing your daily routines."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Welcome to another installment of Ninja Coaching Spotlight, Matt and Garrett’s new series that offers a little insight into people who have taken Ninja to a different level by bringing a coach into their world, and highlights how that has affected their business. Today, the spotlight shines upon Peggy Shanklin, renowned as the "Lady at the Lake", with Long and Foster Realty in Lake Monticello, VA, and her coach, Shelly Culbertson.  As you will hear, a remarkable transformation occurred in Peggy's real estate career that can be attributed to her steadfast dedication to Ninja practices, encompassing daily gratitude and  affirmations, meticulous management of hot and warm prospecting lists, and a relentless pursuit of new prospects. This unwavering commitment, complemented by Shelly's expert guidance, propelled Peggy to ascend to the level of top-tier agent in her MLS and a revered community leader. Her visionary initiatives reach far beyond her business to include the establishment of a thriving Farmers’ Market and ongoing efforts to create a senior center in Lake Monticello, underscoring her deep-rooted commitment to community betterment. You do not want to miss Peggy's fascinating narrative here today - a potent testament to the effectiveness of Ninja practices and expert coaching in improving the personal and professional lives of those who embrace them. Many more inspiring stories  can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Peggy Shanklin's real estate journey embracing Ninja principles Her dedication to her routines The importance of focusing on goals, tracking progress, and maintaining commitment Peggy's community involvement Her resilience and adaptability Shelley Culbertson’s instrumental role in guiding and supporting Peggy on her journey The power of Ninja practices and coaching Quotes: "Coaching - it cost me money, but it has saved me and got me so much more. I mean, it more than pays for itself five, six, seven times over." "Without Shelley, I would have probably have quit or taken another job.” "It's kind of like buying a car, getting your license, and then being too cheap to put the gas in the tank and then wondering why you can't get to work and make any money." "Coaching is so important.” "She doesn't compete with the other realtors… she competes within herself." "She's very humble… she's heavily involved in her Women in Business group. She started the Farmers’ Market… and the Farmers’ Market in her town is huge." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery

In today’s installment, Garrett and Matt expertly navigate the intricate world of managing real estate transactions involving contingencies. As the real estate landscape continues to morph and shift, contingencies have risen to prominence, commanding the attention of both astute agents and discerning buyers alike. Garrett and Matt provide a treasure trove of insights and strategies that serve as invaluable compass points when working with these offers.  They note that understanding the financial qualifications of prospective buyers, assessing the equity in their current residences, and meticulously weighing the associated closing costs are paramount on this journey. Placing a strong emphasis on the indispensable role of education throughout this process, our hosts also underscore the significance of enlightening both buyers and sellers about the realities of contingent offers, while establishing clear expectations from the outset. As you will hear in this timely episode, by deftly employing contingent offers, you'll not only aid your clients in achieving their dreams, but, in true Ninja fashion, you'll also chart a course to navigate the evolving market with precision and finesse. More expert advice can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The rise of contingent offers in the real estate market Understanding the financial qualifications of buyers Evaluating the equity in the buyer's current home for negotiation Considering the costs associated with closing the sale Educating clients about contingent offers and their implications Setting clear expectations from the beginning for smoother transactions Adapting to changing dynamics in the real estate market The increasing prevalence of contingencies in real estate transactions Quotes: "The more these contingent offers that come across your desk, there are certain things that you're going to start to see because you see them enough." "This is why crazy one month inventory markets are not healthy." "The ones that are able to adapt to change are going to master the marketplaces in front of us." "These are the things that you learn when you're doing things yourself." "Know what you're going into and be very prepared not just with that price analysis from Focus 1st or whatever program you use." "This is going to open up opportunity. It's going to open up inventory." "Just be aware, understand what your market is, and educate yourself." "Have fun out there. Learn, grow, help your people." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

With September being Realtor Safety Month, Matt and Garrett welcome the perfect guest to help them celebrate it: certified Ninja Selling coach, President of the Colorado Association of Realtors, co-host of the Reignite Resilience podcast, and, above all, devoted mother, Natalie Davis. As her many achievements would indicate, Natalie possesses some thoroughly impressive multitasking abilities that have left both our hosts in utter awe, and together, they all embark on an insightful discussion here today about realtor safety during this special month.  Our talented trio cover various aspects from personal safety measures to transactional safety and technology use, emphasizing the need for well-defined safety processes and protocols, advocating for safety in numbers, and taking control of Open House environments. From the importance of establishing a strong online presence while safeguarding personal information to community engagement in fostering a culture of safety, this episode equips listeners with essential knowledge for a safer and more successful real estate journey. So, tune in today for valuable insights from our expert panel as they shed light on how safety and success go hand in hand in the real estate profession, and how you can make every month a Realtor Safety month.. More expert advice can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Implementing safety processes Transactional safety utilizing tools like Forewarn Balancing maintaining an online presence with protecting personal information Fostering a culture of safety awareness within offices Collaborating with other agents for safety during open houses and showings Open House safety Communicate the behind-the-scenes risks and processes to clients Installing security cameras such as Ring doorbells   Quotes: “When teaching agents on how to host open houses when it comes to safety, that's usually the leading thing - I start with safety, and then we lead into everything else." "There's so much that happens within the real estate industry, and we keep it, like, top secret for whatever reason. Share that with the client. Let them know what we're doing.” "The one call you never want to get is that your agent was in an unfortunate or unsafe environment." "When you have a process in place, your confidence level shoots through the roof." "The number one thing for safety for people is just being aware of your environment." "Your job is not only to help them find a house but also to maintain your safety and maintain their safety."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Building onto their most recent episode, Matt and Garrett continue the ‘dream’ theme here today by focusing their spotlight on the profound impact of meaningful dream conversations. Over the years, they’ve encountered countless agents who ask: “How do I ask a dream question?” or “What does a dream question consist of?” as they work to implement the F.O.R.D. questions model from the Ninja playbook. In today’s episode, our experts are here to provide the answers to these questions and so much more. Together, they stress the importance of these conversations being more than just a business tool; rather, they are an opportunity to authentically connect with individuals' dreams and future aspirations. They go on to note that, by investing in someone's dreams and demonstrating sincere interest in their goals, individuals can forge unique connections and trust, ultimately leading to enduring relationships that extend beyond the confines of real estate transactions. Additionally, Matt and Garrett recommend having these conversations in person, as this facilitates deeper connections and provides a unique opportunity to discuss future dreams. All in all, today's examination of dream conversations reveals them to be a powerful tool for building strong and lasting relationships, fueled by intentional frequency, that will ultimately lead to greater fulfillment in both your personal and professional lives. So much more information and advice is revealed in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Meaningful dream conversations Viewing dream questions as discussions about the future Building lasting bonds Authentic exploration The emotional depth of dream conversations  How vulnerability strengthens connections Future focus Long-term relationships Being intentional about the frequency of dream conversations Quotes: "I think a lot of people just get awkward when it's like, ‘How do I ask a dream question? What does a dream question consist of?’" "Becoming invested in somebody's dream by being interested in it creates a different relationship... That's the big thing that's coming with dreams." "If you're asking somebody else to be vulnerable, they're going to take cues from you. And if you're putting up a wall, they're probably going to put up a wall as well." "The best dream conversations are going to come out because you actually care." "A small amount of people that you're able to go an inch wide and a mile deep with, you're going to have great opportunities come just from that." "True connections are built when both parties are open and vulnerable about their aspirations." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery

Welcome to the Ninja Selling Podcast, where, today, hosts Garrett and Matt dive into the joy of living life and savoring your dreams, as they explore the concept of seizing opportunities and emphasize the value of simplicity in achieving life goals. Together, our hosts discuss the common tendency to overcomplicate dreams and how taking smaller, tangible steps can lead to profound fulfillment. In today's fast-paced world, it's easy to overlook the simple pleasures that life offers, and this episode underscores the significance of savoring your dreams, whether it's through a spontaneous getaway, an exploration of new places, or the pursuit of a cherished hobby. Garrett and Matt passionately urge listeners to revisit their life lists and identify attainable goals they can pursue within the next three months. They go on to stress that embracing these smaller opportunities can result in deeply meaningful experiences and create unforgettable stories to share with loved ones. As you listen in, you'll undoubtedly be inspired to simplify your dreams, seize opportunities, and lead a life brimming with profound and unforgettable moments. Even more compelling stories can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Start with achievable steps to pursue your goals Embrace spontaneous and unconventional opportunities Create memorable moments to share with loved ones Don't wait for the perfect moment; take action now Accumulate experiences and stories that enrich your life Say yes to new experiences and unforgettable memories Pursue your dreams, no matter how small, for daily inspiration   Quotes: "We so often say ‘No’ to things because we like to overcomplicate them." "Don't overcomplicate your life goals; start with small, achievable steps." "Be open to opportunities, even if they seem spontaneous or unconventional." "Focus on creating memories and stories to share with loved ones." "Revisit your list of dreams and identify goals you can pursue within the next three months." "Don't wait for the perfect moment; take action now to taste your dreams." "You don't have to go big all the way right now, but keep that fire lit and go and taste a little bit, because the more you taste it, the bigger you can dream." "You're not planning the perfect trip. What you're planning is a moment that you're going to be sitting at a cafe in Paris with a little cup of coffee, a little cappuccino in your hand, and a baguette of bread and sitting there and going, 'I did it. I'm here.'" "Pursuing your dreams, no matter how big or small, can bring fulfillment and motivation to your life."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Today’s episode marks the start of a new series that Matt and Garrett are introducing called The Ninja Coaching Spotlight. The goal of this series is to allow listeners to gain a little insight into people that have not only made Ninja part of their business, but who have also taken it to a different level by bringing a coach into their world and highlighting how that has affected their business. In this first installment, Joe Robert of NOLA Property Guys in New Orleans, and his coach, Mark Johnson, take center stage. Joe shares how his journey from embracing Ninja Selling to seeking coaching has resulted in significant business growth and the ability to achieve controlled chaos in his professional life. He and Mark also underscore the importance of relationship-building, daily affirmations, and gratitude in expanding one's real estate business while maintaining a balanced, fulfilling personal life. Joe’s story, as shared here today in The Ninja Coaching Spotlight, is a compelling narrative of how Ninja Coaching can elevate one's real estate career while fostering personal fulfillment.  Even more compelling stories can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Joe's journey from adopting Ninja Selling to seeking coaching Transformation of customer service calls into relationship-building conversations The importance of daily affirmations and gratitude The role of coaching in helping agents fully implement the Ninja Selling system and maintain consistency Embracing authenticity and uniqueness Leveraging social media Mastering the Ninja Selling system The mindset shift from scarcity to abundance   Quotes: "Success isn't about success; it's about the life that you can live because of the success." "The best Ninja is not the Ninja that never has a bad day; it's the person that doesn't let that bad day become a bad week." "It's just positivity. It's great." "It's easy to help during easy times. Whenever things are a little bit more difficult, you should be helping more." "The system works when you work the system." "Someone already invented the wheel. They already took all the work out of it. Just use it." "It doesn't matter how good you are; you need to have someone that can look at it from an objective perspective to help you grow your business."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

In today’s episode, Matt and Garrett delve into a common challenge faced by real estate agents:  the scenario where agents' zeal for client success exceeds the clients' own motivation. Lately, they are seeing a lot of agents with big hot lists, but without clients who are ready to commit which results in two things - an agent who wants it more than the client, and a client who is confused. Our hosts are here today to help navigate this complex dynamic and provide valuable insights for agents seeking the right balance. In a market riddled with confusion and uncertainty, Matt and Garrett are finding that this predicament is becoming more and more prevalent. Together, they showcase a deep understanding of agents' struggles, highlighting that clients often express interest without committing fully. Through anecdotes and analogies, the role of authentic care in guiding clients toward their goals and steering away from transactional tendencies is clarified and emphasized. By tuning in today, listeners will learn how balancing enthusiasm, unraveling client motivations, and asking thoughtful questions can help resolve those situations where their desire for client success outpaces their clients’ own aspirations. One of the best ways to keep your business engine perfectly tuned is by joining the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Balancing enthusiasm Navigating confusion Power of questions Client-centric approach Cultivating relationships Effective communication Patience and trust Guided engagement   Quotes: "If we want it more than them, that's where the brakes start to get pumped." "Slow down, ask more questions, step back for a second, and let's analyze this goal again." "You can be excited about every outcome if you detach yourself from the outcome." "This is a confusing marketplace out here right now. We just need to give them more information." "If you get excited about their journey, then you can actually help them take the next step." "The opportunity is there right now." "It's that finesse of being patient with them." "Those are the ones that are having the best years they've ever had, are the ones that have the ability of slowing down, asking more questions, and helping those people get to where they want to go."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Start your engines and join Matt and Garrett as they take a ride into the mindset that underpins the art of wealth-building and financial triumph. Drawing inspiration from visionary entrepreneur, Alex Hermozi, they unveil an all too common pattern: the arduous journey of overcoming debt followed by a period of coasting during prosperous times. Taking a page out of Alex’s book, our hosts recommend foregoing the coasting at these times, and keeping the pedal to the metal instead. Weaving this insight together with an effective racetrack analogy, the hosts spotlight the significance of the straightaway – the smooth moments – as the optimal time to accelerate your business engine and turbo charge your wealth creation. They also explore the path from defensive to offensive wealth-building, imparting invaluable strategies for transitioning from a reactive to an empowered approach to financial expansion. Join our experts here today and gain a fresh perspective on financial freedom that will help unveil the hidden keys to sustained success.  One of the best ways to keep your business engine perfectly tuned is by joining the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Accelerating wealth creation Transitioning from defensive to empowering offensive strategies Defining clear wealth goals Focusing on long-term net worth The joy of an offensive mindset Crafting a comfortable offensive approach Cultivating proactive strategies leading to sustainable wealth creation   Quotes: "If we are going to put in the hard work, why are we not doing it when things are good?" "It's easier to do better when you're doing better." "The straightaway – that's the smooth times – that's when you rev up your business, and you accelerate wealth creation." "Going big looks different for everybody... going big is knowing what you want and going after it, creating something that makes you happy." "We're only here for so long. We've only got so much time on this planet. Don't let it just be paying off debt." "Take that energy and come back to that... it's the energy that's going to create the financial freedom for the future." "Transition from defensive offense to being in control and offensive... a mindset of control, and a mindset of creating and crafting." "Don't make your whole business in your life about playing defense. If you need to play defense, do it, and then keep going to give yourself the gap and the space."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Matt and Garrett are throwing an interesting topic on the table today and it’s all about a cornerstone of the U.S. real estate landscape - the 30 year fixed rate mortgage. Their intent today is to have a fun conversation around this very common product that is used every day in real estate and explore it with listeners a little bit in an effort to better understand its pros and cons.  Together, our hosts shine a light on the origins of the 30-year mortgage, tracing its authorization in the corridors of Congress during the late 1940s and early 1950s. They go on to explore implications of this particular loan term within the American context, the impact that periodic adjustments to interest rates might have upon market movements, and the potential transformation of investment strategies in response to evolving loan terms. Above all, today’s episode provides a valuable springboard for further dialogue among the wider Ninja community, as listeners are cordially invited to share their input on this quintessential fixture within the U.S. real estate world. And the perfect forum to share your input is in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The unique 30-year mortgage phenomenon in the U.S., and its influence on homeowners' decisions Innovative market dynamics How altered interest rates reshape property investment choices Encouraging listeners to actively join the dialogue The origins of the 30-year mortgage Extended debt's ripple effect Equity dynamics Global mortgage insights   Quotes: "We're questioning some things right now. That's all we're doing." "We're the only ones that from what I know, we're the only ones that have that out there. And it's very funny to see the response from people, which has then got us talking." "Looking at the history a little bit, the past 50 to 70 years has seen an acceleration in a lot of things.” “This was a creation of the federal government basically saying, ‘Hey, you can write 30 year loans.’" "It's good to know all the tools that are at your fingertips and how they work because I know a lot of people that have an amazing workbench in their garage and they've got all kinds of great tools that they bought to build out this incredible workbench, but they don't know how to use any of them." "But I think there's so many moving parts around this. And this is where, again, Matt and I don't have the answers around this." "At the end of the day, I'm grateful for the 30 year loan." "It's so great to talk to you out there and hear the feedback back of what you guys get to take away from our time that we share.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Today, Garrett and Matt dive straight into an increasingly prevalent trend in the market these days which is affecting both sides of the industry. Specifically, they are seeing that complexities within the current market are generating a feeling of confusion and uncertainty which often leads clients to hesitate when making pivotal decisions, and may even cause agents to leave the profession. In today’s episode, our hosts address this trend head-on as they skillfully dissect the roots of the confusion and offer strategic approaches for real estate professionals to navigate it effectively.  Together, they emphasize the essence of grasping the motivations behind clients' choices, creating clear plans to surmount obstacles, and exploring alternate paths. By confronting confusion directly and providing invaluable insights, agents can adeptly guide clients toward triumphant outcomes regardless of the market. They also go on to note that, by maintaining a steady presence and offering informed counsel, agents can empower clients to transcend immediate challenges and stay steadfast on their real estate journey. Listen in today to gain valuable insights about confidently navigating the intricacies of the current market by fostering clarity amidst confusion. Many more valuable insights and strategies can be yours by joining the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Understanding the underlying reasons behind clients' decisions Navigating confusion and obstacles Overcoming a scarcity mindset Inspiring clarity Building strong relationships and serving as trusted advisors The role of confidence in attracting clients and projecting assurance in realtor abilities Stepping back, asking questions, and providing clear communication The impact of confusion on both clients and real estate professionals  Addressing confusion through questions and clear paths to success   Quotes: "Confused buyers can't buy. Our job is to help them find clarity." "Surround yourself with others who are succeeding in the marketplace. Learn from their paths to success." "You're a comfortable place for clients to unpack their situations and concerns." "In a confusing market, confidence becomes a magnet that attracts clients seeking guidance." "Confidence allows us to guide clients towards clarity." "Confusion leads to inaction, and inaction can be more damaging than making a decision that might be slightly off." "If you are in confusion as a realtor, you can also inspire that confusion among your clients. On the converse side, if you have clarity, you can inspire clarity among your clients as well."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Around this time each year, Matt and Garrett find that a lot of quick fix programs and short-term success strategies seem to pop up all over the place. In today’s episode, they unravel the intrigue these concepts generate, providing insights into how they resonate with individuals' scarcity mindsets, and highlighting the fact that these programs lack the sustainability that is such a key aspect of the Ninja Selling process. Addressing the burgeoning trend of programs that promise immediate financial gains and success, our hosts scrutinize the marketing techniques employed to entice individuals seeking swift outcomes, but who might not fully consider the long-term implications. Infused with anecdotes and industry insights, today’s timely episode underscores the significance of differentiating between steadfast, credible business practices such as Ninja, and those other short-lived programs that prey on vulnerability. Long lasting success can also be fostered by joining the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Distinguishing sustainable strategies Relationship impact Marketing and scarcity Strategic evaluation Balancing planning and gains Transparency matters Enduring perspective. Holistic growth and respect   Quotes: "These short-term plans may offer quick results, but they often come at the expense of damaging relationships and unsustainable practices." "Sustainable success is like a healthy diet and exercise regimen, while short-term schemes are akin to crash diets with temporary gains and potential long-term harm." "True success is rooted in consistent, relationship-driven efforts rather than quick fixes." "Don't be swayed by marketing tactics that prey on scarcity mindsets. Choose strategies that align with your long-term goals." "Genuine success is not about a single 'magic pill' approach, but rather a holistic and continuous commitment to growth." "The allure of get-rich-quick programs can be strong, but it's crucial to assess their content and intentions before diving in." "These little blasts can sometimes do more harm than good. You might get a little wind with a lot of damage on the backside."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Ninja Mastery  

Taking advantage of some caffeinated energy, Matt and Garrett are ready for an insightful discussion on the value of experience as a guiding light for agents in navigating real estate markets that are in a state of flux. Drawing from accumulated wisdom gained over years of industry involvement, they highlight the fact that, while veteran agents possess a distinct advantage, newer agents can be mentored and gain valuable experience as well when facing these novel market dynamics. The nuanced ability to guide clients adeptly through sales processes that might be slowing down due to changing market conditions, holding in-depth conversations with clients, expectation-setting, and addressing concerns related to days on the market are emphasized as crucial tools in the experienced agent's toolkit. Throughout the episode, our hosts note that the power of experience transcends mere age as it encompasses having encountered various market scenarios previously. Regardless of how long you have been in the industry, you owe it to yourself to tune in today and absorb expert insights and strategies on navigating market shifts and utilizing the power of experience to excel in the ever-changing world of real estate. You also owe it to yourself to join the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Experienced agents’ invaluable insights in navigating changing markets Mentorship between seasoned and newer agents Conversations that address extended days on market and market rejection Approach market shifts with an open mind and willingness to adapt Being willing to learn from past experiences Engaging in respectful communication and having a willingness to ask for advice  Embracing tough conversations and learning how to set accurate client expectations   Quotes: "Real estate is a human business; to do it at a high level, it's about human interaction." "We're looking for experience, not age or superiority." "Experience isn't just a leg up; it's a massive leap forward." "Rising tide lifts all boats…we're all getting better together, which is going to make the industry better, which is going to help us serve people at a much better level." "Hey, let me grab some of my experienced, good producers and have them sit at the front of the room while people ask questions." "These pairings and these mentorships go as far as, like, shadowing for listing consults, buyer consults, showings." "And I think the biggest thing is this is not like a better than others. This is just experience. This is just what have you done business with before?"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Welcome to another enlightening installment of the Ninja Selling Podcast, where Matt and Garrett delve deep into the realm of service and its profound impact on the journey to lasting business success. In today’s episode, they venture beyond the conventional notions of transactional gains, and remind everyone of the transformative power of authentic service that nurtures genuine client relationships. With a compelling analogy between food choices and sleep quality, our hosts lay the foundation for a thought-provoking discussion on how prioritizing the client experience can reshape the trajectory of your business. Short-term victories take a backseat to the allure of lasting client relationships as Matt and Garrett unravel the layers of a business strategy rooted in client-centricity, advocating for a shift from self-serving practices to authentic service that resonates deeply. Together, they emphasize that understanding clients' needs and preferences leads to creating tailored experiences that stand out in a competitive market. Tune in today and you will discover precisely why two of the nine steps in the Ninja Nine are all about focusing on lists of people, and exactly why it's so important to remember that you are performing a service for the client, not just for yourself.  You also owe it to yourself to join the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Adopting a holistic view on service Long-term strategy triumphs Taking a client-centric approach Defeating "commission breath" Navigating market fluctuations Crafting a resounding reputation Transitioning perspectives Creating unforgettable experiences   Quotes: "Are you looking at a short term gain or a long term win with a business?" "What an interesting concept…the compounding effect of making people happy." "If you're not in it for the client, then you're not going to be in it for very much longer." "We want this long-term machine going. Big picture, long term wins." "If you build this around what is good for others, you're going to find the listings, you're going to find the buyers." "It's not just how you serve somebody during a transaction. It's how you serve them in between." "How can I make sure that I'm doing this for the client?" "Focus on your warm list and focus on your hot list." "It's all about them. Focus on them."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt and Garrett take the opportunity today to shine a spotlight on a strategic gem shared by Kevin McCarthy, a prominent agent from the greater Austin, Texas area. Kevin’s ingenious use of QR codes on real estate signs allows potential buyers to effortlessly access detailed information about listings, and in this episode our hosts emphasize the significance of this approach, noting how simplicity and accessibility can create a profound impact in the real estate landscape. As Matt and Garrett navigate the nuances of the QR code strategy, they uncover a world of possibilities that go beyond the initial concept. From fostering genuine connections with clients to customizing experiences and removing roadblocks, they offer a comprehensive exploration of how easy access to information can revolutionize your real estate business. You owe it to yourself to tune into this relatively short, but immensely impactful, episode as they uncover the potential of QR codes and redefine what it means to provide accessible information in the realm of real estate. You also owe it to yourself to join the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The QR Code strategy Information accessibility Novelty as value add Relationship building Customized experiences Avoiding roadblocks The ripple effect   Quotes: "If you're making information that easy up front, they will look to you for more information. 100%." "Make it easy on people. Make it easy for everybody to see this thing." "The best thing about having information easy to access is all the neighbors are going to go scan that, and then they're going to see how you present a listing versus just seeing your sign." "Don't put a wall. Like you definitely don't want somebody hitting your QR code and then being like, oh, now I got to log in." "Make it easy on people. Make it easy for everybody to see this thing." "The QR code is a novelty thing. Making information easy for people to access is something that will set you apart from every realtor out there." "Novelty stands for anything special, unique, or different that makes you stand out from the rest." "The concept of making information accessible really resonates, as it simplifies the process and adds convenience for clients." "This simple QR code strategy extends beyond just property information. It opens the door to showcasing your expertise, sharing resources, and providing additional value that can lead to more opportunities."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

“Let’s Make It Really Simple” Matt and Garrett are hearing from a lot of agents who are either overthinking the Ninja Selling process, or trying to do everything they see other agents do, or both. Today, they have a very simple response to these agents: do the Ninja Nine and have auto-flow. Together, they emphasize the importance of taking advantage of the relative simplicity of these tools in ensuring that all bases are covered in the drive toward success. Our hosts explain that the Ninja Nine is a unified business plan, not a collection of unrelated tasks, and that, by focusing on its core habits, agents can unlock the flywheel effect, propelling their real estate business ever forward. They also go on to introduce the vital role of auto-flow, ensuring consistent communication with the database and showcasing expertise to create lasting connections. From genuine conversations to the unifying force of the Ninja community, Matt and Garrett showcase how these core principles can energize and inspire agents. Join our Ninja gurus here today, and learn how to embrace the true power of the Ninja Nine and auto-flow, and witness miraculous outcomes in your real estate business with consistency, gratitude, and meaningful relationships. Don’t forget to access even more valuable advice and insights by joining the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The Ninja Nine – A unified business plan Building meaningful relationships The role of auto-flow Creating a positive energy flow Leveraging the power of consistency Meaningful conversations vs. tally marks Overcoming distractions   Quotes: "You're making this so much more complicated than it needs to be. The Ninja Nine is a simple and powerful system that can transform your business." "Success in real estate comes from building meaningful relationships with your clients. The Ninja Nine and auto-flow provide the foundation for lasting connections." "The ones that are hitting it out of the park are not making it difficult. They're consistent with the Ninja Nine and auto-flow." "Once you get the momentum behind the Ninja Nine, it just starts to create its own energy, leading to miraculous results." “How many people do you think you have in your database right now that have a service or a value that they could be offering to you, but you don't even know that they offer it?” “You'll probably find you actually talk to more people when you're just focusing on meaningful relationships and connecting with people.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Going that Extra Mile on the Road to Success Welcome to an exciting new episode of the Ninja Selling podcast where Matt and Garrett delve into the remarkable power of going above and beyond in your real estate business. Inspired by the heartwarming story of agent Stephanie Ellis, who went the extra mile for her clients, our hosts emphasize the importance of being observant and embracing gratitude to seize those golden opportunities that come your way. By making genuine connections and spreading kindness, you can create a positive ripple effect that leads to long-lasting relationships and even off-market sales.  They go on to stress that these opportunities are abundant if you remain observant and open to seeing them, and that the key lies in following through on your impulse to help without worrying about the outcome. They also note that practicing small acts of kindness daily allows you to cultivate a mindset of gratitude and establish meaningful connections that resonate with people. These genuine acts can lead to invaluable word-of-mouth referrals and off-market sales, ultimately benefiting your business in the long run. Listen in here today and be prepared to embark on a journey of genuine connections and heartfelt success in your real estate endeavors. You can also make a massive amount of genuine connections in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Going above and beyond Acting in the moment Stephanie Ellis’ story of going above and beyond in her work The importance of being observant and in a state of gratitude Little acts of kindness and their positive ripple effect The story of Tyler Clifford’s kind gesture Genuinely caring for others and putting their needs first. Cultivating meaningful connections and creating long-lasting relationships with clients and the community. How genuine acts of kindness can lead to off-market sales and valuable word-of-mouth referrals, ultimately benefiting your business in the long run.   Quotes: “When you feel the urge to do something for someone else to make a great moment, listen to that.” "I think it's an amazing opportunity to take those little opportunities when they serve up around you.” "The minute you start to manufacture it, the intention's wrong. It changes the energy around it.” "If you truly are just doing something for someone, they remember, right?” "It's not hard. You just have to follow through. You have to listen to that opportunity and follow through with it.” "The key here is it's about connecting and caring and, you know, letting them know that they are appreciated, that they are valued, that they're seen, that they're heard."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt’s finished his daily oboe tuning just in time to join Garrett in exploring the current slower real estate market and how it provides a unique opportunity for agents to slow down and hone their skills. Their focus today lies in strengthening realtor-to-realtor relationships, ensuring smoother transactions, and reducing the chances of deals falling through due to miscommunications or fears. Together, they stress the importance of building robust connections with other agents and clients and emphasize effective communication throughout the transaction process,  Our hosts go on to share valuable insights into negotiation strategies, understanding the mindset of the other party, and the significance of aligning with both clients and agents on the same side of the table. They stress that, by building rapport with the other agent, agents can facilitate smoother negotiations and problem-solving, ultimately benefiting their clients. Matt and Garrett emphasize the importance of communication early on in the transaction, preventing misunderstandings and conflicts later. As the episode concludes, listeners are left with a powerful reminder that real estate success lies not just in speed but in effective communication, relationship-building, and skill sharpening. Many more secrets to success can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Slowing down and sharpening your skills in the current market Strengthening realtor relationships Handling challenges with well-designed systems Realtor communication and multiple offers:  Guiding clients through uncertainties The value of early communication Effective negotiation and deal preservation   Quotes: "With a slower market, you have the opportunity to slow down and really take time in each stage of the transaction, fine-tuning your skills." "Realtor-to-realtor relationships can make or break a deal. Building rapport allows for effective negotiations and smoother transactions." "Scarcity mindset can lead to dropping essential processes and skipping critical steps." "Effective communication can resolve unexpected issues and mitigate client fears during the transaction." "In a competitive market, realtor-to-realtor relationships can give you a winning edge in multiple offer situations." "You’ve got to have that mentality as you're helping these people and working with them and realize this is not the road they travel very often, and you know how to navigate through this stuff. They do not."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt’s on his fourth go with the 75 Hard, is keeping the old oboe tuned, and is ready to join Garrett in tackling the topic of real estate pricing and its potential impact on the challenges faced by realtors and sellers in a market where properties might not be getting the attention they deserve. Together, they delve into the misconception of ‘waiting it out’, promote the art of having candid conversations about pricing, and recommend adopting an abundance mindset to overcome the fear of reducing prices strategically.  With a keen focus on understanding the buyer's perspective, our hosts emphasize the value of honing your pricing and communication skills to achieve exceptional results for your clients. They go on to stress the importance of being proactive and provide guidance on how to attract the right buyers and ensure thriving transactions. Matt’s feeling great, and you will be too, as you soak up the insights and advice shared by our dynamic hosts here today regarding the secrets of strategic pricing that might just revolutionize your real estate success. Many more secrets to success can be found in the community of approximately 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The 75 Hard Challenge and keeping your ‘instrument’ tuned The current real estate market's hesitance in adjusting prices Price adjustments as opportunities to attract the right buyers. Misconceptions about reducing prices. The power of strategic pricing The importance of open and honest communication between realtors and sellers. Pricing for success How to avoid the "wait it out" mentality and make informed pricing decisions with Focus First   Quote: "There are periods of patience if you're looking at the market, but if you have a property that's no showings, no nothing, we have a price problem.” "I can tell you right now, by the end of the day, I will find a buyer for any property out there if you just give me the price to work with." "A lot of times, people just want to wait this out. But sometimes, waiting it out is the worst strategy." "If you have a property that you've got under contract, and it's not moving and it's not getting shown, that is a price problem, 100% of the time." "Understand that these conversations that you have with sellers may not result in a price adjustment and a sale. It could result in something else, which still is a win." "If you hear yourself saying, 'I lost something because somebody decided not to sell, they decided to rent instead,' I'm just going to point out you're playing a short-term game."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Welcome back to the Ninja Selling Podcast! In this episode, Matt and Garrett dive into an essential topic for real estate professionals: the difference between being a trusted advisor and merely an order taker. They discuss the importance of embracing an abundance mindset to provide the best service to clients, especially in the current real estate market, which offers incredible opportunities for growth and success. Noting that many agents are afraid to have challenging conversations with clients for fear that they might lose the deal, our hosts highlight the need to realize that being a trusted advisor, sharing expertise, and guiding clients through the process will lead to better outcomes for everyone involved. Join Matt and Garrett here today and learn how to become a valued professional in the eyes of your clients by adopting an abundance mindset that fosters consistency, clarity, and strong relationships. There is so much more you can learn in the community of nearly 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Embracing an abundance mindset and focusing on being a trusted advisor Not letting the scarcity mindset dictate your decisions in the real estate business Sharing your years of experience and knowledge with clients to provide better service Being consistent in your approach, focusing on your proven process for success Helping clients make informed decisions by providing all the necessary information Recognizing the unique opportunities in the current referral-based relationship market Avoiding becoming an order taker and prioritizing being a trusted advisor to build lasting relationships   Quotes: "We are coming into one of the best referral-based relationship marketplaces I have ever seen." "Your goal is to stay in the abundance mindset, which sometimes takes some work, it takes some self-talk, takes some affirmations, it takes a lot of gratitudes, takes a lot of stuff." "Scarcity really traps you, and it is evil." "The abundant mindset breeds consistency, and it breeds continuity in service." "Imagine if someone came to you and said, 'Hey, Garrett, can you help me sell my home? I heard you have a wonderful process to make sure that we do it the right way.'"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

It’s been a while, so Garrett and Matt have decided it’s time once again to remind everyone about the vital importance of remaining in Flow with people and highlighting the boundless opportunities it offers for real estate agents to become trusted advisors. In today’s episode, they proceed to address the common dilemma that agents face when unsure about reaching out to clients and then provide valuable insights to conquer this challenge with confidence.  Focusing on the domain of homeowners insurance, they shed light on the staggering rate hikes homeowners are confronting and draw from their personal experiences to underscore the significance of proactively assisting clients and helping them navigate such intricate issues. They go on to explore the themes of trust, meaningful conversations, and steadfast support for homeowners, noting that by showcasing empathy and offering an attentive ear, agents can forge deeper connections with their clients and foster enduring relationships. Join our Ninja experts today to rediscover the power of being well-informed, staying ahead of industry trends, and positioning yourself as the go-to expert who not only facilitates real estate transactions but also serves as a beacon of support through the complexities of homeownership.  There is so much more to discover and rediscover in the community of nearly 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Homeowners facing skyrocketing insurance rates Flow and the opportunities it presents Staying informed and adapting to changing circumstances The role of agents as trusted advisors Proactive conversations about insurance and reassessments during property reviews Prioritizing building strong relationships, offering expertise beyond transactions, and becoming reliable resources for all real estate matters Seizing opportunities for conversations Staying updated on industry trends, regulations, and local developments Overcoming limiting beliefs and adopting a proactive mindset   Quotes: "We need to embrace this because these opportunities are just dished up to us all the time, having to do with people's experience of being a homeowner." "Most people just want clarity and understanding on what do these changes really mean for me as a homeowner.” "You're here to be their trusted advisor and the one that is the deep smarts when it comes to anything that has to do with real estate." "There's an abundance of reasons to call and inform and talk to my people all the time, all around me." "The reason why we're bringing this up today is that more forward conversation leads to learning more about your people, which could potentially lead to real estate."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Today, Matt and Garrett shed light on the potentially solitary nature of the real estate business and the untapped potential that lies within the collective wisdom of peers. Drawing upon analogies from the world of car racing, they emphasize the critical nature of analyzing and absorbing insights from teammates and fellow realtors who possess unique strategies and tools. In essence, today’s episode reveals the remarkable benefits to be found in embracing a culture of shared knowledge. Together, Garrett and Matt peel back the layers of success to reveal the profound importance of learning from others, offering insights on the value of analyzing and learning from teammates and realtors with diverse strategies and tools. They encourage listeners to engage in masterminds, ask thought-provoking questions during office meetings, and surround yourself with like-minded individuals committed to growth. Listen in today and learn to embrace the vibrant tapestry of the real estate community and embark on a journey where every encounter becomes an opportunity for personal and professional advancement. You can find such a culture of shared knowledge in the community of nearly 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Engaging in masterminds, office meetings, and brainstorming sessions to exchange ideas and learn from peers Analyzing and adopting successful strategies from teammates Embracing the diverse knowledge present in the real estate community Asking insightful questions to foster a culture of learning Embracing self-analysis and evaluating business practices Surrounding oneself with like-minded individuals Implementing learned strategies and techniques Valuing working business lunches with skilled individuals   Quotes: "You have to look to others around you and to experts and go, ‘How do you do that? How do you make that work?’" "You can make your office meeting work for you if you show up with the intention to learn from others." "Even when you are the smartest person in the room, there's still stuff to learn from the people around you." "Surround yourself with people who are talking about the things they want to build upon, how they can grow in a market like this, and the people who are willing to do the work." "There's great people all around you, and they are the ones that are out there every day, and they can sometimes see situations where things could go faster, things could be improved." "Embrace a culture of shared knowledge, participate in masterminds, and ask insightful questions during office meetings to enhance your own business practices.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt and Garrett have survived their July 4 festivities, such as they were, and are back to examine the challenges that agents face in today's dynamic landscape as well as the need for adaptability in addressing them. Employing a puzzle metaphor, they emphasize the significance of maintaining a positive mindset, effective communication, and a clear vision of the end goal to put all the pieces of a successful transaction together. Delving into the search for the perfect property, they unveil the importance of staying attuned to clients' evolving needs, and how customer service calls become the cornerstone of understanding clients' emotions and preferences, leading to tailored solutions and ignited enthusiasm. As you listen, you'll discover the secrets to unlocking success in the ever-changing market: embracing adaptability, fostering collaboration, and embracing a systematic approach. Don't miss out on this opportunity to unravel the mysteries of the market, piece together the transaction puzzle, and write your success story of real estate success. Even more market mysteries can be unraveled by joining the community of over 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Changing dynamics Mindset and preparedness Clear vision Understanding clients' needs Importance of a detailed process Collaboration and communication Incremental progress Flexibility and adaptation   Quotes: "The puzzles of the past are just not there right now. That's okay." "Every element of this puzzle is a little bit different as you start putting these pieces together." "The success ratio of getting this puzzle put together drops dramatically when there's no picture." "The Sweet 16 Listing Presentation and the 10-Step Buyer Process are specifically designed to get people into the place where we have one box top, one puzzle we're working on." "Just stop and ask more questions... usually, if that stuff is coming up, you missed something." "These are the things that come out in those customer service calls - to understand, “Okay, the puzzle's changed a little bit. The end picture might still be very similar, but maybe it's the shape of the pieces that have changed, and we need to understand.’" "We need to get our pictures together and clear up front.” "Take that mindset of 'I love puzzles' and put that into your real estate."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt and Garrett are testing out a new video system today which promises to be an exciting development for the future, but it is the ‘now’ that they want to address today. Specifically, they want to look at the fact that as people realize the year is about half over, they’re also realizing that some first quarter goals they had set may not be met this year. Our hosts are here to help today by highlighting the importance of focusing on the pace of achieving success rather than getting lost in catching up on these goals. Together, they explore the pitfalls of solely focusing on catching up and advocate for a more sustainable approach—maintaining a consistent pace throughout the year - and emphasize the need for a realistic goal pace in the real estate industry, where there is no finish line. With insightful discussions on mindset, skill set, and actions, listeners will gain practical strategies for maintaining this consistent pace and achieving long-term success. This is an episode that is packed with valuable advice and actionable strategies to optimize your performance and crush the second half of the year with renewed focus and determination - yet another episode that you simply cannot afford to miss. More advice and strategies can be found in the community of over 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The power of setting a goal pace and understanding its impact Reevaluating and resetting goals for ongoing success Maintaining a consistent pace through racing analogies Avoiding burnout by focusing on sustainable progress Embracing the absence of a finish line in real estate Shifting focus from catching up to staying on pace Leveraging mindset, skill set, and actions for success Inspiring a renewed focus to crush the second half of the year   Quotes: "Instead of focusing on ‘How do I play catch up? How do I recover?’ What if you focused on the pace?" "In real estate, there's no finish line." "Don't worry about 30 deals in six months. How about we focus on getting to our goal pace, which is three deals a month?" "Success is not about overnight wins; it's about consistent work over time." "Mindset, skill set, and actions are the three pillars of sustained success." "Stop lying to yourself about your actions; be honest and evaluate your efforts." "The right mindset, honed skills, and consistent actions lead to real estate success." "There's plenty of time left, and it's up to you on how you want to execute."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Today, Matt and Garrett turn their spotlight on the power of paying attention to the smallest details in order to ensure the highest level of quality in business, and life, for that matter.  To begin with, they share an invaluable pro tip for this digital age which involves the art of picking up the phone, noting how this simple act of connection can revolutionize your business, fostering deeper relationships and unlocking new opportunities.  They then go on to examine everything from impeccable presentations to niche specialization, highlighting the fact that every facet of quality contributes to a remarkable customer experience that sets you apart from the competition. Our hosts also emphasize that redefining quality and ensuring exceptional experiences become the hallmark of your business will undoubtedly  generate referrals, nurture customer loyalty, and create an unrivaled reputation for yourself and the service you provide. Make no mistake, the time has come to elevate your business and leave a lasting impression - the era of extraordinary quality awaits. More great advice can be found in the community of over 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Personal interaction in a digital world Clean and professional presentation Niche specialization The power of unexpected elements Sustained quality Creating memorable moments Breeding customer loyalty Extending the quality of service between transactions   Quotes: "If you want to be a true Ninja, when somebody posts in the group looking for an agent, instead of just typing, 'I'm an agent there, I can help you,' pick up the phone and call." "The quality is in the details... What are those little things that we need to do to create that experience for the customer that changes the way they talk about you?" "It's the unexpected little things that you push a little bit farther... Those pieces that set you apart from other people, other companies, other organizations." "Maintaining quality is crucial in industries with long sales cycles... Consistency and attention to detail are key for generating referrals and sustaining success." "By focusing on quality and exceeding expectations, you can establish a reputation that sets you apart and generates long-term customer loyalty." "They're your client. Take care of them every single day, every month." "It's not just about having the touch points; it's the very little details." "You want every customer that comes through to have that same experience." "Quality is going to change your business for the long haul, which is a good thing."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt and Garrett go far beyond sharing real estate strategies here today as they embark on an exploration of personal development which proves to be one of the most powerful strategies for success for absolutely everything in our lives. Emphasizing the significance of tending to our mindset, health, and overall well-being through daily practices like gratitude and affirmations, they note that investing time and energy into personal growth and understanding our internal landscape, can prove to be the key to that success. Throughout the episode, they draw parallels between maintaining a healthy body and a healthy business, highlighting the need for consistent self-care and paying attention to internal challenges. Mindset definitely takes center stage as the foundation for success, and the hosts encourage us all to examine our internal "motor" and identify areas that require attention or rebuilding. Tune in today and discover the secrets to unlocking your true potential through self-awareness, mindset cultivation, and an unwavering commitment to personal development. So many other strategies can be found in the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Daily practices Addressing internal challenges Aligning mindset and actions Maintenance and evaluation Parallels between personal and business development Sustainable success Overcoming limiting beliefs Seeking knowledge and guidance   Quotes: "Mindset is always first." "You want to have a high-performance machine operating there. And if it's dirty on the inside like your motor, it's going to have some problems." "If you're not paying attention to the long-term work that you can do for yourself, the long-term business isn't going to be there." "Sometimes when we get into this challenging mindset space, we don't even recognize some of the stuff that we're doing or not doing." "Motors need maintenance. There's a reason that people have business retreats and walk away to do their business plans every year. You have to look at it like rebuilding the motor." "Internal self-talk is one of those things that a lot of people don't realize how much damage it does when it's negative." "Do I need to tune up my nutrition? Do I need to tune up my movement and my fitness? Do I need to tune up how I'm thinking and talking to people throughout the day?" "Sometimes we just look at the surface stuff of like, ‘I’ve got marketing, I've got my real estate reviews, I'm making my phone calls.’ That's all surface stuff. Get down under the surface and figure out what's going on."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt and Garrett delve into the heart of successful buyer and seller transactions today as they unveil the secrets to unlocking client commitment and decision-making. Together, they guide listeners through the labyrinth of uncertainty, offering invaluable insights and strategies for navigating the perplexing world of "fence sitters" and hesitant clients.  With their guidance, you'll gain a profound understanding of the essential ingredients that shape a successful transaction, transcending surface-level questions to delve deep into the who, what, where, when, why, and how of your clients' desires. From deciphering the main decision-makers to understanding the intricate web of individuals who will be impacted by the property, our hosts highlight the power of effective communication and the art of uncovering motivations, preferences, and desired outcomes. Join our Ninja gurus today and become empowered to tailor your approach, provide exceptional service, and find your clients what it is that they truly want. Even further empowerment can be found in the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Uncovering key ingredients for successful transactions by understanding the "who, what, where, when, why, and how" of clients' situations. Effective communication, building strong relationships, and providing tailored service to meet clients' specific needs and goals. Recognizing the significance of timing and aligning it with clients' desired timelines. The importance of clarity in real estate transactions Customer service calls and detailed conversations Understanding the seller's perspective and clarifying their objectives Ensuring consistent communication and checking for any missing ingredients. Setting clear expectations based on individual circumstances and decisions Quotes: "By delving into the essential ingredients of a successful real estate transaction, agents can better understand their clients' needs and tailor their approach to provide exceptional service and achieve desired results." "Clarity is the key to success." "Your job is to help them find clarity so they can move forward and move on with their life." "Help them find clarity through these ingredients, which will then help them make the decision that is best for them." "This is where big referral businesses are built – when you really do what's best for them and detach from the outcome." "Clarity is an element of huge referral businesses." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Fac ebook Group Ninja Coaching Book Study

It’s time to give your kids some credit, and Matt and Garrett are just the ones to show you how. In today’s episode, they dive deep into the world of wealth-building, and unveil the secrets to securing your kids’ financial future through the power of credit. Together, our always helpful hosts introduce listeners to the strategy of adding your children as authorized users on your credit card as one small step in paving the way to a lifetime of financial prosperity. Through personal anecdotes and expert insights, they illuminate the way to establish a solid credit history and nurture responsible financial habits. Stressing research, responsible credit management, and seeking professional advice, Matt and Garrett equip you with the tools needed to make informed decisions that will shape your children's financial well-being. Get ready to embark on this enriching adventure filled with valuable information that will forever change the trajectory of your family's financial future. More great insights and advice can be found in the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Building credit for children's financial future Adding children as authorized users Balancing responsibility and caution Real estate as a wealth-building strategy Practical insights and tips Creative approaches to credit establishment Car loans as a stepping stone Thinking ahead and maximizing opportunities   Quotes: "The sooner you can get involved with real estate and growing through real estate, it can dramatically change the direction of your wealth building patterns." "This is an opportunity we have as parents to help our kids have the best chances ever." "By adding them as authorized users, they can inherit our credit history and start building their credit at a young age." "Imagine your child buying their first house and even generating cash flow by renting it out. Credit score opens up these possibilities." "Credit is an interesting tool that, when used responsibly, can provide opportunities and financial advantages for our kids." "The opportunity is there for you to say, ‘Okay, if I have young kids, what are ways that I can set them up so that they have the most opportunities?’" "It's important to be proactive, do your research, and seek professional advice to make informed decisions about credit building." "We hope this episode helps you think about managing your personal finances better and setting your children up for financial success."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Welcome to the Redundancy Department of Redundancy Matt and Garrett have established their very own Redundancy Department of Redundancy for today’s episode as they - you guessed it - dig deep into the concept of redundancy and unveil its hidden power within the business world. Together, they shatter the misconception that redundancy is a burden, exposing its true potential to ignite exceptional results. Along the way, they navigate the intricacies of systems and processes, emphasizing the crucial role of double-checking and ensuring tasks are executed with precision and excellence.  Our hosts go on to challenge the notion that a CRM system alone is sufficient, unearthing the transformative magic that lies in personally focusing on people and compounding attention. They also delve into the details of buyer processes, illuminating the strength of repetition and the importance of asking the right questions multiple times to ensure unwavering clarity and consistent outcomes. Join Matt and Garrett today as they uncover the power of redundancy in cultivating genuine relationships, fostering fierce client loyalty, and eliminating the clutter that hinders success. As you will hear, it's time to abandon the notion that redundancy is superfluous and, instead, embrace it as a crucial ingredient for unparalleled success.  More profound revelations can be found in the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The transformative benefits of redundancy in systems and processes Compounding attention and fostering genuine relationships for exceptional results The central role of a robust database in building a thriving business Unleashing the power of redundancy in buyer processes for clarity and success Repeating goals and ensuring unwavering clarity in customer service calls Exploring Ninja Selling and joining its vibrant podcast community The misconception that redundancy is unnecessary Redundancy’s role in achieving clarity and repeatable results Embracing redundancy as a catalyst for building genuine relationships and thriving in business   Quotes:   "You are more powerful than you think you are." "The more complicated anything is, the more checks and balances and redundant procedures start to come into play." "Redundancy is there to keep your business safe and help you thrive." "Redundancy brings clarity, eliminates clutter, and leads to predictable results." - Garrett "Don't shy away from redundancy; it's invaluable for success." "Redundancy helps us know exactly where we need to be next and where we don't." "Consistency and redundancy are the keys to building thriving businesses."   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Get ready to join Matt and Garrett, as they dive headfirst into an enthralling exploration of the Hot and Warm Lists—a topic that can often seem shrouded in misunderstanding. Today, our dynamic duo clarifies any outstanding mystery regarding these Lists, shedding light on both their profound significance and the potential they hold for your real estate business. Together, they offer valuable insights, captivating anecdotes, and a fresh perspective that can impact the way you view and utilize the Hot and Warm List.  Throughout the episode, they weave together compelling stories and share invaluable wisdom, illuminating the Lists’ pivotal role in the realm of real estate. The power of setting communication expectations and staying attuned to the ever-changing landscape of your clients' lives is discussed as our hosts champion an approach centered around building authentic relationships and delivering immeasurable value, rather than focusing solely on sales. As Matt and Garrett clearly note here today, a thorough understanding of these lists will help you evolve from a transactional mindset to one grounded in genuine empathy and a relentless commitment to help others which will undoubtedly pave the way toward greater long-term success.  More excellent insights and information can be found in the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The importance of daily engagement with Hot and Warm Lists Effective methods for tracking and managing Lists Clear classification for separating Hot and Warm List contacts Paying careful attention to individuals experiencing life changes in the Warm List Some risks of neglecting the Warm List Direct communication facilitated by the Hot List Moving contacts from Warm to Hot List based on readiness for transactions The role of Hot and Warm Lists in managing communication and identifying opportunities   Quotes: "We need to break this mentalty of the transactional side of the Hot and the Warm List. The transactions are a byproduct of you taking care of these people that need help." "The Hot List is for people who have given you permission to embark on a real estate process with them. The Warm List is for those who haven't yet given you that permission." "We want to be moving people on this business tracker from the Warm List to the Hot List as they have a life change and decide to raise their hand and say, 'Hey, can we talk about real estate?'" "Your focus on life change, that's your Warm List.” "Every week, make sure that that Hot and Warm List is set up in the right way and look at it every single day."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Welcome back, folks, to another exciting episode of the Ninja Selling podcast, where, today, Matt and Garrett dive into the fascinating world of real estate statistics as they address the burning question on everyone's mind: "What's going on in the market?" With the release of the first quarter FHFA stats, our hosts take this opportunity to provide insights into the current market landscape and to also shed light on the significance of understanding trends rather than focusing solely on the present. From mortgage rates and inventory levels to unseen demand and regional dynamics, they leave no stone unturned in their quest for knowledge. They also stress that it's time to arm yourself with the power of education and become the trusted expert who can confidently guide your clients through the market's twists and turns. After all, as you will hear today, it's not just about the numbers—it's about understanding the deeper story and empowering your clients with accurate information. So tune in, stay informed, and become the expert your clients need in these ever-changing market conditions. More excellent insights and information can be found in the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: FHFA stats and understanding the story behind market trends Factors at play Micro-market insights Long-term perspective Empowering your clients with accurate information Investing opportunities Embracing the Ninja Selling Facebook Community   Quotes: "These are cycles and trends that we watch all these cities and states go through. And sometimes you're on the top, sometimes you're on the bottom, but in the big picture, we are all headed in the general direction, same direction." "Don't just assume that the state statistics represent what's happening everywhere else. Dig deeper into specific areas and understand their unique dynamics." "Market adjustments take time, just like a cruise ship changing its course. Understanding trends helps us anticipate the direction in which the market will turn." "These numbers have a story behind them, and it's your role as an expert to educate your clients and help them make smart decisions." "Don't run away from real estate reviews. Embrace them and provide clarity and guidance to your clients, regardless of market fluctuations." "By analyzing long-term trends and providing a comprehensive view of the market, you become the trusted expert who can guide clients through any market condition."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

The Power of Handwritten Notes in a Digital World Matt and Garrett are back today to bring you another exciting episode filled with valuable insights and actionable tips as they dive into the power of handwritten notes and how they can make a massive impact in your relationships. We all know the feeling of receiving a heartfelt note that really hits home, and today our hosts discuss how to write notes that create that same level of connection for others.  Throughout the episode, Matt and Garrett discuss the evolution of handwritten notes, why they still hold a special place even in our digital world, and the importance of making others feel good through personalized and thoughtful messages, rather than focusing on self-promotion. They also share personal stories and examples that highlight the power of genuine notes and address the notion of scalability and how taking the time to write notes that don't scale can lead to long-lasting connections and opportunities. So grab your notepads, start spreading some handwritten love, and remember to share your incredible results in the Ninja Selling podcast community.  And that community consists of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Handwritten notes as a personal and powerful way to make someone feel special Writing notes that have an impact requires genuine intention and energy Writing notes to people beyond your direct contacts How they can elevate relationships and connections to a higher level Taking the time to acknowledge and appreciate the people who have made a positive impact in your life Focusing the notes on making the recipient feel good, not on self-promotion Writing two notes a day as one of the success habits in the Ninja Selling system    Quotes: "A note is an incredible tool to build a high-quality relationship that's going to produce for you, and maybe not in business, but it's going to come back around in a different way for you in a very good way." "These really great relationships are the ones where you apply a little bit more effort, a little bit more of your heart and your genuine side… and these relationships just blossom on the other end." "If you want to take the time and write them a note and tell them how great of a person they are and why, you're going to make their day." "If you're focusing on things that can “scale”, it's going to be quick, it's going to be fast... But make sure you have that time schedule to do things that don't scale." "The results are not 'I got a piece of business.' The results are the person called me saying, “I needed to hear that, and thank you for being who you are.’"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Welcome to another exciting episode of the Ninja Selling Podcast where, today, our hosts, Matt and Garrett, dive into a fascinating topic that combines the allure of seeking the easy way out with the impact of artificial intelligence (AI) in various aspects of our lives. Along the way, they explore the balance between leveraging AI for efficiency and productivity while also recognizing the value of expertise, experience, and the importance of putting in the work.  In addressing these compelling themes, Matt and Garrett discuss the allure of finding shortcuts and easy fixes, especially in a world where AI technology is rapidly advancing. They caution listeners about the potential pitfalls of relying solely on AI and the importance of maintaining a balance with your own expertise, knowledge, and strong work ethic. They also highlight the value of putting in the effort, being a lifelong learner, and honing your skills to provide exceptional service to your clients. Join Matt and Garrett here today in their examination of the attraction to seeking the easy way out and the impact of AI technology as they encourage you to reflect on your approach to achieving success in both your professional and personal endeavors. More great advice can be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Introducing the topic of seeking the easy way out and the influence of AI technology Their personal anecdotes and experiences illustrating the consequences of relying solely on AI The importance of expertise, deep knowledge, and being the go-to professional in your field The significance of execution, effort, and continuous learning The value of being an expert in complex areas, such as real estate, where AI cannot replace human judgment and experience The future of AI and the need to strike a balance between leveraging technology and maintaining professional excellence Quotes: "If it was easy, it would just be the way." "Execution is way more valuable than the ideas." "This business, real estate in particular, is not an easy business. We have a great user-friendly system called Ninja Selling, but in no way does that mean that it's easy." "Your people deserve for you to not take the easy way out." "Don't work yourself out of a job." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

It’s no secret that realtors wear a number of different hats throughout their day, and can often feel pulled in so many different directions as they try to balance the myriad of roles they play in both their personal and professional lives. Employing analogies such as channels on a television or cars in a garage, Matt and Garrett are here today to help you figure out some ways to use your time effectively and transition between these different roles, beginning by looking at the critical concepts of schedule and routine. They explore the art of task switching and unveil the pivotal role of strategic scheduling and batching activities, noting that, by acknowledging the multitude of "cars" in your garage and consciously selecting the perfect vehicle for each moment, you'll unlock unprecedented levels of productivity and bid farewell to wasted time. Our hosts go on to emphasize the profound impact of taking control of your calendar, and share some practical advice on batching similar activities and minimizing transitions in order to help you navigate the various ‘vehicles’ in your life. Tune in to our Ninja gurus today to learn some strategies for managing your time more effectively so you can integrate your work and personal life as seamlessly as possible. Even more such strategies can be yours by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The impact of task switching and wasted time during role transitions Taking control of your calendar and consciously choosing the right tasks for each role Batching activities Practical strategies for optimizing time management and productivity Recognizing and embracing the different roles we play in business and personal life Balancing work and personal life through intentional scheduling and role management Being fully present and engaged in each role Quotes: "Your schedule is where you're going to decide what car you're going to be in during certain times of the day." "If you're wasting a lot of transition time, if we can fix that, you may not need to scale into a big team." "By acknowledging the multiple 'cars' in the garage and consciously choosing which one to drive at a specific time, listeners can optimize their productivity and reduce wasted time." "Being fully present and engaged in each role allows you to deliver the best version of yourself to others." "Aligning your schedule with your personal and professional goals is key to effective time management and work-life balance." "Evaluate whether the vehicles you're driving align with your passions and make adjustments to find fulfillment." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Agents often find themselves at a crossroads, torn between the decision to expand their business by hiring more personnel or to preserve the current status quo. In today’s episode, Matt and Garrett unravel this enigma, shedding light on the intrinsic link between personal aspirations and business growth strategies. Together, they unveil the secrets to making informed decisions with unwavering clarity and unparalleled energy, challenging you to define your own path tailored to your unique goals and desires, all while cautioning against blindly following the crowd. Throughout this insightful conversation, our hosts review the various levels of growth that exist within the real estate industry, and delineate the dichotomy between thriving as a high-earning solo agent and the allure of cultivating a fully-fledged enterprise. They also share their combined wisdom as they guide you through the intricacies of delegating tasks, entrusting others to maintain quality, and navigating the delicate dance between profitability and the art of living. To scale or not to scale is the question of the day, and you may just find your answer here in today’s instructive discussion. Even more answers can be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Exploring the scaling dilemma and aligning personal goals with business growth strategies Avoiding herd mentality and making decisions based on external pressures Seeking guidance for self-reflection from coaches or managers The different levels of growth in the real estate industry Challenges and trade-offs in scaling Considering financial implications and sustainability when scaling Emphasizing personal alignment and clarity in scaling decisions The value of trusting employees, learning from mistakes, and effective communication Quotes: "You’ve got to have a clear picture up front of what this thing is that you're growing." "You control the process. You control the decisions." "Have you thought about the margins of what it takes to run that?" "When you find somebody who's better than you at it... those moments are like gifts from the heavens." "Most people want to do a good job... if you teach them and give them some direction, most people will rise to the occasion." "Write everything down. What are you good at? What do you enjoy doing?" Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt and Garrett are back here today to build off their previous episode about properties that just won’t sell and dive into a related topic that many real estate agents encounter: sellers who have specific financial expectations for their property. Today, our hosts explore the challenges of managing sellers' demands and share strategies for providing market information and creating clarity. They also note that, by understanding sellers' motivations and effectively communicating the realities of the market, agents can navigate these situations with empathy and negotiation skills.  Throughout their conversation, our Ninja experts emphasize the importance of aligning expectations, staying true to the seller process, and helping sellers see the bigger picture beyond their financial goals. They go on to discuss various aspects of managing sellers' expectations and negotiating on their behalf, and highlight the need for preparedness, showing market information, and demonstrating empathy to help sellers make informed decisions. The significance of redirecting sellers' focus to their broader goals and the importance of being flexible in finding alternative solutions are also discussed. In essence, Matt and Garrett’s message here today comes down to this: if you approach negotiations with the intention of achieving the best possible outcome for sellers, you can foster successful transactions and help sellers move on to the next chapter of their lives. So many other powerful ideas can be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Managing sellers' expectations and financial goals Providing market information and creating clarity Navigating negotiations with empathy and negotiation skills Aligning expectations and staying true to the seller process Helping sellers see the bigger picture beyond financial goals Showing market information and demonstrating preparedness Redirecting sellers' focus to broader goals and finding alternative solutions The role of empathy in building rapport and understanding sellers' dreams and visions   Quotes: "We need to become clear. Avoid using the word ‘realistic’ because the seller will say, ‘Realistically, I need this money to move on.’” "I think it's really important to acknowledge that these people, just like us, have dreams. They have dreams of a future that they want to create." "Empathy selling is better than telling.” "We need to be a little bit flexible on this piece here. And I'm going to help see if we can figure out in other ways."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Matt is rebounding from a weeklong illness today and is ready to join Garrett in tackling a common conundrum that plagues both real estate agents and homeowners—the perplexing case of a property that defies the traditional selling process. Together, they shine their Ninja-lensed spotlight on this intricate puzzle, sharing profound insights into why seemingly exceptional properties often linger on the market.  In the process, our hosts emphasize the cruciality of scrutinizing specific market segments, exercising patience, and exploring factors that extend beyond the surface-level allure of a pristine property. They also underline the need for a comprehensive examination, unveiling hidden issues that might inadvertently deter potential buyers. Tune in today as the eternal enigma of unsellable homes is unraveled, and new possibilities unfold right before your very ears.. So many other real estate conundrums that you may be experiencing can be resolved by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Exploring the struggle of exceptional properties to attract buyers The analogy of a beautifully crafted yet impractical knife The dangers of falling into collective beliefs about stagnant markets and unsellable properties Examining the pandemic's impact on real estate skills Realizing that the lack of a motivated seller, not the property itself, may be the root problem Advocating for deeper understanding of clients' motivations Highlighting the significance of functionality, curb appeal, and tailored marketing while avoiding overreliance on mechanical listings   Quotes: "Instead of saying, 'I have a listing,' we should be saying, 'I have a really good seller on my hands.' It's about understanding their motivations and aligning them with the right strategies.” "During the pandemic, we got lazy on certain skills. It's time to refocus and delve into comprehensive analysis to truly understand the property's potential." "Don't fall into the trap of collective beliefs. Every property deserves a fresh perspective and thorough examination." "Too many times we just look at a house at face value, but if you can sit in it for a little while, you can find the value in there." "The people you should be listening to the most are the buyers that are coming in your door. The buyers will tell you everything you need to know if you choose to listen and ask more questions." "If a home is priced correctly right now, I am not seeing them sit on the market. I am not seeing inventory stack up right now." "Don't rely on what everybody else says. They're not buying the house."    Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Bathed in the warm glow of the California sun, Garrett's infectious excitement sets the stage for an exhilarating discussion here today extolling the immense value of time and its profound connection to return on investment (ROI). Diving into the concept of investing time wisely, our hosts challenge the traditional focus on monetary calculations and urge listeners to reevaluate the true worth of time. Together, they emphasize the profound impact of time on the perception of returns, and unravel the dynamic nature of time, highlighting its evolving significance in progressing your business and gaining wisdom along the way. Drawing from their own experiences and industry insights, they illuminate the secrets of effective time management and intentional decision-making that aligns with long-term goals. As always, prepare yourself to be inspired as our Ninja gurus share practical examples and captivating anecdotes, illustrating the extraordinary power of mastering time. So much more growth and success can definitely be yours by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Debunking the time myth Visionary focus Leveraging relationships Balancing joy and productivity. Evaluating time investments Return on time Relationship-based business Respecting and prioritizing time   Quotes: "Your time is more valuable than the money that you make off of those investments." "As you get older, time becomes more valuable. But you need to understand why first upfront." "Focus on what gives you your time back. You will ultimately earn more money by focusing on return on time." "The longer you do it, the more quality you put into it, the more quality your relationships grow into. Your time becomes more valuable." "Masters of time create incredible things for themselves and for the people around them." "The individuals who achieve remarkable results are those who know precisely which activities generate significant outcomes within the limited time they invest." "There is no direct correlation between the amount of income you earn and the amount of time you invest." "Building a business around relationships makes work feel effortless. You engage in activities you love with people you enjoy, and success naturally follows." "Are you investing time in activities that align with your passions and values? Striving for a balance between productivity and personal joy is crucial."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Step into another captivating episode of the Ninja Selling Podcast, where hosts Matt and Garrett delve into the transformative power of coachability. Beyond the realm of coaching relationships, they unveil the profound impact of being receptive to growth in all facets of life and underscore the value of wholeheartedly showing up, embracing feedback, and assuming complete ownership of actions.  The conversation differentiates between coaching, seminars, and trainings, and offers an illuminating perspective on the unique benefits that a coaching relationship brings. Noting the snares of defensiveness and resistance that may arise, our Ninja experts stress that overcoming  them will allow you to unlock the gates to perpetual improvement and a life of boundless achievement. You absolutely owe it to yourself to step into this episode today  and uncover the secrets of accelerated growth and resounding success that can be realized by adopting a coachable mindset.. So much more growth and success can definitely be yours by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The value of being coachable in various areas of life Differentiating coaching from seminars and trainings The power of being open to feedback and suggestions Taking extreme ownership of actions and results Exploring the "why" behind goals and the power of vulnerability Overcoming defensiveness and resistance for growth and improvement The importance of finding the right coach and aligning goals and values   Quotes: “When you let somebody into your world to really start to look at all aspects of your life... you need to give them some free rein to come in and probably ask some questions that are going to make you upset, make you look at some things in some ways that you've never looked at it before, and then be open to some ideas and guiding and suggestions." "Coaching is a two-way street. When you show up to coaching, not only are you there to receive information, but you also have to bring stuff to the table… because now you're working together." "You have to be willing to accept the sunk costs of your business.” "It's just this two-way street of working with somebody, and you need to be open to criticisms." "We need to figure out your ‘why’, why you're here, why you're doing this." "All of a sudden the motivation that comes up to build something, to grow something, to do something different, now turns into a raging fire." "Everyone can benefit from having some type of mix in their world of accountability, guidance, mentorship.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Welcome to the latest episode of the Ninja Selling Podcast where Matt and Garrett take a deeper dive into the concept of staying in flow and building lasting relationships as well as its role not only within the real estate industry, but in other industries as well. Drawing from their own experiences with flow, Matt and Garrett emphasize the importance of caring concern, trust, and confidence in achieving business success.  Through relatable examples, they underscore the value of authentic connections and the long-lasting impact of providing exceptional services and demonstrating genuine care. With their relatable anecdotes and actionable advice, our Ninja experts offer valuable takeaways that can help you forge authentic connections with your clients and create a lasting impact. Don't miss out on this opportunity to enhance your understanding of relationship-building and unlock new possibilities for even greater success. So much more enlightenment can definitely be yours by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The relevance of flow and relationships in the real estate industry Exploring the dynamics and challenges of the real estate business Comparing flow approaches in real estate and other industries Emphasizing the role of personal relationships, branding, and marketing in flow The power of the reticular activating system and its connection to flow Illustrating the impact of staying in flow through personal stories The lasting impact of services, trust, and caring concern in the real estate industry Leveraging authentic connections to find the right agent and build lasting relationships   Quotes: "The caring concern for people is one of the most important parts about Ninja." "In service industries, flow and relationships become even more crucial since there isn't a lasting product to talk about." "The connection with an agent who genuinely wants to take care of you is what drives the decision to hire someone in real estate." "We think our job is selling real estate, but it's really developing caring concern for somebody's needs." "There's a lasting product there. Every single time someone walks into that kitchen, you get a chance to talk about who did the cabinets, who did the granite work." "Focus on relationships could be a game changer for businesses relying on product-driven success." "You’ve got to understand who your customer is."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Welcome to another engaging episode of the Ninja Selling podcast, where, today, Matt and Garrett take center stage to dive into the topic of low interest rates and their perceived impact on the seller market. Together, they aim to dispel the many misconceptions out there, and, of course, provide practical strategies to thrive in the dynamic world of real estate.  They begin by challenging the prevalent notion that low interest rates singularly account for the shortage of sellers in the current market, and then go on to stress the significance of asking the right questions and gaining a deep understanding of sellers' motivations. By drawing upon relatable analogies, such as the process of purchasing a car, they also shed light on the complexities of decision-making when it comes to one's home. Today’s enlightening conversation helps reveal the genuine concerns and aspirations of sellers which will empower you to guide them effectively as a trusted advisor so you can both seize opportunities in any market.  So much more enlightenment can definitely be yours by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Debunking the low interest rate myth Uncovering true motivations Rental income as an investment opportunity From listing agents to trusted advisors Shifting mindsets The power of conversations Realities of interest rates Expanding opportunities   Quotes: "You're talking to people that aren't sellers. If they were truly, truly, truly sellers, they wouldn't be sitting there and saying, 'Oh, I would love to sell right now, but this interest rate is so darn good that I just can't leave it.'" "People will pay for two things: something that solves a problem or brings them joy in their life. If a new home will do that for them, people will be willing... I did it. I gave up my low interest rate to move into a home that provides us with a different lifestyle." "We make irrational decisions and go, 'I'm going to take on $1,000 a month car payment to have something that I enjoy, that makes me feel good.'" "Are we truly finding the people and asking the right questions to find the people that have to sell to be able to buy?" "Our goal is to help people make the best decisions possible for them with real estate." "You're telling the universe, 'I don't want listings because nobody is selling.'" "There's a lot of people out there that need help right now... there's a lot of people that bought in the last three years that did not buy the perfect house."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Melissa Foote, owner of Step-by-Step Tech, joins Matt and Garrett for today’s very special episode to discuss the importance of having a home inventory and organizing personal belongings. Melissa was inspired to create a home inventory platform after the devastating fires in her area, and today she shares her step-by-step process for creating a home inventory using smartphones. She emphasizes the value of having proof of ownership in case of disasters or burglaries and provides helpful tips on how to organize and store the inventory for easy access.  Our trio also highlights the emotional toll that disasters can take and how being prepared with a home inventory can provide peace of mind. Melissa's online class on creating a home inventory covers various modules including videos, step-by-step directions, and printable resources which real estate agents can incorporate into their services for clients and make it part of their annual real estate review. The importance of keeping track of the value of your home and the limitations of insurance policies in times of loss are also discussed. Ultimately, Melissa encourages listeners to be proactive about creating their own home inventory and even helping others with the same, providing an essential tool for protecting their belongings and financial wellbeing. Other great innovations can definitely be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Melissa’s inspiration for creating Step by Step home Inventory The importance of having a home inventory for everyone and her step-by-step process for creating one using smartphones Adding detail to the inventory using pictures and uploading everything to an album  Matt’s own story about the importance of having proof of what was lost in a fire Details regarding the class Melissa runs Updating the home inventory twice a year, and using a calendar reminder Talking to insurance agents about the home inventory and understanding how much coverage you have The 10% discount code for podcast listeners on Melissa's online home inventory class   Quotes: "Taking a couple of hours now can save you hundreds of hours of time and stress later." -  "Nobody is exempt, so everybody really does need this." "If you have really expensive or valuable items and you don't have proof of what they are, then you're at the whim of what your insurance company labels what they're valued at." "This is one of those weird products you hope you never really have to follow through with." "You at least have a little bit of peace of mind on this end, knowing you're prepared."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study Step-by-Step Tech  

Video Makes the Real Estate Star Matt and Garrett are extremely excited to delve into the world of video marketing in the real estate industry with Darin Dawson, co-founder and president of BombBomb, a company whose mission is to make it easy for users to build relationships through email, text, and social media. Their conversation centers around the core thought process behind BombBomb and Ninja Selling, emphasizing the importance of building relationships, and Darin shares the story of how BombBomb evolved from targeting nonprofits to becoming an industry focus in real estate.  Our trio also highlights the many benefits of using BombBomb, and goes on to explore the various situations in which video can be used effectively. They emphasize the importance of being personal and authentic in communication, and argue that automation and mass messaging are not effective in building long-term relationships. Join Darin, Matt, and Garrett here today to learn the power of video to convey emotions and build stronger relationships in your business, and how it can help you, too, reach real estate stardom. Other great lessons can definitely be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Darin Dawson, BombBomb, and what they offer clients Videos role in increasing engagement and enhancing the recipient experience Building relationships with leads and past clients through personalized video messages Video’s advantage over text for communication  How video saves agents time and effort Including a call to action in the video message Building deeper connections with clients How personalized video communication triggers reciprocity   Quotes: "Relationships matter a whole lot, and our businesses are built on relationships." "Video helps you build know, like, and trust." "Taking the time to produce a personal video makes a whole difference in the communication." "Real estate is a relationship-driven business. If you want to stay in business, you have to care about your clients and nurture your relationships with them." "The power of video is that it allows you to convey enthusiasm and build trust and relationships, which is difficult to achieve through text-based communication." "Automation and mass messaging are not effective in building long-term relationships. To succeed in the real estate industry, you need to focus on building deeper connections with your clients." "Personalized video communication triggers reciprocity and can help build strong relationships with clients. It's important to be personal and authentic in your communication to stand out in the digital age."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study BombBomb  

Developing Dynamic Databases Today’s episode is all about mover rates and the importance of regularly updating and growing databases as Matt and Garrett discuss the need to add new people to your database continually and not rely solely on your existing contacts. Given that about 15% of your database will disappear every year due to a variety of factors, our hosts stress the importance of being proactive in seeking out new connections regularly, building relationships with referrals, and focusing on life changes that can drive real estate change. Practical advice to print out databases and highlight gaps in contact information for people is also shared. Our Ninja experts go on to emphasize that growing your database is not just about finding transactions but building relationships with people that can lead to future transactions. They discuss the different levels of building a database, from helping people with real estate to simply talking to people and creating new relationships. Noting that AI can never replace these relationships, Matt and Garrett stress the fact that maintaining them is essential to being irreplaceable in the industry. Ultimately, the message here today is that focusing on your database will lead to its expansion and greater success, as the more people you socialize with, the more opportunities there will be to help people as a trusted professional in their lives. Other great opportunities can definitely be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The mover rate and growing your database Natural atrophy Maintaining a dynamic database Adding new people proactively to your network Letting go of the past and focusing on building relationships with referrals Focusing on life changes that can drive real estate change AI and personal relationships Being irreplaceable in the industry   Quotes: "If you're going to run a relationship business, you always need to be adding to your database. It's never 'I’ve got a group and I'm good'." "We always have to remember that our database is a snapshot of the world around us, and the world around us is constantly changing." "We have a lot of people who are staying put, and it's up to us to continually add new people to our database to keep it active and fresh." "It's not necessarily about numbers. It's about quality and keeping your database fresh and active." "Life change is always going to drive real estate change." "I am watching way more transactions lean to the relationship side." "Focusing on your database is the most overlooked Ninja Nine success habit." "AI will never replace your personal relationships, though - understand that.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Revving Up Your Systems Matt and Garrett take as deep a dive as possible given the time available into the spectrum that exists within systems and to offer some examples of what either end of these spectrums can look like. Delving into such areas as handwritten notes, voicemails, and real estate reviews, they emphasize the importance of understanding the different levels at which these systems can be utilized. They also note that, by focusing on the intention behind each system, individuals can build genuine connections with clients and move beyond treating them as business tactics. Matt and Garrett also explore the importance of self-care and mindset in achieving success in business, and discuss the power of affirmations as well as the impact of a positive mindset on achieving unexpected positive outcomes. The value of coaching and community in helping individuals identify and overcome obstacles and the importance of taking care of one's mental and physical health are also explored. Join our Ninja experts here today to learn how prioritizing self-care and personal growth allows you to approach your business with intention and authenticity, which will inevitably lead to long-term success. More insightful information and advice can definitely be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Systems and the spectrum within each one Effective communication techniques The importance of shifting intention to the other person in conversation The significant impact of personalized, in-person real estate reviews Lunch meetings and postcards as effective relationship-building tools Self-care, affirmations, and mindset as important factors in business success The value of coaching and community in overcoming obstacles and achieving success.   Quotes: “Every bit of this is energy you're sending out, and the higher impact the energy, the more likely the energy is going to come back” "If you're doing things for yourself at a higher level, you're naturally going to do things in your business at a higher level." "It's amazing when somebody comes in and says, ‘I'm going to help you see maybe a different way that you can do it.’" "If you pull somebody specifically off your warm list, somebody having a life change, I have seen upwards of, like, a 60% return." "It is important to shift the intention to the other person to make them feel good rather than just checking the box on the system."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Phone Calls, Texts, and Effective Communication Today, Matt and Garrett turn their Ninja spotlight on the benefits and drawbacks of phone calls and text messages for communication. Together, they emphasize that both are useful supplements to personal relationships rather than replacements, as well as the significance of visual aids and handwritten notes in enhancing text messages. The importance of effective communication through tonality and body language is also explored. Throughout the episode, our hosts highlight the importance of building personal relationships in business through this effective communication. They caution against overreliance on text messages, noting their limitations and potential for misunderstandings. In essence, our Ninja experts take the opportunity today to encourage everyone to use a variety of communication methods, including phone calls and text messages, to strengthen relationships and build success. More encouragement can definitely be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The importance of making connections The flow spectrum of communication  Utilizing different modes of communication The value of phone calls over texting as a substitute for personal conversations Building personal relationships  Providing care and attention to one's database Effective communication   Quotes: "I think the big picture we need to start with is making the interactions that we want to make with people on the level that we know is going to make Ninja really come to life." "However, if you are counting your text messages as FORD conversations, we are missing an incredible opportunity." "The people that I know that are killing it, Garrett, the people that are in our coaching program that are putting up high numbers, they're on the phone a lot." "Text messages, words alone on their own, lead to so much miscommunication." "Do not substitute the phone call with a text message. I don't think it's going to yield you the same results whatsoever."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Wake-Up Money with Larry Kendall It's time for another exciting episode of the Ninja Selling podcast, and today, Matt and Garrett are joined by the one and only Larry Kendall. Together they discuss all things "Wake-Up Money" and real estate investment. Together, they point out that, as real estate agents, it's crucial to understand this topic not just for personal wealth building but also to help your clients build wealth. Inlight of this fact, they cover the basics of real estate investment, including how to get started, the benefits of investing in real estate, and how it can help you achieve financial freedom. As the guru of Wake-Up Money, Larry has been teaching this concept for 40 years and helping people create wealth through real estate investment. He notes that real estate is one of the best vehicles for wealth creation, and he shares the 20% rule, where 20% of people who attend Wake Up Money seminars end up buying investment properties. Along with Matt and Garrett, he discusses how real estate investing can help you achieve financial freedom and why it's essential to understand it. They also delve into the importance of living below your means to create investment money, controlling spending, and keeping your baseline under control. Before he’s done, Larry also introduces and explains the investment pyramid model for listeners. Larry Kendall, The Ninja Selling King, is in the house here today - you owe it to yourself to tune in and soak up as much of his wisdom as you possibly can!  More wisdom can be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The 20% rule for investing in real estate The importance of living below your means to create investment money The investment pyramid model for real estate investment Benefits of owning investment properties The risks of investing in vacation rentals  A formula for investing in vacant land Wake-Up Money seminars Resource recommendations for further education   Quotes: "There's just huge opportunities right now for everybody." "The most important influence on your success is your reference group, your peer group, the people you're hanging out with, the people that you're learning from." "The power of leverage is huge." "Real estate is a great vehicle for wealth creation." "Networking is critical in this business."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Integrating Ninja into Your Existing System Welcome once again to the Ninja Selling podcast with your favorite hosts, Matt and Garrett! Today’s episode is all about taking your established real estate business to the next level with the Ninja Selling approach as our hosts share practical advice on how experienced agents can integrate Ninja techniques into their existing systems. Understanding the challenges that come with adopting a new philosophy, they provide actionable steps to overcome them, and also explain how the Ninja Selling philosophy differs from other sales training programs and why understanding these differences is crucial to achieving success.  During the episode, Matt and Garrett discuss how agents who already have working systems can integrate the Ninja Selling approach, and explain the benefits of working with referrals over strangers, as well as how to embed the Ninja philosophy into an existing system. The episode is filled with practical tips and valuable insights that help you take your real estate business to the next level and is a must-listen for all experienced agents looking to integrate the Ninja philosophy into their existing systems and achieve even greater success in their business. More valuable insights and advice can be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The challenges experienced agents face when adopting a new philosophy Understanding the philosophical differences between Ninja Selling and other sales training programs How to embed Ninja philosophy into existing systems Working with referrals over strangers The importance of focusing on relationships The dangers of trying to merge other systems with Ninja Selling How experienced agents can let go of their old systems and embrace new ones The need for a growth mindset and a willingness to change Transforming buyer and seller processes, marketing, and relationships Having a team on board   Quotes: "You've got to let go of some of that stuff. It's one of the biggest challenges for an experienced agent." "It all starts with the philosophy. And if you have a good expired listing strategy, you can embed a Ninja philosophy into that same thing." "My favorite is when somebody says, 'Has all this business been here the whole time?' Yeah, it has been. It's just under the surface." "When you're working with strangers, it's very difficult to have a whole lot of control over those people because again, you don't have the relationship to rely on." "We're going to change how when we make a phone call I'm not making a phone call looking for a piece of business. I'm looking for making a phone call to literally enhance my relationship with somebody and my connections with people." "It may not help you sell that home any faster. It may not help you win that listing any more than you would if you were using your old process, but you're showing up at a different level that has something click in the people that you're working with." "Surround yourself with people that are in that same thing. They're all pushing themselves to learn more, to be better, to grow in this chosen field."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

What Exactly Does My Client Want? In this latest episode, Garrett and Matt focus on the pre-listing interview and its importance in the real estate industry. Before diving into this topic, they take a moment to highlight the large and active community that makes up the Ninja Selling podcast facebook group, and encourage listeners to join if they have not already. From there, they begin their discussion regarding the significance of asking the right questions during the pre-listing interview to gather valuable insights that can help both agents and clients succeed in the market.  Our hosts review how the phrasing of questions can influence clients' answers, how it is crucial to separate emotions from the pricing process, and the value of having a clear understanding of clients' goals before setting a list price. They note that, by conducting a pre-listing interview, real estate agents can gather crucial information, guide clients towards a pricing strategy that aligns with their objectives, and position clients effectively in the market, setting them up for success.  As you will hear today, the significance of conducting a thorough pre-listing interview cannot be overstated as a highly effective tool to gain valuable insights and help clients and agents alike achieve their goals in the real estate market. More valuable tools can be found by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The helpful nature of Ninja Selling podcast community The buyer and seller processes The pre-listing interview  Giving clients clarity in making informed decisions Success for the realtor, the homeowners and the clients  Asking the right questions and getting the words to come out of the client's mouth  Helping the client first Prioritizing long-term goals over day-to-day tasks The power of hypothetical questions Helping clients articulate their desires and develop a plan to achieve them Helping agents guide clients towards a list price that aligns with their goals   Quotes: "If we support each other, that is going to change how homeowners experience their homes and go through these processes." "The buyer and seller processes exist primarily to help the client first." "Success in real estate is not about us. It's about them." "The conversation is what's going to wake somebody up." "I know what's wrong, I can see what's broken, and I can order parts." "Every question on there, for the most part, is designed to have the words leave their mouth where they're having to say these things out loud." "The market will determine what the home is worth. We're trying to find the range so that we can attract the people in that range that will set the right value for us and help us move forward." "When you find clarity around this, they sell themselves. They start moving on their own really fast." "It's our responsibility to make sure they have clarity so that they set the price at a point that's going to help them achieve their goal." "We need to ask the right questions and get out of these people's way."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Assistants Assistance with Shelley Culbertson Matt and Garrett welcome a very special guest, Shelley Culbertson, to the podcast today. A highly successful real estate agent and coach from Medford, Oregon, Shelley joins our hosts for a discussion regarding how to hire assistants effectively and efficiently. She shares her unique approach to bringing on assistants to help with your business - an approach which may seem counterintuitive to some - and explains how it has worked for her and how it can work for others.  Along the way, Shelley emphasizes the importance of clear communication, documented processes, and the need to be open with employees about bringing in additional help. She also discusses the importance of letting go of employees quickly if they are not working out, notes the fact that her team dynamics follow a strict code of ethics, and shares insights into creating a successful team. A fascinating guest with a wealth of wisdom and experience, Shelley Culbertson shares so much here today that will prove extremely beneficial in helping listeners achieve their goal of maintaining an effective and sustainable business model. Even more wisdom can be yours by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Shelley’s background in real estate and coaching Her approach to hiring assistants and why it works Tips for finding the right assistants Training assistants effectively Letting go of assistants when the time is right The need for clear communication and documented processes  Being open with employees about bringing in additional help when needed. Addressing red flags early on Employees understanding that they are representatives of the brand Team dynamics are built on a strict code of ethics Providing quality service upfront to build long-term relationships with clients   Quotes: "I bring them on, I take them to a certain level, and then I kick them out of the nest." "One of my missions is to make it a better industry, one agent at a time." "You have to really put the work in upfront so that the payoff is at the end." "It's not just about hiring the right person; it's about training them properly." "Hire slow, fire fast. I think take your time to really find the right person, but if it's not the right person, you’ve got to get them out of your world." "These are things that you want to address early on to make that determination. Is this person going to stay and learn or is this person going to move on and build a different type of business?" "When you bring on...a buyer's agent, they are representative of your brand. They're not John Smith agent. They're a Shelley Culbertson team agent." "We will not represent a buyer or seller in the same transaction." "I did not get into this industry so I could manage agents." "At a certain point, it is not possible to accommodate everyone's preferences."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Using Fear of Judgment to Your Advantage Piggybacking onto their most recent episode, today Matt and Garrett discuss the fear of judgment in the real estate industry and how it can hold agents back from being customized in their business. They examine the psychological factors that contribute to this fear, including self-judgment, comparing oneself to others, and the fear of standing out, and highlight the importance of stepping outside of one's comfort zone and using fear as a catalyst for growth. As they note here today, fear of judgment is prevalent in the real estate industry, but it is important to embrace it and use it to drive success. Acknowledging that agents are often concerned about their reputation among their peers. Matt and Garrett offer practical advice on how to navigate situations where fear of judgment may arise, such as when a client changes their mind about a deal or when an agent must stand their ground against other realtors. They emphasize the importance of prioritizing clients' best interests and building a strong reputation for standing up for them. While it may be challenging to make difficult decisions and face judgment from others, our hosts argue that doing so can ultimately lead to new business opportunities and long-term success in the industry. In the end, fear of judgment should not hold agents back from achieving their goals, and instead, it should be embraced and used as a powerful motivator for growth and success. You can discover even more powerful tools by joining the community of almost 12,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Fear of judgment and its prevalence in the real estate industry How it can hold agents back from being customized in their business The psychological factors at play Stepping out of your comfort zone and embracing fear to grow The opportunities that arise when an agent is customized in their business Overcoming fear and using it to your advantage The role of the Ninja Selling community in helping agents overcome fear and judgment Building a strong reputation for standing up for clients  Prioritizing your clients' best interests Navigating difficult situations Focusing on the long-term goals   Quotes: "We're constantly watching. We're constantly looking. We're constantly hopefully not comparing in a negative way, although that's happening. And then we also are constantly judging, which is not necessarily a good thing." "The only way you can get past fear is to face it head on." "Fear is always going to be there, but it's how you react to it that matters." "The biggest thing you can do is start to listen to yourself and start to understand what you're really about and what you're trying to accomplish in this world." "Those are the moments where you’ve got to stop and say, ‘Hey, I work for the client, and that comes first.’" "Agents should focus on the long-term goals and not just short-term gains." "Overcoming the fear of judgment can be difficult, but it can also lead to personal and professional growth."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Creating a Positively Unique Experience for Your Clients The power of customization in the real estate industry is the topic for this latest installment of the Ninja Selling podcast. In their conversation today, Matt and Garrett discuss various ways to personalize the experience for clients, emphasizing that customization goes beyond just logos and colors. Together, they explore the different types of customization, including from a brand perspective or a client's point of view, examine what is worth customizing and what is not, and discuss the importance of creating a unique experience for clients which can set an agent apart from the competition and encourage word-of-mouth referrals. From there, our hosts delve into the listing side of customized services, highlighting how unique services can be offered during the listing process. They discuss the benefits of hosting special open houses for the neighborhood, offering unique marketing materials, and creating a timeline to celebrate each milestone in the process. Matt and Garrett go on to emphasize the importance of having a flow and bouncing ideas off others to create a fully customized experience, and finish up by noting that customization is a powerful tool for shaping public perception of an agent's brand and leaving a lasting impression on clients. You can discover even more powerful tools by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: What customization can mean for real estate agents What is worth customizing and what is not Finding a balance between being unique and not wasting time and energy Customized services in the listing process Shaping an agent's brand in the community Advice on how to approach customization Creating a positive experience for clients How small gestures can make a big difference Making clients feel important and unique Focusing on the experience rather than just logos and colors The importance of having a flow and bouncing ideas off others Leaving a lasting impression on clients   Quotes: "Customization is not about being different for the sake of being different. It's about creating a unique experience that sets you apart and benefits your clients." "When it comes to customization, it's important to find a balance between being unique and not wasting time and energy on things that don't matter." "The key to success in real estate is creating a positive experience for your clients. Customized services can help you do that." "There's no one-size-fits-all approach to customization. It's up to each agent to determine what is worth customizing and what is not." "Customized services can help shape public perception of your brand and set you apart from the competition." "What are the points where we can interject this feeling to the client, where they feel like something's happening just for them?" "Customization is a powerful tool that sets businesses apart and encourages word-of-mouth referrals."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Reigniting Your Passion In this episode of the Ninja Selling Podcast, hosts Garrett and Matt discuss the common challenge of feeling stuck in a job that no longer brings joy or fulfillment, despite having pursued it with the intention of creating a better life. While their discussion is centered around the real estate industry, they acknowledge that this can happen in any line of work. They each offer personal anecdotes and insights into recognizing when it's time to make a change and how to reignite passion and joy in work, and explore the idea of finding balance and setting boundaries to avoid burnout, highlighting the importance of taking a step back to reevaluate career choices. Our hosts also examine how real estate agents can build discipline to overcome the lack of motivation that can come with an unfulfilling job. They suggest finding hobbies or fitness programs that require regular discipline to help build the "discipline muscles" necessary to carry over into work. Additionally, they emphasize the importance of finding a bigger vision for one's life and career beyond just making money, such as helping others or investing in long-term passive income. By finding a greater purpose, individuals can achieve a greater sense of fulfillment in their work and overcome the monotony of doing the same thing every day. More valuable insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The challenge of maintaining enthusiasm and passion for work. Finding a sense of purpose in your work How to reevaluate career choices. Finding balance and setting boundaries Strategies for reigniting passion and finding joy in work Garrett and Matt share personal anecdotes about the challenges they have faced in their own careers. Recognizing when it's time to move on to something new Building up discipline muscles Helping others and investing in long-term passive income The monotony of doing the same thing every day  Focusing on the bigger vision of your lives and careers   Quotes: "Sometimes in our industry, we do such a good job of creating a job for ourselves that we lose sight of the fact that we're supposed to be enjoying it.” "If you're looking for a change, you've got to go out and start having conversations with people, start exploring, and start looking at other avenues that may be available to you." "I think it's really important to keep learning, keep growing, keep educating yourself." "It's okay to say 'I don't want to do this anymore.' And it's okay to have a little bit of fear behind that because change is hard." "You have to be able to let go of things that no longer serve you, and be willing to step into something that you know nothing about." "Find what really truly makes you happy, and build a business around that." "Sometimes you need to hit the reset button and start over." "All of a sudden, they start putting that together. And it's not just about showing up and making money. It's not just about showing up and working. There's a bigger vision around this now."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Quality vs. Quantity In today’s episode of the Ninja Selling podcast, Matt and Garrett delve into the concept of quality time versus quantity time when it comes to building relationships in the real estate industry. They stress that simply having frequent communication is not enough, and that adding quality to interactions is crucial for developing referrals. Our hosts share practical tips on how to implement the concept of quality time, such as setting goals, focusing on the right activities, and measuring results. They also highlight the importance of building trust and providing value to clients in order to establish long-term relationships.  Matt and Garrett go on to argue that the intention behind the time spent with clients is more important than the number of minutes spent. They emphasize that some relationships require more quantity time than others, and that it's essential to understand who those people are in your life. Overall, today’s episode demonstrates that, by personalizing interactions and staying relevant, agents can create value for clients and avoid generic messaging that fails to resonate, and that, with the right intention and approach, their database can be turned into a source of sustainable business growth. More ideas for sustainable growth can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Quantity time versus quality time How to apply the concept of quality time to your database Tips for measuring your results and staying on track Providing value to your database to build trust and long-term relationships Setting goals and focusing on the right activities to achieve success Learning more about a client's individual needs Over-reliance on generic messaging The intention behind the time spent with clients Planning quality time Understanding who in your database needs quality time and who needs quantity time   Quotes: "Quantity time is important, but it's quality time that really matters." "It's not just about the activities you're doing; it's about the relationships you're building." "You need to make sure you're spending your time on the right activities that will actually move the needle." "If you want to build trust and relationships, you have to provide value to people." "Success comes from focusing on the right activities and measuring your results." "But if you really lean into the quality, that's where the referral comes out, where the quantity will maybe lead to that person doing business with you." "Overcommunicating without that relationship depth is actually more harmful than it is helpful." "Nobody has a clear idea of who gets the quality time and who gets the quantity time." "Quality time is determined by intention, not by minutes."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Value, Relationships, and Referrals Welcome to the latest episode of the Ninja Selling podcast, where Matt and Garrett delve into the topic of whether or not it is appropriate to ask clients if they would refer you to others. Examining both the advantages and drawbacks of this approach, our hosts highlight the importance of being aware of subtle cues that reveal clients' satisfaction with your service, and note that, in the real estate industry, it is crucial to build strong relationships, providing value to potential clients over time.  They go on to advise that the goal should be to become one of the top three recommended realtors rather than the "one" for a particular client, and that, by providing value related specifically to real estate, realtors can secure referrals from satisfied clients. Using analogies from restaurants and dating, Matt and Garrett illustrate the importance of building relationships, and also stress that having a database of 150 people can result in 300 referrals within the next 12 months. Ultimately, building strong relationships and providing value are fundamental principles for success in the real estate industry, and today our Ninja experts share their insightful guidance on how to achieve both. More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Asking clients if they would refer you to others and its potential drawbacks  Being aware of subtle cues from clients that indicate their level of satisfaction  The dangers of QR codes on billboards, especially while driving Avoiding conflicts of interest Becoming one of the top three recommended realtors Providing value related to real estate Building relationships (without being creepy) Restaurant and dating analogies Referrals and your database   Quotes: "You've got to be very careful when you ask that question because it can alienate people so fast." "I think the best thing you can do is just provide great service, and those people will naturally refer you." "Subtle skills are the things that we do that maybe we don't even know we're doing that are producing great results for our clients." "It's all about creating an environment that people want to be a part of." "Your goal should not be, can I get them to tell me that I'm the one? I do believe your goal should be is can I provide a service and a value that if someone were to refer me, they might say, ‘Matt's the one.’" "I want to be one of the top three.” "What are we doing to educate people over time? What are we doing to learn about them and build the relationship?"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

When Agents Sell Their Own Homes - The Bonelli Files If you’ve ever wanted to pick Matt apart - and, honestly, who hasn’t at one point or another - today is your lucky day as Matt's experience selling his primary home while working from home with two children and two dogs, goes under the microscope. As you will hear, despite the challenges, Matt was able to make the sale happen by following the Ninja Selling process, which includes using all the available tools and knowledge. This leads our hosts to discuss the importance of involving all decision makers in the process and emphasize the need to work as a team to ensure that everyone is on the same page. By using tools like Focus First and creating a task list to get the house ready for sale, homeowners can avoid creating turmoil and damaging their working relationships. Matt and Garrett’s conversation revolves around three main themes: the importance of pre-listing inspections, the value of professional photography, and finding the right real estate agent. They emphasize the need to take care of all major repairs before the house goes on the market to avoid any issues that could deter potential buyers. Additionally, investing in high-quality photography can set a home apart from others on the market and help it sell quickly and at a great price. Finally, finding the right real estate agent can make all the difference in getting the best deal possible. In this very special episode, listeners are cordially invited to come for the public grilling of Matt and his home selling actions, and stay for the invaluable and practical tips for homeowners looking to sell their homes. More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The challenges of finding a new home Deciding whether to list the house while still living in it Following the Ninja Selling process The difficulties of selling a personal residence while being an expert in the field Having the right mindset throughout the process The impact of emotions on the decision-making process The importance of involving all decision makers in the process Using tools like Focus First Creating a task list to get the house ready for sale Some challenges of buying new construction Pre-listing inspections, professional photography, and finding the right real estate agent Making a home look like a show home Pricing a house in a changing real estate market The importance of being patient in a slower market   Quotes: "It's funny when you're not only a home seller, but you're also a coach and an expert in this field and these internal voices that start to kind of come in at different times." "It's really about following a process and not cutting corners, and really just allowing things to happen." "As much as we think we can separate our emotions from the decision-making process, there's no way to separate it." "Having somebody there who can guide you through the process, who has your best interests in mind, who can take that emotion out of the equation, is invaluable." "It's really about having the right mindset and just keeping yourself focused on the end goal." "I had to keep reminding myself, listen, I control the process. I get to control some of the decisions, but all the owners also control the decisions." "We came up with a list, and we used the Reminders App on Apple to share a task list of all the things that we needed to do." "The photos that people take are really their first impression of that house when they get to see it online." "I think that's really where an agent can make a huge difference, is finding those people that are the right fit." "When you're pricing a property, if you price it down to wholesale, guess what? You pick up wholesale purchasers." "The decision-making process involved in selling a property requires careful consideration of the needs of the client, the state of the market, and the potential benefits and drawbacks of various negotiating tactics."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Balancing Emotional Attachment and Detachment Today, Matt and Garrett shine their spotlight on the challenging task of detaching emotionally from outcomes in the real estate business - another excellent topic suggested by questions from the Facebook group. Highlighting the importance of empathy and sympathy in dealing with clients, and the need to prioritize the customer's needs above all else, our hosts discuss the difficulties of being a detached guide for clients during emotionally charged situations, and the role of gratitude in maintaining perspective.  Our hosts emphasize the importance of building strong relationships with clients while also maintaining a healthy distance to avoid burnout, and letting go of specific outcomes. They explore the various levels of relationships between agents and clients, suggesting that it is crucial to maintain positive relationships regardless of specific outcomes, and highlight the importance of being supportive of others in the real estate business, including family and friends. Listen in today to gain valuable insights into the importance of building relationships, letting go of specific outcomes, and finding a balance between emotional attachment and detachment for continued success in the real estate industry. More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: An update on Matt and Garrett’s health issues How to let go when things go wrong How to overcome obstacles in today's market and not be attached to the outcome Detachment as a fundamental principle of the Ninja selling mindset The role of empathy and sympathy in real estate dealings Putting the customer's needs first. Being a detached guide for clients in emotional situations The role of gratitude in maintaining a clear perspective Focusing on the next action to move forward Finding a balance between emotional attachment and detachment in real estate Maintaining a database of clients while avoiding burnout  Being supportive of others in the real estate business Maintaining positive relationships with clients, regardless of specific outcomes The Four Agreements   Quotes: "There's one side of it where people need to get a sale. They're looking at their financials, and they're saying, 'If this sale comes together, this will make everything okay.'" "Sometimes we have to let go of things and let them be what they're going to be." "The Ninja mindset is to focus on the process, not the outcome." "When you care about people and you see them hurting or struggling or you know that the path that they're going down is going to be challenging for them, it's hard not to be attached to that outcome." "I think gratitude is a big part of this." "Your job as a realtor is not to sit there and bask in the feelings. It's to understand that and then figure out, ‘Okay, well, what are we going to do now?’” "You can't be so emotionally involved and attached that you're burning yourself up all the time." "I'm going to continue to be a good person. This isn't all about real estate. This isn't all about my success as a realtor." “That ability of letting go, taking a step back, taking a breath, actually preserves all the other systems and relationships that you're building and working with.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study   The Four Agreements  

When Your Client Is Both a Buyer and a Seller In today’s episode, Matt and Garrett tackle another excellent question from the Facebook group, this time regarding the common dilemma of handling clients who are both buyers and sellers at the same time. In delving into this topic, they discuss the order of proceedings and whether to have one big meeting or two separate ones, highlighting the importance of keeping the two platforms separate. Our hosts recommend avoiding shuffling the deck as it can cause confusion, but they also mention that there are exceptions to these rules and that realtors should remain flexible. A question on this topic in the Facebook group elicited a lot of interest from other listeners, and our hosts are here to offer some valuable insights for any realtor struggling with this issue. Along the way, Matt and Garrett discuss the challenges and strategies involved in buying and selling a property, particularly when buyers are dependent on the sale of their current home to fund the purchase of a new one. They stress the importance of having a clear vision and plan in place, effective communication with clients, and managing expectations in a high demand market. They go on to suggest breaking the process into two pieces and setting clear expectations, as well as having energy drinks and hydration on hand to keep everyone going. In the end, today’s episode highlights that the value of the Ninja Buyer Process in informing the selling process cannot be overstated, and that a clear understanding of client motivations will help to build stronger relationships  and, ultimately, lead to better outcomes for everyone involved. Positive outcomes can also be enjoyed by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The question that was posed in the Facebook group Keeping the buyer and seller platforms separate, and some exceptions to this rule Shuffling the deck and the consequences of doing so Tips for realtors who are struggling with this issue The need for flexibility when dealing with clients who are both buyers and sellers Some of Matt and Garrett’s own stories and personal experiences in this area The challenges present when the buyers are dependent on the sale of their home Having a clear vision and plan in place, and how to effectively communicate and remind clients of their vision throughout the selling process The Ninja Buyer Process Managing client expectations in a high-demand market Breaking the process into two pieces and setting clear expectations Helping clients understand the playing field so that they can make informed decisions Active listening and asking the right questions The importance of understanding the client's motivations Digging deeper to uncover important information   Quotes: "How do you handle those questions? What order do you put them in? Do you do them all at the same time? Do you mix that meeting into one big meeting?" "Everybody wanted to hear about this topic because it's just a common thing. People are like, well, do I start with the seller process? Do I start with the buyer process?" "And I think it's where a lot of people say, like, ‘I've got these people, they want to sell. They need to sell. It's a listing that I have coming up. But they need to be able to buy something.’" "There's no rule to it. It's just a guideline to make sure you're not completely lost in the process." "The key to success here is to keep these platforms separate and keep that communication flow going back and forth." "If you can explain the process to them and the why behind the process, they're going to feel much more comfortable going through this journey with you." "When you have that clear vision, as you're going through the selling process, you get to start reminding them of this place that they're going to...what this life is going to look like." "If the client is not clear on what the playing field is for buying a house, they're not going to understand what they need to do to get the house sold and then make the double move." "Use your prior knowledge. You can acknowledge it, and then ask the question. Even if it looks like the same question, because you'll get different information." "That question might not be for you, it's for them, and don't skip it." "The more you can dig in, the more information you can gather, the better you can serve your people and help them get to where they want to go." "It matters who says it. We need to get some information to come out of their mouth."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Partnering for Success in Any Market: A Client’s Perspective Matt and Garrett are both extremely excited to welcome some very special guests to the podcast today. Jen Gamez, a Ninja Selling coach, and her client Rachel join our hosts to discuss the importance of building relationships with clients and to demonstrate how the Ninja Selling process can help buyers and sellers in any market. Rachel recounts the story of how Jen helped her buy a house in the ‘crazy’ market, characterized by multiple offers and low inventory, that was present in early 2022. Together with Matt and Garrett, our guests provide tips on how to build strong relationships with clients, navigate challenging markets, and use the Ninja Selling process effectively.  The episode delves into the importance of planning and communication during the home buying process, especially in a hot market, and the benefits of creating a list of what is essential in a home. The steps taken when submitting an offer for a property are also reviewed, highlighting the importance of having all the necessary information and being confident in the decision to submit an offer. By offering these insights, Matt, Garrett, Jen and Rachel offer listeners valuable guidance and advice on how to navigate the complex and often overwhelming process of buying a home, and the benefits of following the Ninja approach when doing so. You can learn even more about these benefits by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Building a relationship from the beginning, especially in challenging markets Controlling the process How the Ninja Selling process can help buyers and sellers in any market The value of hearing directly from a real estate consumer Tips for navigating challenging markets and using the Ninja Selling process effectively Rachel’s experience with the buying process Having a game plan before starting the search for a home is emphasized The importance of communication The challenges of buying a home in a hot market Making a list of what is important in a home and narrowing down to the top three criteria The potential conflicts that can arise when partners have different preferences. Using tools such as Focus First Being confident in your decisions and trusting your instincts. Having a process in place to make informed decisions Submitting an offer for a property and waiting for a response The need for real estate agents to slow down and take the time to understand their clients' needs and goals   Quotes: "That first piece of the buyer process of just background and getting to know each other was so important." "The relationship is really key." "The Ninja Selling process isn't just for real estate agents. It's for people who care about other people." "Communication is an incredible thing." "We had to determine, of our one, two, and three - are these negotiable or are they absolutes?" "We weren't able to think about things like fireplaces or certain design elements because it was like, 'No, no, we need this, this, and this.'" "Every time I have a buyer writing an offer, I always run the property through Focus First." "It comes down to trust. I trusted my husband. I trusted Jen." "I think we all know when we have those gut feelings to do something. But if you don't have this comfortable process set up, if there's not clarity, that gut feeling isn't there." "You took all that off the table. You created this really clean playing field for this game that was about to happen, so that no matter what happened on the field, there was a plan already in place for what was going to come up." "Just follow the process. Slow down. And this is such a beautiful example of that." "The importance of taking time to really understand what they wanted and to be upfront with what was financially possible was so critical."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Achieving Sustainable Success In today’s episode, Matt and Garrett explore the importance of achieving sustainable success in real estate through balance and focus. Using Garrett's experience in a 24-hour endurance race as an analogy, they discuss the need to be present in the moment and enjoy the journey rather than just focusing on the finish line. They stress the importance of prioritizing key areas in both personal and professional life to create sustainable success, and emphasize the need for delegation and automation in order to maintain balance and take care of yourself physically and mentally. Our hosts go on to draw on another analogy, of race car driving this time, to highlight the importance of finding the right balance between overdriving and underdriving to achieve long-term success. They underscore the fact that finding a middle ground is key to avoiding burnout and frustration, and that upgrading systems and implementing checks and balances are essential to maintain a well-oiled machine.The Ninja Nine system is also presented as a useful tool for achieving consistency and creating a successful business. Listen in today to learn how to adopt a consistent approach to your business so you can avoid burnout and celebrate your success. You can learn even more by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Garrett’s 24-hour endurance race analogy  Balance in both personal and professional life Focusing on a few key priorities to help create sustainable success Creating systems that allow for delegation and automation Taking care of yourself physically and mentally Overdriving and underdriving Finding a middle ground and heeding warning lights Upgrading systems and implementing checks and balances Documenting business activities The "Ninja Nine"  The key to achieving long-term success The racing analogy   Quotes: "We want to be in this business for the long haul, not just for a quick, short burst and then burn out." "Success without fulfillment is failure." "You have to make sure that you're taking care of yourself first before you can take care of anybody else." "Focus on the things that move the needle the most." "When you have a clear understanding of what you're shooting for, it's a lot easier to stay on that path." "Overdriving could get you to a podium...but when overdriving or underdriving, those, long term, won't get you there." "Your business, your people, your family, they give you warning lights, too." "Documenting what you do is outrageously important." "The long-term solution for long-term success is finding a way that we could be consistent." "Consistency, for us, is the big part of success."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Getting the Gang Back Together Again The latest episode of the Ninja Selling podcast tackles the challenge that many brokerages have faced since the pandemic began: how to get agents back into the office. Together, Garrett and Matt examine the design and layout of real estate offices and explore how brokerages can restructure and create spaces that will entice agents to return. They discuss the history of remote work in the industry, the benefits and drawbacks of technology, and the importance of collaboration and face-to-face interaction. They also delve into the debate about whether physical office spaces are still necessary in the real estate industry, weighing the costs and benefits of having a designated space for agents to work and meet clients, while also exploring the impact on productivity and the importance of creating a comfortable and inviting space for consumers. Our hosts offer reflections on their own experiences and how the presence or absence of a physical office affects the energy of a brokerage. In the end, Matt and Garrett suggest that having a physical office space can positively impact the culture and emphasize the need for brokerages to focus on creating a culture of collaboration to make the office an appealing and productive space for agents. Another highly productive space can be found by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The history of remote work in brokerages Some challenges that brokerages face in getting agents back into the office Collaboration and face-to-face interaction The role of technology in remote work and creating a sense of community Creating a culture of collaboration Finding ways to make the office a place where agents want to be The importance of personal privacy and communal spaces in real estate offices Creating a culture of teamwork and energy to attract the right agents The impact of office design on the real estate experience for agents and customers Providing distraction-free spaces for agents to work Matt and Garrett’s experiences with physical office spaces The impact of having a physical office space  The changing nature of work    Quotes: "Let's stop using COVID as the excuse as to why people aren't coming into the office." "It's important for brokerages to create a culture of collaboration." "The office should be a place where agents want to be." "Technology has allowed for more remote work but has also made it more challenging for brokerages to create a sense of community among agents." "You have to be able to have your space, be able to have your files, be able to have your stuff, as well as being part of a bigger community." "And one thing that this is going to sound weird, Garrett, but the cubicle, the cubicle that gosh no one wants to be trapped in a cube. Neither do I. But you probably have enough privacy from something like that to be able to make phone calls." "I enjoyed inviting clients to the office and having a space for them to come and meet and sit down and for us to do business together." "I think we're moving away from it. I mean, I think our world is becoming a little bit more flexible around this as times kind of adjust."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Charging Up Your Hour of Power In the latest episode of the Ninja Selling podcast, Matt and Garrett delve into the Hour of Power, a low urgency activity designed to help people build relationships and reconnect with their database. Despite its potential, many individuals often skip this activity due to fear of soliciting business or not seeing immediate results. However, the hosts emphasize that the Hour of Power should not be used to pitch products or services, but rather as an opportunity to brighten someone's day and make their world a better place. By showing interest in the other person and finding common ground, people can have meaningful conversations that lead to fruitful connections. Garrett and Matt continue their discussion on productive phone calls, emphasizing the need for discipline, consistency, and focus. The hosts provide practical tips on creating a conducive environment for making phone calls, such as removing digital distractions and using the Pomodoro technique to maintain focus. They also advise on how to handle long conversations, which may not be productive, and suggest scheduling follow-up meetings to address any unresolved topics. By emphasizing the importance of consistency and discipline in developing phone skills, today’s episode underlines the fact that phone calls are an essential aspect of building relationships, generating leads, and growing a successful business. In short, mastering the art of phone calls is crucial for anyone seeking success in today's business world. You can also keep the momentum building by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The Hour of Power and tips on how to use it properly Elements that can make the Hour of Power more effective The most powerful value-add gift you bring to the table Keeping track of calls Planning too much and overthinking The key to successful phone calls Finding a reason why it's important to make the phone call. Simple plans for making calls Hour of Power tips The Pomodoro Technique Setting the stage for quick, efficient conversations Keys to developing phone skills and generating leads The advantages of short, sweet conversations with more people   Quotes: "This is the number one thing that I see people put on their calendar, and they don't show up." "It's not the time to go drum up some business." "Nobody calls you upset and says, 'I can't believe you didn't call me.'" "This is a low urgency activity, but it is an opportunity that should not be missed." "Just being curious about them in their life and what they've got going on is the most powerful value-add gift that you bring to the table." "I think a lot of people lean into their big fancy CRMs, or they'll put that as a crutch. Like, ‘I need a better CRM to be able to make these calls.’ And it has nothing to do with that." "A genuine interest in the person you're calling is the key to successful phone calls." "It is easy to forget as we're in the middle of doing stuff and just moving through from one thing to the next." "As much as you can keep all that noise turned down, that's going to allow you to be the most successful with the actual activity you're trying to accomplish consistently." "The short, sweet conversations with more people, hands down, always will generate more opportunities in this business." "Consistency is the key to success in this business, hands down. Consistency in your prospecting and consistency in your follow-up."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Maintaining Your Balance when ‘Drinking from a Fire Hose’ Today’s topic was inspired by a post in the Ninja Facebook Group from Kelly Gordon of Kienlen Lattmann Sotheby's International Realty in Bedminster, New Jersey, asking, "What do you do to keep everything in harmony?" Acknowledging this common issue of how implementing the Ninja system can result in the scaling up of your business, potentially leading to burnout and frustration, Matt and Garrett respond to Kelly by sharing practical tips on maintaining harmony and balance while running a successful business. Drawing upon their own experience working with clients, they reveal the value of creating systems, focusing on one thing at a time, and prioritizing tasks in achieving this balance, and provide examples of how to manage time and delegate tasks effectively. Our hosts also delve into hiring the right executive assistant, and explore the title and expectations that come with the role, noting that a good executive assistant can become the face of the business, leading to increased client satisfaction. They also emphasize the importance of training and management to create a more efficient system, freeing up the business owner's time to focus on income-producing activities. Ultimately, finding the right person for the job is key, and the benefits of a well-trained and effective executive assistant can be significant. We all know that following the Ninja system is going to grow your business - today’s episode demonstrates exactly how you can manage this increased activity, so that you can continue building momentum. You can also keep the momentum building by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The frustration that can arise when a business owner is struggling to keep up with the workload The importance of working on, not in, the business How to manage time effectively and prioritize tasks Tips for delegating tasks and responsibilities The role of building a team and using systems to scale up the business The importance of creating systems that fit individual needs Balancing work and life to avoid burnout and frustration Tips for staying organized and focused, including time-blocking Being honest with yourself about your strengths and weaknesses  Seeking out help in areas where you may not excel Hiring an executive assistant The importance of taking care of yourself   Quotes: "When you work the system and the system works, you find that you're drinking from a fire hose. What do you do to keep everything in harmony?" "When you're doing too many things at once, you're not doing anything well." "Time-blocking has been a game-changer for me." "You can't grow unless you start letting go." "When you start to put that into a system, that's where the magic starts to happen." "You actually have active business that you can't get to because you have so much on your plate." "At some point, bringing on support, bringing on help, hiring an assistant, a transaction coordinator, whatever, is important for you." "They typically become part of the face of your business...people need to walk away...getting the same feeling of like, ‘Man, I love working with Matt and his assistant.’" "I think, compile all the tasks that you need someone to do and then find the right person." "Have them shadow you...look at the processes. ‘I want you to document the processes, because these are going to be things I want you to take over doing.’"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

The Keys to Successful Listing Consultations Matt and Garrett delve into the intricacies of seller conversations during listing consultations in today’s latest episode. Noting that one of the primary challenges that real estate professionals face in such consultations is advising sellers on how to prepare their home for potential buyers and discussing the price without offending their sensibilities, our hosts draw upon their extensive experience to offer guidance on how to approach such situations professionally. Together, they provide valuable insights on how to navigate tough conversations with clients while setting realistic expectations for that discussion, before going on to emphasize the importance of using tools like scattergrams to compare comparable properties. They also explain how to highlight the value of the condition, size, location, and amenities of the home, and recommend setting a price range, rather than a fixed amount, in working collaboratively with the client to make informed decisions. As you will hear, today’s episode serves as an invaluable resource for listeners seeking to improve their approach to seller conversations and, consequently, thrive in a competitive market. Another valuable resource can be found in the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Getting a house ‘parade-ready’ Guiding sellers to make their home more appealing to buyers without offending them Discussing the market value of a property The benefits of honesty in setting a fair price for the home  Being problem solvers, not conflict creators Approaching this topic by being professional, respectful, and honest Using all tools available to show clients where the property falls in the market. Analyzing personality types, knowing the situation you are going into, and setting expectations for the conversation Explaining the value of condition, size, location, and amenities of the home Educating the client and working collaboratively to decide on a price range  Having difficult conversations with clients if necessary   Quotes: "People can get defensive very quickly. They're proud of this house." "There's a fine line between guiding and being judgmental." "If we're not honest with them, we're not doing our job." "The moment we start to avoid conflict, we become conflict creators." "It's not about being right; it's about helping them understand what the market is doing." "Pricing your home is not rocket science, but we need to understand the variables that we're working with." "We need to figure out what we want to put it on the market for, and I've brought enough information here so that you can decide what the proper price is." "The key is to use all the tools at your disposal to show the client where the property falls in the market."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

On this episode of the Ninja Selling podcast, hosts Garrett and Matt tackle the challenge of implementing what you learn at an installation. By emphasizing the importance of building a solid foundation and adopting a growth mindset, the hosts provide actionable strategies for managing the implementation process effectively. Creating a support network is also highlighted as a key factor in staying on track, ensuring that the implementation process becomes a seamless part of your workflow.   Matt and Garrett cover a range of topics, from organizing your database to identifying your real buyers and sellers, and advocate a "choose your own adventure novel" approach to business growth. Depending on where you are in your business, they suggest different areas of focus, such as attracting new business or improving buyer and seller processes. They also discuss the importance of capturing your time and establishing a buyer consultation process to get your business off the ground. In essence, today’s episode provides a roadmap for anyone looking to channel the undeniable energy and momentum of an installation into their daily work and life. More great ideas and advice be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The excitement of attending an installation  Implementing new strategies How a growth mindset can help you during the implementation process Creating a support network of like-minded individuals  Celebrating small wins along the way Organizing your database Developing frequencies to reach out to individuals on your hot and warm lists Focusing on the area that is most important for you Practical advice on how to maintain momentum and continue growing. Quotes: "If you're trying to implement everything at once, you're not going to get any of it done."  "The implementation process is a long game." "When you feel the resistance, that's when the growth is happening."  "If you don't have support, it's tough to do anything in life." "The database is the first thing.”  "It's kind of like a choose your own adventure novel.” "Figure out who your real buyers and real sellers are in there and help them move forward." "Don't beat yourself up, don't rip yourself down. Just always be growing and being better." "Use the people around you to help you go on this path and this journey. It's going to be a wonderful ride." "Once you build that machine and you get it up to cruising altitude, it takes very little to keep it in the air and to keep that momentum going at that level." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

The Ninja Perspective on Pop-Bys In this latest episode of the Ninja Selling podcast, Matt and Garrett explore the topic of pop-bys, the marketing practice where agents stop by potential clients' homes or businesses to give them gifts and make a connection. Our hosts routinely receive many questions about whether pop-bys are considered a Ninja approach and are eager to provide their insights here today. Together, they delve into the importance of considering the intention behind gifts and how it can affect the impact on the recipient, noting as well the difference between a well-intentioned, personal gift and a branded item. They then dive deeper into this idea of value and the intention behind it, discussing the common pitfall of making things about oneself instead of others, and  emphasizing the importance of considering the value that a gift brings to others, especially in marketing. They touch on the thank you economy and the Ninja way of doing things, and refer to Gary Vee's book, "The Go-Giver" along the way. Our Ninja experts conclude that the key to successful marketing is to consider the value it brings to those who receive it,  and that the first question to ask yourself should always be "Does it add value?" rather than "Does it make money?" Another key to success is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Pop-bys and the Ninja approach Doing them with the right intention Understanding the impact of pop-bys on the likelihood of referrals The difference between a branded gift and a simple, thoughtful gesture The value of face-to-face interaction The common pitfall of making things about yourself The first question to ask in marketing The thank you economy and the Ninja way of doing things   Quotes: "This is where the pop-bys get kind of weird because very quickly they go into a pursuit mode." "If you're sitting here saying like, ‘I have stuff that I want to share with people that I think is going to change their life,’ it brings this better, different intention with it that can cause business to happen." "All of a sudden, we're all about them. We're talking about them." "The intention is about giving them something for them. It's not about something that has been turned into something about the real estate agent." "Liking something and truly embracing and loving something, and that being something that elevates you in their reticular activating system to send referrals are two totally different things." "This is an opportunity to be face-to-face with somebody, potentially have a conversation, or if they're not home and you're dropping off, create a series of interactions." "And the intention behind it is its value, and at the end of the day, is it about me or is it about them?" "The key to successful marketing is to consider the value it brings to those who receive it."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Acceptance Stage Management Matt and Garrett’s focus today is on the stages of grief and change, in particular, the stage of acceptance, in which the current real estate market finds itself these days. Together, they discuss the positive side of acknowledging where buyers, sellers, and the general population are in this stage, highlighting that this acceptance leads to the ability to move forward and see the light at the end of the tunnel. Throughout their conversation, our hosts delve into the theme of identifying and attracting true buyers in the real estate industry, and the need to understand the goals, dreams, and aspirations of clients in order to provide them with the right education and opportunities available in the market. They go on to provide valuable insights on the need for real estate agents to be in flow with their buyers, engage with their warm list, and provide quality education and support in order to help clients make informed decisions. As you will hear, the episode also emphasizes the need for agents to focus on attracting real buyers, setting expectations, and maintaining a positive mental attitude in order to achieve access. And speaking of success, don’t forget to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The acceptance stage of change and grief in the current market Acknowledging where buyers, sellers, and the general population are in the acceptance stage Supporting buyers through this current opportunity Being in flow with buyers and engaging your warm list Asking quality questions and creating clarity. Categorizing clients based on their buying potential Helping clients in their journey to becoming a buyer Having the right mindset ‘What you focus on expands’  The difference between wanting to be a buyer and actually being a buyer   Quotes: "It's like you can see the light at the end of the tunnel." "I know where we're going. I know what this looks like. I can now drop some of my confusion and move forward." "When it comes down to it, if there is confusion, you can't make a decision, you can't make the purchase." "If you're sitting there with all these 'but buyers can't buy right now'... you might be the killer of your own business." "These people who are having a great quarter right now... they're in really good flow with their people." "They're asking clarifying questions that are related to those buyers' goals of their lifestyle." "Until they actually put pen to paper and write a contract, that's the moment a person is truly turning into a buyer." "And I think it's important to look at your list and say, ‘Do some of these people just not even have the ability of doing that?’" "We do need to be careful about the people that we're dumping our energy into." "Be realistic with them, have some hard conversations, set them up for success." "We want to be attracting in more people right now. This is a highly, highly advantageous market for the referrals through the attraction side of the business." "It's proven time and time and time again. What you focus on expands."   Links: www.TheNinjaSellingPodcast.com   Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Showcasing Your Value in the Digital Age As a realtor in the digital age, how exactly can you go about demonstrating value? Well, in today’s episode, Matt and Garrett explore that very concept. Together, they question the effectiveness of solely relying on social media to showcase awards and achievements and instead suggest alternative methods to truly prove your value to potential clients.  They stress the importance of engagement and validation in the world of business and social media, and discuss the benefits of showcasing others and gathering testimonials from satisfied customers. Rather than constantly promoting yourself, our hosts emphasize the significance of engaging in online forums in a way that benefits both the individual and the community. They also touch on the dangers of the "echo chamber", and the importance of having a plan for engagement to attract new clients, rather than solely relying on existing ones. If you are wondering how to demonstrate value in this digital age (and, really, who isn’t?), Matt and Garrett have the answer here for you today. Many more answers can be found when you join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Showcasing value as a realtor Awards and accolades  Engaging with customers through social media Posting about your achievements Responding to comments and engaging in conversation The importance of engagement and validation Showcasing others and gathering testimonials The "echo chamber" Having a plan for engagement in online forums Using content as an opportunity to engage others   Quotes: "The best value is shown when there's engagement, when you get to have a conversation with people." "It's just an online version of the public square." "The best way you can do it is to engage people, to have a conversation, to respond to them when they comment." "The intention sometimes behind people is, ‘I'm going to post this, people are going to see it, and then they're going to want to call me.’" "I don't have a problem necessarily here with people sharing stuff. I think it's great and I love to see people win. I really do." "People pay for something that brings them pleasure or solves a problem." "If people like to reciprocate when you're engaging them, they will then engage you." "You should be proud of your accomplishments." "What's really important is that we're not sitting here saying that if that's the stuff you're putting out, that it's hurting your business."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Deciding to be Disciplined Welcome to the latest episode of the Ninja Selling Podcast, where Matt and Garrett delve into the issue of discipline and its crucial role in the success of a business. Along the way, they talk about the importance of showing up and working on your business consistently, especially as the energy and enthusiasm of the start of the year begins to wane. They go on to highlight the significance of discipline in making a decision between being focused or being distracted, and how that decision affects your ability to work on your business. The correlation between discipline and success in the marketplace is emphasized, and it is pointed out that those who show up consistently and put in the work are seeing the best start to their year in 2023. Our hosts also focus on time management and discipline in the workplace, the importance of focusing and getting things done in a short amount of time, as well as how to manage work-related activities such as phone calls and emails. They explore the idea of using focused, brief periods of time to get tasks done, discuss the benefits of setting aside specific blocks of time for activities, and taking true breaks to avoid burnout. Emphasizing the importance of being disciplined and making decisions that lead to progress, Matt and Garrett demonstrate today how you can attain more control in your workplace, and enjoy even greater success in your business. Another way to enjoy greater success is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Showing up consistently and working on your business. The difference between those who are disciplined and those who are not  Making the decision to be disciplined and avoid distractions. The correlation between discipline and success in the marketplace in 2023. Focusing and getting things done in a short amount of time Setting aside specific blocks of time for activities like phone calls and emails Taking true breaks to avoid burnout Making decisions that lead to progress How discipline leads to more control in the workplace   Quotes: "Healing from something requires discipline and showing up, doing the things that you need to do or not doing the things you shouldn't be doing that can impede recovery." "The discipline of these different people and how they are consistently showing up, doing the right things, all comes down to the decision of whether they want to be disciplined or distracted." "The ones that are disciplined, and they are showing up routinely, I'm hearing people saying, ‘I'm having the strongest quarter I've ever had.’" "The difference between those who are putting closings together and those who are not is discipline." "When you're focused, you don't need an hour." "It's amazing what you can accomplish in a short amount of time." "They're not at the mercy of everybody else." "It comes down to making the decision."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

The Secret to Success in Any Market In this episode of the Ninja Selling podcast, Garrett and Matt delve into the topic of having the right intention and how that can lead to big results in any business. They emphasize the importance of having a clear intention when building a successful enterprise and remind listeners that having the right intention can attract what they want and ensure long-term success. The hosts also encourage members of the Facebook community to engage with like-minded individuals and share valuable insights as well. During the episode, our experts liken the Ninja referral-based business model to a Swiss Army knife, highlighting the importance of being prepared for a changing marketplace. They go on to emphasize that such a referral-based system can work well in any condition and can still dominate the market even during slow sales periods by providing value and attracting people. Their valuable insights into how having the right intention and a flexible sales system can lead to big results in business regardless of the market will undoubtedly have you agreeing with the statement, "Whatever business that you're in, this is going to be something that you're going to want to listen to." Something else you are going to want to do is join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The importance of having a clear intention  Attracting what you want and building longevity The role of the Ninja Facebook community in sharing valuable insights and experiences The importance of being aware of people's intentions in the podcast group. The difference between their referral-based business model and other similar systems Being prepared for a changing marketplace Having a sales system that works well in any condition The Swiss Army knife analogy  Focusing on the ‘attracting side’ of Ninja  referral-based business   Quotes: "It's a place to come and share ideas, share thoughts, give the information to your fellow companions and working partners and peers."  "Having the right intention can help attract what you want and build longevity."  "It's interesting to watch when the intention of somebody… is wrong." "There's this philosophical difference which goes back to where we started this, of the ‘pursuit’ or ‘attracting’ mode." "In a marketplace where things are a little bit strange, things are a little bit weird, this is where that trusted person that has the 'providing the value; providing the reason that you are attracting these people in’ works." "With an attractive referral-based business… any marketplace that's in front of you, you have this system that works really well." "We have an opportunity in front of us with the attracting side of the referral-based business of Ninja to be like, ‘This is its place, this is its area.’"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Reviewing Real Estate Reviews   In today’s episode, Matt and Garrett discuss both the challenges and benefits of conducting real estate reviews. They explain the two hurdles that agents often face: setting up the initial appointment and including relevant information in the review, and offer practical tips for overcoming these hurdles. Our hosts also emphasize the importance of real estate reviews for growing your business, even in a down market, and hint at the possibility of having experts on the show to share their knowledge on conducting successful ones. As they often do, Matt and Garrett focus on being a trusted advisor in real estate sales, stressing the importance of not just generating sales but also providing value to clients as homeowners. They encourage listeners to set expectations with clients with the right intention, rather than focusing on the outcome, and note that being a trusted advisor means providing valuable information to clients which, they suggest, can start by creating a review. As you will hear today, our Ninja experts have plenty of real estate review information, advice and resources to share that can help you grow your business and provide that all important value to your clients. Even more great advice can be found by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Real estate reviews and why they are important The two hurdles to overcome when conducting them How real estate reviews can provide value to customers and grow your business The importance of being a trusted advisor Detaching from the outcome and focusing on your intention Providing valuable information to homeowners Tips on how to start creating a review Finding resources in the podcast group to help with creating a review     Quotes:   "Real estate reviews are a crucial and critical task that's part of the Ninja Nine and also an incredible part that's helpful in growing your business and providing value to your customers." "The first hurdle blocks the majority of people... I think it's actually way more daunting than the actual material you're going to put together is making that initial phone call." "This is a crucial part of our system where you need to detach from the outcome because it's not about generating sales." "If your intention is pure, if you're saying, ‘Hey, I'm doing this because I want to provide value to these people, it's going to work.’" "It's not about you. It's not about the next sale that you're hopefully going to have or the referral you're going to get from them. It's about the great information you're sharing that they need to know as a homeowner." "The return on it is amazing, but it's a byproduct of you being a good person and helping people out." "Start with creating the review, build the review."     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Keeping Your Word   Garrett and Matt take the opportunity today to discuss a trend they have noticed lately around the concept of a ‘word of the year’.Despite the physical injuries that they are both dealing with these days, our hosts are excited to dive into this topic and share their observations about the patterns they have seen in the words people have chosen as their ‘word of the year’ in the past, and how those patterns may relate to the energy of the current year, 2023. Throughout the episode, Matt and Garrett discuss the importance of having a simple, overarching focus for the year, the potential benefits of choosing one word to encapsulate that focus, and how to choose such a word for the coming year. They also discuss how to use the word to reflect on past weeks for making changes to the present and future, and highlight the fact that it should be something that is looked at weekly and used as a guide for everything that is done. Listen in today to learn how to keep your word of the year simple, and always aligned with the goal of moving forward and creating a vision for the future. Another way to keep moving forward toward greater success is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   The importance of having a simple, overarching focus for the year The potential benefits of choosing one word to encapsulate that focus The patterns hosts have noticed in the words people have chosen in the past How those patterns may relate to the energy of the current year, 2023. The importance of breaking down the week into bite-sized chunks The importance of taking meaningful action The use of the word of the year as a guiding principle in business planning Reflecting on the past week to make changes for the present and future Aligning the word of the year with the goal of moving forward and creating a vision for the future     Quotes:   “The interesting part is that I laugh a lot with you when I'm on this, do these recordings, and it hurts to laugh, actually.” “And so anybody who doesn't go through our coaching or anybody who's newer to Ninja, one of the things we like to focus on is helping people just have one simple word for the year.” “I need to make sure that my week looks bite sized, that I have things broken down into chunks.” “I need to make sure that my schedule looks like I am doing things with intention.” “The whole point of the word of the year is something that you are looking at weekly, and it is a guiding word for everything you do.” “You should look at your week that you've planned for yourself and look at your guiding word and say, ‘Okay, do these correlate, do these resonate with each other?’” “One word allows you to have that moment of realization of the past, and it allows you to have this vision of what we're creating now for this new week to say, ‘Okay, how can I protect myself now with this bubble?’”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Fishing in Your Database   In today’s episode, Garrett and Matt employ the analogy of going fishing in your database as a crucial aspect of the Ninja Nine system. They explain the importance of being specific in targeting your audience, how casting a wide net can lead to wasted time and effort, and that, if you really want to take your business to the next level, it might just be time to go fishing. Together, our hosts delve into the concept of looking for lead indicators in order to achieve your desired results in business, how finding the right clues can lead to success, and the importance of focusing on high dollar per hour activities to have freedom and time to do the things you love. Along the way, they touch upon life changes and the real estate market, warm and cold lists, staying in flow with people, and, of course, going fishing in the right spot every day.     Episode Highlights:   Fishing in your database Ninja Selling by Larry Kendall Being specific in targeting your audience Looking for lead indicators Focusing on high dollar per hour activities Focusing on specific people in your database  Learning the clues that cause business to happen Spreading yourself all over the place.     Quotes:   "I watch agents that are always trying to cast a wide net into the industry. They want to throw this huge net out." "It is an element of the Ninja Nine, and it is one of the most often confused parts of Ninja, I would say, because there is gray area that exists in this element." "And it's interesting when you're looking for results for yourself, all things have lead indicators that you can start to notice and go, ‘Oh, I saw this little thing happen and that caused this next thing to happen.’" "And when you figure it out in the warm list, it's like when you figure out in the river, you're like, ‘Well, that makes sense, why fish hang out there.’" "When you figure out those clues, spend more time there." "Go out for lunches, write handwritten notes." “If you are focused on these life changes, it does not matter what the rest of the market does. This is how you focus on your business versus focusing on the market.” “Let's talk about fishing for a second. There are spots in the river where the fish like to hang out. It's an incredible thing. There's parts of that river that see very little fish, and then there's parts where these fish just congregate.” “Focus on your warm list daily, right? Fish in that spot daily.”      Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Minding Your Own Business   The unpredictable state of the market may make some real estate agents nervous. And if you’re one of them, you should ask yourself: Are you in the driver’s seat of your business, or are you in the passenger’s seat? Join Matt and Garrett in this week’s episode of The Ninja Selling Podcast as they discuss the current state of the real estate market and how (and if) it can affect your real estate business. They both agree that the marketplace is not the deciding factor for your business’s success. If you put the effort into building a rock-solid business and you constantly work on your client relationships, then you have nothing to worry about. The real estate market is ever-evolving, and change is inevitable. You can’t really control the global economy or where the market is headed, so why worry about it then? What you can control is your business. So, keep your mind on your business, focus on your metrics, and cruise the road to success. Focus is the key to success and growth, so surround yourself with people who keep their eye on the prize. Join our community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Are you in the driver’s seat of your business? Build a rock-solid business that stands the test of time Track your business metrics It’s your market versus your business Focus on your business     Quotes:   “Why are you spending so much time worrying about what's going on in the market? And instead, focus on ‘How is my business going to perform? What am I going to do to make my business work in any market?’” “The most successful people that I have known in this business or in any business, they don't care. They need to know what's going on in the market. They need to have an understanding of it. But when it comes down to them being successful in the market, that is not the deciding factor.” “When you look at your business, you're going to get thrown curveballs; the marketplace is going to change, there are going to be different factors, they're going to be tossed at us all the time. That's never going to change.” “Now it's your market versus your business, and it's up to you to decide which one you want to give power to.” “Success leaves clues. And I can watch any successful person in any given marketplace that is consistently successful, and I will tell you, none of them are banking their success off the marketplace. ” “Just mind your own business. Keep your mind, on your business, on your metrics, on what you're doing, and you will see success.”     Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Flicking the Switch   Garrett and Matt use today’s episode as an opportunity to shine a light on the importance of reviewing and updating business plans as a way to ensure progress and make necessary adjustments. They also review the potential for getting caught up in daily tasks and neglecting long-term goals and suggest using the metaphor of "flicking the light switch" to quickly check in on progress and adjust course as necessary.  Our hosts go on to stress the importance of having a clear sense of direction in business and explain the role of business plans and mission statements in achieving this. The value of having both internal and external mission statements is also explored. Setting quarterly goals and the role of business plans and mission statements in achieving these goals round out this timely episode as we all embark on this new year together. And don’t forget to find out how this new year is progressing for other Ninjas by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Reviewing and updating business plans Getting caught up in daily tasks and neglecting long-term goals The concept of "flicking the light switch"  Making adjustments as needed The potential consequences of not regularly reviewing business plans Having a clear sense of direction in business The need to regularly check in on progress and adjust course as needed Having both internal and external mission statements The idea of using a "light switch" as a way to quickly check in on progress Achieving quarterly goals     Quotes:   "If you blink, it's going to be 2024, and we're going to sit back and go like,’Whoa, what happened at that time?’" "And so what we do is we just turn the light switch on for a second, and we see where we're at." "It's easy to fill it with realtor stuff and feel successful at the end of the day and feel successful at the end of the week doing realtor stuff. And then you get to the end of the year and you're like, ‘Wow, that wasn't the year that I intended.’" "The plan could be doing the Ninja Nine, and you need to then flick the light switch on to see, ‘Hey, am I doing the Ninja Nine?’" "Flipping the light switch on during your planning session each week, reviewing what your quarterly goals are, helping you understand, ‘Hey, am I set up to complete that pre-listing packet project that I wanted to have done by the end of the first quarter?’"     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Step Into The Process   On today’s episode of the Ninja Selling Podcast, Matt and Garrett discuss the importance of building relationships with buyers and taking the time to truly understand their needs before showing them properties. They recommend using a structured process like the Ten Step Buyers Process to stay organized and ensure that all necessary steps are completed.  Our hosts also discuss the challenges that can arise when the needs of buyers are not fully understood. They highlight the importance of setting expectations and having a structured conversation with buyers to understand their criteria, so you can avoid showing properties that do not match their needs. Throughout the episode, Matt and Garrett emphasize the need to be proactive and put in the necessary work upfront in order to have what everyone wants - a successful and smooth home buying experience. Another way to be proactive is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   The importance of having a structured process to follow The challenges that can arise when steps are skipped The impact of the pandemic on the way agents interact with buyers Building relationships and understanding the needs of your clients The benefits of using a system like the Ten Step Buyers Process Slowing down and taking the time to fully prepare for working with buyers Understanding a buyer's criteria  Being proactive in asking necessary questions Helping buyers navigate the home buying process The benefits of reducing anxiety and stress in the home buying process     Quotes:   "It's something that does frustrate me in general -  when anytime there's changes in the marketplace, it seems like we tend to start to skip steps and miss things which aren't highlighted immediately." "I had this moment where I said, ‘Thank goodness for the Ten Step Buyers Process that we use.’” "I think it's what allowed a lot of Ninjas to be really successful through these last couple of years is because when that time got stripped away from all the other agents out there, we still had this process to fall back on." "Let's start with the question, “Oh, tell me what interested you about that home?”  "But I do know that many times, too, buyers will look at a home and it doesn't fit the criteria, but they still walk out of there going, ‘I love it. I need it. I have to have it.’ But if you don't have that upfront process, it doesn't set you up to have that conversation." "Best thing to do, really, though, is get Ninja Selling by Larry Kendall. Right in the back of the book… it has appendices that have the Ten Step Buyer Process as well as your 16 Step Seller Process." "So put in that work up front and you'll be thankful that you did."     Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling   www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching:   www.NinjaCoaching.com @ninja.coaching     Ninja Events   www.NinjaSelling.com/Events     Garrett   garrett@ninjacoaching.com @ninjaredding     Matt   matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Dunbar’s Number and Building Your Tribe   Matt and Garrett tackle the concept of ‘Dunbar's Number’, or the idea that individuals can effectively maintain 150 relationships or fewer, on today’s podcast. They begin by reflecting upon the virtual holiday party they recently held for their coaching team which leads to a discussion of the challenges and benefits of running a virtual company and the importance of building a strong sense of community and tribe among team members who are spread out across the country. In light of this fact, they then consider the implications of the Dunbar’s Number concept for building and maintaining relationships in business and personal life, and discuss the benefits of having around 150 key contacts, as well as the importance of providing good customer service.  Our hosts go on to review the value of having systems in place to manage and maintain relationships with both the inner circle of 150 and the larger pool of customers, and touch on the idea of prioritizing relationships with key contacts and the potential for these relationships to lead to repeat business and referrals. They also talk about the benefits of having a smaller number of high-quality relationships and the value of seeking out and joining a supportive group or ‘tribe’. The importance of putting in effort to build and maintain these relationships and the need to give time and attention to these relationships in order to keep them strong is also examined. Finally, they explore the idea of "auditing" one's database, bringing in new contacts to strengthen the inner circle, and the importance of being authentic and genuine in these relationships. Speaking of building relationships, be sure to  join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Matt and Garrett’s virtual holiday party The challenges and benefits of running a virtual company The importance of building a strong sense of community and tribe "Dunbar's Number" and its implications for building and maintaining relationships  Balancing the maintaining of existing relationships and building new ones Focusing on cultivating deep, meaningful connections The Comfort Crisis Building a strong network of around 150 key contacts Good customer service Managing and maintaining relationships  Prioritizing relationships with key contacts  "Auditing" your database   Quotes:   "It's interesting running a completely virtual company. A lot of people don't realize that we are spread all over the United States." "I think it's important to focus on quality versus quantity when it comes to relationships." "The amount of results that you'll get out of 150 people that you build this type of business with is insane" "You have your customer service program, which is you as a storefront, as a business, you want to make sure you take care of all of your customers." "The ROI is greater, but the effort is so much lower.” "We're all sharing energy together. And what you're looking for when you're building your group and your business people that you're working with around your city is you're building that tribe with all these people." "People want to be part of a tribe. They want to be part of things, especially things that take care of them." "Audit it up. Bring in like, hey, maybe it's a new client, maybe it's a new referral partner." "Be authentic and genuine in your relationships." "You have to show up every day and run that system."     Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling   www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching:   www.NinjaCoaching.com @ninja.coaching     Ninja Events   www.NinjaSelling.com/Events     Garrett   garrett@ninjacoaching.com @ninjaredding     Matt   matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Channeling the Power of Self-Salesmanship In this episode of the Ninja Selling podcast, Matt and Garrett delve into the topic of self-salesmanship and how we are all naturally skilled at convincing ourselves of things, both good and bad. They discuss the common habit of making New Year's resolutions and then falling victim to excuses that prevent us from following through on them. The hosts also emphasize the importance of recognizing and bringing this tendency to our own awareness in order to use it as a tool for positive self-motivation and to not let it hold us back. The discussion also touches on the theme of change and resistance to it, particularly in the context of real estate transactions. The hosts explain how it is common for clients to resist change and how it is the job of the realtor to help them manage and navigate this resistance. They also address the idea of pushing past our own unconscious resistance to tasks, such as making phone calls, in order to reprogram our brains and change our habits. Matt and Garrett finish up by discussing the value of documenting progress and holding ourselves accountable in order to make lasting changes and improve. One resolution you can follow through on right now is joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights: The ability to sell ourselves on both good and bad things Recognizing this tendency and using it to our advantage Being honest with ourselves about our limitations and working to overcome them Pushing through excuses and staying motivated Using positive self-talk and self-motivation to help us achieve our goals Helping clients navigate change Documenting our progress and successes  Breaking habits that keep us in a place of mediocrity      Quotes: "We are amazing salespeople for ourselves. You are your best salesperson." "We can turn this power into good for ourselves by starting to recognize that that exists, right? And then starting to turn it into motivation instead of making excuses." "Let's set this environment up for success for the client by being that step down transformer, asking lots of questions so that we can have a conversation and talk through things, versus all of a sudden have a client calling the night before closing saying, ‘I can't do it, I can't do it. Cancel the deal.’" "If we know this about ourselves, let's also know it about our clients. I think it helps us deploy a little bit more empathy and manage these experiences." "It's important to maintain a level of consistency in our service in order to help clients not 'sell themselves out of a deal.'" "Every time you sell yourself on why you're not going to do the things that are helping you grow, you are bringing that element of mediocrity back into your life." "If we can bring to the surface, ‘Hey, I'm selling myself on this excuse right now’, that's going to be a lot more powerful than trying to make a change and not realizing that we're just going to sell ourselves on the next excuse." "The best thing we can do is document our progress and document our journey and then sell that to other people."     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjaredding     Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Is Money Walking?   In this episode of the Ninja Selling podcast, Matt and Garrett begin by discussing the magic of the holiday season and how children's excitement about the holidays can make it even more special. They also talk about how the holiday season is a time when people are often a little bit nicer to each other, with more people stopping to chat and wish each other happy holidays. From there they review the importance of taking breaks and how, as children get older, they may be more interested in the break from school than the lights and other holiday traditions.  Matt and Garrett go on to discuss the "how money walks" concept, or the movement of people and money between states in the United States. Our hosts reference a website that tracks this movement and note that some states are currently experiencing an influx of people and money, while others are seeing just the opposite. They also explore data from the Census Bureau which suggests that the pandemic has not significantly impacted the overall trend of declining rates of people moving between states. The implications of this trend for calculating the opportunity within someone's database and the potential impact on the housing market is also examined. Our Ninja duo round out this episode by highlighting the importance of building a long-term business strategy and maintaining a strong work ethic, regardless of market conditions. If you haven’t already done so this holiday season, give yourself the gift of joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights: The sense of community that often arises during the holiday season and the importance of taking breaks The holiday season The Census Bureau's survey  The National Association of Realtors’ prediction for 2023 Working with clients and their friends and family The role of appreciation in the housing market Building a long-term business strategy and maintaining a strong work ethic    Quotes:   "It's really an incredible time of the year.” “This time of the year, the holidays, and everything becomes so much fun to watch children's faces." "They don't care about the lights. We just need the break. Give us the break." "The holidays are a time for reflection, but they're also a time for setting goals for the year ahead." "The amount of opportunity you have to work with them, to work with their friends and family is incredible, regardless of what the overall national data is." "Agents are making more money per transaction than they ever have." "The lifetime moves that people make is still very similar, right? I mean, the average lifetime moves being over eleven moves in a lifetime." "If you look at the opportunity, the lifetime opportunity that you have in your database, if everybody there has an average of eleven or more transactions over their lifetime, not only is that for them, that's also for the people they know." "People will exit, people will come into this industry." "As an individual agent, you can do a lot of business off of 4.5 million transactions."     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Personal Connection and World Perception In today’s episode, Matt and Garrett begin by discussing their appreciation for listeners who reach out to them and share notes and thoughts. They then go on to highlight the importance of following up with clients even after the sale has been made, and the benefits of personal touches like gift cards and handwritten notes. Over the course of the episode, the hosts share their experiences with receiving such gestures, and discuss ways in which listeners can incorporate similar techniques into their own businesses. Along the way, they explore the role of gratitude in shaping our perceptions of the world and our experiences, the power of perspective and attitude in doing so, and the importance of being mindful of our thoughts and reactions to the world around us. They also discuss the role of language and interpretation in shaping our perceptions of the world, and the idea of putting on different "glasses" to see the world in different ways. Finally they examine the concept of letting go of the past and focusing on the present moment, and the importance of finding gratitude and positivity in the present moment. Take a moment to focus upon this impactful episode - you will undoubtedly be thankful you did. If you haven’t already, give yourself the gift of joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The importance of following up with clients after the sale has been made, and the benefits of personal touches like gift cards and handwritten notes. Personal touches like gift cards and handwritten notes and Matt and Garrett’s experiences with them Some ways to incorporate such techniques into your own business Personal connections, building relationships, and showing appreciation and gratitude The benefits of going above and beyond in customer service The role of technology and online resources in modern selling techniques The factors that can shape our interpretation of the world around us Putting on “different glasses" Letting go of the past The concept of non-conscious programming  Quotes: "How cool would it be if in your post-closing process for sellers who sell and move away, that you did something like this for them at some point in that first year?" "It's very appreciated.” "This is one of your easiest ways of kind of putting a filter in your world, putting a filter on your mind to say, ‘Okay, I'm going to try to find the good in what's around me right now.’" "I think putting yourself into a state of gratitude in the mornings allows you not to hope for other days." "Stop hoping for the sun, stop hoping for a different marketplace to come back, stop hoping for a different whatever, and just slow down and put yourself into a state of gratitude and look around at the beauty of what's around you right now." "Our non-conscious program runs all the time and sometimes it works against what we really want consciously." "And so this helps us tune that non-conscious programming, and it helps us be a little bit more conscious about how we're interpreting the world around us." "It's not about the situation. It's about how you interpret it." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Self-Care: The Holiday Edition In this most timely episode of the Ninja Selling podcast, Matt and Garrett delve into the importance of taking care of oneself during the holiday season, reminding listeners that the holidays are a time to slow down, relax, and recharge before starting fresh in the new year. Our hosts also encourage listeners to focus on their personal health and well-being, and to make sure they are setting themselves up for success as they dive back into their business in the new year. If you haven’t already, give yourself the gift of joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights: The importance of taking a break during the holiday season The benefits of focusing on personal health and well-being Setting oneself up for success in the new year How to balance work and rest during the holidays The benefits of disconnecting from technology The value of spending time with loved ones Setting boundaries and saying ‘No’ to avoid burnout Taking time to reflect and set goals for the new year The importance of self-care and self-compassion How to approach work during the holiday season   Quotes: "This is the universal time off.” "You should own this time of the year." "We're kind of giving you a little bit of permission to ease up on all the other things and not beat yourself up." "What are the things you need to do to make sure that as you start next year, all the things you want to have in place for your personal health and well-being are in place?" "Don't beat yourself up if you don't get everything done." "Take care of yourself, so that you can take care of your clients."     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjaredding     Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Customer Relationship Management Systems Matt and Garrett are back today to discuss the importance of using a Customer Relationship Management (CRM) system in real estate and other businesses. They talk about how a CRM system can help agents keep track of their clients, manage their database, and streamline their business processes.  The hosts also discuss the power of a strong list of contacts, and how building and maintaining relationships with clients is crucial to the success of a business. They encourage listeners to invest in a CRM system that works for them, and to regularly review and update their list of contacts to ensure their business is running smoothly. Another way to keep your business running along smoothly is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The importance of a CRM system in real estate and other businesses How a CRM system can help agents  The power of a strong list of contacts Building and maintaining relationships with clients Choosing the right CRM system for your business The benefits of regularly reviewing and updating your list of contacts The role of technology in modern business Investing in a CRM system that works for you The role of a CRM system in growing and scaling a business Quotes: "The power of your list of people, because this is the defining factor that makes businesses come to life." "This is the defining factor that makes businesses come to life." "We're not going to sit here and tell you the best CRM." "We're going to talk about the power of a CRM, and we're going to talk about the power of your list of people." "The most important thing about a CRM is that it's not about the technology. It's about the relationships and the people." "A CRM is only as good as the data that goes into it." "Make sure that you're investing in a CRM system that works for you." - Matt Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today’s episode of the Ninja Selling Podcast, Matt and Garrett discuss the word "realistic" and why it is limiting. They argue that goals are meant to be incredible, not realistic, and that attaching the word "realistic" to a goal sets a limit on what can be achieved. The hosts also encourage listeners to be proactive and to think about what their life would be like if they hit their goals, rather than focusing on the obstacles in their way. Speaking of incredible, don’t forget to join our community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The impact of the word "realistic" on setting goals Setting incredible goals The danger of limiting what can be achieved Being proactive Thinking about what your life would be like if you hit your goals Quotes: "Goals aren't meant to be realistic. They're not meant to be crazy. They're meant to be like, holy cow, if I hit that, that's going to be incredible. That's what goals are designed to do." "The minute you're putting it out there and you're attaching this little piece to it that goes, that's probably as good as I possibly could do. Because of this and that and this going on, you literally are setting the limit." "Instead of saying, what is the potential if I go after this goal? What if I hit it? What if I surpass it? What if I just blow it up?" "It's a great exercise to think about if you could go out and just ask yourself, what would my life look like if I hit this goal? And the minute you start thinking about that, it starts to excite you." "If you're coming up with something and you're like, oh, that's just a little bit too much, then maybe that's the one that you want to go after." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Always Being There for Your Clients A 100% perfect home doesn’t exist, so people tend to go for 85% houses instead. That’s why they end up leaving those homes after approximately seven years, according to statistics. This is where real estate agents come in to have honest conversations and bring value to their clients. Join our hosts in this week’s episode of The Ninja Selling Podcast as they discuss the 85% house rule in real estate. They talk about the importance of talking to your clients upfront about their expectations and standards. Honesty is truly the best policy. Even after you close a deal, you need to follow up with your clients and stay in touch - this is the Ninja way of doing business. Most Ninjas stay in contact with their clients even after closing, playing at a high level compared to other realtors, as they have a robust system. Because the real estate landscape changes rapidly, you need to have conversations with your clients that will help them make better decisions and enhance their lifestyles. Join our community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights: A perfect home doesn’t exist The 85% rule Follow up with your clients after closing Bring value to your clients Have conversations     Quotes: “There's really no such thing as a 100% perfect home.” “This is where the realtors come in to add a ton of value, to make these things happen easier.” “They're not a Ninja if they don't ever talk to the person ever again after the closing.” “You're trying to get them to bring their home either up to this level that it's going to really work for them and their family and their dreams and what they're trying to achieve or opening the door of them saying, ‘Maybe we need something different,’ but it's not you bringing it up. It's them who bring it up.” “People are smart, but they're also emotional. So if you know this stuff, it just helps you help them. It just helps you understand what's going on so that you can ask the right questions to bring value to them.” “Just having conversations helps people make awesome decisions that can enhance their lifestyle.”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjaredding     Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Are You Fishing in the Right Pond? When it comes to real estate, connections are key. You need to continuously grow your network and build relationships to get in front of the right people. So if you feel like you’re struggling to get buyers, that might be because you’re fishing in the wrong pond. In today’s episode of The Ninja Selling Podcast, Garrett and Matt discuss the importance of adding the right people to your database, or in other words, fishing in the right pond with the right bait. First, ask yourself: are there even any fish in the pond you’re fishing in? If not, it’s time to fish where the fish are. If you want to be successful, you need to continuously grow your database and keep adding high-quality people to your circle. It’s important to go out there and build connections. According to Garrett and Matt, the opportunities for finding like-minded people are endless; you just need to seize them. Join our hosts as they share some first-hand tips for developing quality relationships, understanding people, and, ultimately, catching the best fish in the pond. Start building your network by connecting with the right people. You’ll find a thriving community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights: Are there any fish in the pond? Continuously buildyour database Build connections with people Interaction is the key to real estate success Understand your people   Quotes: “The more that I asked questions, the more I was finding out that there weren't any fish in the pond and when there's no fish in the pond, which means there's no buyers actively out there.” “Take an inventory of this time of the year, acknowledge who your people are, who you still have, and then, man, you better get into an active space of adding people in your database you can get in creative about adding people.” “There are certain places you can go to add in high-quality people.’” “There are so many opportunities if you just step into it to meet and grow so many people that have like in common interest with you.” “There's a lot more opportunity to do it than we think. I think we just get scared and nervous because it's uncomfortable to interact because we've developed technology and all these ways that can allow us to avoid human interaction, which is the key to success in real estate. ” “Not all baits are the same. Not all ponds are the same. Not all rivers are the same. You’ve got to understand what you're dealing with; you have to understand who your people are.”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjareddin     Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Choosing Inspiration Over Comparison Join our hosts for today’s episode of The Ninja Selling Podcast as they delve into the dangers of comparison. If you’re constantly comparing yourself to others, you’re definitely not alone in this, and there’s definitely nothing wrong with you. As a matter of fact, everybody feels the anxiety of comparison from time to time, but comparison is often triggering and may lead to negative thoughts. That’s why they say that comparison is the thief of joy. First, Matt and Garrett address the biggest reason why comparing yourself to others is pointless: it’s because things are never what they seem on the outside. You never know what’s happening behind the scenes, so focus on your path. Then, they explain that there are two possible routes to take when comparing yourself to others. You can look at comparison from a scarcity mindset or an abundance mindset. If you choose the latter, instead of comparing, you’ll find inspiration everywhere around you and use it as a chance to grow. Finally, our hosts end the episode by encouraging you to know your path and focus on yourself.  Inspiring people are everywhere around you, but if you need some extra support, you’ll find a thriving community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights: Be careful with comparisons Don’t compare, but be inspired The dangers of comparisons Are you committed to your goal? Know your path     Quotes: “We don't always know what's going on behind the scenes, we don't know the story.” “You can be motivated by what other people are doing.” “You really need to step back and say, ‘Okay, is it worth it? Or is this a shiny distraction that's coming in?’” “And I think anybody can do it, but it's the making the commitment to it. As you were talking about, Matt, that has to be made if you're going to go to those types of levels. ” “That's the best part about comparison is using the motivation side of it.” “Ask more questions, pay attention to what's going on, and know what your path is.”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjaredding     Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Referrals, Relationships, and Rocking the Ninja Nine On this episode of The Ninja Selling Podcast, Garrett and Matt are back with a great topic—the common trap of getting distracted by shiny new ideas and neglecting the Ninja basics. It’s really easy to get excited by the prospect of adding in extras like videos or newsletters (or podcasts!), but we need to take care of our fundamentals first, those basic things like engaging with people, doing real estate reviews, and taking lunches. Social media is particularly distracting, but it doesn’t add value the way personal engagement does because it doesn’t generate referrals. Most people find their realtors via word of mouth, so it’s essential to stay in flow with your sphere of influence and maximize that referral pipeline. As Garrett and Matt point out, people can fear engaging one-to-one, which can lead to them getting distracted and pursuing things that seem more fun. But if you want to get results, our hosts recommend focusing on Ninja first because the statistics show that the top ninjas across the country are running those systems close to 100%. Plus, a willingness to pick up the phone and talk to someone, as the system recommends, will set you apart from others, allowing you to build relationships and get referrals and repeat business. It’s also worth noting that this is a really low-cost business approach—the phone is free, handwritten notes cost almost nothing to send, and hey, you’re eating lunch anyway, so you might as well use it as an opportunity to engage! And by engaging, you open up the potential for exponential growth as your good relationships result in new relationships. So remember, rock the Ninja Nine, and then you can rock everything else you want to on top of that. Are you running the Ninja system 100%? Matt and Garrett want to hear how it’s working for you. Post the details on the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or, if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches.     Episode Highlights: Fulfilling the Ninja basics first Staying in flow with your sphere of influence Why the Ninja system works Unlocking the power of referrals Running a strong relationship business with low costs     Quotes: “I always find it fascinating when they’re like, I think I want to start doing videos and writing a newsletter. And I’m like, great, I really want to support you in that. But first, can we just figure out how to talk to fifty people per week? And then we can take a look? And how are your notes doing? How are your lunches doing? Are you doing real estate reviews? Like, what if you just did all of this stuff really well before we added in something else?” “Like, okay, I’m gonna go devote my time to [social media] when I’m not yet capitalizing on how I can capture people who already know me and can refer me when it’s overwhelmingly the way people find their realtor? So don’t we want to be present in the areas and spaces where people actually find their realtor? That’s the Ninja Nine.” “When we get to this time of year, we get to review people’s performance over the past year, we get a look at how people are building their business plans. The top ninjas everywhere across the country are running these systems close to 100%.” “When you really unlock the power of Ninja, what we’ll watch is the referral business will double. The actual people coming in, using you directly, who never used you before, added in with your people that are coming back and using you again, add those two together, and that will literally double that. And that’s what the potential of the referral side can be if you unlock it.” “Every single person that enters your world around real estate, if you set the bar at a very high point where they’re like, this person is different than any realtor I’ve ever come across, this person cares about me on a higher level than any realtor’s ever cared about me, the chances of that person referring you to people in the next twelve months is actually pretty good.”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjaredding     Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Going Through Five Stages of Change When there’s a real estate market crisis, people inevitably go through five stages of change: denial, anger, sadness, acceptance, and renewal. So what can you do as a realtor to support your buyers and sellers? Join our hosts for today’s episode of The Ninja Selling Podcast as they share their thoughts on the state of the real estate market.  Along the way, they address some vital questions such as: Why aren’t people buying houses right now? Is it inflation or interest rates? And why do some marketplaces do better than others? Garrett and Matt both agree that the reason is actually people going through five stages of change. And as people overcome each and every stage, you need to be there to ask questions and support them. For that, you need to adopt a positive mindset yourself. The bottom line is that change is an inevitable part of business, so the sooner you embrace it, the better! If you want to hear more tips for dealing with unpredictability and change in real estate, make sure you tune into this episode for some groundbreaking thoughts from our hosts. Have more questions you’d like answered? Then be sure to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of almost 10,000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches.     Episode Highlights: Every marketplace is different The five stages of change Ask questions The future is unpredictable The importance of mindset     Quotes: “I will not be surprised if showing activity increases going into December and all these things as buyers and sellers complete the process of going through these five stages.” “We need to have people focused on why they want to move, which is primarily a lifestyle evaluation versus a financial evaluation.” “People can't put change on hold for very long. At some point, they're going to figure their way through these five stages of dealing with this new world that's going on around them right now and getting some clarity.” “It's not these things like interest rates, and inflation, and whatnot that makes people buy and sell real estate. It is fundamental life changes that they're dealing with.” “Confidence is everything; if you don't have confidence, clear buyers and sellers, they do not commit to something.” “If you've been in flow with people and you've been connected with people, you could have a potentially very interesting, positive marketplace coming up for you.”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA     Ninja Selling www.NinjaSelling.com @ninjasellingofficial     Ninja Coaching: www.NinjaCoaching.com @ninja.coaching     Ninja Events www.NinjaSelling.com/Events     Garrett garrett@ninjacoaching.com @ninjaredding     Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On this very special episode of the Ninja Selling podcast, Matt and Garrett are joined by a live audience of 60 in Charleston, South Carolina, to talk about goal setting, accountability, authenticity, and the nitty gritty of mortgages and interest rates.  Before opening up the floor to field questions from the audience, the duo briefly discuss how to create value as a realtor and help people realize their dreams.   Whether they’re talking about transparency, long term nurturing, or simply staying out of your own way, Princeton Mortgage gives our Ninjas the platform and feedback to truly bring this podcast to life.     As Matt and Garrett draw this episode to a close, they welcome Princeton Mortgage’s very own Mark and Nicole Gordon, on stage to answer frequently asked questions about mortgages and how to talk about them with clients.  This episode is so good, Matt’s daughter, Victoria, even made an appearance - so you know this one is just too special to miss.    Interested in asking the Ninjas your own questions? You can find an active community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more if  you check  out the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. If you need more personal assistance, visit Ninja Coaching to connect with one of our fantastic coaches.  Feel free to also leave the team a voicemail at 208-MY-Ninja. And last but not least, be sure to check out Ninja Selling Events for any upcoming installations and events.   The Finer Details of This Episode:  Mind and goal setting Accountability partners Creating value as a realtor Helping people realize their dreams Staying out of your own way Long Term nurturing The power of authenticity Talking about interest rates Competing closing costs The four week touch program Transparency Quotes:  “I don't want to let that person down. They're expecting me, and if I don't show up, they may not show up the next time, and I don't want to work out alone.  So just having a partner to share in the activities that you set to accomplish that goal.” “You want somebody who is motivated, as motivated as you are or more, right? You want somebody who's walking a similar path that you're walking.  So, for taking the Ninja path, somebody who's excited about doing the similar things that you're doing and somebody who's positive.” “You don't know how to give them the right information until you know the path that they're walking down.” “All of a sudden, one person comes in and they start rising up or bringing in different energy, the crabs will all circle and they'll pull that person back down to the lowest common denominator.” “Surround yourself with a tribe that sings the same song and runs down the same path. I mean, that's the beauty of Ninja. It's the beauty of building relationships with people that know you, like you, and trust you.” “I think that people that are waiting for the right time or trying to time the market– those are the people that probably look back on their life with the biggest regrets - ‘I wish we would have just done it.’”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-Ninja Ninja Selling www.NinjaSelling.com @Ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @Ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@Ninjacoaching.com @Ninjaredding Matt matt@Ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

“Happy Thanksgiving!” from Matt and Garrett. If ever two people wore gratitude on their sleeves, it’s these two. Today’s episode will hit on Thanksgiving, though the episode was recorded a little over a week before the actual day, but that doesn’t stop our hosts from getting into the spirit! While Thanksgiving kind of forces us to look at all we have to be grateful for, Garrett and Matt are advocates of being grateful and showing gratitude throughout the year. And they encourage themselves – and you! – to let gratitude infuse every aspect of your life and your business. The awesome thing about this topic is that Matt and Garrett model gratitude across every podcast episode. While they would likely balk at being called “subject matter experts” on the subject of gratitude, you can absolutely see and hear that they try to practice it in their daily lives. Listen in as they discuss how gratitude will change your perspective, have you working (and living) from a place of abundance, and will totally flow out to and affect everyone you encounter. Garrett and Matt want to hear your gratitude practices and how you coax yourself into routines and habits. So get ready to share them! Post them on the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches. Episode Highlights: You can’t fake gratitude Gratitude leads to abundance Look for flowers instead of crap Make gratitude a habit Gratitude does not equal complacency Quotes: “Gratitude is the ultimate state of receivership.” “Look for beauty in the things around you, in the opportunities around you.” “Does this mean that you’re not going to have times where you’re upset or have challenges? No… But [you] can still find things [you’re] grateful for even in that moment. In fact, it helps get over that frustration a lot faster.” “I think one of the things with being in a state of gratitude is formulating habits in your life that allow you to stay in a state of gratitude.” “Gratitude does not equal complacency or mediocrity.” “[Gratitude] can put [you] in this state of receivership, this state of abundance, that will attract incredible things [your] way.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

When the market gets challenging, several things happen: scarcity creeps in and often leads to competition. So what will you do? Will you raise your prices? Take less commission? Adjust the level of service you provide? Join our hosts for today’s episode of The Ninja Selling Podcast and discover their thoughts on knowing your business model and how so much else hinges on that. Considering your business model, should you increase your fees, elevate the services you provide, take a lesser commission? You’ll also hear a bit of Matt’s and Garret’s thoughts on how transparency around fees and charges can help open up your business. As Matt and Garrett mention in today’s episode, you’ll find a thriving and active community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Know your business and the value you provide The experience matters Prove your value with service Do not overlook micro adjustments What does Matt think is BS? Decide the level of service you want to provide Quotes: “If you understand fundamentally that your value is more than the service – just, you know, getting contracts done, opening doors, all that stuff – you’re going to be able to charge a higher price.” “These micro adjustments are things that we miss.” “What if you said, ‘OK, instead of charging 3% for my fees, I charge 3.1%?’ On my side, that’s $500 extra which is not a whole lot of money. But if you do 20 deals a year… that would be a significant difference to your income. “Back it up with service.” “The real estate industry is an interesting place, where we keep all this stuff so secret. Clients can’t even know what the price for our services is until they sign a contract with us. That’s BS.” “There’s so much opportunity to add incredible value to buyers and sellers up front that can help you support whatever commission that you’d like to charge.” “Do your customers perceive your value?” “You look at a high-end restaurant… those four tables are their highest priority… they have the time to offer that experience because they charge more.” “That greasy spoon restaurant… I can think of like, three off the top of my head… they are successful. They understand their numbers, they understand their pricing, what their food quality is.” “We’re not telling everybody to raise it to this level. It’s ‘understand your business model and if you want to provide this upper level, charge for it.’” “It’s understanding what your business model is.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Garrett and Matt are back with another great episode. Today’s topic comes from Garrett. Or is it Matt? Do they sound alike to you, or can you tell their voices apart? It seems many of our listeners can’t – maybe take a minute and let our hosts know whether or not you can tell which one’s talking on the podcast the next time you visit the Ninja Selling Podcast Facebook group!   In the meantime, join our hosts today as they discuss the Region-Beta Paradox and how it applies to the world of real estate. In essence, this paradox describes the space in which humans are content to linger – or remain stuck – so that they can avoid pushing forward and making a change. So listen in as Matt and Garrett look more closely at this phenomenon and discuss what has to happen to move people beyond and out of this space. They’ll even provide a few suggestions for recognizing and accessing business opportunities that are likely right in front of you.   If you haven’t already, be sure to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of almost 10,000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches.   Episode Highlights:   What is it? Intense pain can cause change Be lightyears ahead of where you currently are Be aware of the “unknown zone” Where is it just not ‘bad enough’ yet? Quotes:   “There’s a place that, as we move forward, pain levels start to rise. And as pain levels start to rise, there’s a certain point at which you say, ‘OK. I can’t take that pain anymore. I’m now going to make an adjustment in my world that will allow me to move forward with better results’.”   “Significant, intense emotions and pain are easier to recover from than mild things.”   “The pain is so intense that something has to change, to drive a different path. So it opens up opportunity, in a way. Whereas if you’re in this mild pain… our vision doesn’t’ expand to see that, ‘Hey, we could actually be going a different path that would take us much further and faster, and to a better life in business’.”   “If you had addressed the problem early on, you would be lightyears ahead of where you currently are.”   “For me…, that Region-Beta is this unknown zone that we do not see until there is this stressor that comes in to force our vision to see it… How do we push ourselves into seeing those things?”   “There is an opportunity here for everybody to step back and…and say, ‘OK, where in my world is it just not bad enough yet?’ …That’s not an OK place to live in.”   “I’ve been very, very good at managing mediocrity at different phases of my life. And I hate that. …Find those triggers. Identify those things.”   “Relationships don’t get bad overnight. They get incrementally bad over time. Health doesn’t get bad overnight… Business don’t get bad overnight… Let’s not wait for it to get that bad.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Garrett and Matt are excited (as always) about today’s topic, which has a lot of relevance for this time of year – for all who are doing their business planning and preparing for 2023. They’ll start today’s episode with a reminder about what the focus of business as a Ninja should be and then address what they’re seeing as a disconnect, where people are focusing on the wrong stuff. Rather than focusing on how things have changed and allowing the scarcity mentality to invade, Matt and Garrett will encourage and motivate you to change your focus, flip the energy, be consistent with the Ninja Systems, and watch your business explode! More great ‘aha moments’ and reminders can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join over 10,000 other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Results versus the activities that create the results Change your focus and flip the energy Consistency breeds consistency and freedom GOATs put in time and work Show up frequently Quotes: “We think our business is about selling real estate and it’s not. It’s about finding and creating opportunities for other people, right?” “If you look at it [as] ‘my business is these activities’, now, all of a sudden, the results are just a byproduct of these activities that you built your business around, which would be all of the Ninja systems.” “Look at your real estate career as that type of thing where ‘this is my job to go and do these things’ versus just soliciting and selling homes. You need to be in a place of gratitude. You need to be in a place of abundance. You need to be in a place of service versus, you know, maybe a place of selfishness.” “Mark Gordon was talking about this on his social media and about football players, right? …’Playing on Sunday is fun; I would do that for free. What I get paid for is showing up to practice every day, putting in the work so that when I get to go have fun, that’s where I get to reap the rewards of it.’” “If you want a consistent business, it’s built out of the consistent aspects that build the business, that grow the business, allowing you to be on the field playing more often.” “Look at the basic Ninja systems as practice time, as planning time. It’s the executing time to grow this thing… It’s one of the defining factors that I’m watching separate the ‘okay’ from the amazing.” “How many ‘Greatest Of All Times’ never came to be because they didn’t put in the work?” “Create a plan that allows you to sleep at night.” “We can’t just wait for people to come and say, ‘Hey Garrett, I want you to help me sell my house.’ If you’re leaning into these core relationships and asking questions, and just being there, they’re going to open up.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

While it takes a bit for Matt and Garrett to get the ball rolling at the start of today’s podcast, they do get going and with a great topic - rating systems. You know what they are, and likely use them yourself to rate your Door Dash or Grub Hub delivery driver. But how much can a five-star rating system actually tell us about something or someone? Tune in as Garrett and Matt discuss our “5-star society” and how other options might tell us more about services and products, and anything else that we rate and review. They will also make suggestions for what strategies could be more helpful for Ninjas who want to grow their businesses. And although this is episode 405, our hosts spend a little time at the end of today’s recording to acknowledge and celebrate the recent milestone of their 400th episode. They are so grateful to have you as listeners and are looking forward to another 400! Ninja Selling has many opportunities for you to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches. You can also search The Ninja Selling Podcast’s over 400 episodes for any that you missed or even by specific topic! Episode Highlights: Do you want a 5-star rating or healthy feedback Create your own rating system Ask for feedback to improve your business Riches are in the niches Build a survey Quotes: “The question is, do you really want feedback on your business? Or do you just want a five-star rating? Because the two are different.” “There’s no room to really tell the difference between someone who’s going to get the job done with expectations met, versus someone who’s going to make my experience a whole different world.” “What if you… created your own rating system that wasn’t about ‘How can I market this out to people?’ but ‘How can I truly be better at what I’m offering in my services?’” “Say ‘Hey, would you mind just answering a few questions? I’m curious to hear how your experience was.’” “We live in a hyper-connected world. If you’re giving above five-star performances, people are going to share it.” “You have these review systems and then you have just rating systems. And we kind of took rating systems and transferred them over to reviews. Like, if you go to a 5-star hotel, the expectation is way higher and so on the review side, it’s also going to be a little more strict.” “If you’re able to turn certain things around for those people, sometimes they become your best raving fans because they get to see, ‘Hey, they listened to me, listened to my feedback, and changed the experience.’” “The worst thing we can do is get feedback and do nothing about it.” “I would encourage everyone to build some type of internal feedback survey that you can share with your clients.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

As they were in the last episode, Matt and Garrett are still together in Albuquerque, New Mexico having spent some time with a local real estate company. Today’s topic comes from our hosts being able to spend time together, chatting about possible topics, and is one that will help you gear up for, and get you through, the holidays. Taking care of yourself – mentally, physically, emotionally, even financially – will help you perform better in your business. Let Matt and Garrett give you some pointers about how to continue operating at peak performance personally and professionally, even as we head into the busy (and fun-filled) holiday season. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Get enough sleep Eat well Hydrate Consume alcohol responsibly Move your body Your kids, your spouse, your clients, you deserve the best of you Keep up with your mental health Quotes: “Any time something is out of whack in somebody’s world and their space, whether it’s their health, relationships, financial, whether it’s anything –  you want to fill in the gaps there – what you end up with is somebody that is not able to operate at peak performance.” “You can hopefully be at optimum performance all the way through these great times.” “You know, we don’t realize what a toll it takes on our body, what a toll it takes on our mental capacity.” “That extra 30 minutes, that extra 60 minutes: that could be the difference maker between waking up feeling good and saying the right thing to a client tomorrow and not feeling the best and saying the wrong thing.” “You have all kinds of stuff that’s on-hand so you don’t make bad decisions.” “Yeah, it’s amazing how fast that lack of water, lack of hydration, can really mess with you. But it’s also pretty impressive how fast you can turn it around.” “[Alcohol] impacts your brain health, it impacts your sleep, it impacts your physical health.” “I’m not saying you have to have perfect sleep every single night. I’m not saying you can’t indulge in fun food and stuff. And we’re not saying ‘don’t drink’… just take care of yourself during these upcoming months. They’re good months.” “Take care of your mental health… gratitude practices, affirmations, visualizations, meditations.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Garrett and Matt are together again, and for today’s episode, they’re actually together in the same city. They spent some time in-house at a real estate company in Albuquerque, New Mexico, and today’s visit with the Wells Group made it crystal clear to our hosts that “the times, they are a-changin’.” In the last several years, markets across the country have been consistent and similar to one another. But more recently, different markets are displaying different trends, or those trends are playing out in each market differently. So now is the time for you to be the trusted advisor and outshine other professionals in your market by knowing your local market really well. If you’re interested in learning more or in staying in flow with other Ninjas, check out the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of almost 10,000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Know your own market well Do the research Understand the data so you can prepare your clients What you can look for to better understand your market Ask questions and erase confusion Quotes: “What you’re seeing in the headlines, what your clients are seeing in the headlines, the newspapers, the television shows, will not translate to the local markets… Don’t get caught up in the headlines. Read the data and understand it is different for different places.” “Every market is so different…and so there’s some research you need to be doing in your own towns, neighborhoods, to understand so that you can paint a better picture. And that may not be a more positive picture in some cases…but to understand a more complete and cohesive picture for that local market.” “OK, here’s what we’re up against. Here’s what this looks like. And I have a plan on how we’re going to navigate through this.” “Showing is better than telling… Sit down with a client and really show them what they’re up against and what’s happening in the marketplace.” “There’ll be less confusion in your own mind.” “Still got to help people buy and sell homes. Doesn’t matter if it’s great or not; people still need your help. That’s all you need to pay attention to.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

To start off this Halloween episode, Matt and Garrett spend a little time reminding listeners about all of the various platforms available to Ninjas. Whether you are a long time listener, or brand new to the show, rest assured, Ninja has you covered! They then move onto today’s topic which is another great one because it addresses something that comes along every November. What is it? The November Challenge, of course! This is the time of year to get your new year started off right. Get pumped today as Garrett and Matt give you tips for growing your warm list and tell you how to build your pipeline for 2023. And they want to hear from you as well, so make sure you let them know the results of your own November Challenge. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What is the November Challenge Pick up the phone Why November Does it always have to be November Do not talk about real estate Build your warm list No dialing for dollars Quotes: “This is an incredible opportunity for all of you out there to step up your game, look at your database, figure out who your important people are, and get on the phone.” “I had a gentleman a couple years ago and he said, ‘You know, I do that November Challenge with you guys all the time. And I always get this great run of business afterwards’.” “Does it only work in November? It has nothing to do with November… So I can do that in June… You can do it every two months if you want to.” “The power is picking up the phone and making a phone call.” “November’s kind of an interesting place because you’re done with summer. Summer’s done. You’re settled. And now you have this great opportunity to be like, ‘How was your summer?’” “You need to reach out and connect with people. And really important, Matt, you cannot talk about real estate.” “You’re gonna learn one of two things: you’re gonna find out that that’s a person that maybe I should have been in better flow with because it was a great phone call… or that you can take them off your database and you can move along.” “This November is the time to grow this incredibly awesome list. And it’s like a roadmap for the next four months.” “People never stop having babies. They never stop losing jobs. They never stop getting married, they never stop getting divorced. These things just keep on rolling.” “Let’s be that spark. Pick up the phone, call, have a great conversation. It’ll make your month really awesome because then you’re gonna start seeing the pipeline built.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today’s topic, like so many, comes from something Matt keeps hearing from colleagues, other real estate agents, and in his coaching calls. Today’s episode is about what Matt calls “the false narrative of yesterday”. What is it? How do you address it? And how do you move past it and achieve what you want to achieve?   Our hosts will also delve into how to determine where you are at this moment, the dangers of getting caught in the false narrative trap, and how to insulate yourself. Finally, they share the excellent advice to stay in flow even with those that are on hold - a fitting finish to yet another invaluable episode of the Ninja Selling podcast.   Ninja Selling has many opportunities for you to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more Ninjas – almost 10,000 of them! You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches.   Episode Highlights:   What is the false narrative of yesterday? Determine where you are right now Don’t get caught in this trap Insulate yourself Stay in flow with even the ones that are on hold Quotes:   “How do we address this false narrative of yesterday and get into the conversations of today to help people achieve what they want to achieve?”   “It means nothing, what you could have done six months ago.”   “It’s like let it go, let it go. Just let it go. Take a big deep breath. Let’s ground ourselves.”   “I think this is why we get caught in this trap, because it’s easy to reflect on the things that we’ve experienced. It’s easy to go back to the ‘good times’.”   “It’s funny to hear the narratives of the agents because there’s some going, ‘I wish, I wish, I wish’ or ‘Gosh, it’s changed so much’. And there’s some that are just head down, pushing through, doing the right stuff.”   “Be in the present.”   “Do the right things to pad your business right now. There are people that are going to have to make tough decisions… you need to be their expert, you need to be the person that they can trust, you can’t be pushing anybody to do anything at all. It doesn’t work long-term. It’s not how you build a great referral-based business.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Welcome to our 400th episode, and thank you, as always, for joining us! As part of the celebration of this incredible milestone, Matt shares some exciting news about recording a few podcast episodes during the upcoming Ninja Installation in Charleston, November 7-11. These episodes will be with a live audience on Tuesday, November 8, at 6 PM, at the Princeton Mortgage offices, and this live podcast event is free - all are invited. To RSVP and be part of the live podcast recordings, all you have to do is go to:  theninjasellingpodcastlive.carrd.co On the heels of that exciting announcement, Matt and Garrett move on to today’s topic all about the age-old notion of the parade of buyers that comes through a house once it is put on the market, looking for something new, fresh and different. Our hosts spend the episode talking about this parade – with tips on how to prepare for it, how to attract it, and how to ensure you don’t let it pass you by. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Prepare for the parade Get show ready to attract the parade Create a vibe around the property Communication is vital Look for healthy instead of normal Tune up your negotiation skills Quotes: “Being show ready is more than even just the staging and everything. It’s how you introduce this property to attract the parade.” “There’s the parade of people physically coming through. But there’s the online parade as well.” “Am I creating a vibe about this property that, if I don’t act on it, it could be gone tomorrow?” “Why are your buyers pushing the pause button?” “Once you hit and the parade of buyers is going through, collect the feedback.” “If you listen to your seller, if you listen to the party that you’re representing… educate them and also listen to them at the same time.” “Instead of looking for normal, look for healthy.” “A good negotiator can be the difference maker in getting a property under contract.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Tacking onto the last episode’s topic highlighting open houses with Randall O’Dowd, today’s episode is a fun follow up. But before they get going, Matt and Garrett do a little housekeeping around the Ninja Selling Podcast group on Facebook. They work hard to maintain and police the group, and to make sure it provides value. They’re also careful to protect the integrity of the people in the group, and the foundation of the group itself. So remember to join the group, if you haven’t already. Today’s episode is all about showing up as a professional. If you were with us for the last episode, then you heard Randall mention this several times. It’s part of how he manages and presents his personal brand and demonstrates that he goes the distance for his clients. Matt and Garrett discuss the example Randall sets and how it’s necessary for business growth and success. It’s also a timely reminder as you work on business planning now, for 2023. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook and find a community of almost 10,000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How do you want to present yourself? Show up and take pride It’s not about what you’re wearing, or is it? First impressions can be tough to redo Your energy is outrageously important Quotes: “I think it changes your energy, how you show up with your clients and how you act in a deal… Showing up as a professional, taking pride in this business that you are running is very, very important.” “When I refer somebody to Randall, I know exactly what they’re going to get. I know exactly the professionalism.” “Let’s show up. Let’s dress up. Let’s play a part that will make people go, ‘This person is 100% showing up for me, representing me, looking great’.” “I always say it’s not about what you’re wearing; it’s how you present yourself. And sometimes wearing something can help you feel a certain way.” “There’s an actual study…and their sales numbers were drastically different, much higher, with the group that wore suits compared to the group that was wearing sweats. There’s a psychological difference that will come about with this.” “Would I feel comfortable walking into my own store? Would I walk in and go, ‘Woah! I want to do business with this person’? That’s the question that I think we need to answer for ourselves.” “That first impression, that first moment we get to meet somebody is so incredibly important. [It] sets the stage of how that relationship is going to move forward in the future. And you get one shot.” “’Best dressed guy in the office!’ Looking good, as always, man!’ Those little compliments take your energy up a notch every single time you get one.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today’s episode, Matt and Garrett are joined by Randall O’Dowd, an agent with Desert Sotheby’s of Palm Springs, CA, to discuss a topic that many people either run from like it’s a grenade or participate in - but with the wrong mindset. Garrett started coaching Randall in 2012, and he is very  excited to have him as today’s guest to discuss the topic of open houses. Randall has embraced Ninja wholeheartedly, basing pretty much 100% of his business around the Ninja System because its tenets resonate with him and his beliefs about real estate agents as trusted advisors instead of generic salespeople. One of the things Randall also embraces—and thrives at—is open houses. Listen in as Matt and Garrett find out why Randall is so committed to open houses, how he leverages them to grow his business and contact list, and his top tricks and tips for making open houses a key part of your own marketing and growth. This is an episode that may just revolutionize your business - one that you absolutely cannot afford to miss. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join over 9400 other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Mindset What’s broken in your approach? Stand out Ask for the business Build your brand Walk away with more than leads Start working for them immediately by providing value Showcase your recent ‘solds’ Quotes: “I do open houses. I’m really good at open houses.” “So on open house morning, I have breakfast with my wife, and I say, ‘I’m so excited. Today, I’m going to get three or four new clients. I have the affirmation and the expectation that things are going to go well, that I’m going to have fun’.” “Look, this is a specific day of the week when, for three or four hours, ready, willing, and able sellers and buyers are coming to talk to me about real estate. Like, when else does that happen? I would do it every day if I could.” “It starts with that mindset that you said, Randall, I think, which is so important… Of course, you are doing it to showcase the home. But it’s also like the seller is gifting you this opportunity to use their property as a storefront to showcase your talents and expertise.” “We’re in this for the long haul. We’re sowing seeds and we’re building this brand and that’s important.” “It’s a job interview. I want to show up and represent that property. I’ve got the full-color brochure, I’m engaging everybody who comes in and out. I’m answering questions, I’m engaging. And those sellers are watching that.” “If they’re represented, hands off! I’m not going to spend energy on them.” “I do something that I’ve never seen anybody else do. I’m super-faithful with direct mail. I do a lot of postcard mailings. I do ‘Just Listed’ and ‘Just Sold’ postcards. And whenever I do ‘Just Sold’ postcards, I always get extra copies to keep. And when I go to an open house, the first thing I do is clear the dining room table of everything, and I set out 30 ‘Just Sold’ postcards…” “I want people to take away the professionalism that goes into every aspect of how you host an open house—from how you set the signs, when you set the signs… to the collateral that’s there at the house, to how you engage with people.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Most of the Ninja Selling podcast’s episode topics come from conversations Matt and Garrett have with one another or from things they hear from their coaching clients. Sometimes they plan their topics ahead of time, but most topics are decided about 10 minutes before they hit the record button, while our hosts are catching up with each other. Regardless, all topics are of tremendous value. Just like today’s, which Garrett calls the deciding factor for success in today’s market, and in any market. Today’s episode is all about how consistency—sticking with the Ninja System (or another system if you’ve found it to be helpful. But we all know Ninja is the best, right?) and staying the course through every market change—will lead to success and business growth. It will also make you that trusted advisor that people want to do business with. Matt will point you to a few books and articles for additional reference, Garrett will tell a story about how not training for a walk got him in trouble, and they’ll both emphasize how consistency and preparedness matter so much. Ninja Selling has many opportunities for you to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more than 9000 Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches. Episode Highlights: The only constant is change but systems should not change People look for an advisor who provides value The Ninja System can handle it all Flatten the curve Have a consistent plan Quotes: “If you look at the past two, three years, the people who are consistent are people who did not change their systems. Their buyer process was still the buyer process. The seller process was still that. Their flow was still their flow. They still did their autoflow. They did all the Ninja things. The Ninja Nine was consistent.”’ “A lot of you pivoted away from what works, and then you got accustomed to certain dynamics of the market that were supportive of, kind of, cutting corners and maybe not being in flow as much.” “People look for an advisor who provides value. And that can be you if you run the system.” “The beauty of running the Ninja system is you can handle buyers, you can handle sellers, you can handle expireds, you can handle open houses, you can handle short sales.” “There’s nothing wrong with exploring other skills in addition to working on the foundation of your business.” “Real estate is just the byproduct of these incredible relationships that you’ve built.” “If you’re always changing how you run the business, you don’t have something that lasts, that can build the consistency so that in three, four, or five years, all of a sudden, you just have this flow of stuff coming towards you.” “The market could potentially ‘be changing’ but it’s really this: the market mindset. We need to flatten the curve and keep that consistent.” “There’s a lot of people who need trusted advisors out there. There’s confusion in the marketplace about ‘what does all this mean? Where are we going? What does this look like?’ and it’s just an incredible opportunity to be that person for them.” “Do we have a consistent plan that our clients can trust that we know what we’re doing long-term?” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Join Matt and Garrett for today’s episode with special guest Rob Henderson - a friend of Garrett’s and a Ninja real estate agent in Colorado Springs. Rob has a background in open wheel and motocross racing and this, coupled with his work as a Ninja, helped forge a great friendship between himself and Garrett, since we all know Garrett’s fondness for racing. Today’s episode is sure to inspire you to take advantage of the entire Ninja system and all the tools it includes. Take notes as Rob shares so many “golden nuggets” for getting your own business to the next level and for transitioning away when it’s time to retire. One important tip at the start: make sure to listen until the very end of today’s podcast so you don’t miss hearing Rob share two of his favorite stories about Garrett. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 9000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Be coachable Office Ninja groups People first, income second Do you have a business to sell? Tips for transitioning away and making your exit Ninja selling versus just being a Ninja Quotes: “The one thing about Ninja is you have this giant toolbox and you have all these things, these resources, to be able to use. And I think it was like, ‘Well…I got all these tools but I don’t know how to implement them.’ …And it [the coaching piece] made amazing results in my career.” “It’s the way you talk about your people, Rob. Like, there’s people that look at their database as, ‘How much business can I get out of this database?’ and there’s people that look at it as, ‘I’ve got all these people I want to help and these are the people I want to take care of.’” “That Wednesday 9AM meeting was something I looked forward to every week. It was important to my soul… So important to have a group behind me. They have my back and I have their back.” “It’s a brain trust of really top agents. And it’s not coincidental that the people that are in our group are some of the top producers in our company.” “We work in a world of plenty. That scarcity mentality: you’ve got to let that go… By collaborating, you’re able to improve what you’re doing but also help somebody else improve.” “I believe that because I’ve done things this way, the money piece will be there.” “The most successful people I’ve ever seen in business put their people first.” “The key component is finding somebody who’s of the abundance mindset.” “I don’t’ believe that it’s ‘Ninja Selling’. I think it’s just being a Ninja. It applies to all of our lives… I’ve really embraced the culture of it. And it has helped me in so many ways. So in the next phase of my life, it still applies. It doesn’t just go away. I’m not gonna stop being a Ninja. It doesn’t work that way.” “What you focus on expands… The real estate review piece has probably changed my business singlehandedly the most.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today’s topic is about a statistic that was shared with Matt. But before they get to it and discuss their thoughts on the topic, listen in as Matt and Garrett discuss Garrett’s difficulties with the podcast introductions--which include details about the Ninja Selling Podcast group on Facebook, what you’ll find there, and also point you to the Ninja Selling website. These introductions slide off Matt’s tongue, but when it’s Garrett’s turn, his mouth turns them into a jumble. Or so he thinks. They’re really not so bad! Back to today’s topic: someone shared a statistic with Matt that said 70% of active realtors today have never experienced a normal market. Upon seeing this, Matt’s mind started turning—what is the definition of a “normal market”? How are you qualifying that? Ultimately, Matt believes that a normal market does not exist; the only thing that does exist is constant change. So turn up the volume and dig in with Garrett and Matt as they discuss their thoughts on “normal markets”. They also give great tips on how to ensure you don’t get stuck waiting for something “normal” that may have never even exist anyway Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 9000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: There is no 'normal' Perspective, mindset, and preparedness Experience matters but what could be more important? Which of the 3 camps are you in? People still buy and sell homes no matter the market Tips for thriving The Ninja Selling system was designed to work in any market Quotes: “There has never been a normal market and there never will be a normal market. There is no such thing as a normal market.” “But when it comes to all the moving parts of what makes a real estate transaction work, and the psychological situation that happens around somebody who needs to buy or needs to sell, there is no normal. There’s too many moving parts. There’s too many variables that happen around this.” “We’ve seen people thrive on Ninja systems through multiple different markets.” “Experience is also a fantastic thing. To have an understanding of a buyer’s market versus a seller’s market…makes sense.” “They’re not waiting for the good old days to come back. They’re saying, ‘OK. I’ve got all these tools. Which ones are applicable to this marketplace, in this situation that I’m in?’ And at the same time going, ‘OK, what new stuff do I need to figure out?’” “If we keep the dynamic viewpoint of how we should operate in an ever-changing market, then you’re going to be prepared to handle all the things.” “Just because we’re getting closer to buyers and sellers having ‘even footing’, why is that considered normal? Because that’s what we like? Or that’s what’s easier?” “Live in the present. Live in the now and stop waiting for the past and stop predicting the future. Live right here in today’s market…if you’re waiting, they’re going to go to somebody who will help them today.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Join Garrett and Matt for a quick episode where their goal is to leave you in the high positive quadrant. Today’s topic comes from our hosts’ experiences in coaching real estate professionals - it’s something that's all around, even in businesses other than sales - and Matt and Garrett call it noise. Today, our hosts  challenge you to choose your camp and decide how you will grow your business even amid this current market, with its real challenges and negative noise. With one camp yelling “the sky is falling” and “there is no business”, learn how to silence the noise and figure out how to make your business work right now. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Perspective matters Create your own reality Be careful about the information you let in Use Ninja’s energy quadrants Quotes: “And then you talk to a person that literally shares a wall with them and they tell me the exact opposite of what’s going on in the marketplace.” “Keep the negative noise out of the office.” “When you’re not paying attention to the day-to-day BS that’s out there, you actually start to feel better, you start to perform better. Your brain operates at a better level, and in this business, that’s going to allow you to find more opportunity.” “These people that I think are running outside the pack right now are protecting themselves from these conversations. They’re creating their own reality…being a little dumb about what everybody else is experiencing.” “Isn’t it maybe a good thing to be uninformed about some of this stuff right now? It’s not making you a better person.” “You get to choose which camp you want to be in. You get to choose which noise you want to surround yourself with every time you pick up the remote, every time you engage in a conversation.” “And I think you can ask yourself the question, ‘Do I want to take that energy with me now? And where am I taking it?’” “I would extend these choices to who you follow and spend time with on social media, as well.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Get ready! Matt and Garrett have a fun episode for you today. They’re discussing data. Hold on! Don’t roll your eyes and don’t close your podcatcher. You can bet that this episode will be well worth it. Today’s topic comes from one of Garrett’s recent coaching calls with a Ninja who has a property that just won’t sell. Turns out there is some important data around the property that would help explain the issue, but it’s being ignored. To help you navigate around a lot of the noise out there, Garrett and Matt will point you to the necessary data and then discuss how to use that data to have educated conversations with your clients and bring clarity in an uncertain market. Before we get going, be sure to check out the Ninja Selling Podcast group on Facebook, and find lots of opportunities to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches. Episode Highlights: Know the appreciation rates for your market Trends in the last 2 decades versus the last 2 years How does ownership bias factor in? Paying attention to and understanding data = clarity Quotes: “You need to be looking at these numbers. Like, you need to have these numbers so that you can have an educated conversation with your clients.” “We overvalue the things that we own. We tend to put more value on things that we own than things that we do not own.” “Because not only is this something you own and cherished, it’s most likely the largest asset that you have financially.” “Look at the FHFA document. Let’s look at the HPI report.” “Larry shared with us about anchoring sellers into ‘Hey, what did you pay for this house?’” “We had a whole podcast dedicated to how your primary residence is not an investment. Don’t look at it that way because it can get you into trouble.” “We need to be able to sit down with our clients and show them that this is what’s really been going on.” “Take a step back, look at the information that’s presented to you to help people understand what it means to be a homeowner.” “Because most people would have 20% down, that means your value of your liability is 80% of the value of your house, right? So the value of the asset: most of it is not even yours.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today’s topic is all about the confusion that exists in the real estate marketplace today, a topic that came to Garrett because he’s hearing (and seeing) it in a very loud way these days. In this episode, he and Matt discuss what they’re both seeing and offer tips for how to quiet all the confusion and noise so that you can keep your business moving forward. Get ready to take notes, too, because Garrett says it is 100% possible to help people find clarity in this marketplace. But then Matt counters by hedging—just a bit—when he mentions that clarity must also include the acceptance that there will always be some level of uncertainty. What does this all mean? How can you gain clarity so that you can offer it to your clients? Tune in for today’s can’t-miss episode! It’s a topic that, if you can master, will set you apart from most other agents. Discuss today’s episode or access more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 9000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Help people achieve clarity Balance clarity and uncertainty Ask questions Educate yourself Collaborate Acknowledge and address two common fears Score a group of “raving fans” Quotes: “The confusion that exists in the real estate marketplace today seems to be plaguing everybody—from buyers, to sellers, to real estate agents, too.” “Sellers are living in the past by about 12 months, and buyers are living in the future by about 12 months.” “So this confusion combined with this need for absolute clarity puts real estate agents in a tough position. It makes the job a little bit harder, but it does make it more fun, particularly if you know the secrets to helping people achieve clarity because then you get all the business.” “The heart of being able to find clarity is you have to have a reason to make a decision.” “Maybe we’re holding on to some of the wrong people or not finding the right people.” “And we’re going to start to uncover that maybe not every listed property is a seller, which then changes the whole picture of inventory.” “This can really be a healthy-ish market for both buyers and sellers.” “When people get confused, they also really want someone there to let them know that it’s okay.” “This is where you create your raving fans… this is where you show your skills… there’s going to be some great, great, great agents that come out of this time, but you’ve got to be willing to step up and engage.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Before they jump into today’s topic, Matt and Garrett take a minute to catch up with one another, as this is the norm for them. If you haven’t guessed it already, these two guys are good friends and they set a great example of taking time to check in with each other before they get to work. And today their work delves into a topic that is necessary for self-employed people to consider: When you aren’t paid a monthly salary, how do you plan for expenses? How do you save money? Well, one way to do this is to pay yourself first, and our hosts have some wise financial advice to share as well as some quality book recommendations on this topic. But be forewarned: Garrett and Matt are not financial professionals or accountants. Their topic today covers finances, but they always encourage you to discuss your specific situation, needs, and goals with your own financial professional. Do you need a recommendation for a financial advisor or accountant? Do want to learn more about Ninja Selling? Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 9000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Write-offs do not mean “free” Business credit cards should not be a loan source Run your business on cash flow Consistently re-evaluate and keep your baseline low Set goals for saving Quotes: “We have to get ahead of ourselves in order to begin.” “Those can be business expenses. The problem is, we say, ‘Oh this is a write off’. That doesn’t make it free. Right? You still need income to do that.” “How do I look at this from a cash flow perspective?” “If I couldn’t bring it to zero, I didn’t use it. It wasn’t even available until we could get it back down to zero.” “If you’re running your business on cash flow, you really only need cash.” “Deposit your commission into a savings account and then deduct the same money every month—that’s your salary—into your checking account. And that’s what you have to spend; the rest gets saved.” “It’s hard for us to save and set money aside unless we have a goal for it.” “Don’t rob yourself. This is the whole concept of paying yourself first. Stop robbing yourself to pay all these other things… Fix that so that you can keep your own money.” “It’s amazing how fast money will start to build up.” “Find the tools that help you be aware.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Get ready for a fun episode today – it’s all about FORD questions, and it promises to be an eye-opener. But first, Matt and Garrett are full of compliments for each other at the start of today’s podcast. As Garrett says, “There’s a lot of love going on here, guys… but this is who we are.” And it’s true: this is absolutely who they are. Their energy is contagious! So lean in and let their energy over the next half hour pump you up and also get you focused. Today’s topic is the Law of Precession, which differentiates a Ninja and the Ninja system from every other salesperson and system out there. Find out how consistency with Ninja’s FORD questions and the law of precession are key to building your business and setting you apart. “Our Facebook group is so frickin’ awesome! There are so many cool people doing so many cool things. So check it out!” If you haven’t already, be sure to take Matt’s advice and check it out! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Find over 9000 other Ninjas and share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: A quick physics lesson How FORD questions drive incredible business results Consistency matters Slow down The law of precession is for business and life Quotes: “What happens is, with Ninjas, when you all of a sudden reach out to somebody and you share that space with them for a little while through FORD questions… that moment of staying and engaging somebody allows the law of precession to happen.” “It is a fundamental key point of difference that makes Ninja be what it is.” “Flow fixes everything. Are you out talking with people? Are you out interacting?” “We sometimes overlook the opportunity sitting right in front of us because we’re looking for opportunity.” “You’re just solving problems. You’re finding pain, you’re finding pleasure in people’s lives and you’re solving for X. This is where all these crazy opportunities come up.” “Part of this law of precession--a key factor in this--is slowing yourself down. Be in the present moment.” “Just slow down, ask questions, engage with people.” “If people are making it work, everybody can make it work. But you’ve got to engage.” “Opportunities that come out of the law of precession aren’t always business either… Opportunities for just a better lifestyle could be on the other end of asking a really good FORD question.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Hold tight while Matt and Garrett dive right into today’s episode where our hosts will discuss custom flow and distinguish it from autoflow. Today’s topic came about organically when guest Mark Gordon said “teach me while I’m not paying attention” in the last episode and something clicked in our hosts’ heads. They realized that there’s a difference between a really good autoflow program and a custom flow program. And while some may already utilize a form of custom flow, Matt and Garrett draw a distinction between autoflow and custom flow today. Listen now and discover how custom flow can be a way to personalize your flow and also level up in how you serve your customers and grow your business. Ninja Selling has many opportunities for you to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches. Episode Highlights: Autoflow will only do so much Custom flow allows for more personalization Automate your custom flow and build a system to connect How to level up with custom flow Integrate this into your business plan—now or for 2023 Quotes: “Yeah, not taking away from autoflow… a really good autoflow program, that’s got good information and that’s going out consistently and allows you to walk away and go spend time with your people and build relationships.” “You don’t do autoflow to stay top of mind. You do autoflow to keep your people informed so that you’re providing value. So that if they do have questions, they come to you because they know that you’re their advisor. Not just so you can simply stay top of mind.” “Putting your voice in there is what solidifies the connection between you and the people who are receiving what that flow is.” “That makes you their trusted advisor. That makes you the person who’s the source. That makes you the person who has the goods.” “You start to develop this portfolio of content that you get to go back to and use and repurpose.” “We say it differently in our voice, that makes it very unique to us.” “What’s your intention? …Are you trying to be an educator and be a value?” “Once a week, take the headlines and look at those articles, read them, and then do a video… as it relates to market data. This could be like, literally, a 90-second video.” “Then they wonder why they’re always just never really getting traction in their business. That’s why it’s important to get some sort of plan around this because it will make a difference.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Join Matt and Garrett today as they welcome guest Mark Gordon to the Ninja Selling podcast. Mark is the Chief Revenue Officer of Princeton Mortgage, in Charleston, SC, and he is extremely happy to be a part of today’s episode as he is a big fan of Matt’s and Garrett’s and of the podcast as well. Mark has infused his company with the tenets of Ninja Selling and today he shares with us all precisely how he accomplished this. He also gives great insight into how people can make the current status of the market work for them. So listen in and take notes as our hosts and Mark reveal how, even with changes in the current market, investing in real estate is definitely a game rigged in your favor. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 9000 Ninjas who collaborate, ask and answer questions, network, and more. You can also leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. And be sure to check out Ninja Selling Events for upcoming installations and other events. If you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Making the Ninja system work in and for the mortgage industry Creating an environment that inspires adoption of the Ninja system What to pay attention to in the current market and how to change perspective Helping first-time home buyers purchase that first property in the current climate Becoming the trusted advisor in your sphere Quotes: “True story, I got halfway through Ninja (the book) and I was, like, seriously considering quitting everything and becoming a realtor because… this is such a system, right? It’s literally like, ‘Hey, I can hand you this book. And if you do this stuff, you will succeed.’” “We stole all that stuff from Larry and Ninja. It’s the best stuff I’ve found in any industry when it comes to sales training.” “All you need is one person to go all-in.” “Always have a growth mindset.” “And so, by being as transparent as I can be about what my process is, it also just builds trust, right?” “If you’re a long-term holder or investor, or if you’re even in your own personal residence, the game is rigged in your favor. It means that when rates go down you always get to take advantage of it and when rates go up, you never have to feel the brunt of it.” “It’s all going to average out, particularly when you’re trading equity for equity.” “At the end of the day, I don’t think there’s a lot of people who bought and held real estate for 20 years and then regret it. Like, that’s just not what we see over time.” “One in 11 American adults right now is a millionaire in terms of their total assets. And most of those got there through real estate.” “You should become an expert in this stuff because it will help you see opportunities that you can’t see if you don’t know this stuff… If you spend an hour or two reading about local programs in your area, you can come out of that knowing more than 99% of the people in your area about what’s available.” “If you can become that person who’s always delivering value and never asks for anything in return, you know, the science is pretty clear on that comes back to you.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On today's episode, Matt and Garrett discuss the rise in inventory levels seen in the current marketplace. They explain how inventory levels are affecting agents and how many are making hasty decisions, and then go on to offer tips on how to remain calm through the storm while relying on data trends and systems. Our hosts begin by illustrating the issue of inventory rise using a speedometer, and explain that, while many are being influenced by fear, those who read the trends will be able to offer their clients what they need. They also address the impact of seasonality on inventory levels and why agents should understand data and trends in order to make smart decisions and help their clients get to where they need to be. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Addressing the rise in inventory levels How to read the trend The impact of seasonality Knowing your data Staying calm in the current market situation Quotes: “It's interesting to watch how fast people freak out when the inventory levels start to rise.” “But here's what we're trying to do with that information, handling that information to help our buyers and sellers make the best decisions possible for them at that moment.” “You have to factor in a little bit of seasonality and what actual inventory is selling.” “Check your inventory levels, check your amount of pendings that you had in the last month, do your average for absorption for the last six months to get a sense of what's going on there.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Joining Matt and Garrett today are Tim DaLeon and his son, John. Tom is a licensed real estate agent and the co-founder of Focus 1st which he co-founded following a 25-year career at Hewlett – Packard developing software products. John is a member of American Mensa and has used his genius-level IQ to translate complex pricing theories into practical, easy to use resources for Focus 1st’s clients. Focus 1st automates pricing and processes to aid agents and realtors, and today, Tim and John discuss the power of data and how Focus 1st thrives in easing processes for their clients. Tim begins the conversation by describing his background in real estate and how he transitioned from his engineering career. He discusses the purpose of Focus 1st and how this system brings pricing to the forefront of selling real estate. Our hosts highlight the importance of data and why agents should invest in creating result-oriented real estate reviews, and then Tim wraps up the episode by explaining how charts and pricing work in Focus 1st. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Tim’s background and how he started in real estate How Focus 1st started The power of processes How the Focus 1st system works Using the right data Investing in real estate reviews Understanding charts and pricing when using Focus 1st Quotes: “I don't consider myself a pricing expert. I consider myself a pricing master.”   “I followed the process and kept doing what was working.” “The whole point is if you have the process, you can just repeat - it tends to keep working.” “Even though we're data-driven, we're person-first, data-second.” “Any time I can have someone do a real estate review and they're excited about the information they get to share with somebody, the results are there. ” “Your goal is to make sure you teach your customers and share awesome knowledge. The more you achieve that goal, the more transactions you end up having.” “When you can empower the client with that much information, it makes your job easy. And again, you're not making the decisions for them, you're allowing them to make smart decisions for themselves, which is just brilliant.” “Showing is better than telling.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study   Focus 1st

Today's topic came up for Garrett partly as a result of a conversation he had with a lady that he coaches in the Colorado market which got him thinking about what it means to have a shared vision. When you're working with people, when you have multiple people in your world - family members, loved ones, team members, business partners – a shared vision is a crucial component. But what exactly is it? In today's episode Matt and Garrett answer this question, highlighting the power of having a shared vision, the importance of setting rules and boundaries, and how this can make all the difference in your relationships and business partnerships. Garrett explains what a shared vision means by illustrating a road trip he embarked on with his daughter, noting that having a shared vision reduces decision fatigue and enables you to figure out who you can and can’t work with early on. They round off today's conversation by introducing tools that we all can use to cultivate the habit of creating shared visions for greater success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The power of a shared vision How relationships and business partnerships break down The power of simple rules Building a shared vision with people around you Setting rules and boundaries Quotes: “We protected ourselves and our working relationship of how we're going to get from point A to point B so we can have as much fun, laugh as much as we possibly could, joke along the way, and enjoy the time and the experience together. ” “The things that you set the rules on, you have to be clear on that. And you have to make sure that those are communicated and confirmed through questions” “It's collaborating, it's working together, it's creating this shared vision. It doesn't have to be everything you want.” “A good story creates a good analogy into running a business.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

It's no secret that rollercoasters can provide the most exciting experience of your life, but they can also be the scariest if you’re not really prepared for the ride.. Today, Matt and Garrett explore the rollercoaster happening in the current marketplace where inventory numbers have begun to climb. They also discuss the fall market and offer advice to Ninjas looking to expand their business in this uncertain marketplace.   Matt and Garrett discuss the current marketplace, citing a rollercoaster example. They explain that staying true to the systems and processes put in place can help Ninjas through this period, taking their businesses to the next level. To draw this episode to a close, Matt and Garrett offer tips for realtors to transform their warm list into a hot list in preparation for the fall market.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights: A rollercoaster August Predicting the fall market Staying true to your process through the roller coaster Steps to take in the current marketplace Quotes: “Everything is all of a sudden locked in to send us back down the other side of this roller coaster for one screaming ride back down to the end of the year to start the new year and start clicking up the other side again.”   “Understand where we are in the year because if you understand and you can own it, it's just a tremendous opportunity instead of getting freaked out.”   “Life changes are what you want to be paying attention to because it's like the fuse before the firework goes off.”   “Start looking for the signs up front right now, which is all the life changes that cause real estate to happen. “   “I'm excited. I'm looking down. I'm ready to roll. This is going to be fun.”   “When you're in the front car, your hands are up, you're screaming before you're even moving.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Matt and Garrett have just returned from Ninja Selling Guide Camp and are pumped to tell you all about it. In today's episode they discuss Garrett's role in developing the Ninja Selling Coach/Guide concept and its evolution, and also share the fun activities that took place at the recent camp and more importantly, the conversations and lessons learned there..   They begin with a discussion about the evolution of Ninja Selling Coaching over the past years, and then move on to discuss the Guide Camp event itself. They also highlight the powerful physical energy connections made and the lessons learned from meeting various agents that work in different markets. Our hosts then round up the episode by explaining the benefits of going to similar events and how they can help agents broaden their network and their skills.   Another way to broaden you network and skill is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights: The growth of Ninja Selling coaching over the years The power of physical energy experienced at the Guide Camp How events like the Guide Camp benefit agents Making changes to suit the current marketplace Experiencing fun activities at the Guide Camp Quotes: “The energy that comes out of it is absolutely amazing, the support, and the camaraderie,”   “It was cool sharing thoughts because we have people who specialize in all different markets, from resort markets to second home markets, to luxury to primary markets to first home markets, and hearing all the different perspectives on what's going on and being able to pull ourselves together and share ideas so that we can make sure that people that we're working with are getting some of the best advice that they're not going to find anywhere else.”   “We're not making overall massive adjustments, but there are certain times in marketplaces where certain systems are more important than others.”   “It's fun to be in the room with the instructors too because they get a little bit different perspective than we get as coaches because we're blessed to be able to work with people who have business at a certain level and want to go to another level.”   “I appreciate our entire group of coaches that we have, our entire group of instructors that we have, all of us as guides.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On today's episode, Matt and Garrett delve into the importance of internal communication and why this should be done effectively. They center on the need to communicate effectively with the people who work for and with you, and also explore the right tools and ways to aid your communication. Our hosts begin by highlighting the problems that occur when internal communication is neglected, explaining that this affects the quality of work your staff members produce. They lay emphasis on the need to also have a schedule for meetings and sticking to them, and go on to discuss the different communication mediums and why face-to-face is the most effective communication tool. The episode rounds off as our hosts offer top tips and advice to agents looking to repair their internal communication with their staff for a successful business. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Why you should never neglect internal communication The importance of having a schedule for communication Ranking communication mediums; face-to-face, Zoom, or phone Why physical energy connection matters The tops levels of communication Quotes: “How often are you sitting down for a scheduled meeting and talking with them and figuring out where everybody stands?” “When you bring somebody under your umbrella, you have to have those systems in place. You have to have a process and a system for how you're going to do your communication.” “Every meeting should start with some element of gratitude and team building.” “Meeting and sharing the energy with the people that you employ is very important because it shows them that you show up. Leading by example is the only way to lead.” “It always comes to good shared vision, and good communication.” “Communicate early in the week, early in the month, and communicate often. ” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study  

Joining Matt and Garrett today is Brian Harwood, a phenomenal real estate agent serving Seattle, Washington, and all surrounding areas. Among his many other achievements, Brian is also a coach at Ninja Selling. Today, he shares the secrets of his business and how he increased his turnover by creating laser-focused groups and harnessing the power of his database. The episode begins with Brian describing how he got involved with Ninja and how Garrett became his coach. Brian moves on to discuss the power of having a focused database and why you should divide your database into smaller groups. He talks about how to determine who your raving fans are and how to be in constant communication with them. Brian further explains the need for having the right team put together and how to grow your business right from your database using the right tools. You won't want to miss the extraordinary information and advice shared by this truly remarkable professional here today. And don't forget to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How Brian got into Ninja Selling The power of your database Breaking down your database into groups How to determine your raving fans Brian’s results from having a laser focussed group Building the right team The benefits of having a focused database Quotes: “I wasn't organized enough to take my business to the next level. And so I wanted to implement coaching and hire a coach to help me take my business to the next level, get organized, and get my life back.” “We started digging into the database, we started to pull out the people who were special in the database, and that they not only know, love, and trust me, as a person, but they also are the biggest supporters of my business. And so we created a small focus list of raving fans.” “With our raving fans, we know the depth of the database in these folks. In other words, I know who they are, I know who their spouses are, I know who their kids are, I have their birthdays, their anniversaries, and their kids' birthdays. I know them so well, if they have a job change or if anything happens in their world, they get something from us, they get flowers. We're recognizing them constantly.” “Increasing the frequency that you do certain elements of the system can have incredible results on a relationship.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study   Brian Harwood https://www.ninjasellingcoach.com/brian-harwood

In today’s installment of the Ninja Selling podcast, Matt and Garrett delve into the topics of vision casting and company values.  Regardless of whether you are a real estate agent, brokerage agent, or the owner of your own business, all company leaders must understand the importance of vision casting.  Telling people where you and your company are going and what you collectively find valuable instills a sense of community  and momentum in your employees.  When you’re clear about your vision both internally and externally, you attract the right people to your company as clients and as staff.   In the wake of the pandemic, however, businesses and corporations everywhere struggled to maintain core values and a vision when offices morphed into tiny boxes on a Zoom screen.  Now more than ever, vision casting is necessary.  With professional values at an all time low, showcasing your company, your team, and where you’re heading helps to distinguish yourself from competition.  Leaders that showcase their journeys encourage staff to follow in their footsteps.  So wave the flag of your company proudly, and watch as your team does the same.     As always, more valuable information and advice is available to you by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   The Finer Details of This Episode:   Vision casting The impact of the pandemic  Holding core values  Creating momentum in your company Showcasing Quotes:  “So make sure that there's some vision casting going on, telling people where you're going, right. So you have to have a vision to start with.” “Garrett, you actually did some vision casting on our last episode, when you were saying, ‘Hey, I'm here in Ninja selling this podcast to help change the perception of salespeople across the world so that people are more comfortable around them’.” “But more often than not, what you're going to do is people are going to have a clearer understanding of what this is. And they're going to be able to say that fits with me, I get excited about that. I like that. I want to know more about it.” “Even if the vision is to just sell homes, having a ‘why’ behind that is probably helpful too.” “Systems aren't going to work unless you have the vision and you're casting it out there every day.” “The cool part, again, is when you're clear about your vision internally, you attract the right people into what you're doing - the people that work for you and people that need your services.”   Links: www.TheNinjaSellingPodcast.com Email us at  TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Matt and Garrett return to the Ninja Selling podcast today to talk about interest rates, as well as predicting them, and why maybe you shouldn’t.  When couples take on a new home, they’re also taking on a new interest rate, and because it’s such a crucial part of financing a home, it’s tempting as a realtor to advise clients on these rates. A lot of times though, realtors start to set the wrong expectations, encouraging their clients to, in the words of Garrett and Matt, date their interest rates.     In promising low interest rates in the future, you create unrealistic goals that clients will never be able to achieve.  That’s why Matt and Garrett believe in the importance of clarity, and today they talk about just that.  The pair encourage realtors to make sure that people buy homes with interest rates that they can take on for the long haul.  People will get foreclosed upon otherwise.  So listen in today as they navigate interest rate conversations that will prove successful for you and your client as well.   More valuable information and advice is available to you by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   The Finer Details of This Episode:    Discussing interest rates with clients Setting the wrong expectations Preparing for a sale The dangers in promising a low interest rate The importance of clarity   Quotes:  “I understand why people are using it. I just feel like we're creating an underlying expectation by encouraging people to embrace, well, you're just dating your interest rate.” “I'm not just marrying the house, I'm marrying the rate and all likelihood, I'm not gonna live in the house for 30 years. So in fact, I'll probably want to trade the house before I have an opportunity to trade the rate.” “I think we need to make sure that people are buying homes with the understanding that, like, this, this is my payment, I can handle this payment for the long term, because this is how people get into trouble with foreclosures” “I know this is more work, but I think it would certainly behoove agents to have the conversation with lenders to understand how they are talking to buyers about this.” “Picture yourself a year from now at your real estate review. Are you going to be comfortable talking about all that stuff that you talked about a year ago at that real estate review?”   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On today’s episode, Matt and Garrett discuss the right time to let go of the leash and enjoy freedom. In the current marketplace, buyers are putting a hold on their plans and less opportunities are being seen. However, our hosts have some advice for agents on how to take advantage of the situation and make the Ninja systems work for them. They begin with an illustration of what it means to go 'off the leash', and explaining that families are falling back into normal patterns and taking holidays. They go on to describe this period of “going off the leash” as the perfect time to put systems in place and get more business, and discuss why buyers are holding back in the marketplace due to inflation and decreased buying power. Matt and Garrett conclude this very timely episode with advice to agents on how to create opportunities using research and the Ninja systems. As always, more valuable advice can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Going off the leash Inflation and decreased buying power in the current marketplace Why are buyers putting on the brakes? The importance of research in the current marketplace Letting go of the leash while creating opportunities Quotes: “In June, inventory rises. It's an incredible time to travel. The sun is shining, the kids are out of school, and that correlates with everything.” “When you have this information, it creates a different level of calmness so that we can say we don't need to freak out. We just need to position effectively and be patient.” “It's not a marketing problem. It's not a price positioning problem. The buyers are just not here.” “If your phone's not ringing, you're not making enough other phones ring.” “All these people running around, off the leash, have great stories of living their life that they would love to share with you, I promise.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

There is absolutely nothing hidden about their agendas today as Matt and Garrett discuss the benefits of planning your day ahead and getting your Ninja Nine accomplished. Together, they delve into the consequences of not maintaining your daily agenda and how you can move from this point in your business to a point where your systems are consistently working effectively. Our hosts begin the conversation by addressing why some agents and realtors find it difficult to make the Ninja Nine system work for them. They then go on to explain that it all boils down to consistency, showing up, and winning the day by creating your daily agenda ahead and holding yourself accountable. Matt and Garrett conclude this enlightening and motivating episode by giving step-by-step advice on how to set daily goals and, most importantly, how to achieve them. More great advice is available by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Putting in the daily work to make the Ninja 9 work for you Preparing yourself to win the day The long-term effects of not showing up The benefits of having an agenda How to set and hit daily goals Quotes: “One of the biggest illusions that exists in the real estate industry is that we have to do big things…people don't break it down until ‘what are the handful of actions that I need to do every day to move me towards my goals?’” “Are you doing the daily tasks every day? Or are you just doing them some days and saying that you did them most of the time?” “When we give ourselves excuses, we're accepting levels of lower productivity, we're accepting low levels of progress when we should just acknowledge that that happened, and then do better the next day.” “Give yourself the opportunity to win the day by creating that agenda.” “Do not be subjective on yourself, be objective. Don't be critical, don't beat yourself up.” “We're just having you be aware of what you're really doing.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

To kick off today's episode, Matt and Garrett express their gratitude for the almost 9,000 people who have joined their Facebook community already, and contemplate a bit of a crazy activity for when they eventually hit the 10K mark. Diving into the topic for discussion, the hosts contrast abundance and scarcity mindsets and discuss how these play out in the real estate industry. They note that, whereas some retreat when markets are slowing down due to potential dangers, an abundant person will move towards the market and seize the opportunity. Matt and Garrett move on to talk about the massive abundance in this world, how there's plenty for everybody, and how to practice abundance. They also proceed to apply today's topic to people loving real estate or their jobs, and to let listeners know that, in order to stay encouraged, you must focus on what you want and the impact you want to have on the world. Join the ever growing Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or, if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:  How people with scarcity and abundant mindsets react to market trends Why positivity doesn't mean abundance How abundant people approach wealth and life Examples of scarcity thoughts and conversations What defines abundance Gratefulness as an attribute of being abundant How to practice abundance even in times of adversity The importance of defining what you want and don't want Quotes  “If you are abundance-minded, you're seeing a different picture than everyone who's scarcity-minded." "The market is changing. The market is evolving. And if you've been in real estate long enough, you will know there is no normal market. There's never been a normal market, and nothing has ever been the perfect scenario." "Sometimes you look at people and be like, ‘Man, that person is such a positive person,’ but they could actually be living in some form of scarcity." "Somebody who's truly abundant doesn't even care how much they have because if they have unlimited, then the next thing they do with it is give it all away." "This is what I know to be true. There's plenty for everybody. There is massive abundance in this world, and you can look at all the history you want." "It's hard to receive abundance and be abundant if you are not already grateful. You must be grateful before abundance truly surrounds you." "And when it comes into this abundance mindset, it's not the level of materialism. It's knowing that it doesn't matter no matter how much you have because the goal is to just put it all back into this cycle." "The difference between a rut and a grave is only a couple of feet." "This is a time to continue your growth and learning to be an expert in your chosen industry. This is your time right now. This is where abundance comes from." Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today Matt and Garrett chat about the value in sending just-listed, just-sold postcards the right way. Over the years, they have definitely witnessed companies use them both the right and wrong way, and know that they can lead to great success when implemented properly. In this episode, they discuss the benefits of using postcards and how to include this in your marketing strategy. Our hosts come across many agents who choose to not use postcards in order to avoid what might come across as a 'humblebrag', but, as they explain today, there is immense value in using these postcards well. They can serve as educational assets and help expand business in different communities. The episode ends with our hosts describing how to create postcards that deliver and how to tap into the value of Autoflow. There is great value to be found in building this effective tool into your overall plan – let Matt and Garrett show you how here today. And don't forget that you can learn even more by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Why do many agents refuse to use just-listed, just-sold postcards? The benefits of using postcards What differentiates a postcard? Mailing your postcards to different communities What counts as humblebrag? How to create postcards the right way The value of Autoflow Quotes: “There's a lot of agents when I've started working with them, they're like ‘I don't want to do just listed, just sold.’” “The interesting fact is, in today's world, we have a massive migration of people that's still happening.” “Value is delivered in three ways: education, entertainment, or impact. Just-listed, just-sold falls mostly in the education category. It can have elements of the other two, but this is your time to ensure education is going out.” “Success leaves clues.” “There is a sense of value where someone could see that in June, you sold 10 homes, you're active, you're out there, you're crushing it, you're getting the job done… and again, if you were sending those out, I don't think it's detrimental to your business. I just think there's a way to provide more value.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study .

One clear thing differentiates a successful agent from a struggling one and that is their mindset. Today, Matt and Garrett discuss the need to build a get-to mindset to be successful in business. They break down the disadvantages of possessing a have-to mentality and how to combat this by creating a habit of gratitude. Our hosts explain how realtors can navigate the current marketplace by building a get-to attitude, and how, when you have this kind of mentality, you appreciate your work more and find pleasure in it. A have-to attitude, however, places you in a scarcity mindset and blocks creative thinking. If you are looking to build up a gratitude mindset and stay ahead in the marketplace, then this episode is definitely for you. Even more valuable information and advice can be found by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Taking advantage of the get-to time in the marketplace Why a get-to mentality is always better than have-to How to build the get-to mindset Having a gratitude mindset The Matt System Quotes: “We have opportunities as coaches where we can see potential pitfalls, we can see potential opportunities, changes, and dynamics that are going on in marketplaces and people's businesses. And often as coaches, we're playing damage control.” “Have-to’s only work when you're not willing to accept the consequences.” “When we start to say “ I have to”, we're allowing others to control our time and attention. And so when you're living in this have-to sense, you lose control of your time.” “Gratitude is one of the best ways to see opportunity.” “You need to decide why it's so important in your world. Understanding why you have gratitude towards that system, towards that thing is way more powerful.” “When you're in have-to, rational thought and creative thinking goes out the window.” “Right now, we have an opportunity to fully embrace a hot and warm list. It's a total get-to right now. I get to listen to people, I get to find out what's going on with life changes in their world, I get to see if I can help them increase pleasure, decrease pain in their life, I get to see if I can help them to that next stage.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On today's episode, Matt and Garrett explore the appearance of false flats in the current marketplace, including what they are and how they are affecting decision-making in the real estate world. Along the way, they provide tips on navigating a false flat and keeping your business booming during and after its occurrence. Opening up with a discussion about false flats, our hosts provide a cycling example and explain how false flats appear in real estate markets. They also discuss why many realtors and clients are making wrong calls hastily, and explain how to react when there is a false flat and prepare for what comes after by recharging, refueling, and making your clients aware of the marketplace. You can learn more about this topic and so many more by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all our amazing coaches. Episode Highlights: What is a false flat? The false flat present in the marketplace The importance of appropriate pricing and good photography How to react when there is a false flat Refueling from a Ninja aspect How to make your clients aware of the marketplace Quotes: “After the false flat, many things can happen. You can go around the bend, you can go downhill, or you might continue going uphill.” “This false flat timeframe, there are so many amazing conversations that you can be having with your clients, your database, and the people you work with.” “A false flat can slow things down. And it could lead to some people trying to get ahead and get aggressive which could reduce pricing.” “Doing things in a certain way - launching your listings, guiding your buyers, making sure there's clarity -  becomes crucially important during this phase. Keep your mindset strong, because if you don't, if there is another incline that we hit, or if there's a downhill, you're gonna be in the back of the pack.” “Your job right now is not to predict how you will be successful in the real estate market moving forward. Your number one thing is to figure out how to help your clients be successful in getting to where they want to go.” “During times of uncertainty, during times of change, this is where you get to provide fabled service. This is where you get to be somebody that they are going to look at as their trusted adviser who has deep smarts and understands what's going on. You have that opportunity in your hand right now. Don't miss it.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today, Matt and Garrett chat about the importance of personality types in the real estate world. They discuss the four main categories and give advice on how you can create conversation with clients based not only on your personality type but theirs as well. Our hosts begin with a discussion about the importance of understanding personality types. They explain the Power, Peace, Party, and Perfection categories and how people present in these categories behave. They explain why particular categories are top decision makers as opposed to others which are bottom decision makers. Most importantly, they offer solid advice on how you and your team can recognize and work with the different personality types to ensure success in your business. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The importance of understanding personality types of your clients The four personality types Examining the power category How to handle power clients How do people in the party category behave? The peace category What are top and bottom decision makers? The perfection category Working with the four categories Quotes: “A lot of times it comes down to the personality type that you're talking to and you're working with.” “People will just define someone based on a specific personality type and I think we all have something that we're stronger in than others, but if you placed a dot on a quadrant matrix like that, people will be stronger in one, but that they still have aspects of the other personality types as well.” “Power people are good at delegating stuff.” “There are people who can make decisions outside of a process. This doesn't mean that we should change our process, it means that we need to do the process quickly with these folks as well to get them to a decision point.” “The perfection personality type is one of the most challenging to work with as a real estate agent.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In their ongoing quest to guide listeners to success in the current marketplace, Matt and Garrett are back today to discuss the importance of optimizing real estate reviews. Along the way, they touch upon the reasons behind becoming an expert in this area and how you can gather relevant knowledge on issues that are important to your clients. Our hosts begin by looking at how inflation is affecting the real estate market and explaining why realtors need to become experts in presenting real estate reviews to their clients. They review the fact that real estate reviews are just so powerful and can really lead to great conversations and, ultimately, referrals. Bringing theory into practice, Matt finishes up by sharing his five-step-four-touch real estate review system as well as expert tips you can use now to create real estate reviews that effectively speak to your clients. More practical tips can be yours simply by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How inflation affects the real estate world Becoming an expert doing real estate reviews Sources to cite when discussing inflation in real estate You need to be excited when sharing your reviews How real estate reviews lead to referrals Matt’s five-step-four-touch real estate review system Quotes: “People who are doing real estate reviews, this second half of the year, consistently are going to put a big gap between them and the competition” “People want experts in these areas. They want somebody with the deep smarts who can sit down and say ‘here's what's going on. I'm not telling you to buy or sell right now, I'm not telling you to do anything. But if you ever had to make a decision about real estate, at least you have the information to make a smart decision.’” “Part of the role of being an advisor is looking for information from multiple sources, understanding what that information says and sharing.” “Real estate reviews lead to great conversations, which is going to lead to great referrals from your people.” “All you have to do for these real estate reviews is show up, put some information together, call your client and get together.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

As many of you will be well aware, the marketplace continues to see a tremendous change and Matt and Garrett are back to offer more advice about how to survive in the current situation. Today, they talk about the importance of becoming an expert and turning your clients into raving fans that bring new business to you. They begin by running through the present issues seen in today’s marketplace, and then move on to talk about the fact that many agents are switching businesses and trying to find the easy way out instead of honing their present skills. Matt and Garrett offer their sage advice to chase the hard business and also provide some steps on how to turn your clients into raving fans resulting in an increase in customer loyalty and referrals. Today's episode proves once again, that, in these days of significant change, our hosts remain reliable sources of calm, consistency, and infinite wisdom. Even more wisdom can be found by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The issues present in the current marketplace Getting new business The importance of honing your present skills Getting raving fans out of your clients How to chase the hard business Embracing learning opportunities and sharpening your skills How to negotiate for your raving fans Quotes: “There are so many moving parts that are happening in our marketplaces right now.” “All the new business you want is inside your people, you just need to know ‘who are the people I need to be paying attention to?’, ‘Who do I need to be giving more time to?’ And this leads you to people that need your help.” “If you want to create maximum raving fans in your business, figure out where the odds are low for your client to get success and become or understand how to help them navigate through that so they can have success.” “For longevity of a business, you're actually going to do better by not chasing the easy business because the competition is going to be less at the hard business.” “If you want to create raving fans, one of the highest value things that you can do for your clients is go to battle and negotiate for them.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today, Matt and Garrett chat about the importance of building your skill set for a lasting business. The current marketplace has many people shifting their business models and giving reactionary responses to what is going on in the world, however, Matt and Garrett explain that honing your skill set over time and not when there are gaps can improve your business and life. They start the discussion by sharing some reasons as to why you need to sharpen your skill set continuously, and then go on to explain that changing your business model often to adjust to the current marketplace prevents you from becoming an expert. Together, our hosts share a step-by-step model on how you can build a strong skill set through practice, research, and being accountable – excellent practical advice that is as insightful as it is timely. More great advice can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Sharpening your skill set The problems that come with shifting your business model often How to build a strong skill set The importance of practicing your skills How to research the marketplace How to practice accountability Quotes: “In any marketplace, there are certain times that are mindset times, there are certain times to take action and get going, and there are certain times to sharpen your axe, to ensure that your skills are honed in and functioning on a high level.” “The truth is, if you have the skills, anything's easy.” “I am a questioner. I question everything almost to a fault.” “The way I can help guide them is by providing them with all the information so that whatever things are going on in their life right now, they can make a smart decision. That was my number one goal.” “If you want to be skilled in this marketplace, get educated right now.” “Build that skill set, combine it with that vision that you have, that belief system that you have that your business and your life is going to be what you want it to be, regardless of the rest of the world.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On today’s episode, Matt and Garrett discuss society as it is today and how this affects you and your business. They explain both what a reactionary society is and how important it is to not let anything take you away from the path that you want to be on to achieve what you want to achieve. Our hosts start off by discussing the realities of living in a reactionary world - reacting to everything that happens in the society, both the good and bad. They then go on to look at how often what is shared about the marketplace has left many realtors feeling hopeless and downcast simply because they are reacting to negative information. Together, they encourage listeners to concentrate on those things they actually have control over and to get involved if they're passionate about changing the status quo. Matt and Garrett end the episode with a step by step approach on how you can pull yourself out of a reactionary society and focus on the goal you want to achieve, in business and in life. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Living in a reactionary world How to care for your business despite what is happening in society The importance of dismissing the negative Worrying less about what you have no control over Steps to pull yourself out of a reactionary society Quotes: “There's no reason why society and what happens out there has to detract and take you away from the path that you want to be on to achieve what you want to achieve.” “We are bombarded by information that's coming in so fast. The way that information enters our world, we can overwhelm ourselves on a daily basis about things that we don't have control over.” “I think this is the biggest thing that I want people to take away is don't let the world and society take your belief system away.” “What you need to focus on right now is that people need your help.” “If you don't understand how to navigate to this marketplace and how to help people be successful when they need to buy or sell? Yes, be scared.” “We watched people thrive, their businesses just took off because they realized, “People still need my help right now. I need to be in their world.”  Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today, Matt and Garrett discuss launching listings, a topic raised by Garrett which hearkens back to an earlier episode. Together, they emphasize the fact that the way people see you do business in launching a listing will represent you and your business. In addition, our hosts discuss how to use your listing opportunity to showcase how great of an agent you are. First, the pair describes what constitutes a superior listing and the benefits of an excellent listing launch. Next, Matt highlights an overarching benefit of a listing launch: it clearly shows your clients that there's a process to what you are doing. Furthermore, you will learn that having a process that you never deviate from is vital as it assures your clients of consistent results and builds brand integrity. Finally, Matt walks through a formula you can use to create an iterative step-by-step process to provide clarity and drive consistent results with your clients.  Another way to get positive results is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or, if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:  What constitutes an excellent listing launch Things to consider in your listing launch Bad habits in launching a listing Benefits of a fantastic listing launch Why process and clarity are paramount in your listing How to create an effective listing plan Quotes  "Your next listing is embedded in this listing. How people see you do business in launching that listing is going to be representative of you, of your business. If you don't take care in that listing launch, if you decide that ‘Well, maybe we don't need this’, people notice." "There's so much more that you do that people should be aware of. Let's not give them a reason to balk at something, to then not have a conversation with you down the road." "This is your marketing piece as a listing agent. When you don't fully launch a listing and just throw it out there, you have the general population say, 'No, I'm not going to use it. I'm paying them how much commission for that? No. Not happening.'" "The other benefit to a listing launch, doing it in a certain way, it highlights you have a process. It also helps you reduce errors that can occur." "Process makes this thing run so much better, which also helps give clarity to the buying market." "If you never deviated from your plan, if you always provided that high level, you're protecting your client so that as you go, whatever marketplace happens, we have this plan that produces consistent results." "Why do those businesses never deviate on their service? Because they know that experience is going to echo out there to either bring that client back or send another client in. And they also want to have brand integrity, and it's easier for them to run that process every time." "If you're going to create fabled service for your clients and you're looking at this as a long-term business, no matter what the marketplace is doing, you need to always stay consistent with the services you're providing." "If you have a process that you haven't been using, go back to your process and use it. If you don't have a process, if you're new to this industry, or maybe you've been around for 30 years and never been consistent, sit down and write out what you would want the ideal experience to be if you were selling your home." Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding  Matt  matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

On this episode of the Ninja Selling podcast, Matt and Garrett talk about those moments when we want to close worse than our client does and how to prevent that from happening. The pair open up today’s conversation with a note on asking the right questions. To make sure we’re on the same page with our clients, it’s important to be familiar with their goals, fears, and desires in buying or selling a home. Matt and Garrett believe that questions generate the clarity that make clients more comfortable to buy or sell. At the end of the day, we need to remember that we have influence over some of a homeowner’s biggest decisions. So it’s important to start seeing yourself as someone of service, rather than a salesman. The duo close out the episode with final remarks about gratitude. When we wake up each day and choose to practice gratitude, we’ll find that we start to detach from the outcome, from closing that deal. We remember why we became realtors in the first place: to serve. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Wanting more than the client Asking questions The value in clarity Influencing big decisions Being of service Practicing gratitude Detaching from the outcome Quotes: “I find that when I have an agent that's kind of beating their head against the wall, they're telling me about how they got all these great clients, but they're not really having any closings.” “I just want to encourage all of you out there, the way you get them to move forward is help them find the reasons why they would want to move forward. You help by asking the right questions, learning more about their life, and not telling them what the interest rates are.” “Are you building the relationship and showcasing your value? Or are you just trying to rely on your relationship to have that person come back to you because if that's it, now, if you're really good at the relationship, that'll work, but if there's no display of value, of course, they're going to go look to see, ‘Who can help me accomplish this goal?’” “The point of business is to serve, to figure out how we help people solve problems or bring more joy to their life.” “You got to want to serve, right? And that’s the core; you can still want to make money. And listen, I think you should make sure you're in this business to create an amazing financial future for yourself. But when it comes to your interactions, it's not about trying to get that person to close.” “That is the number one way to help detach yourself out from the outcome. Start every day with gratitude.” Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

On today's episode, Matt and Garrett talk about the difference between a good salesman and a marketer, the importance of relationships in realty, and how to build social proof. The pair open up the conversation today by recalling how they built strong relationships to stimulate each of their careers. That’s not to say that’s all it took though. On the other side of the coin, selling a clear service, differentiating yourself from the pack, and displaying your value are also necessary components to become a successful salesperson. More often than not, though, the relationships you make along the way are going to be more valuable than even your selling ability. The greater the social proof you are able to build, the more referrals and new clients you will pick up going forward. Matt and Garrett go on to talk about the negative stereotype that dominates the industry. In a business associated with trickery and money grabbing, strong relationships are all the more important. The duo draws this episode to a close with final remarks on market clarity. So while, absolutely, maintaining strong, loyal relationships in the realty industry is paramount, so is doing your job well and letting your clients know that. Episode Highlights: The importance of building strong relationships Being in flow with you Why relationships outweigh service Building social proof Different agent roles Pushy salesmen stereotype Sales v. marketing The value of market clarity Quotes: “You can't sell homes until you sell your service. You cannot sell homes until you sell yourself and actually have homes to sell. And that's on the listing side if we get very specific in terms of how we want to qualify selling. But first and foremost, this is a service based business. This is a people based business.” “If there's a tie or a close point of competition on the service, likely the relationship will win out on that one.” “So we have to figure out how to quote, sell, or describe the value proposition of our service outside that venue as well.” “This is where I was going back to being strong in both of these categories may not win over that relationship in that moment in time, but the two combined will win the referral, I think, almost every time.” “The buyer's agent’s job, in my opinion, is to be an exceptional guide and purchase advisor in a way that helps that buyer get to where they want to go, right? And I think a part of that is asking those buyers tough questions, getting them to think a little bit differently, sometimes broadening their vision, and then sometimes narrowing their vision to help them achieve the underlying goal.” “Selling isn't hardcore pushy, fitting a square peg into a round hole, and just driving a sale. It's understanding how to make everything work for everybody and getting to a solution.” “You've got the profile broken down so you can now go out and sell to the right people rather than you just throw it out there to the masses.” “We've never seen a market like this before. There's elements of it that we've seen before, but there are also elements in the world and things going on that we've never seen before. There is no normal marketplace. There's just variations of some things we've seen in the past and new things that we've never seen before.” Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today, Matt and Garrett chat about price sensitivity and how to position yourself properly when the marketplace seems unbalanced. They also explore the importance of pricing your listings properly and how to adjust as soon as the marketplace shifts. To kick off the conversation, Matt and Garrett talk about the necessity of pricing properties, and Matt goes on to explain his 'using the freeway' analogy of pricing. Noting that the market is currently a seller’s market, our hosts outline the tools you need to position yourself properly in the market and why you need to gather knowledge about price sensitivity and the role it plays. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The skill of pricing properties properly The freeway analogy What happens when you price wrongly? Important tools to position yourself in the market Understanding price sensitivity Quotes: “The necessity of pricing properties properly has never gone away.” “We're seeing a lot of issues around price sensitivity because people aren't paying attention to their position on the market.” “Be aware of the sensitivity, gather information, use the tools.” “Positioning matters, because the prices are sensitive.” “This is good knowledge for you to have. It puts you in the top echelon of your realtor colleagues, for sure.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today’s episode, Matt and Garrett explore a topic which was brought up in the Ninja Selling Facebook community - the right way to network. Together, they review the perks of networking and how professionals can use networking groups to their advantage. Our hosts also go on to talk about using Ninja strategies to grow in members only, exclusive groups, and share with listeners the importance of finding ways to help others in these groups and not just center only on having referrals. Lastly,  Matt and Garrett offer advice to those looking to join similar groups and those already in them on how to make the best use of these groups. Today's episode exemplifies just how valuable joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook can be. This is a community where you can share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Examining members only, exclusive clubs How to use Ninja philosophy when you join these groups The importance of helping others in the group Advice to those networking in exclusive groups Quotes: “If you're joining that group, are the people in there people that you would be proud to refer your people to?” “These types of groups are great platforms to take everything that we have in Ninja and apply it to the groups.” “If everybody's there just to collect referrals, we’ve got a problem upfront.” “This is all about business-to-business connections, business-to-consumer connections.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today’s episode, Matt and Garrett discuss the stress and anxiety levels found in business owners due to lack of tracking of their business data. They review the importance of knowing where you stand in business, how the pandemic has affected many business owners, and more importantly, how to track your business data. Our hosts open with a discussion about why many business owners battle with stress and anxiety. They share why many are scared to know where they stand in business and why this is ineffective and affects them in the long run. Together, they close out this timely and timeless episode by sharing tips and advice on how to check your business data regularly and why you should start now. You can't afford to miss this one! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to reduce your stress and anxiety levels concerning your business The importance of knowing where you stand in business Why you need to check your business data regularly How to track your business using the Ninja Selling Business Tracker Dismantling the bad habits created during the pandemic Quotes: “People rely more on the people they know, like, and trust. Rather than just going to a stranger, they would much rather talk to a friend and get a referral.” “If we were paying attention to where our business was going all the time, then we would be better aware, and we'd be able to control the emotions associated with that.” “You're not going into your data to find problems. You're going into your data to find successes.” “We get attached to the outcome of everything, and we shouldn't be attached to the outcome of anything.” “Having systems, having processes, makes everything easier. If you're not tracking the results of your business, you may not be setting up your autoflow appropriately, you may not be organizing your warm list appropriately. And if you are conscious and aware of the results, you're going to be more aware of what's leading to those results.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today’s episode, Matt and Garrett discuss why buyers tend to wait for price drops and how you can offer them clarity by asking the right questions. They cover events that cause massive movements in the market and how to discover the 'why' when buyers ask “What if the price drops?” In exploring this topic of price drops, our hosts explain that massive drops in the market are usually a result of economic downturns and other events. They also break down why buyers play the ‘what if’ game and how you can ask questions that will help bring clarity to your buyers. In fact, looking at buyers' questions as a fun opportunity to explore with them will provide greater transparency and clarity on any topic, and will only help to strengthen your all important relationship with them. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What happens when prices drop? The ‘what if’ game buyers play Answering the right questions about price drops Questions to ask buyers when they opt for waiting for price drops How to offer your clients the clarity they seek Quotes: “If prices go way down, there's probably something else going on with the economy.” “Once you understand that real estate is not a commodity, you only lose the money if you sell.” “As their realtor, you're not there just to search for homes for them. You're there to help their whole game plan.” “You're talking to your buyers like ‘Let's go and look and see how can we get you in a home if that's what you really want to achieve. And let's take a look at this wish list. And maybe we don't need all those things right now, because you're probably not getting them with what you're renting anyway.’” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Matt and Garrett are back with another episode, and this time they're discussing the market scooch and how sellers and buyers alike affect the market. They cover the importance of listening to activity levels in the market and why sellers need to adjust prices according to the market. Together, they explore the ongoing market scooch and the learning experience that is being sped up for younger agents. Our hosts also talk about the need for sellers to set suitable pricing depending on whether they are getting offers or not. They then go on to advise sellers to also discuss with buyers and their agents whenever they do and do not write offers, in order for this to inform their next strategy. Listen in today as Matt and Garrett provide guidance that will allow you to navigate the current market scooch, and continue to work toward your own personal and professional success. And don't forget to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How sellers affect the ongoing market scooch The rate at which new agents are gaining market experience Listening for activity levels Making adjustments after following the market closely What does pricing on the bridge mean? Understanding why buyers decide whether or not to write offers Quotes: “You need to listen to the buyer pool and you can't hear the buyers talk until you are playing the game. Until you're out there now.” “The learning opportunity for younger agents by years in the business is so incredibly steep right now.” “Buyers are smart. And this is why we want to listen to them. Because they know the marketplace better than everybody else.” “This is just being the best agent you can be.” “Appreciation is still happening. Properties are still selling.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Join Matt and Garrett for a quick episode today as they speak to you from the past (it’ll make sense when you listen)—from about two weeks ago—regarding a trend they’re currently seeing in the marketplace. They are confident that their topic today will still be relevant when you listen so make sure not to miss it! Matt refers back to the previous episode where “market shift” was discussed as a term that neither he nor Garrett like, or that they believe is happening, opting instead to call it a “shimmy”. And one of the “shimmies” our hosts are both seeing in today’s market is the return of contingency sales. They are coming back onto the scene, and they are not flukes; they are happening more and more frequently again. So pay close attention and let Matt and Garrett remind you why the Ninja Path and the processes Ninjas establish will work, regardless of any “shimmies” or “shakes” in the market. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 8000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Understand why noticing the lily pads on Day 15 (versus Day 28) is key Be open to contingency offers Why this is a good time to work your warm list Why buyers’ agents should partner with listing agents The offers being made and entertained Stop being lazy with negotiations Quotes: “One of our jobs as a Ninja is to see if we can get ahead of seeing the change happen so we can really be a true trusted advisor to our clients.” “Contingent sales are starting to come back into the offers that are being written. And this is going to change the game a little bit.” “You just need to start to open up the conversations with them because buyers love to buy, but they won’t buy if they’re confused. And this marketplace has been super confusing for buyers out there… Show them a path, show them an opportunity here.” “The longer people sit on life changes, the more pain it creates, the more they want to make that move happen… You give them a solution.” “I’m super interested in watching the different types of offers that are now starting to come on the table, and being entertained… Don’t blow them all out of the water. Just because you haven’t seen them in two years doesn’t mean they’re bad offers.” “Go explore that. What is that home sale contingency? Learn about it. This is just stuff you should be doing as a good negotiator anyway… Some people have gotten a little lazy with their negotiations over the past couple of years because the offers have just been so darn good, so darn clean, that it has made it easy to negotiate.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Featured Article https://constructionphysics.substack.com/p/is-there-a-housing-shortage-or-not?s=r Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In one of our most recent episodes, Matt was fired up about thinking bigger and providing more service. Today it’s Garrett’s turn to take the ball and run with it. Where “pivot” was the big catchphrase, “market shift” and the belief that buyers and demand are dwindling has taken center stage most recently. But is this really the case? Garrett says, “No!” - and Matt agrees, by the way. So join our hosts as they discuss what’s really going on. Tune in as they warn against wishing for a “normal market”, provide a few suggestions for avoiding burnout, and dig in on how being a Ninja almost ensures that you will stand out in your market—wherever it is and whatever it looks like. As with so many of their topics, today's episode is inspired by you! Your comments and questions, your time in coaching calls, the ideas and information you post on social media… Matt and Garrett take it all in and are so grateful that you engage the way you do. Keep it all coming! Tell them how they can help in real time, and they will. And on this note: if you are not already a part, join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How is the previous market like a dinner auction? Has the current market actually shifted? Serious, actual buyers are not dwindling Home values are still appreciating What makes a “normal market”? Adaptation is key Keep your processes static and stable What is a “non-cream puff”? How can being a Ninja make you shine in any market? Quotes: “There’s always people in the room that have no intention of buying or have no ability of paying the amount that these items are going to go for. But they’re so excited that they’re in an auction. Like, ‘I’ve got my paddle, I’m going to have dinner. We’ve had a couple of drinks. This is fun! Let’s do this!'” “So really, has the marketplace changed? Or has it just cleaned out the people that were never really going to buy to begin with?” “Really what we’re dealing with is people that still really need to buy or sell—we actually have the same marketplace with less headache and less moving parts.” “So all those people that have been dragging along buyers going, ‘I hope, I hope, I hope, I hope,” but they really should have said, ‘Go away! This is not your marketplace to play in.’ The market just did it for them. Raise the interest rate up a little bit and they’re like, ‘Oh crap! I’m out. Too steep for me’.” “It’s not like they’re going and writing contracts with somebody else. They’re still in your database. And when they’re ready to step up and play, you’re still there to help them and run your process.” “It’s a really good thing that we can clean out a little bit.” “Typically when you think of a market shift, the mindset behind that is, ‘We’re about to go the other direction’. And I haven’t personally seen anything, read anything, or experienced indications that appreciation is going to turn to depreciation.” “There has never been a normal market; there’s no such thing as ‘normal’. There’s a real estate market, which is about as normal as it’s going to get. The normal part is that we help people buy and sell homes. And then all the other factors that come in around as the ever-changing environment that we’re working with: you just need to adapt to that.” “Real estate is not a commodity market.” “The one thing that doesn’t change is your processes. What doesn’t change is how you qualify your buyers and sellers. What doesn’t change is how you set expectations so that you can help people succeed.” “This is where you get to shine by going against the grain a little bit.” “Use this as an opportunity to really understand who your buyers really are—who the buyers out there in the marketplace really are—and get focused on that.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today’s episode, Garrett and Matt give permission to talk to people about real estate. Share what you do and become people’s trusted advisor! The Ninja Selling path attracts people who are less sales-y and more relational. But this can make Ninjas hesitant to talk about what they do. Because many Ninjas rely on others to bring up the topic of “real estate”, they often miss out on opportunities because they’re too worried about coming across as pushy. Well guess what? Ninjas take a genuine interest in peoples’ lives, so as you build and work your databases, your warm lists, and your autoflows, you will also build relationships. And serving others as a real estate agent will flow from those relationships; opportunities will arise. Stay in a mindset of abundance over scarcity and watch it happen! Stay tuned to the very end of today’s episode and hear what countries (other than the United States) are downloading and participating in the Ninja Selling Podcast. Ninja is a worldwide phenomenon! More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Give yourself permission to talk about real estate Ask better questions How better questions can open the door to business Be engaged in your warm list Prioritize your autoflow Change your messaging Use strategic marketing Become the “Trusted Advisor” Quotes: “A lot of people who are attracted to Ninja find themselves in this predicament because Ninja naturally attracts people who don’t want to be too much on the sales side, but sometimes we take it to the extreme in the wrong direction.” “So if you’re looking for permission to have that conversation with people, permission is granted! If they’ve opened the door, if they’ve said anything, be like, ‘Hey, how can I help?’ or ask a different type of question, like, ‘Tell me more about that.’” “When those doors open up, you need to be comfortable saying… ‘I can help them with this. I have the solutions.’” “Just make sure you’re sending things that are valuable, that highlight this is what you do… Instead of saying, ‘If you’re looking to buy or sell, contact me,’ put ‘If you have questions about anything, just reach out.’” “Those are wonderful opportunities that aren’t a business conversion thing, but it is a time to showcase your value as a realtor, which then could lead to referral opportunities down the road.” “If you demonstrate your expertise… that’s an opportunity for you to come in and add value.” “If I say ’insurance agent’ there’s a person that pops into your head. If I say ‘financial planner’, …there’s a person that pops into your head right now… that’s all we’re trying to do is establish ourselves as that person in their lives.” “They had a relationship with somebody else. Like, it’s OK. Continue sending them stuff… you don’t know when those relationships are going to change.” “Being in full abundance mode… and championing for everybody to win, right? If you’re like, ‘I’m the only person that can win’, then we have a problem with scarcity, right? …move into abundance. That energy is going to carry you to see more opportunities.” “There are so many people here that need help. And you just need to be in their world and be open to helping them when the opportunities show up.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Before Matt and Garrett launch into today’s topic, they announce that they’ll be hosting a live happy hour within the Ninja Selling Podcast group on Facebook. Do not miss it! In today’s episode, Garrett lets Matt take the ball and run with it after seeing the way he got fired up before they hit the record button. Leading up to today’s recording, and like most days before they record, Matt and Garrett had several topics on the table and as they batted them around, Matt got excited about a “what if?”. What if brokerages played a bigger game? What if brokerages ramped up their level of service? What would that look like? What services would be offered? Get ready to dream big right alongside Matt and Garrett and find inspiration for increasing your own level of service. As mentioned above, be sure to join the next Ninja Selling Podcast live happy hour or find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Think bigger Pre-listing inspections The Garrett and Matt Brokerage Brokerages need to provide clarity Brokerages need to provide support What is the Ritz-Carlton approach? How can brokerages take care of their agents? Quotes: “We don’t think big enough as an industry.” “Don’t we want every buyer informed as best as they possibly can?” “What if there was a brokerage that took care of that for the agents?” “’When you hire us at this price, you’re going to get a trusted advisor who’s going to be your guide through this entire process. You’re also going to get a listing coordinator… you’re also going to get a transaction coordinator… We’re going to take care of everything. There is a team behind you. So it’s not all left on this one person’s shoulders to handle for you.’” “What if the brokerage came in and said, ‘Look, we have built this platform. We have all these pieces. If you come in as a new agent, you all of a sudden get to have this business where all those pieces are taken care of for you, and you get to go out and be the best realtor you can be.’” “I don’t think this is an agent problem, I think this is a brokerage problem. Brokerages are not thinking bigger; they’re thinking in protection mode… they’re not thinking ‘How do I elevate this?’.” “As an agent signing up with a brokerage, if I don’t have a lot of clarity, I’m like, ‘Well, what’s really going to be the support? How is that going to lead to better financial stability for me at the end of the day?’.” “All those agents that are good at managing all those pieces out there right now, a lot of them are not having weekends. They’re not enjoying their evenings and they’re running around like their hair’s on fire. And I look at this model you’re throwing out here, and there are people who would pay for that.” “It all goes back to taking care of the client on the highest level possible, to give them the best results, which makes them want to come back and use us over and over and over again, makes them want to refer all their friends in our direction… that is the Ritz-Carlton approach to real estate.” “There are really, really, really high-producing agents that have just gone through the last two years. They’re watching this pace and everything’s going on and they’re like, ‘You know what? I’m not having fun anymore,’ …and they’re just throwing in the towel. Those brokerages are losing these incredible realtors because there’s not a platform there to make their world work easily.” “If you have happy advisors, happy employees in general, this is just good business. …If they’re happy then they’re going to be outrageously successful. They’re going to make more money for themselves, they’re going to make more money for the brokerage, their clients are going to be better off.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt is excited about today’s episode because Garrett is hopped up on all kinds of allergy medications due to his “really, really bad allergies”. Get ready for a fun episode. Either that, or a disaster! All jokes aside, Matt and Garrett are talking about time today. Their coaching calls are dominated by planning, time management, and helping people take ownership of their time. So they wanted to bring this topic to the Ninja Selling Podcast. Because it’s that important. Tune in today to hear Garrett and Matt’s thoughts and strategies for taking ownership of your time and building your calendar so that it supports the person you strive to be. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Deadlines Time blocks Hypothetical vs. scheduled time Find a ‘virgin week’ to build from Guard your time Schedule with intention Reflect Matt’s challenge Quotes: “Our coaching calls are spent on planning, time management, …how can we focus on getting the right activities done… so it’s really something we can’t talk enough about.” “When people are struggling with time management, or they’re like, ‘I just need more time’, they’re not planning their time well to begin with.” “It’s important to have focused time blocks. Because if that’s gone today and gone tomorrow, and those are your two opportunities this week to be in flow, you’ve now lost a week of proactive flow.” “I think it’s important to embrace that an hour lost is an hour lost and an hour captured is an hour captured.” “At the end of the week, the person who was more organized is going to be in better physical and mental shape, they’re going to sleep better, their body is going to be able to perform better, they’re not going to be as exhausted as the person who is disorganized.” “This is the time that it’s going to happen. And it’s not like, ‘It’s important to me to get it done’. It’s like, ‘this is the only time allowed to make that happen’… That’s a game-changer for a lot of people when they figure that out in their calendars. Because it’s not just this hypothetical idea on the calendar. No, it’s going to get done. That’s the time and I’m committed to it. And that mindset needs to happen for people to maximize their time.” “Instead of going like, ‘Well, I can schedule over all this stuff here’, you just go, like, ‘No, no, no. Those are all set in my schedule. Now I need to figure out how to make this… work around this stuff. Because this is what drives me to be the person that I strive to be… now we fit in these things around it’. And that’s what will allow you to be more organized.” “Ask yourself, ‘Did I make the most of that time? Did I take that one hour that was given to me and really turn it into something that’s going to help me be the person I want to be?’.” “I’ll throw out a challenge for people… schedule for yourself one hour of deep focused work every day.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today’s episode picks up right where part 1 of this series left off, with Matt and Garrett talking to Larry Kendall about the Ninja Selling Path. If you missed part 1, make sure to tune in there for the beginning of today’s conversation and then get ready to hear more from Ninja’s founder, Larry Kendall, as he reveals even more of the Ninja Path here today. Matt and Garrett discuss more about the many tools the Ninja program provides to help keep Ninjas on track--on the Path. Where the first episode focused on the book, installations, mastery, and coaching, today’s episode dives into the additional resources available to help keep Ninjas on the Path. You’ll hear about leadership, Ninja You, the business planning class, and Ninja’s recent addition of a manager’s exam, which enables people to become certified as a Ninja Manager. Larry will also give a little teaser about future plans, with more resources coming. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join over 7800 other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Programs that focus on building life skills Relational versus transactional Why the Ninja Path ensures longevity Details about Ninja You Ninja Managers Future plans The keystone: your business plan Ninja’s culture of support Quotes: “Over the years I’ve thought about all of the different applications for Ninja, from children to like, what if you had a Ninja system specifically for a freshman entering college? How to build relationships and how to talk to people and your mindset skills.” “It’s a significant part of Ninja, and that’s the word ‘relationship’. And that’s something that’s very different about Ninja compared to our industry. The industry tends to be very transaction oriented. Ninja is very relationship oriented… It’s all about building relationships and building a referral business.” “It’s Ninja Y-O-U, so it’s all about you. And what can we do with Ninja to help you in your life and help you in your business?” “If you want to build a Ninja company and if you want to be a great Ninja manager, you really need to know the system… inside and out.” “We are also working on the development of a [program] to certify Ninja agents.” “Mastery is not just one year; you can keep doing it year after year after year.” “So that really showed me that you can’t just take a class, you really need to commit to the path and commit to doing the system.” “When you’re a manager and you really know the Ninja system, you can very easily troubleshoot… when there’s a problem that needs to be addressed. You know exactly how to help them win because the system is so simple. And it’s so powerful and it works, and you can tell what piece of the system they’re not doing.” “One of those things here is your annual business plan, which there’s a business planning workshop that’s done with Ninjas every year, that is designed to help you have something, regardless of what happens in the year, for you to use as a tool to keep you on the Path. And so it’s like your own personal set of bumper rails, on a bowling lane… I’ll call it a keystone, really, because it helps to recycle… before you get far off-track.” “So that’s a chance to really, you know, fine tune and to adjust your business and your life… They’re in the driver’s seat of their business.” “It’s just evolved to the point now that I really feel we can offer the resources to somebody to help them stay on the Path… they not only have support systems, but they have a culture of support with other Ninjas… You don’t see that in other parts of our industry. Everybody’s in silos. They’re trying to protect themselves. They’re trying to protect what they do, what they’re not willing to share. That’s exactly the opposite with Ninjas.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today’s episode is another “can’t miss”! They all are, really, as Matt and Garrett make the Ninja Selling Podcast so very relevant and timely, and today is no exception as our hosts are joined by Ninja’s founder, Larry Kendall. This episode will cover all aspects of the Ninja Path and is inspired by a conversation Garrett and Larry recently had about Ninja Selling and what the Ninja Path looks like. Whether you’re just getting started with Ninja Selling or if you’re a long-term Ninja, you will learn so very much! Hearing from Larry Kendall is always a privilege, so get ready to be inspired, reminded, and even “nudged” as Matt and Garrett engage him in a discussion about the entirety of the Ninja program.. Together, they'll review all it offers, what it is, how to stay on it, and how running your life and your business according to the Ninja Path will amplify your success and your satisfaction. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7800 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: History of the Ninja program and all of its components Explanation of the Ninja Path Explanation of a Ninja Installation including why and how it works Benefits of getting on the Ninja Path Resources for continued success and remaining on the Ninja Path How the Ninja mindset will set you apart and amplify both your life and business successes Why repeated attendance at Ninja events is encouraged Quotes: “Now we’re going to talk about the entirety… the installations, the things that come after the installation, the things that come after the things that come after the installation, and how it all loops back around again.” “Ninja evolved into not just a class or an event or a gig, but really a lifestyle; a way of being in the world, a way of living your life, as well as running your business.” “That’s what I find so fun about when somebody finds themselves on the path and going through these steps is that it’s much bigger than just real estate.” “We found out that we needed really four days for an immersion type of experience. It’s not really a class; it’s a transformational experience… you experience it for four days, you live like a Ninja for four days, you develop Ninja habits. It’s frankly a form of behavior modification.” “There is a laid-out path for you that you can follow and stay on this path for the rest of your life.” “Day One, basically, is how you run your brain, your mindset, how you program yourself for success... Day Two is how you generate a continuous flow of business coming to you. How you communicate… Day Three is how you work with sellers and Day Four is how you work with buyers and how you negotiate.” “That’s why we call it an installation. We don’t teach you the information, we actually install it. And when you walk out of there you’re installed. You have that belief system installed, you have those scripts installed, you have those habits installed. You’re a Ninja.” “It’s not focused on the numbers, but on the heart. It’s about the human. It’s about the human connection and serving others.” “If you’re a Ninja, the goal is to help these people get to the next chapter of their life… The Ninja realtor is there to help you get from the life you have to the life you dream about… It’s important to remember the philosophy of Ninja, which is: ‘We’re not here to sell you; we’re here to serve you’.” “The one-on-one personalized Coaching is designed to stop drift from happening.” “In Ninja, we teach a specific set of habits called the ‘Ninja Nine’. And it’s easy! They’re easy to do. But they’re also easy not to do. And it’s easy to drift off the path…. The system only works if you work.” “It’s just part of my tune-up. It’s part of what I do to keep myself playing at the level I want to play.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja. coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett spend today’s episode talking about whether a primary residence should be called an investment. Their purpose is to make sure real estate agents are educating their clients well around the word “investment” in an effort to avoid the misuse of language and ultimately, disappointment. Once again, this comes down to accurate communication and the understanding that it’s imperative to have open conversations with buyers and sellers. Our hosts maintain that real estate agents need to be careful when using the word “investment” to describe a primary residence, as that is rarely the case. Matt and Garrett suggest that appreciation of a primary residence should be a bonus, rather than being the reason to buy or sell. Whatever you are doing at the moment, whether you’re exercising, driving around, or just folding your laundry, you owe it to yourself to spend about 25 minutes with our hosts today to learn even more. You also owe it to yourself to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you'll find a community of almost 8000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Why using the term “investment” to describe primary residences is problematic Buy based off of cash flow Be careful what you call an investment Dynamically change your relationship with your clients Overdeliver on your value as a trusted advisor Quotes: “Everyone who is big in real estate investing will say [that] a real estate investment is something that actually pays you. If used as your primary residence, you are paying it. You are spending money every month on interest, on taxes, on maintenance, on all the things.” “When agents are out there telling people about the investment and the appreciation, they’re not factoring the cost of carry, they’re not factoring in the cost of buying, they’re not factoring in the cost of selling… that’s where people get the most surprised like that six, seven% that now I have to pay out when I sell a house. That’s eating into this 10% appreciation that I just had.” “Most [successful investors] do not buy based off of appreciation potential; they buy based off of cash flow.” “If you go into your primary residence banking on it being an investment, you can get yourself burned really quickly on what should be a roof over your head.” “If you want to bank on appreciation, too, then you have to plan on living in that house until your mortgage matures.” “Appreciation is a bonus.” “Now you’re their trusted advisor sitting down with them and explaining the market.” “It’s just a nice way to keep expectations nice and low, and overdeliver on your value as a trusted advisor. Look at it from that standpoint, your clients will be even happier with you because everything is a bonus.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today’s episode, Matt and Garrett discuss the value of setting sellers’ expectations. This topic is inspired by things Garrett has heard his agents talking about, which is that there’s been a recent shift in the market. Where, up until the last month or so, homes were being scooped up very quickly, often with multiple offers (even above-asking) coming in, now homes are sitting for longer or are only getting one (maybe lowball) offer. Matt and Garrett encourage Ninjas to pay attention to what’s going on in their markets today, and to set their sellers’ expectations by talking to them about all the things that could happen when their house is listed. They offer suggestions for how to do this well, so feel free to set your expectations very high for today's episode – you won't be disappointed! Find more “‘aha moments” with the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join over 7700 other Ninjas to share ideas, ask questions, and connect. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to be a good listing agent Show sellers the market Tomorrow will not be the same as today How setting expectations helps sellers What is the market saying right now? Make homes easy for people to write contracts on Managing expectations in a referral-based business Setting and managing expectations is a process Quotes: “In this marketplace right now, as a good listing agent, one of the best things we can do is just take a step back for a second and kind of go, ‘Here’s all the things that could happen…’.” “I think most of this comes because a lot of agents aren’t taking the time to show sellers the marketplace.” “It may not be everybody just running over asking. It might be that we get a nice, solid offer, with even some contingencies attached to it. Like, we’re starting to see that in the marketplace right now.” “Let’s remember, the seller is in control of the price. They decide what that price is; you get to decide whether you want to take the listing or not.” “If the expectations are clear, …it’s going to be easier to have a conversation about a price reduction, about a repositioning, about maybe doing some staging in the house.” “What are we setting ourselves up for as we put these homes on the market for right now? And are we giving all the options of what could potentially happen?” “You know what your buyers are saying, you know what they’re feeling in this market. That is knowledge for you to share with your sellers.” “When you’re trying to build a referral-based business, if you want people to go and rave about you to all their friends, …the more you manage expectations, the more comfortable they’re going to be referring you in the future.” “If you goad somebody into listing their house because they’re going to get “X” out of it, don’t be surprised when they cancel on you because it’s not happening.” “Set the expectations… it’s not hard to do, either. It’s actually really easy. And it feels really good because then you have a process that’s repeatable and predictable, which is going to lead to more business for you and to happier sellers.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In recent episodes, Matt and Garrett have mentioned and alluded to the principle that “what you focus on expands”, but they devote the entirety of today’s episode to discuss this further and even narrow in on it a bit more. Today’s topic is inspired by both their recent mentions of this principle, and also their observations, as they are seeing many people get focused on things that either don’t matter or can harm their business. Garrett and Matt want to make sure all Ninjas, and all listeners, understand how this principle works and how it is a big factor in determining success or failure. This principle impacts the way people think about and attract business. Today’s discussion around “what you focus on expands” touches on challenges such as current interest rates, the economy, and inventory, and includes suggestions for overcoming these challenges. Join Matt and Garrett as they encourage you to realign your thinking, get back on track, and take notes, as today’s episode is a reminder that you’ll definitely need at some point--whether now or saved for a later listen. Find more great tips and participate with others in the Ninja community by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 7700 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Strategies for overcoming the challenges today’s economy and interest rates may pose What makes someone a buyer? Find the real buyers Dig into the actual data to avoid the death spiral People are looking for strong, trusted advisors Focus on the opportunities Shift your mindset Quotes: “If you’re just thinking that interest rates are going to ruin every opportunity that you have to be a really good realtor, that may happen for you. Let’s not focus on that, right?” “Rising interest rates create challenges, but it’s not going to destroy your opportunity to be an amazing advisor, transact a lot of business, and help a lot of people buy and sell homes.” “Our role is to give them power, options, and directions that they can take. And then they get to make the decision if it’s a smart move for them.” “A buyer is somebody who’s willing to buy in current market conditions. That’s a true buyer.” “But the headline is ‘Surging Interest Rates Push Mortgage Demand Down More Than 40% From a Year Ago’. Man, if I’m reading that headline, I’m going, ‘40% of the buyers just got wiped out!’.” “If you’re just reading the headlines, and just looking at the information to determine what the marketplace is doing, this is really misleading. And again, we watch people… start this downward death spiral. And guess what? What you focus on expands, the more you focus on ‘applications are down’, ‘buyers aren’t going to be able to buy at these interest rates’, …it just keeps spiraling down. Until yeah, you’re right. You’re out of business.” “But people still need to buy and sell homes, right? There’s still an opportunity to move people around. And people are looking for really strong, trusted advisors. If we’re focused on ‘Oh, interest rates are going up, it’s going to be impossible to buy’, your energy is going to come into any new consultation and it’s going to sour a potentially awesome relationship that you can have.” “You get approved for the payment, not the rate.” “Point being, like there are so many ways that they can make a shift to potentially help them get the home if that is truly their priority.” “We need to change our mindset from ‘there’s no inventory’ to ‘there’s an amazing amount of inventory, it’s just moving really fast’.” “If you focus on the abundance and the opportunities rather than on rising interest rates or rising gas prices… when you focus on the opportunity, opportunity is there.” “At the end of the day what I choose to focus on is that life changes are always going to be happening for people. I don’t care what the interest rates do, I don’t care what inventory is available… what I do care about is, in my database and in my sphere of influence, how many people are having life changes that are going to cause them to need help with real estate?” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Garrett and Matt are excited about today’s episode, where they switch gears a bit and discuss the facets of Ninja Selling with their featured guest--an “outside the box” special guest--who happens to be a commercial insurance agent. So for all of you who are a little tired of hearing about real estate – like that's even possible - join Matt and Garrett today as they welcome McKennan Hansen from Farm Bureau Financial in Cedar City, Utah to the podcast. McKennan was recently recognized as the Commercial Insurance Agent of the Year for all of Utah, and also received the same recognition on the regional level, making her the Commercial Insurance Agent of the Year for all of Utah, Arizona, and New Mexico. While Ninja Selling and all of its tenets and facets are geared toward real estate agents and brokers, McKennan is actually being coached by one of the Ninja Coaches--Tona Restine--who connected her with Matt and Garrett. Tune in today and hear firsthand how the facets of Ninja Selling will work across the board, in any sales-related career, because they are based around creating and cultivating relationships. Get inspired by McKennan’s success and watch your own business grow! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7500 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Ninja Selling tenets can be integrated into most any industry Ninja’s systematic approach Interrupt with value Why tracking is so important Earn the business; don’t expect it You can get away with anything when your intentions are correct Focus on the long game How ambition for your entire community to thrive can be key Quotes: “The relationships you need to build and maintain and foster and grow and cultivate are all the same throughout the different sales industries.” “I can at least help foster a better relationship with why you pay for insurance and the money is there when you need it.” “I need to leverage my time better, so I have more time with my family because that’s really important to me… and so we figured out what my ‘mom schedule’ looked like. And then we figured out my work schedule; not the other way around.” “Ninja puts a systematic approach to all the relationship cues that people are starving for.” “This was not a sales system to produce more business. This is a way of being more genuine and more true with your clients, which in turn gave you these results.” “That’s what a lot of people think, right? ‘I can’t call these people, they've got work, they've got all these things’… but you’re interrupting with value. You’re interrupting with things that are going to make an impact on people.” “Sometimes the results are so spread out from where you are actually having the engagement with somebody and building those relationships to where the result comes back in the form of a ‘Oh, that was caused by this’. The separation from it is so great, that all of a sudden you can ‘t make the correlation in your mind of what caused it to happen.” “That’s why we recommend people go to installations more than once, because you’re gonna hear something different. Go through it when your business is at a different point. Go through it when your personal life is at a different point. Different things will speak to you, what you need at that moment.” “What you’re doing is to make sure they have the correct insurance and that they’re protected in their world and in their life, just in case something catastrophic happens or just in case something weird happens. Like your heart and your intention is in the right place, which is what makes it work so well for you.” “You have to have that mindset of that long-term game, like ‘I’m building something here for the future’.” “Embrace supporting the people in your community. Embrace supporting the other businesses, and they will come back to you in a good way… if you help your community be successful, you’re going to be able to sell a whole lot more homes… help your community succeed and you will succeed.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group   McKennan's contact information: https://www.facebook.com/wiredwithmckennan/ https://mckennanhansen.fbfsagents.com https://www.linkedin.com/in/mckennanhansen 

Today’s topic comes hot on the heels of the last episode, where Matt and Garrett have been discussing what they’re seeing with things going back to normal, or to pre-COVID times. People are getting back into their hobbies and groups and social networks, so our hosts are seeing the potential for a rebirth of situational relationships. They also discuss how our time has been given back to us and encourage thoughtfulness in adding things back to our lives. Matt and Garrett encourage you to find those situational relationships and give insight into how to make them work for you. Find something you want to do anyway so that it’s not just another box to check off your “to-do” list. Whether it’s going to the gym, your kids’ soccer games, or buying a Bronco, Blazer, or Jeep, common interests help break down peoples’ guards and encourage conversation and relationship, which is the ultimate goal for Ninjas. Find more great tips like today’s when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What are situational relationships? How to leverage this “rebirth” of situational relationships Connection with other realtors Guard your time Be selective Don’t overlook commonalities and interests Quotes: “A lot of situational relationships got cut off with COVID. You know, gyms shut down, in-person events shut down.” “Relationships you have with people because of a situation or a common interest. You may not have each other’s cell phone, you may not have email, so you may not have other forms of communication.” “So the opportunity to form strong relationships through these situational relationships is higher than it ever has been.” “Maybe this is going to allow you to be very selective and go into a lot of purpose like, ‘What groups do I want to bring back in? What are the ones that really make me the best that I can be? What are the ones that put me around the best people that are out there?’ and get really focused with it.” “Because we only have so much time. There’s only so much time in the day. And my thing is if we’re going to spend that time, let’s spend it doing stuff that we really enjoy with people we really enjoy.” “I’m not talking about an in-depth, you know, sitting across from each other and going deep kind of thing. But a casual conversation where something can come up.” “Things that maybe you want to do that you just haven’t done yet. Things that you’re interested in, that you want to learn. Let’s dance, learn a language, public speaking… look for groups that are doing those things and sign up and start to get to know people. [This] can massively change your database in a good way.” “And now she’s helping people who drive high performance cars buy and sell homes, because that’s her network. And they get to get together and talk about cars and garages and drive cool cars when they go show property. So it’s all part of her thing, which is amazing. And so these are the things situational relationships can grow into--some really cool branding things for yourself.” “I’m a big fan of situational relationships. I think we don’t often see the opportunities in there. But I’m seeing big opportunities in there right now. So for those of you who are in them, ask more questions, listen for those life changes, build your warm list off of them because it’s going to be awesome.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Join our hosts, Garrett and Matt, as they jump straight into today’s episode and discuss what they’re seeing as the world finally opens back up after two-plus years of COVID. Picture it with Matt and Garrett: “front doors are opening, and swarms of people are just flying out of their homes, National Geographic-style”. Today’s topic stems from what our hosts are seeing in their own lives, but also from what they’re hearing from the Ninjas they coach: a lot has changed and a lot more is getting ready to change as a result of the last two years. They’re seeing that, while COVID caused a lot of change, it also paused a lot of potential changes. There are more weddings planned, “COVID babies” are being born, people are being promoted… All of which means that people's situations and housing needs are changing. So how do you take advantage? Tune in to find out Matt’s and Garrett’s suggestions for how and why to prioritize those warm lists. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7500 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Warm lists should be a daily habit How to leverage warm lists Take a genuine interest Ask questions Focus on the personal relationship first How often should you check in? Prioritize situational events Prioritize the people you resonate with Quotes: “I think COVID had this effect of supercharging certain changes. And all of a sudden people were like, ‘Yep! Now’s the time to make that move’. But then it also put the pause button on a lot of other changes. And now that we’re over two years into this--or out of it, however you want to look at it--those people are like, ‘Alright. I can’t wait anymore’.” “If you’re paying attention to those life changes, it makes it easier to plan out, it makes is easier to look at ‘Who do I want to call this week?’… there’s a change and you’re interested in it. There’s actually a genuine interest in learning more about what’s going on in that person’s world. Which I think is the best way to approach this by, let’s just be interested in our people.” “These questions are not hands-off. I don’t know why we shy away from them so much. Because you see, people who are not realtors are not afraid to ask certain questions about buying and selling…. Once you discover a life change--which you discover through having conversations--be in flow with these people and be interested in that change… Focus on the personal relationship first.” “As the conversation gets going, they’ll probably bring up real estate at some point and you’ll have a chance to talk about that kind of stuff.” “The interesting thing is that if you truly care about the event that’s going on in their life… the more they understand that you truly, truly care about them, that’s where the referrals come from.” “Don’t let them take up space in your mind if you are not going to be in a higher flow frequency with them.” “Go to the soccer games, go to the volleyball matches, go to the parent board meetings, go to whatever it is that puts you right in flow with people… And then maybe you have some side text messages that lead into some good phone calls… There’s so much opportunity there that doesn’t take a lot of time.” “This is again, relationships. So what we’re focusing on here, we’re looking for people that we can help, we can make their life better, we can connect with them.” “We get a chance to talk about what we’re seeing in real time right now. And there will be topics that we circle back around on… because it’s important for what is happening right now… We’re just seeing people kind of drop the ball right now, or just not give it the attention that’s needed. And that’s where this one came up today, as we were seeing it as a loophole in people’s businesses.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today’s episode of Ninja Selling, Matt and Garrett begin by checking in on Garrett’s current 10-day fast. If you tuned in to their last episode, then you heard him mention that he does these from time to time and that he was getting ready to start another, to reset. He’s currently on day four and is making things even tougher on himself as he watches barbecue videos on YouTube! He’s even dreaming about food! But Matt encourages Garrett, and says these things are building some grit and mental toughness into him, and then mentions that because he’s taking steps to improve himself, it segues nicely into today’s topic of making this year your gap year. Our hosts want this next year to be the year that puts a gap between you and the competition. They are raising the bar and are eager for you to join them. Listen in and plan to take notes, as Matt and Garrett discuss ways to outpace the competition and why making sure you take time to care for yourself is vital--especially when planning to really dig in and outpace your competition. Find more great tips like today’s by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7500 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How to outpace the competition Ways to separate yourself from the competition Make your process create results How taking time to work with people up front is powerful Ask questions How to make sure your energy remains a positive force Show, don’t tell Quotes: “We’re already seeing agents starting to exit the industry, and there’s a lot of opportunity for someone to just say, ‘Hey, you know what? This is the year I’m going to stick my flag in the ground and I’m gonna put some distance on everybody.'” “A lot of agents aren’t doing that, aren’t taking the time to better themselves or educate themselves and grow, and they’re out there getting their butts kicked right now.” “What are you willing to invest in your own business when working with clients? Not necessarily dollars, could be, but also a little bit of time in the forefront, right?” “You need to be adept at changing very quickly. Not a complete overhaul of your business, but I do think you need to be able to adapt quickly to small changes.” “One of my favorite sayings is ‘those that are unable to change are perfectly adapted to a world that no longer exists anymore’. And I think that can happen very quickly in the marketplaces that we’re in right now. I think there are a lot of agents waiting for the good old days to come back.” “The ones that are having the biggest successes with working with buyers and sellers right now are taking a lot of time up front, they have a process of how they bring a buyer in and how they work with that buyer so they can go out and be successful. They have a process with the sellers so that they can get them on the right page.” “Disconnect from getting people to do something and ask them what they want to do.” “The energy of the realtor matters and the energy of the clients matters.” “We have to be careful about our language and structure positive energy and build it into our processes, because that’s going to breathe life into the process, which is going to create results.” “No matter what the market does, you are valuable. You are needed… people will always need to buy and sell.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Join Matt and Garrett in today’s episode, where they talk about some tools to help you stay on track and focused on your path. Similar to their 'Gratitude and Action' episode from a few weeks ago, where they discussed how those components can help get you out of the complaining and scarcity mentalities, today’s episode focuses on putting your dreams and visions out there, evaluating where you want to go, and staying on track to get there. Today’s topic, while definitely inspired by that episode, is perfect for this time of year, as you wrap up the first quarter and head into the second quarter. Matt and Garrett spend time discussing how often, when people get busy, such habits as self-care, gratitude, and visualization affirmations take a back seat to the busyness. They revisit the notion that what you focus on expands, and they dive deep into how you can focus on the goal and on what you want to attract, versus focusing on what you think you lack. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7500 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How often should you revisit your business plan and mission statement? Two of Matt’s stories about focus Tips for how to use and take advantage of vision boards Focus exactly on what you want and exactly the way you want it How to support your focus Empowering your vision Quotes: “Self-care, mentally and physically, goes out the window, typically, when we have a lot on our plate. It’s like ‘Where can I find the time?’… But this is a great time to pull out your business plan.” “Curb the excuse monster, focus on ‘What are the actions that we can pull out of this?’, and that’s how you’re going to be able to move forward.” “When you think about the vision board, we’re not always exactly sure how those things are going to serve us. But if we don’t focus on them, we don’t even give them a chance to serve us, right?” “I think if we’re going to focus on visioning and focusing on what you want right now, get really clear on what you want it to be, so that, as those opportunities show up around you, you know what path to take.” “We need to return to that focus… I’ve made a commitment to myself that focus is going to be maintained so that the vision can become a reality… There’s a different level of energy and rejuvenation that comes into when you can freely focus on something without the scarcity coming into it.” “Anytime I see somebody put hyper-focus into a goal or a vision, a lot of times I watch them give the power away to coincidence… they don’t take ownership, like ‘I just created that, or I just made that happen’… they very quickly go, ‘Yeah, but there were all these factors that went into it’.” “A lot of times, our negative stuff that we bring in is based on how we anticipate, how we perceive it’s probably going to work.” “When you look at things to focus on in growing a business, it’s very easy to get sucked into weird paths sometimes, of roadblocks and hurdles… it’s very easy to get bogged down.” “Underlying your focus are supportive focus activities, right?” “I think ‘what you focus on expands’ is a path toward the vision, to help the vision come through.” “We just have to be reminded. We have to set up systems in our world, like vision boards, that help remind us.” “If you don’t have the good vision and good clarity around it, you can make decisions that don’t give you the results that you want.” “Make a commitment to just figure out: What are some little things you can start to focus on?” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Gratitude and Action Episode

Join Matt and Garrett as they talk with Pam Cass--Ninja Selling Coach, a Mastery Guide, and a superstar realtor at The Group. Today’s episode covers how to stay on the Ninja Selling path after attending an Installation. Many people leave Installations with excitement and the drive to keep going, but so often don’t know what to do next so they end up doing nothing. Matt, Garrett, and Pam want to help bring clarity to what “next step” options the Ninja Selling system offers. Pam joins Matt and Garrett as they all discuss a typical Mastery class, how taking part in a Mastery class can help grow your business, and how taking part in a Coaching relationship can grow your business. They also look at how Coaching and Mastery are different, and how to choose between the two options for yourself. This is yet another “can’t miss” episode, as our hosts and today’s guest emphasize how the Ninja Selling system and platform is committed to your success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: The difference between mastery and coaching Mastery’s purpose Changes to Mastery groups that have made things even better than they had been Structure of Mastery class sessions Why might you consider repeating a Mastery session? Coaching’s purpose Can you do both at the same time? How to decide whether “group fitness” or “personal trainer” is best for you Quotes: “Now we’ve got people in these groups that are across the United States, from coast to coast. And so different markets, different levels, different experiences. And they’re able to share so much information that it’s really cool to see everybody kind of coming together.” “It's very easy to sometimes look out your back door and go, ‘Oh, this is my environment. It’s special to me. What I’m experiencing in real estate right now is just my little special market…’ And then when you get together with 20 people, and they start sharing their market, they’re like ‘Oh, everybody’s dealing with the same stuff out there’.” “So, this year-long commitment you make, you’re gonna end up with a great business plan, friends, a referral network, and a deeper knowledge of Ninja.” “It’s really the friendships, and the growing together, and the collaboration, and the sharing of deep smarts… these are all just the components… so, we’re creating this whole community of people.” “Our market is constantly changing… so, I think it’s constantly going to be evolving as we move through different markets.” “Mastery is like attending the group fitness class. Coaching is like hiring that personal trainer, where I’m showing up, and I’ve got an agenda as an agent… and so with coaching, it’s one-on-one, and we’re really focused on their specific business, how we can help them…it’s really more tailored towards them individually.” “If they’re coming into a coaching session, and let’s say the day is just like a mess, that is an indication of something that might also be going on in the business and we are able to dive into that in one-on-one coaching because it’s just us. Whereas in Mastery, there is a curriculum…but there is so much power in doing both. There is also a lot of power in doing one or the other. But they are definitely not mutually exclusive.” “It’s really a matter of preference. Do you prefer being with groups of people or do you prefer being one-on-one? It might have to do with personality type… what your preference is, and what you’re trying to accomplish.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Join Matt and Garrett today as they talk about a fundamental, but often overlooked, facet of running your business. What is today’s topic? Planning! It can make or break your business, and Matt and Garrett are diving into it today because this is a typical time of year (end of first quarter) when people get “busy”. They have also both seen that some people they coach are foregoing their planning sessions to address the business (and busy-ness) that their planning sessions have created, only to be without business later on from lack of planning. Listen in as Matt and Garrett spend time comparing what happens when you plan to what happens when you don’t. They not only see tremendous shifts in business, but also in how much time people are spending when they actually plan and own their time versus when they don’t make the time to plan. Matt and Garrett also discuss the necessity of analyzing your plan and asking the right questions around it and the things you do to fill your days so that you produce better results. Another way to produce better results is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7000 Ninjas who share resources and ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our coaches. Episode Highlights: Why do planning sessions get missed? How do planning and owning your time affect the rest of your time? What to include in your weekly plan Why analysis is key How to ask the right questions around your planning to get better results out of how you spend your time Avoiding the management of mediocrity Weekly planning and analysis are crucial to understanding your business and drawing up yearly plans Quotes: “Planning sessions get missed by a lot of people, yet it’s so crucial to helping create structure, which creates success throughout the week.” “When you do all the right stuff, and you engage the systems in the right way, it produces great business. It produces a lot of people that need your help. And what happens is… all of a sudden, we get caught in the world of just taking care of what we’ve created and then all of a sudden, we find ourselves, in a couple of months, wondering where all the business went and what happened.” “I think that’s where a lot of people get stuck, is they think, ‘Oh, planning just takes too much time and I need to get right into work’. But we’re talking about maybe an hour, once a week.” “So, I think you have to look at it that way: with that hour you’re giving yourself, it’s not an hour that you’re giving away. It’s an hour to make more time in the week to be more effective for you. So, it’s a very big mindset shift… this is a prime example of ‘how to slow down to go fast’.” “What’s keeping you awake at night?... Acknowledge it and now make a plan that includes it.” “What I’ve noticed for myself is that not doing a planning meeting produces the same week that occurred the week prior.” “However it looks, understanding where actions lead to results helps you then, at the end of the year, put together a great business plan for the next year. Because this goes beyond just what’s going to happen week over week… All of those numbers, all of that understanding, and your micro adjustments throughout the year are going to culminate in ‘I’ve got a great plan. Now I understand my business!’.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

n today’s episode, Garrett and Matt dive right into their topic on how introverts can succeed in what seems to be a very extroverted business. They decided to address this topic for a couple of reasons: both of them have been asked about it several times over the last year, and they are also seeing people using their introversion as a crutch or an excuse. Garrett and Matt agree that most people fall somewhere in between being a true introvert and a true extrovert, and they discuss the fact that introverts differ from extroverts in the way they experience the world around them and in how social interactions affect them. Larry Kendall--who is an introvert--created the Ninja system as a system where everyone can experience success, including introverts. Whether you are an introvert, an extrovert, or somewhere in between, you can be sure that this episode is definitely for you. And you'll also want to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other can’t-miss events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Are you an extrovert or an introvert? How can you be a successful introverted Ninja? Why is real estate actually a career path where introverts can thrive? Where do introverts need to push a bit harder? What is one of the most important skills for life and career--whether you are an introvert, an extrovert, or somewhere in between? Quotes: “Introverts can also gain a lot of energy from people, if they’re around the right people.” “Does it not make it so much easier for them to take those actions because if they’re now just following a system, they’re not worried about the “extroverted-ness” that they need to have to call somebody.” “We’re selling our services to help people transact their real estate. And it’s a long life cycle. So, relationships are important, which is where introverts do really well.” “This is what makes introverts so powerful in Ninja: because they’re taking the time to slow down and listen. They don’t want to have the stage. They don’t want to be in the spotlight. They just want to learn a little bit and it works so incredibly well. So, it’s a gift. It’s a gift that you need to own, being an introvert.” “The comfort level and awareness of asking that extra question… Let’s ask the next question to gather some more information. And that’s sometimes where we [introverts] hesitate.” “That is a power that introverts tend to be able to do very well. Because the extrovert is just running onto the next thing. They’re moving fast. But if you can hone in on that skill, it will make not only your real estate come to life, but your own relationships.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Before diving into this episode’s topic addressing scarcity mindsets and complaining, Matt and Garrett thank Ada Handley, a Ninja who sent them a message about a previous episode on the 5-Step Calling Process. She was listening to it on an early-morning drive to Utah and asked, “What about the 5-Step Calling Process when it comes to interactions with your family?”. Matt and Garrett go on to discuss this for a minute or so and emphasize that the Ninja principles and strategies are not solely for the purposes of business interactions, nor are they only for real estate agents. They wholeheartedly believe--and have seen--that Ninja principles cause professionals in many walks of life to thrive. They have also seen similar effects in interactions with family and friends. Garrett and Matt decided to take on today’s topic because they have both recently seen a common occurrence in their role as Ninja Coaches, where people come to their coaching calls every two weeks and are operating from a scarcity mindset, they’re locked in a cycle of complaining, or both. The good news is that they approach this topic from a place that avoids negativity. Instead, they want to bring awareness because either of these perspectives--and especially the combination of the two--can cause Ninjas to become worn out. Their hope is that by talking about what they’re seeing around these things and giving tools for how to manage them, Ninjas can avoid hitting a wall. As you will discover, avoiding these tendencies will help breathe life and space into your business and into your life. If you aren’t already a member, make sure to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You will find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, learn from one another, and network. You can also offer more direct feedback by leaving a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events--especially if you’ve never been! And if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: What is a scarcity mindset? What does it mean to complain? Can you still be successful while complaining? How can you acknowledge what’s going on in the world without letting it affect your mindset? How can complaining cause you to actually experience scarcity? Focus on the things you can control. What tools can you use to immediately change your outlook and mindset? Quotes: “There’s the scarcity side where ‘How do I make this business work right now? How do I get buyers’ deals accepted? Or offers accepted? How do I build a listing inventory?’ And then there’s the other side, which is an interesting thing, because it’s the same energy just coming out in a different way.” “There’s a lot going on in the world right now. And so, I commonly see this from people who are watching and reading a lot of news and following a lot of different people on social media, who are taking things down a lot of rabbit holes.” “If we just accept the energy and don’t look for ways to turn it around, that leads then into complaining… we see the bad on TV, we hear the bad on the radio, we read the bad in the news online, and then we go and look for it in our everyday life.” “I think that’s what people need to be doing: acknowledge where they are and then say ‘OK, I’m done looking at it from that angle; how can I look at it differently?’” “You’re sitting there looking for all the challenges and problems. And this is what happens when you complain about these things: you don’t realize it, but you’re shutting down all the opportunities for success.” “You’re basically taking your abundance mindset and putting it in a closed room. And the complaining is shutting all the doors that the abundance mindset’s trying to reopen every morning.” “A lot of the things that people start to complain about are outside of their control.” “There’s just so much abundance that can come from focusing on solutions and eliminating the complaints.” “So now we’ve gone from complaining to full-on scarcity; now it’s nearly impossible to see successes out of scarcity.” “You cannot express gratitude if you are in a negative mindset.” “I can only complain about the things that I’m willing to take action on, to try to fix. The rest of the stuff that I’m not willing to step up and actually apply myself to make a change in that: probably not worth me complaining about it.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Rebranding the Five Step Calling Process

Garrett and Matt are excited about today’s episode for two reasons: first, this is the first podcast episode since early January in which Garrett is standing! He broke his leg on January 12, but he is now up and at ‘em, and able to move around. The second reason they’re excited is because they are discussing databases. This topic comes from Matt and Garrett’s recent conversation about the beauty of small databases and is it possible for databases to get too big? In this episode, they cover database size, at what point your engine can lose power, figuring out your capacity for consistency and flow, and how to start with five and increase from there. In Matt’s words, “You’re gonna hear some things today that you’re definitely going to want to implement into your business right away.”, so take notes or bookmark this episode to listen more than once - either way, get ready to find out why bigger isn’t always better. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, and network. Whether you’re brand new or a Ninja who’s been at it for years, there is something for everyone. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: View your database as an engine and set your tachometer: at what point does your database lose power? How many contacts are in your core sphere of influence? Matching your sphere of influence to your consistency and flow. Who are you purposefully paying attention to? Are your qualifiers for including people in your database too strict? Too loose? Quotes: “Larry Kendall says your database is the central nervous system of your business.” “Do not tail people to their house.” “The engine stops producing power at about 150 people.” “I know a lot of really good Ninjas that their tachometer is only going up to 40.” “When consistency breaks down, that’s your red line.” “You can still do the broad, sweeping marketing; you’re not shutting your business off to the thousands of other people out there.” “I think the 20-40 range is probably a great range to target for your core sphere of influence, which, Garrett, I would define as people that you have influence over and they have influence over you. And I mean true influence.” “Keep it simple… more is not always better.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett are back today with a topic that Matt was inspired to bring forward partly due to listening to an interview with Gino Wickman, the author of such books as Traction, The EOS Life, and Rocket Fuel. Given the recently increasing popularity of the entrepreneur culture, today our hosts take a look at what exactly that term means, as well as other related terms like solopreneur, particularly as it applies to roles within real estate. As a salesperson or real estate agent, are you an entrepreneur, solopreneur or even an intrapreneur? Listen in today to find out. And as you listen you're bound to laugh a bit as well as our two hosts try to define what each term means before inviting you to decide for yourself what title you want to use. They also go on to review Robert Kiyosaki's Cash Flow Quadrant and what most successful real estate angels focus on. In the end, Matt and Garrett emphasize their clear message of just how important it is to keep in mind that your title doesn’t matter as much as showing up and building your business to be what you want and need it to be: a business. Join over 7000 other Ninjas on the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook--especially after today’s episode! Hash out these various titles and agree or disagree with Matt and Garrett. They’re counting on some great discussion and an explosion of comments around today’s topic, so don’t let them down--but play nice! You can also share ideas about other topics, ask and answer questions, and collaborate and network with other Ninjas in the Ninja Selling Podcast group on Facebook. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How is a real estate career an entrepreneurship, solopreneurship, or intrapreneurship? Think of this in terms of Robert Kiyosaki’s Cashflow Quadrant. Most successful real estate agents focus on ‘the right now’ of creating wealth. Are you running your business like a business? Quotes: “The entrepreneurship culture, so to speak, for the past several years, has become like the cool thing.” “A lot of the most successful realtors that I know do not focus on the end game of ‘I can’t wait to sell my business’. They focus on the right now of creating great wealth.” “So that as a salesperson, as a real estate agent, you can really focus on what your business is, and what it’s producing, and what that means in terms of your involvement.” “But you wonder why your business is floundering. It’s like, well, you’re not truly showing up as a solopreneur, entrepreneur, business owner, whatever you want to call yourself.” “You can call yourself whatever you want, because ultimately, people are going to judge you on how you show up and what your actions are.” “Figure out yourself how you want to show up, and then ask yourself, ‘Am I showing up in that capacity?'” “I find a lot of people own a title, but they don’t show up as that title.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today’s episode, Matt and Garrett discuss a question that someone posted on the Ninja Selling Podcast group on Facebook, asking “When is it time to let my other job go, and go full-time as a real estate agent?” - a question that comes up a lot. In considering this query, they dive into mindset and attitudes and make some great suggestions for what you can do to take your real estate career from a part-time side hustle to a full-time Ninja career. Along the way, Matt and Garret also look at what it means to be a full-time agent, as well as what often stops people from going full-time. They go on to outline some steps you can follow when considering this important decision, and finish up by posing a call to action for their listeners, with encouragement to share stories and connect with others on this point. As this episode clearly demonstrates, joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, will open you up to a community of over 7000 Ninjas from around the country and around the world. There you can share ideas, join conversations, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, feel free to leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: When is it time to go all in with your real estate career? What does it mean to be a full-time real estate agent? What often stops people from going full-time? What steps can you take to help decide when it’s time? Quotes: “We know that if you show up and you do all the right stuff, with the right mindset and the right energy, like, it works.” “I personally believe that if you want to do multiple things, there’s no reason why you cannot. However, you do have to be mindful of your own capacity and where effort needs to be placed in order to produce results.” “I think full-time is a mindset.” “How much do you want to invest in your future versus investing in staying the same?” “Your warm list is what’s going to give you the security to say, ‘OK. I’m comfortable, I can see the future here. I understand what’s going on’.” “The right time to go full-time is right now.” “All you need to be a full-time Ninja agent is to be focused on that hot and warm list. It is to be focused on building quality relationships, asking questions, which you can do right now.” “It’s like running with a parachute on your back, right? You’ve already landed and now you’re just running with that parachute still on your back. Like, ‘When do I cut the cord?’.” “It comes up all the time. People wonder about, you know, when to let go.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today’s episode, Matt and Garrett talk about how important it is to have people in your life who will call you out on your stuff, or who will hold you accountable. Everyone needs at least one person who will help them put all their excuses behind them and take action to be successful, and that is precisely what our hosts delve into here today. Reflecting upon accountability, they also discuss the importance of being open -- not only to holding people accountable, but also to being held accountable. They go on to highlight the fact that we all have blind spots, and  look at what is the best way to deal with those. Tune in as Matt and Garrett explore this topic that, while it may seem like a bit of a tough one, is truly one that is a key principle to achieving success in your career and in life. Another way to enjoy success is to get connected with one of our Ninja Coaches for personalized help in achieving your goals. Visit Ninja Coaching to connect with one today. Or join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where a community of over 7000 Ninjas share ideas, ask and answer questions, collaborate, and network. You can also offer more direct feedback by leaving a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events. Episode Highlights: There is a skill to calling people out. How to begin. What makes someone coachable? When is it time to change your goals? How do you do this internally? Why are we negotiating non-negotiables? Quotes: “This is somebody I trust that I brought into my world to tell me when I’m out of whack. That’s the beauty of having a coach or a mentor that you believe in that way.” “And I think it also leads into commitment and capacity, right?” “Having somebody in your world who can call BS on you is great. But you don’t always have that person in the moment. And a lot of times, people may not see the things going on inside your own head to be able to call BS on you.” “The minute you break down whatever it was that you set up as a non-negotiable, discipline erodes fast.” “These are internal conversations you need to have with yourself. Or you need to have a person in your life that will sit there and go, ‘Really? That’s your excuse?’. To the point of actually saying, ‘I don’t believe you. That’s BS’.’ And I’m even going farther, saying, ‘If you’re going to continue to hold this BS, I can’t work with you anymore. I can’t support this relationship. I can’t share this time with you.’” “I need to be confident in my mission and figure out the actions that are going to lead me there, and when situations arise, be able to make an easy decision that keeps me connected to that mission, where I’m not negotiating things that shouldn’t be negotiated.” “Kids go right to the core. If you want really good accountability in life, go get yourself a kid and they will tell you all day long where you’re dropping the ball, where you’re not showing up.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today's episode, Garrett and Matt are joined by Gretchen Adams, a Ninja Selling coach from St. Louis, Missouri, who works with RedKey Realty Leaders. Gretchen has joined forces with another coach, Tona Restine, to create a Ninja Coaching book study, and today she walks our hosts and listeners through the details of this remarkable resource – what it is, how it runs, and how to become a part of it. Gretchen begins by sharing that both she and Tona are avid readers and they created this book study to read more themselves and also to encourage others to engage with books that help them look at their business a little differently. Gretchen goes on to explain that, for each study, they both read the assigned book, record a review, and then hold the actual study itself. Their most recent book is The Obstacle is the Way by Ryan Holiday, which was divided into three weekly studies, and they are currently meeting most Mondays with discussions being held over Zoom for about an hour each. As you will hear, this Ninja Selling book study is an initiative that has just grown and grown and is receiving rave reviews. Do yourself a huge favor and listen in today to learn what it's all about and how you can join over 600 others in the Ninja Coaching Book Study group on Facebook. You can also find more events and opportunities to ask questions and collaborate with other Ninjas, by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: It’s not a necessity to read the book. The book study focuses on development books. No matter the intake style, the book study emphasizes what you can learn. So many great things surface from the conversations around the books. How can reading bring progress in other areas of your life? Each book study discussion has been recorded and all are available to go back to. Quotes: “These are books that can help improve your business, improve your life.” “So you don’t have to necessarily read it to get value out of it.” “Learners are earners. And you have to read to lead.” “Reading opens your mind. It helps you stay away from your own bias.” “If you just join our Facebook group, they’re (all the study recordings) all there.” “If you don’t have the right mindset wrapped around whatever you want to do, the rest is not going to follow. You could read every instructional book out there, and it won’t get you to where you want to be. So it always starts with mindset.” “That’s the power of the collective group that you’ve started to grow here. That you really get a different look at a book from potentially 45 angles, when you have 45 people on that want to talk and share.” “Doing more reading aligns very well with the Ninja philosophy. Because you are growing your mind, you are improving your mindset.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

On this episode of Ninja Selling Podcast, James Mitchell joins the crew once again,  and this time around he’s discussing the buyer process.  As a Ninja Selling coach, he’s an expert in the funnel, a crucial point in the buyer process where you set expectations and explain the process of getting a house bought.  The funnel is designed to assuage the four main fears of every buyer -  missing out on the home, picking the wrong house, paying too much, and losing the home - as well as to prepare them for the process, and save time.    James discusses that, as part of the funnel,  due diligence is necessary in ensuring that the home doesn’t have issues prior to going under contract.  He goes on to highlight the fact that the buyer process is all about clarity and ensuring that you and the buyer are on the same page, and closes out the episode by arguing that people rarely buy homes when they are confused. All too often,  realtors skip this important step in the buyer process and suffer from doing so.  Listen in today to James and our hosts and learn how to make sure you don’t share their fate.   You can learn even more through the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join a community of Ninjas sharing ideas, asking questions, and networking.  If you want to leave more direct feedback, leave a voicemail at 208-MY-NINJA.  For additional information about upcoming open installations, visit  Ninja Selling Events.  Lastly, Ninja Selling Podcast also offers coaching. You can learn more about the program and sign up at  Ninja Coaching.    Episode Highlights:    Introduction to the funnel Four major fears of a buyer The structure of the funnel The rolling top three The importance of clarity How realtors suffer when they don’t discuss the funnel   Quotes:    “So the funnel is one of the steps of the buyer process, and what it is, is a time for us as the Ninja to work with our clients to set their expectations, explain how the process works, educate them on what's going on in the market, set our boundaries as a realtor and about how we work, as well as get everybody more time because we're going to get this done more efficiently.”   “Do not discount the funnel, this crucial step within the buyer process. And the buyer process is built for a purpose to create clarity and every step in there has a purpose. So it's not like well, I can remove this and everything's fine.”   “We have a lot of buyers roaming around the countryside with their real estate agents right now who are not qualified to be buyers out here right now -  they don't have the right tools in their tool belt. And this is to make sure that you have some.”   “People don't buy stuff - they don't buy anything - when they're confused. And so the whole buyer process is designed to bring clarity to our client and ourselves as their Ninja representative. So when people have clarity, they're going to make a decision, and they're going to do it, and they're going to feel great about it without remorse.”   “I want your mindset to say there is inventory, and we're going to find you the right house. When our clients are signed up with that mindset, we're going to go far fast.  We're going to give them what they want, it's going to go smooth with clarity and ease.”    Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com The Ninja Selling Podcast Facebook Group James Mitchell

In today’s Ninja Selling podcast, Garrett and Matt are joined by special guests and long-term Ninjas, James and Angela Mitchell. James studied under Larry Kendall while at CSU, graduated in 2008 during the height of the recession, and was recently made a Ninja Selling Coach. He and his wife, Angela -- who has a background in counseling -- decided they needed to be intentional about not only James’s business, but also about the other facets of their life together, and they share their story here today. With our hosts, James and Angela discuss how being a successful Ninja requires work-life harmony and must include a spouse or partner that is also on board and on the same page with what it means to be a Ninja. They highlight some of the aspects that they have found critical over the years, including making communication a focus, sharing your business tracker, letting your life partner into your business, and revisiting roles and goals over the years. Pursuing harmony in your relationships and your business is always of paramount importance, and today the Mitchells educate us all on some of the ways you can make this happen. Even further education can be yours by joining a community of over 7000 Ninjas in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. This group is a great place to find help, ask questions, collaborate, share ideas, and network with other Ninjas. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: How can you create a life that is balanced, intentional, and strategic? Is it possible to make your Ninja Selling career a collaborative, team effort? Making communication a focus. Sharing your business tracker and letting your life partner into your business. Revisiting and redefining goals and roles as necessary. How does scheduling relationship and business “check-ins” help you bring the best to the conversation? Beginning your own relationship board meetings. Quotes: “And I think that the thought was, if James was putting all this energy into planning his business each year, didn’t the rest of our life deserve that, too?” “Yes, it’s networking. My favorite kind of working is networking.” “So what became important was to enroll Angela in not my goals, but our goals, and to create those together… so I could create more harmony between my work and my home.” “Every week, we are making sure to put our focus where we want it to go. So we can continue to move in the direction that we set at our annual retreat, or at the business plan.” “So you brought up finances, which is such an important component and can be the component that helps a relationship thrive. And it can also be the biggest point of stress for a lot of people.” “It sounds like you both have a very clear definition of who plays what role in certain situations.” “And so, some of it’s based on strengths, some of it is based on interest, and some of it’s based on capacity. Like, ‘What do I have the capacity to do right now?'” “It takes energy and it takes time to intentionally stay connected, on the same page, and to evolve as our relationship and our life evolves.” “We talk about ‘slow down to go fast’ in your business… but this is slowing down so you can go fast in your personal relationships.” “Now is the time when we are supposed to talk about this thing, which feels much different than talking about that thing because I’m resentful or irritated… it brings up less defensiveness because it’s like we’re setting aside this time to talk about this. Rather than just like, ‘Oh, you’re not doing that’.” “Ninja is a relationship business that hinges on great communication.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Tips for Effective Communication The Relationship Board Meeting Love Intentionally Self-facilitated Retreats - 'Love Bombs'  $50 ‘Love Bombs’ coupon for Ninjas - Promo code: NINJA50

Today’s episode of The Ninja Selling Podcast features Matt and Garrett explaining that it’s essential for agents to take the time to set up buyers for success before you start the search. Whether in today’s seller’s market, or in any other market, agents who lean into and take the time to walk their buyers through The 10 Step Buyers Process experience success. This process makes up the focus of today’s podcast, as Matt and Garret firmly believe that investing an hour at the beginning of the agent/buyer relationship helps both parties gain clarity on their search, and helps agents set and manage buyers’ expectations. This process also creates an opportunity to explain the context of the current market and address any issues before they become a problem. Listen now to find out how this process will help you, and learn how Matt and Garrett define “success”. There is always a lot more to be learned by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you'll find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: Why processes, like The 10 Step Buyers Process, are essential. What happens when you don’t take the time to prepare your buyers for success. Offering a “Taco Close” or a “Ferrari Close” Can re-establishing what buyers consider a “no-go” help? Quotes: “If you can have the conversation up front, open up some more doors, this is where buyer’s agents are being successful, that are doing this process up front, because they’re not waiting for it to become a problem.” “What if we reframe that a little bit… instead of looking at it as these buyers are giving things up, they’re just not gaining as much as they would like with this home purchase.” “A $250 taco party got it. Got the deal.” “Agents and buyers need to be creative; we need to figure out how to stand out here right now. But we need to educate these buyers more.” “So just know: The 10 Step Buyers Process can also weed out people that can’t perform, and it will bring clarity and help to people that can perform, to step up and to be able to do what it takes.” “Set the expectation that you’re going to show properties to them, you’re going to present them with potential solutions that might have something that’s a no-go because you want to make sure that it’s still a no-go, or if we’re going to be flexible because of the inventory challenges that they are facing.” “If the market is moving so fast that you don’t have time to spend an hour on the buyer process, think about the damage you’re doing by spending time showing a property to a buyer that doesn’t fit what they can actually close on. Because that is a massive waste of time.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode was inspired by a conversation with Kevin McCarthy, an agent in Austin Texas, who experienced an 'aha moment' at a recent installation. Kevin came away from that installation with the idea to 'five-step everybody', not just when making outbound calls, but really with as many people as he can in his daily encounters. So, what is the five-step calling process, and what's the impact it can have on your business and your personal life? Listen in today, and Matt and Garrett will explain it all to you. They begin by discussing exactly what the five-step calling process is and what the different steps are. They go on to emphasize that the process can work not only for business calls, but for casual interactions as well. The five-step calling process is a tried and true Ninja strategy, and today you can enjoy your own 'aha moment' as Matt and Garrett lay it all out for you and provide you with an interesting perspective on it that can enhance all of your interactions immediately. More great ‘aha moments’ can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What is the five-step calling process? Can the five-step calling process work for inbound calls? How the process causes you to ask direct questions The benefits of using the process for coaching Quotes: “I'm just going to five-step everybody.” “What it forces you to do is ask questions. At some point, at least twice in this interaction, you're going to be asking pointed questions about them.” “This is the opportunity that allows you to grow so quickly in your relationship categories.” “Every single coaching call should be looked at as a five-step calling process.” “It's a totally different relationship though when you ask the FORD question on both sides of this information that you're giving them.” “Maybe instead of calling it the five-step calling process, we should now rebrand it the five-step conversation process or the five-step interaction process or something like that.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On this episode of Ninja Selling, Matt and Garrett discuss offer review deadlines and how they impact the realty industry’s integrity and operation.  The topic came up during one of Garrett’s  coaching calls with Liz Davis up in North Bend, Washington, and turned into such a great conversation between our hosts that they decided it just had to be recorded and shared with listeners here today.    Referring to offer review dates in relation to the frustration that buyers and their agents experience when a house on the market is under contract before its deadline has come around, Matt and Garrett weigh in on why realtors need to be upfront with their policies and practices when working with sellers.  They acknowledge that, while the client and agent benefit from deadlines that promise that a house will be under contract within a shorter, finite period of time, it’s also true that poor communication between the seller and real estate agent can prohibit these standard practices from taking place.  They discuss what to do if a review date yields no offers and subsequently how to enforce boundaries with sellers so that they don’t jump on an offer prior to your agreed upon date.  Matt and Garrett close today’s podcast with a brief note on referral based businesses and how you can use success as an agent to delineate boundaries and set transparent, upfront expectations with the seller.     You can find the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join a community of Ninjas sharing ideas, asking questions, and networking.  If you want to leave more direct feedback, leave a voicemail at 208-MY-NINJA.  For additional information about upcoming open installations, visit  Ninja Selling Events.  Lastly, Ninja Selling Podcast also offers coaching. You can learn more about the program and sign up at  Ninja Coaching.    Episode Highlights:  How to maintain realtor integrity in the industry What an offer review date is  Buyer Frustrations when a house is under contract before the deadline Why we have offer review deadlines Why sellers and realtors need to be more up front Pros and cons of offer review dates The importance of up front communication How to enforce boundaries with sellers Quotes:    “Is there a conversation that comes up about what does it mean to truly have an offer review date?  Do we want to honor and follow it?  I think that conversation needs to be had up front.”    “If you put it out there, this is the game that’s being played here right now, and then all of a sudden, the rules change halfway through the game; what it makes people not do is trust the game.  They don’t trust the game anymore.”   “The golden reason that the offer review date was started was basically saying, “Look, we can get this wrapped up in three days, you know, we can put it out there, we’ll review all offers on this date, we’ll have a group that we can look at a batch, we’ll pick the best one, and we’ll be done.”   “Even if your seller went around you, they’re still going to blame you.  I mean, the agents always are the ones that get blamed.”   “Look at the auction versus offer deadlines scenario here too, because part of having offer deadlines, a lot of buyers might be assuming, ‘Okay, this is it.  We’re going to submit our offer, and then we’re gonna hear a yes or no.’ But then the counter offer comes back.—and what are the expectations of these offer deadlines?”   “It almost gives more flexibility as a listing agent and a seller to get a property on the market and see how it starts.  Then, you can establish some new rules, because then you can negotiate things as they come in.”   “As a buyer’s agent, you’ve got to be aggressive.  As a listing agent, you’ve got to be transparent.”   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today’s episode stems from a discussion in the Ninja Selling Facebook group about realtors asking for referrals. Many in the group were commenting on some of Matt and Garrett’s ideas which they shared during a recent episode of the podcast about referrals. This is a topic that can be a sensitive one, and, since they clearly touched a nerve for some folks on that podcast, they have decided to review and clarify their experience and thoughts on referrals, and the Ninja philosophy of attracting rather than pursuing them, with listeners here today. Our hosts begin with the different ways of building relationships and attracting business without asking for referrals. Acknowledging the fact that there are realtors who have built their businesses through asking for referrals, the hosts clarify today that Ninja will help you run your business without asking for them. They emphasize the importance of value exchange and the fact that you absolutely can successfully run your business without asking for referrals, and go on to review different ways of marketing your business, ways of bringing value as realtors, and how to create an energy of connection with your clients. Matt and Garrett draw this episode to a close by demonstrating how to unlock the attractive side of your business as well as the best way to build a sustainable, long-term business, and highlighting the fact that you get to choose how you run your business.  Today's episode is testament to the value of joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:       How to build and attract business       Being successful without relying on referral systems        How to get testimonials and not ask for referrals       The importance of value exchange       Dispelling the belief of needing to ask for referrals       Ways of marketing your business       Different ways of bringing value as realtors       How to create the energy of connection with your clients       The other industries that ask for referrals       How to unlock the attractive side of your business       The best way to build a sustainable and long-term business       Stacey Brown Randall’s business strategy Quotes: “When the referral dialogues get brought up, and they want to be used, it's being brought up by the wrong person, which means the intention behind it is wrong. And when the intention is wrong behind it, you're now in pursuit mode, you're not in attracting mode, and that is the difference.” “Not only does it matter who says it, but it also matters the direction of value exchange, because if someone is talking about how much they love working with you, there is an opportunity for them to share some value, and there's an opportunity for you to give some value back to them in terms of appreciation by allowing them to share their message.” “Our opportunity as realtors, and this may sound altruistic, but is to really share a whole different level of value. And that is what's really going to, I think, help secure your thought in people's minds “There is a difference of attracting versus pursuing. You need to look at your business and make a decision. Do I want to have a business based off of pursuing?” “The difference in the thought process behind this is how I must run my business. If it's coming down to a limiting belief, then you're likely limiting your business. So whether or not you want to continue doing that practice or not, doesn't have to lie with that limiting belief.” “I don't think there's a right or wrong answer here.”  “The biggest thing that we've said numerous times here is, you get to choose how you want to run your business, you get to choose what feels right for you, you get to choose what, you know, what's the overall look and feel of what you're building. And whatever feels right for you is the right path.” Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group  

In today’s episode, Matt and Garrett talk about the concept of task management versus time management. They frequently find that many people think they're scheduled and have a plan of the tasks they should be doing, yet the results tell a different story. What the hosts highlight today is the necessity of ensuring that priority items from your business plan are actually being scheduled, showing up on your calendars, and being addressed accordingly. Our hosts begin by highlighting that there’s no one right way to manage a calendar but that identifying the tasks that are the highest priority for you to accomplish in a given day or week is paramount. They delve into the things successful people do in managing a routine, the importance of analyzing what is working, understanding your best sellers, and the advantages of a weekly planning session in order to build a discipline that then extends into how you manage your tasks. Together Matt and Garrett recommend having a solid morning routine, practicing the Ninja five daily habits, aligning your calendar with what is on your business plan, and having a task list rather than more tools. This episode will take you through the importance of having working routines, calendars, and schedules for you to grow your business. More great information and advice can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visitNinja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:       The importance of routines, schedules, and calendars       Reasons why many plans do not have results       The different ways to manage your calendar       Listing priority tasks on your calendar       Identifying tasks that are the highest priority       Things successful people do to make sure their tasks are accomplished       How to understand your best seller       The importance of a weekly planning session       The strength of a good personal morning routine       The Slight Edge       The Ninja five daily habits        Understanding the importance of the activities on your calendar       Aligning what is on your calendar with your business plan        The importance of a task list as opposed to more tools Quotes: “I like things to be on the calendar, although I do like the backup - have a to-do list - because once you pass a calendar appointment, it's kind of gone. It doesn't come back again unless it's tied to a task necessarily.” “Every week sit down and analyze what's working, what's selling, what are our top items, and do we have enough product to continue at the pace that we're selling those right now to fulfill the orders that are coming in?” “Sit down, plan, analyze and look at all the moving parts, it's the number one most powerful thing you can do to be able to start the schedule.” “When you don't identify the priorities and get them on the calendar, you end up becoming really good at the things that are not important.” “There is nothing so useless as doing efficiently that which should not be done at all.” “Week schedules show up really strong in high-paced, fast-moving marketplaces.” “The Slight Edge book is all about doing the things that you can control. So you can become 1% better every single day. And when it comes to managing your calendar, and the tasks that deserve priority, it is those things that you can control, which are those appointments you have with yourself.” “You can control your time on your calendar for the weekly activities by saying 'Hey, how can I set this up to make sure that I'm doing what I need to do?'” “It is much easier to show up for something that you have planned.” “There's nothing that we have to do, we just have to accept the consequences of whether we do or do not do those things.”  “It makes it a whole lot easier to get through these things. It's not hard to do if you plan it ahead. It can be complicated if you don't plan.” “Just focus on those things that you can control and make sure they're on your calendar.” “Look at your calendar for the week ahead and say, 'What is one thing I can do each of those days that I can put on my calendar that's going to help progress my business in the direction that I want it to go?'” Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

In today’s episode, Matt and Garrett continue the discussion on market narratives, particularly those aspects surrounding the real estate market. They discuss submarkets which mean markets that are near each other but are not the same and how that translates into all the assumptions buyers and sellers are making about marketplaces.  They start off by giving a comparison between Seattle and West Seattle, with the latter having a 5% appreciation and the former having a 1% appreciation on homes in the market - West Seattle becoming a submarket of Seattle which is the main market. The hosts talk about how to interpret data or assumptions made about marketplaces, the importance of engaging in research regardless of what other agents are saying about the marketplace, why you need to pay attention to the specific data about the little submarkets, and understanding what makes a particular neighborhood wanted. They also explain why understanding your marketplace and submarket is so very important. As you listen in today, you will learn some valuable lessons including the value of doing your market research and of not allowing interest rates to dictate your level of success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:       The concept of submarkets versus the real market        Comparing Seattle and West Seattle       How submarkets change the market narrative       How to interpret the surface level data in marketplaces       The importance of doing your research        Identify a data point and check on it regularly       Understanding buyer wants and needs       How to be a good listing agent Quotes: “It's interesting to watch the flow of people. At one time it was the fight for Seattle, then they started fighting for the suburbs, and now they're realizing the suburbs are out of control, and they're going like, 'We could actually have a better chance by going back into the city, and seeing if we can maybe get a shot at a home with less competition.'” “The condo building that has more amenities with open-air spaces, gyms, and other things in it, is probably going to perform better than a building that doesn't.”  “I had some specific data points that I always checked in on and we've talked about absorption rates I would check in on. I would sit down for a couple of hours and run the data on different price points and different marketplaces.”  “If you can figure out the differences in marketplaces, you can guide your people so much better.”  “If I can have an agent that's working in my corner that is highly educated, I'll take that all day long as we're out there going to battle trying to find a house.” “Whatever your given marketplaces, especially the larger marketplaces, don't assume that there's a blanket 'This is what our marketplace is doing.' And don't push that story on your clients.' 'Put it on the table for people - let them know - because they might surprise you.” Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett are particularly excited about today’s podcast because they are finally talking about buyer’s packets. It's a discussion that has been delayed a couple times for various reasons, but they have, indeed, received and reviewed the packets and are now ready to share their findings. Today, then, filled with a great deal of appreciation for those who made submissions, all of which have great elements to them, our hosts reveal the value of creating these packets as well as some of the best practices they’re seeing out there with them. They begin by exploring in detail what a buyer packet is,how to create them, and the things that go above and beyond in them. Garrett also speaks of the importance of having testimonials in your buyer’s packet because it takes the focus away from everything being about you and shifts it to what you can do. The two go on to share the things they liked seeing in the packets, what you should consider when building the buyer packet, and the fun pieces they have found within them. They finish up with a promise to create a video for their Facebook community highlighting those parts of two or three packets that were particularly striking. It's been a long time coming, but, as you will hear today, it has been well worth the wait for this valuable information about great buyer's packets that you can begin implementing immediately. More great information and advice can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:        Pros and Cons of buyer packets       The difference between buyer’s packets and pre-listing packets       The two ways to have a buyer pack       What a buyer’s guide is       Importance of testimonials       What you can share with clients that can get them a home       The list to sell ratio of buyers       The relevance of a good flowchart       Why have sample contracts in the packet       The need to have the estimated closing cost sheet       Understanding the marketplace that you’re building that buyer packet for       A little intro letter with a table of contents       What to expect on home inspections       The fun things in buyer packets Quotes: “The mere fact of having a buyer's packet puts you so far above and beyond the average agent out there.” “I think sample contracts are not shared enough. They're not put in front of the clients enough. And I love that most of these had sample contracts inside of them.” “I do think it's important to highlight to your buyers that they're responsible for their purchase and part of their homework after that first meeting is to go read this contract and let you know if they have any questions.” “The stress levels of being a buyer are so high right now, you want to take as many of the confusing parts out of the equation for these guys so that they can show up and make decisions.”  “There is something about having a tangible piece of something in your hand. There's also value in tangible items like that when people have something heavy or something high quality in their hands.” “The best testimonial that you can ever get is someone who talks about how amazing the process was working with Garrett. 'He had a process that just helped us cut through the noise.'” “I like it when there's a sheet of what makes our town our town.” “Buyer packets are a great place for eye candy, pretty pictures of houses.” “If you've done this right you're not a stranger anymore. You are somebody operating on a different level than any realtor that they're going to come across.” Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

These days, Matt and Garrett are hearing a lot of talk around inflation, what's happening with money out there, and what people should be doing with their money. In light of this fact, and hot off their discussion about market narratives in the previous episode, today they have decided to chat about inflation and its impact on the real estate industry. Together, they explore the inflation occurring and how that is reflected in the stock markets, and they also discuss why you need to start conversations around financial literacy and investing in real estate, and to seek out a professional when needed. Listen in today to learn some tips for real estate investing, and to understand the importance of financial education and  the recent trends in the conversion of commercial properties into residential spaces – you'll be glad you did. You're also invited to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The state of inflation currently in the world How inflation affects the real estate industry The edge real estate investing has Why you need financial education What happens when institutional money piles up in real estate Commercial buildings being converted into residential spaces Starting conversations around investing in real estate Quotes: “The other option is underneath your mattress, that's not a good place to put it during inflation.” “If the real estate market goes down, what's the worst?” “If I had some money, I'd probably get into development, it'd be really, really a fun place to build some new homes, make some dreams come true. ” “This is one of the ones that is affecting a lot of people out there and it's going to affect a lot of people out there and they are going to be thinking, 'How can I be creative about this and who are my trusted people in my world?'” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today’s episode, Matt and Garrett talk about marketplace narratives. Before 2020, we saw different areas having different marketplaces, everybody was going through something different. When COVID hit and with all the lockdowns happening, the playing field was leveled. The housing market, inventory, multiple offers, and competing bids were all similar, but now at the end of 2021 and beginning 2022, people are starting to build their own stories, and today’s episode explains how they are doing that.  The hosts begin by clarifying that just because people are creating their own stories in the marketplace does not mean that the marketplaces are now special. A marketplace being different should not necessitate different systems. They talk about what is creating the narrative, what is impacting the housing market, how people are setting the narrative, and how agents are bringing the narrative to their clients. The hosts’ major highlights in this episode is what the narrative is, if it matters, comparing it with the past, and when there’s a new variable in the marketplace, people need to adapt and adjust. Matt and Garrett finish up by looking at the concept of overpaying when somebody finds enough value to pay a certain dollar amount, noting that attaching value helps in owning your narrative, and highlighting how it is important to have a process in your business so that you do not waste time spinning your wheels. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:        How marketplaces are developing their narratives       The housing market through the years       Different marketplaces do not mean different systems        The narrative and the collective self-talk impacting the housing market        The impact of the water cooler talk       What the market looks like when you go out and show homes        How to adapt and adjust when a new variable hits the marketplace        The concept of overpaying       Owning a narrative       The importance of processes in your business       Leading into stories and understanding them Quotes “No matter how the marketplace is changing, there's always a market to sell homes. There are always people that need help buying or selling to get from point A to point B.” “If you’re getting stuck on with your clients, go sit down with a couple of agents, go sit down your managing broker, go talk with a lender and figure out what that adjustment and interest rate means to your clients because it's not going to push them out of being a buyer right now.”  “There's a group of people in every given marketplace that needs help and that's the focus everybody needs to have. That's the energy you need to have.” “We have to be careful, when we look at the market and understand the story that the market is telling. We need to buy into a particular part of that story, and make that our narrative, and then expand on that.” “Everything has value to the person that has decided to put their money in it.” “We have this opportunity to help people set a mindset when it comes to the life they're going to live in their home.” “Our role as agents and brokers is to help people get from point A to point B as Larry says, ‘From the life they have to the life that they dream about.'” “Your job as a realtor is to help somebody understand the game of real estate currently as it sits in the marketplace and how to be successful.” “The reality is that we just get to control the process. Every marketplace is different.” “If you're going to be a powerful, trusted advisor for somebody, your job is to figure out what the game is right now, help how you can guide people through it, and find the people that need help being guided through it. And you're going to be great.” Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  The Ninja Selling Podcast Facebook Group

Today, Matt and Garrett welcome the remarkable Dan Smith to the podcast. Dan is not only a highly successful real estate agent, he is also a manager of an office at Dickson Realty in Reno Sparks, runs Dickson University, their in-house training center, is a father of four, and serves his community as a Bishop. Despite these many commitments, Dan has been able to fulfill his commitment to eliminate weekends from his real estate work, and he shares the details of how exactly he has managed to achieve this with listeners here today. You're going to want to get a pen and notepad for this episode! Dan begins by sharing how he started his career in real estate, the current level of his business, and how it has been going up every year. He goes on to detail his thought process of running the business independently, the limitations he had before he found a partner, how his 'why' has helped him to structure his schedule, and the concept of releasing control. He talks about giving people he trains the freedom to be themselves and not duplicate him, and highlights the vital operational elements that allow you to have freedom on weekends and build a system that works. Dan finishes up by describing the offer FAQ sheet they have designed, how they use the Marco Polo app, and by advising agents to look out for partners that match their core values. Filled with wisdom as well as practical suggestions, this is yet another Ninja Selling episode you simply cannot afford to miss. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:        How not to work on weekends        Overview of Dan Smith's business and volume of his transactions       His thought process and limitations working on his own       The geographical area of his work       The concept of release control       The importance of the buyer interview       The reason for team roles in the buyer interview       When to show homes       How to build a system that works       The offer FAQ sheet       How agents should write better offers       How to create a pre-listing packet Quotes: "Last year, my goal was to do 42 transactions, 18 million, and that's what we hit. It's been going up each year, and I've loved that level of production, and we're going to continue to ramp it up." "I live a very full and abundant life. I hate being called busy... I do not portray myself as busy, but I live a full life." "For me, it wasn't about just cutting time out that I didn't want to work. It was creating time for all the things that actually matter the most to me." "I've learned most people don't have that overall guiding principle. And if you don't have the overall guiding principle, you've got nothing guiding you. You're just kind of floating around out there taking things as they can." "I woke up one day at three in the morning with a panic attack because I could not handle everything that was on my plate. I had to write to the company owners that I was dropping the ball on all these areas, and I just had a wake-up moment. And that's when we really started diving into how we were going to get some support." "I own the experience that I give my clients. To try to have somebody else be a huge part of that equation did not compute with me if they went and showed property with somebody else on a Saturday so that I could be somewhere with my family. It felt like I was just outsourcing." "You have to craft the experience so well that you're not hiring people to be you. You're finding people that have your same values and vision that play the roles in your experience." "I've crafted here the key things that you need to say and the key things that our clients experience. Other than that, they have full autonomy to be themselves. I don't hire robots. I hire people with the same values." "Once you empower them to make their own decisions, they know the key things that need to happen. They get to take that and use it with their own clients that we're building a business and an experience that anyone who works with the Dan Smith team gets to take that exact experience and go use it on their own clients too because it's shareable." "Our FAQ sheet was not designed to protect my weekends. It was designed because we were tired of getting bid out of offers."  "I can train somebody to be a host or to be a waiter, but I can't train how they're going to treat my people and how they're going to feel after the experience. So I can train anybody to do what I do, but I can't train how to treat people. And so I find people who treat people nicely, and then I train them." "People don't buy what you do; they buy why you do it. People will see that kind of a commitment and attract more business." "If you don't know what you really want, you're just going to spend your time doing what you think other people want." Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding  Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Dan's Website

Inspired by Trevor Moawad’s interview with Tom Bilyeu, Matt and Garrett chat about the power of verbalizing the negative thoughts that come to you. A negative thought is said to be 40 to 70 times more powerful when it is spoken out loud. In today's episode, our hosts share how to express concerns and challenges without speaking negatively, and how to create a powerful shift in your mindset in both your life and business. Matt and Garrett explain the difference between positive and negative mindsets and the impacts that come from vocalizing your negative thoughts. They discuss Trevor’s interview and share the illustrative stories Trevor spoke about. Aside from speaking negatively about yourself, they also talk about how speaking negatively about others can also surround you with negative energy. They conclude by encouraging us all to begin to address concerns in a positive manner and renew our minds to vocalize the positive always. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Exploring negative and positive mindsets The power of a negative thought spoken Your mind is powerful Stop vocalizing the negative How to address concerns and challenges How you are verbalizing things to others also matters Watching the news surrounds you with negative energy Quotes: “When we're coaching people, we get to go through an incredible journey with them. Sometimes it's positive, sometimes it's negative.” “A thought spoken is ten times more powerful. And negativity is four to seven times more powerful. So then a negative thought spoken becomes 40 to 70 times more powerful.” “Stop saying them and vocalizing them out loud- the things that you're afraid of, the things you don't want to happen.” “I watch agents do this with their business all the time... they're in this world that they've created.” “If you don't have a solution, or if you don't think that this is going to be a productive conversation, don't say it.” “If you speak negatively about others or other situations, that impacts you.” “The past predicts the future only if the behavior stays the same.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study   Trevor Moawad’s video

Larry Kendall is back again to join Matt and Garrett on today's episode. In addition to his many, many achievements, Larry, as most of you will already know, is the creator of Ninja Selling, so you can be certain that he has a massive amount of experience, knowledge, and advice to share. This time around, he and our hosts explore great migrations of the past and present as well as their impact upon the world of real estate. Larry starts by discussing great migrations throughout the years all the way up to the most recent one where COVID and lockdowns have triggered early retirements, cultural shifts, and people moving from the city to smaller communities, and vice versa. He also emphasizes the importance of your database, the power of realtor referrals, and the adjustments that home builders are making these days. Larry finishes up by delving into how kids’ education has been diminished by COVID, identifying what drives the real estate market, and reminding everyone that helping people make good decisions is part of our responsibility. Each and every time that Larry joins the podcast there is just so much wisdom to soak up, and, as you will hear, today's episode is no exception. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.  Episode Highlights:        The First Great Migration in the United States.       The Second Great Migration from farms to cities.       How COVID has triggered the Third Great Migration.       The move from the city to smaller communities.       How resort communities are being overwhelmed by the move.        The broader economic impact of the move.       The Migrations impact on commercial real estate.        The effectiveness of remote working.       The importance of your database.        What people should consider when looking for a place to live.       An employee’s income and their cost of living.       The adjustments home builders are making to floor plans.       The importance of the buyer interview.        How the quality of education has been diminished by COVID.       What drives the real estate market.  Quotes: “A lot of people are deciding and realizing 'I can work anywhere. If I can work anywhere, then where would I want to live? I used to have to go to work. Now work comes to me, and I can live anywhere.'” “The research that I've read on remote work is that, depending upon the type of work that you're doing, there is less productivity, anywhere from 20 to 30%, less productivity. When people work at home, they get distracted.” “If your work was in a big city and you had an hour commute each way, two hours a day, you can make up for that loss of productivity by working more.” “63% of the people who were on a Zoom call, even if they have the camera on, they are shopping online.” “You need to be more in tune with where your people are migrating to. Are they migrating across town or are they leaving the community? And if they are, you need to set up a referral for them. You also need to replace them in your database.” “People are analyzing now more than they've ever analyzed.” “Millennials have spent seven years longer in apartments than previous generations before they came out to buy houses. And many of them are in luxury apartments.” “We always say the buyers are the smartest people in the market, and when it comes to the product available in a new market, they are smart on the product, but they are not knowledgeable on how that location works for them.” “We work with a lot of builders and help them design neighborhoods and houses. We try to keep our finger on the research, and the number one amenity that people want is access to a good place to walk, a walking trail. They would rather have that than just about anything.”  “We're watching people make a move and realize that it's a little bit different. Their evaluation of this new environment that they're in is happening very quick and it didn't quite fix their pain, and need something a little bit different to make that work. And all of a sudden, two years, one year, they're picking up and moving.” Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching  Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett bring up a great topic in today’s episode about ‘holes in the boat’. It’s a good time to step back and analyze how your business was built, if it needs repair or if you need to add new things to fix it. Many real estate agents don’t realize that they have a lot of pieces supporting their businesses that, if repaired and brought up to date, would erase the need to add even more pieces. In light of this, our hosts take this opportunity today to explore ways to keep your business ship-shape and sailing full steam ahead. They begin by explaining that when coaching real estate agents, it is important to look at the foundational activities in the business plan, and clarifying the extent to which social media and its tools are useful to your business. Garrett emphasizes that analyzing your business will help you identify the hole that needs to be fixed and why it is better to fix the hole than to try to add a whole new system. Together, Matt and Garrett highlight Mark Johnson’s grading system which can help you step back, analyze the foundation that you already built, and determine if and where any holes might exist. They also go on to emphasize the importance of leaning into the relationships you have and how that can lead to even further relationships. In essence, today our hosts are motivating you to determine how sea-worthy your business is, what kind of vessel it is you're sailing, and where its holes might be, because having certain things patched up properly will ultimately help not only keep your business afloat, but ensure that it maintains its steady course toward personal and professional success. Don't forget to sail on over to the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights:        The importance of analyzing your business.       Identifying the holes in the boat.       Fixing the holes versus adding new systems.       Why you need to build a strong foundation.       Mark Johnson’s grading system.       Your  intention behind using social media matters.       Why it’s important to maximize your relationships.        How seaworthy is your business?       The type of vessel you’re sailing.       Where the hole is in your business matters.       Why you need to patch things up in order to grow your business.  Quotes “How much more stuff do you want me to teach you that you're not going to do? You could very easily go grab more systems that you're really not going to implement all the way.” “I enjoy coming up with creative educational content. There's a desire not to necessarily be ‘tik tok famous’, but to reach more people through a form of education versus looking at strategies as a way to create a business, which might drill another hole in your boat.” “Do you have an ocean-going type vessel that can handle the rough season and handle storms and also be out there and enjoy the sunsets, the beautiful calm water? I think it's an interesting way to look at the foundation of your business.” “Mark Johnson’s grading system becomes very handy because you can start to see and assess your boat, even when you're at speed you can know there's a hole here and you can decide what you want to do with it.” “We have people that run really successful businesses without doing all of the systems. They may not have the real estate reviews happening, they might have the notes happening, and, as they're running at speed, they try to fix that hole in the boat and it’s not necessarily the best use of energy.” “This is what's fun about one-on-one coaching, we get to identify a hole when somebody starts panicking and wants to do different things they've never done before.” “Even if you're not doing certain systems, there may not be a hole in your boat which is important to acknowledge. “When I start a coaching relationship with somebody, one of the things I always tell them is my goal is not to get you to do all the systems 100%. My goal is to get you to create a foundation that's going to allow you to create the goals that you want to create, and as long as you are working in alignment and the business is flowing in a direction you want, you're doing the things that are creating calm and peace in your life, hitting the numbers that you want to hit, enjoying this business you're creating, that's a solid built boat.” “When you have the vessel built properly, you can go after big goals.” “We have a water pump in the boat pumping out the water. If a hole is small, and the pump is good, we won't notice the hole, that makes up for the hole. But if you keep poking out this thing, and the hole gets bigger and bigger and bigger, that pump is eventually not going to be able to pump out all the water and we're gonna sink.” “When you do that analysis, you're going to recognize the things that you truly enjoy about your business and the things that really make it strong.” Links www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Jen Egbert joins Matt and Garrett to discuss the impact of Ninja Selling on her business. Jen is a specialist in architecturally significant homes in Boulder, Colorado, and after working there for more than 20 years, she has cultivated a deep expertise in the premium neighborhoods and the region’s most prestigious builders, designers, and service providers. Jen starts with the many steps she has taken to getting to Ninja level, including taking courses like the Ninja Installation. She discusses how she took the knowledge from these courses and utilized them in growing her business while having Garrett as her coach. Our hosts and guest discuss the importance of matching your clients personality-wise and saying 'no' to those who don’t. They emphasize reducing your database, understanding who your ideal clients are, and why you should never undersell yourself. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Jen’s journey to Ninja level Implementing the knowledge gained in Ninja Selling Reducing your database Proper time management for scheduling and making calls Why your clients need to match you personality-wise Having an understanding of who your ideal clients are Attracting the kind of clients you want How to determine your value Implementing one system and remaining consistent Quotes: “I just remember thinking, ‘This is the most sophisticated, useful course I've taken so far in this industry’. I actually walked away with tools that were easy to implement.” “When you stop lying to yourself that you have all these people in your world and start focusing on the people that you actually know, it changes things.” “Part of hitting really big goals, crossing thresholds, is a belief in yourself.” “Part of doing the numbers that you do is you have to be able to say 'no' to people.” “I am really clear about the people that I can help and the people that I cannot.” “Are you able to convey your value to the client?” “Don't give up on that big goal that you have. Keep going after it year over year, doing the things, believing in the system, because it's going to produce the results for you.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study   Connect with Jen: Website Instagram

On today's episode, Matt and Garrett talk about the value of vision boards and visualizations for your vision. We're just into the new year, and with it comes fresh hopes and dreams, and this discussion could not have been more apt. Many people don't have a vision board, not even a simple image of something that they can look at every day as a goal and a reminder that they're going after that goal. As a result, they lose focus, keep postponing the goal, and in most cases, never put plans in action. The hosts today discuss how having a vision board and visualizations remedies this.   Before getting into the topic of the day, the hosts reflect on the podcast's three years of being. Matt mentions that the Ninja Selling podcast has been hitting incredible numbers, and they are full of gratitude to the listeners, and their Facebook community for the podcast downloads, engagement, and growth.   Getting into visions and vision boards, Garrett ties the Ninja Selling Podcast's growth over the last three years to the day's topic, mentioning he never envisioned the remarkable growth of the podcast when they started. Our hosts go on to the value of creating vision boards and share personal experiences about using them themselves. In this episode, you'll hear a mixture of real-life stories, including fence construction, kitchen repairs, a swimming pool, car payments, getting the body in shape, and how they were determined by sticking—or not sticking—to the vision board. Garrett narrates a seemingly impossible task achieved by having it on a vision board, and together they recommend steps to start on a vision board. The value of having a physical vision board in your environment and the need to be careful about who you put your vision board around are also emphasized. As you will hear today, having a clear vision is crucial to success in any endeavour, and having a vision board is a key tool in making that vision a reality.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:   A highlight of Ninja Selling Podcast's remarkable growth over the last three years   The power of a vision board and having it in your environment   Matt and Garrett's personal experiences of creating and using vision boards and their efficacy   Your belief and doubt will determine whether the things on your vision board come true   Real-life stories of other people with having or not having vision boards   Steps on how to start on a vision board   Physical vision board versus digital vision board   Why you should have a physical vision board in addition to a digital one   Your life list as a tool for growing the vision board   Why you should be careful who you put your vision board around   Creating vision boards on Canva   There's never a wrong time to make a vision board Quotes   "And when you talk about a vision for the future and what you can expect and to dream, sometimes it's hard to dream big when you have nothing to go off of."   "There are some big things out there around this podcast that I would not have been able to write as a goal three years ago."   "It's the fun part about your growth and your business that, as you start to cross thresholds, all of a sudden, that ability of visioning on a much greater level all of a sudden starts to open up doors that you didn't have before."    "This is the power of a vision board. And a lot of people don't realize that when you have to deal with it on an everyday basis, it becomes a part of you in a much different way than just the, ‘I want to take a trip to Peru sometime’. Because then that turns into next year. I really want to take a trip to Peru sometime. And then the following year, I think we should really plan a trip to Peru. It just keeps dragging out."    "That's the craziness about a vision board is that you don't have to go figure it out. You just focus on it, and looking at it every day, all of a sudden causes the president of the group to reach out to you and be like, ‘Hey, are you guys interested in doing this? We'd love to have you.’"   "Do you believe at the core that this is available to you or that it is already in existence, it's just on its way to you? And I find that that will make or break whether the things on the vision board will come true for you."   "I think vision boards are like the four-minute miles where once you realize that other people have broken through incredible barriers by using these things, you're like, how could I not create one?"   "And people go, 'Where in the world did you figure out how to get a shipping container in your backyard and have it be a pool?' 'It started off as a picture on a board.'"    "What's really good to get in the habit of is being able to say, ‘I don't know currently how we're going to get there, but the answers will show up around me if I focus on it enough.’"   "There's never a wrong time to sit down and create a vision board and to put some things down that you're going to remind yourself every day that this is the stuff that's important to you and this is what you want to be doing. You can do it midyear. You can create a new one every couple of months, switch things around, and put stuff up there. But make sure everything you look at on that board you're excited about."    Links   www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

We’re 10 days into the new year and Matt and Garrett have a question for you: “Are your actions reflecting the plans you set for the new year?” In today’s episode, our hosts highlight the power of compound effects and frequent check-ins with yourself on how far you have come with your goals.   Matt and Garrett discuss the importance of putting in the work, those actions that will get you to achieve your goals for the year. They also review setting health goals and applying this technique to other areas of your life. The power of checking in and evaluating if you’re in alignment with the goal you have set is necessary, and Matt and Garrett touch on this subject as well as shared goals and the power of compound effect. You owe it to yourself to check into this important episode and make sure you are on the right track for personal and professional success in 2022 and beyond.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights: Why your actions should reflect the plans you have made for the year Setting health goals for the year and checking in frequently The power of shared goals The compound effect of the little things Quotes: “Are your actions speaking on behalf of that plan you set or are they speaking about something else?”   “Your actions are speaking so loud, I can't hear what you're saying.”   “If you want to make excuses, that's fine, but your goals don't give a crap about your excuses.”   “If the future is all made up, what do I want to create? How do I want this to look?”   Links:   www.TheNinjaSellingPodcast.com   Email us at TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group   Ninja Coaching Book Study  

In today’s episode, Matt and Garrett talk about the referral tree, a handy little system that helps your flow and helps you discover who your true raving fans are. Real estate agents running a referral-based business have a way of keeping track of the people that have taken care of them in their business, but many people do not have a clear way of going back to all the people that have given them these gifts over the years. It’s important to analyze what has caused your business to be what it is, what has caused referrals to pour in, how you can take care of these people, be in their world and reconnect with them, and that’s precisely what our experts run through with you here today.   Our hosts explain that managing a database can be hard enough, depending on how you do it, but it is something you definitely need to keep track of. They explain referrals and introductions, as well as the risk that the person is taking by handing you a referral. They delve into how we should treat the people who refer business to us, what the foundation or structure of the referral tree or garden looks like, and which people should get your real estate reviews every year. Matt shares a book called Embracing the N.U.D.E. Model, explains that the number one reason people make referrals is that they know you are going to make them look good, and encourages you to look for opportunities to create social proof without looking for sales. Today’s conversation highlights that these referrals are an opportunity to show rather than tell, and emphasizes the importance of starting to make your referral tree and, just as importantly, to keep taking good care of it.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.    Episode Highlights:         How to discover your raving fans.       A way of keeping track of the people that have taken care of them in their       business.       Managing a database and drawing lines between relationships.       What is a referral?       The difference between a referral and an introduction.       The intention and need of the person being referred.       How we should treat the people referring business to us.        What does the foundation or structure of the referral tree or garden look like?       The simplest thing you can start to do with a referral tree.        Embracing the N.U.D.E. Model.       The reason people want to refer.        Creating social proof without being looking for sales per se.        Referrals are an opportunity to show rather than tell.       Getting down to making a referral tree.      How referrals are made versus word of mouth versus introductions.        Taking good care of the referral tree.   Quotes   “The more connected you are, the more social you are.”   “What I love about the referral tree, per se, is you get to go back and say, ‘Okay, Matt Benelli just gave me a referral. How in the world did I meet Matt? Matt was referred to me through somebody interesting.’ Another branch like this is a new offshoot going back towards the trunk.”    “The stronger a referral is made, the better the referral is handed off. Word of mouth versus actually making the connection creates social proof around why Garrett is referral-worthy.”   “Where I usually watch referral-based businesses grow exponentially every year without getting very expensive to run, is because those referral bonds do get stronger and stronger. The more social proof they have, the more that they can see the good work done.”   “There's an underlying structure, that if you choose to take the time to go figure it out, to slow down with your database, to look at all the people on there, you will find this support structure that lies inside there.”   “If you were to set aside 5% of your gross commissions specifically to take care of the people that are referring you and support your business to do something nice for them out of the blue, this would give you a group to love on.”   “These people value your business; they see it as a value to other people. So continue to give them reasons to value it.”   “Real estate reviews are a great place to lean into this, have that opportunity to talk about real estate and continue to be their person.”   “If you focus on your referral tree and focus on those people who have sent you referrals you get to create a different level of energy with that group of people that are connected to your business.”   “You are the trunk of this tree, the stronger this trunk is the more people understand who you are, what your value is.”   “Every single person here has put their stamp of approval on you.”   “Take good care of that tree, make sure it has plenty of water, some good nutrients, plenty of sunlight, all the good things that a tree needs to be healthy and strong.”   “Watering your tree is making sure that you still do a good business because the only way you're going to get referrals is by making sure that you're taking care of the people who come into your business. If you don't, those referrals will stop.”   Links   www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group   Embracing the N.U.D.E. Model

In today’s episode, Matt and Garrett welcome the new year by sharing their excitement to have participated with some amazing real estate agents in the Annual Winter Soldier event put up by the Group Inc. in Fort Collins. What made this event exceptional was the board-breaking activity where you write your fear on the board and literally break through that fear. Garrett talks about the emotion and energy at the event of people sobbing when someone broke the board, as well as the questions regarding your fears that form part of the lead up to the breaking.   Matt kicks off the discussion by sharing a story about a lady who did not want to let go of her fear because it provided her with special things in her life.  Garrett then explores the fact that fear gives value, and, together, our hosts talk about overanalyzing and exploring your fears. They share why it is important to acknowledge the things you have gotten from your fear and how that is a step taken in the direction of accepting a high level of self-responsibility. Matt highlights the value of transforming fear into an asset, the importance of writing down that fear, and how to drive a company to success. The hosts finish up by discussing the best and worst things that can come out of facing your fear, as well as testing your limits and moving past them.    Don’t forget to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:          The Annual Winter Soldier event put up by the Group Inc. in Fort Collins.       Breaking through fear.       The process leading up to the board-breaking.       What fear provides.        The value fear gives in your life.       Exploring the fear and Larry Kendall’s four questions.        Acknowledging the things you’ve got from the fear and accepting a high level of       self-responsibility.       Transforming fear into an asset.       How to drive a company to an element of success.       The importance of writing down your fear.        The best and worst thing that can come out of facing your fear       How to test your limits and move past them.     Quotes   “You get your transformation when you need it.”   “If you can acknowledge the things that you've gotten from your fear, you have taken a step in the direction of really accepting a high level of self-responsibility.”    “Embracing what that fear is allows you to look at it from a different angle, rather than just be scared of it, to understand that it is providing me a different level of value or way to look at the situation that's in front of me.”   “I have stopped myself from doing things in my life by holding on to a certain fear so heavily, trying to protect myself from not turning into somebody or not seeing that result happen.”   “First, take a look at the energy of the company, take a look at the energy that you're putting into your organization, the energy that you're receiving from your organization, and then ask yourself, ‘How can we change that energy for the better?’”   “The smaller person knows in their heart that they can't break through the board with their physical strength. They have to be focused, they have to participate in all the visualizations, they need to put themselves into that area if they're going to have any success in this at all.”   “It's not about the size of you or anything like that. It's about the energy you put into it.”   “The mindset is very important, necessary even, to accomplishing big things. But then you have to follow up on that with the action of that new belief system.”   “What I have found myself doing is, when that opportunity comes up, my brain says, ‘This is one of those moments that correlates with what you wrote on the board. And what are the different ways we can handle this that's been put in front of you.”   “What I've been noticing with myself, especially going through business planning and goal setting right now, because that's where my fear comes from and spurs from, I've been overanalyzing and saying, ‘I have two paths I can take here, I can go this route, which takes me and keeps me safe. Or I can take this route, which addresses the fear that's there.’”    “What's the best thing that can come out of facing your fear and moving past it, and what's the worst thing? And the worst thing is usually so temporary.”   Links   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Following up on their conversation from the last episode regarding core values, today, Matt and Garrett dive into two aspects surrounding goals – setting them and walking in alignment with somebody who achieves that type of goal. Along the way, they share some goals that might push some people’s realities and beliefs, discuss why sometimes people do not want to sacrifice their lifestyle to ‘hit the number’, and Matt talks of a gentleman that he has coached over the years whose goal was to do $100 million in volume.   Together, our hosts highlight the fact that good managers and brokers should be helping people to understand what the limits are out there and to push those limits of what is possible. They also advise that good coaches should constantly ask people what they believe, and what their reality and mindset are, and that you should not be paying attention to the limiting beliefs that come into your goals, but rather setting the goals you want and believing in them. Matt and Garrett also offer the sage advice that anyone who has not been to some of the core classes that are offered through Ninja Selling would do well to check out the Ninja Selling Installations.   Another great idea, of course, is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights:         Setting a goal and walking in alignment with it       The power of manifestation       How some goals push some people’s realities and beliefs       Jack Canfield’s story        How do you make sure you’re setting a goal and walking in alignment with it?       Jette Youngblood’s success story        Put the goals out there no matter how much they scare you       Is the real goal to have the lifestyle or hit the number?        A gentleman whose goal was to make $100 million       Social proof can both be helpful and challenging       The actions that can help you achieve a big goal       How good managers, brokers, and coaches should be helping people       What is your reality, mindset of abundance versus scarcity?        Limiting beliefs that come with setting big goals   Quotes   “Your power of manifestation causes you to take action in subconscious ways.”     “If the plan and actions don't align with your core values, then you're going to have a lot of trouble potentially hitting that goal.”   “You can do this. Believe in this… it's up to us to fill ourselves with that affirmation.”   “We need to make sure there are certain systems put in place and certain expectations put in place so that you're not walking outside of the lifestyle to hit the goal, but instead, staying true to the lifestyle while the goal is being hit.”    “If you really, truly believe in it, you're gonna have to put a little extra work into that belief. You're probably going to have to do a little extra work on your affirmations, your visualizations, your vision boards, your meditations, whatever it is, but that work is worth it.”   “We have been watching an office trying to break a million dollars in residential real estate for years. All of a sudden, they had four people do it.”   “Choosing one data point to prove a scarcity mindset has sent a lot of waves through a lot of people who are like ‘Oh, my goodness, what's going to happen?’ You know, instead of either finding another data point that supports a belief system or saying, ‘You know what, I don't care. I'm still gonna do it. I believe that I can.’”   “Believe in your goals. Set the goals that you want to hit, and believe in them, and you might see some crazy stuff happen.”   Links   www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

In today’s episode, Matt and Garrett are all about core values – a topic they have chosen since they have seen a lot of companies seemingly lacking them. They explain that core values could be something as simple as your belief system and, while many companies have core values, they may not be sharing them in a way that ensures the actual people of the company are hearing them. Our hosts insist that core values should be used as a guiding light in terms of how you interact with your agents or potential clients.    They begin by discussing why it’s important to stick to your core values, why a lot of people and companies struggle with developing them, and a good way to start developing and defining these core values. Matt and Garrett also explain how core values can perform for you daily, especially if you walk in alignment with them, because when it comes down to hard decisions, those without them will choose money as the decision point versus service, resulting in agents who start to go for whoever will pay them the most. Matt recommends Delivering Happiness, a book by Tony Hsieh that explores the importance of core values, and the episode finishes up with inspiring stories about Zappos and Tim Ferriss – bringing to a close yet another Ninja Selling podcast of infinite value to all listeners.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:     The lack of core values    The definition of core values could be something as simple as your belief system   Why you should stick to your core values    How clear are the organization's core values being given to the actual people that are the agents of the company?   Why do a lot of people and companies struggle with developing core values   The core values of Cadillac   A good way to start defining core values   How core values can perform for you daily   Walking in alignment with your core values   Service versus Money    Delivering Happiness by Tony Hsieh   Quotes:   “The definition of core values could be something as simple as your belief system.”   “If you're a leader of a company, have these core values to make sure that you're using them as a guiding light, in terms of how you interact with your agents, with potential recruits, and your staff and everybody.”   “I think one thing you have to understand is that there is going to be a certain amount of dissonance that's going to happen between your conscious and you're nonconscious when you start exploring core values.”   “When it comes to me working as a business, my real core value is to help people achieve their goals and build the life of their dream.”   “We all have fears, but we do not let them stand in the way of our achievements for ourselves and others.”   “Consistency is showing up and doing the things that you say you're going to do for others.”   “You can use a core value as an analogy of the bumpers in the bowling alley. When you're steering, heading towards the gutter, and you have a choice to make, you can use your core value as a bumper to set you back on track.”   “If today is your last day on Earth, and everything that you've done, to create a legacy is gone, any teachings, writings, all those things, they're gone, and you have nothing left. However, you have a pen and paper with you. And you can write down three truths, three things that you know, to be true, that you want people to know, what would they be?”   “Understand that energy is contagious, and the energy that you put off is absorbed by others, and vice versa.”   “When I look at core values, it's a foundation that everything is built off of.”    “You need core values so that when things like a global pandemic arrive, your core values help you keep your ship on the right path, and it helps you make the hard decisions.”   “Instead of just running, have a conversation with them, because you might find that the core values still are there.”   “The best way to explore core values is: one - through self-reflection, then second - through those open conversations with your current leadership, because they might surprise you. And you might surprise them, and you might be able to go down a wonderful path together.”   Links   www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett are particularly excited about today’s podcast because they are going to talk all about expenses. They have been asked numerous times about what normal expenses in running a Ninja business are, and they have realized that there are a lot of variables around this question, so that’s what they are bringing to you all today.   In this episode’s discussion about expenses and scalability in the real estate business, Matt explores in detail the value of hiring a good assistant as your business scales and Garrett speaks of how the best assistants are integral to the real estate business and are seen as partners, not just subordinates. The two go on to share how having a great assistant is pivotal to your business, even if it means paying more. Matt delves into how investing in each person in your database creates exponential growth and recommends spending $3 per person in the database. A case in point is Tami Spaulding spending $30,000 a year sending postcards to people in her database and making $700,000.  In essence, today, the hosts show how investing one's expenses in maintaining and building quality relationships trumps lead generation tools in creating referrals, and offer their valuable advice about how you can achieve this in your business.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:     What percentage of income should be spent on expenses in business   Why hiring a good assistant is a good idea, even if it means paying more   A case in point of a great expense is Tami Spaulding spending $30,000 a year in postcards and making $700,000.   Though not easily measured, maintaining and building long-term business relationships creates exponential growth.   Expenses to invest in for a long-term return on investment   Understanding the value you offer   You can look at each component of your expense as business partners even though they may be services or products and not people   Investing in each person in your database spirals into exponential growth   Quotes   "Let's say your expenses are 5% of your total revenue, which gives you a gross margin of 95%, which is crazy, right? But you might also be working your butt off. You may not be taking a vacation. The hours of work might be absolutely astronomical, whereas somebody else running 20% expenses has more time."   "You have to figure out what you value and where you are and where that marries together."   "The best assistant I've seen is when the agent looks at the assistant, and instead of being like, ‘This is my assistant below me,’ he's like, ‘This is an integral business partner that I have that is specialized in taking care of this part of my world and this part of my business.’"   "If a component is making your business run more efficiently over the course of a year and making you more money and more life at the end of the year, then that was a great investment. If not, you need to rethink that."   "Exponential, that's the thing a lot of people don't understand.  Every single person you add in adds an exponential growth."   "If you invest your expenses into things that help you maintain and build quality relationships, it's going to be very hard to measure the ROI, but you're going to see the results in revenue growth from that entirety of the investment."   "It's nice to know those numbers.  That's comforting. But it's also not as scalable because you can't all of a sudden invest more into that lead generation tool and have those leads that are generated create referrals for you.”   "The real return, which is very difficult to measure, comes from investing in things that help you build, maintain, and be in front of those relationships you already have."   "Anything that gets you having conversations can be your highest rate of return per dollar output."   Links   www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today Matt and Garrett talk about what you need to consider when planning events. They advise you to analyze the goal of the events and tailor your plan accordingly. They encourage breaking down the plan and paying attention to the people you're going to invite, how to invite them, whether you should call, mail, text, video, or email, the photography at the event, follow-up after the event, and other aspects. In addition, they share stories from life experiences about event planning. What stands out of the discussion today is that the small and frequent events are more intimate and valuable in attracting and connecting with clients and referrals from a business point of view. Garrett kicks off today's discussion by observing how people today don't look forward to events because they take a lot of work to execute well. Matt then connects this tendency to today's trend where people are scaling down the size of events but increasing their frequency. They highlight how not everybody's comfortable being in massive groups of people and how their decision on whether or not to attend an event is dependent on who else is invited. Matt and Garrett encourage simple, small, but frequent events as these are intimate, easy to organize and repeat from one quarter to another. They spell out that you can make it as simple as scheduling quarterly wine tasting at the wine bar down the street, going bowling, or ax throwing. The hosts finish up by discussing why you need to break down your events planning and emphasize the essence of making an invite phone call and RSVP. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights:   The perks of small, simple, and frequent events   The baggage with a big event   Event planning trends   Planning out your live flow versus only your auto flow   Deciding who to invite   Keeping events simple – even as simple as quarterly wine tasting   Inviting different groups   The core smaller group   Deciding how to invite   Why you ought to invite by phone call   Don't forget the RSVP. It's as vital. Quotes:   "You definitely want to do the wine party the day before you do the tequila party." "I want to have these smaller groups. I want to make it more intimate. I want to be able to spend more time with these people. That is what people want right now."   "When I say event, I don't necessarily mean there's going to be some grand invitation and catering things, but like taking a group of people ax-throwing four times a year or going to do bowling a couple of times a year." "We talk about events, and I look at the society that we're in right now. There's a wine bar right down the street. If I was selling real estate locally in town right now, I would take advantage of that. Wine tastings are going on all the time.” "Some people think the larger databases are better. And we've found more often than not that it's actually a big database is great, but it's the core smaller group that we get to spend more time with that's typically what's gonna make or break a business." "When you have that smaller group, you get that chance to ask the deeper questions." "What we need to keep in mind right now is coming out of this time that we've been in the last two years, there's a lot of power in the smaller events instead of just one big bash." "Maybe you should think about inviting one person in the household of one of your clients instead of the entire household to get them a little jealous." "One event can turn into several touches, which means multiple events turn into a lot of touches. And your flow is handled for the year pretty much." "Don't miss the opportunity to make the invite phone call.” "This is sales 101 here, folks. If you call, you're more likely to make the sale.” "Frequency of interaction by picking up the phone is where you're going to unlock referrals. These small events, again, allow you to unlock the phone."   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today's episode, Matt and Garrett chat about ‘time of possession’, an important concept in communication about which there seems to be some confusion these days. It appears that a lot of people don't understand that, when it comes to building relationships, building a database, and building a business, this concept is really a fundamental piece of communication. So to clarify this for everyone today, our hosts discuss just what the term ‘time of possession’ actually means, as well as its importance and why asking questions is crucial.   They explain why many find it difficult to grasp the concept of ‘time of possession’ and how many make the mistake of failing to keep conversations going simply because they fail to ask questions. They touch on the subject of one-uppers who are all about stealing the ‘time of possession’, and discuss why you should master the skill of asking better questions as this makes all the difference in conversations. They end with a discussion on how to get solid answers instead of one-word replies from your audience - simply ask better questions.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights: Defining ‘time of possession’ in terms of communication Learn to ask better questions Are you a one-upper? Avoid stealing the time of possession Questions, questions, and more questions! The benefits you get from asking questions Here is why you keep getting one-word replies Your job as a ninja is to ask more questions Quotes: “People that love to talk, go start a podcast, you can get it all out of your system.”   “If you have a similar experience with somebody, it gives you the opportunity to ask more and better questions”   “What you should be aiming for is making sure that the person you're talking with has more ‘time of possession’ than you do.”   “It's okay to talk, but when you're going to talk, talk in the form of questions.”   “The person who's enjoying the conversation the most is the one who's doing the talking.”   “Your job as a Ninja is to keep them talking.”   “Everybody's saying what's on their mind, but very few are asking people ‘What's on your mind?’”     Links:   www.TheNinjaSellingPodcast.com   Email us at  TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group   Ninja Coaching Book Study    

Today’s topic is a timely one as everyone has been working on their business plans with the end of the year approaching and the new year just around the corner. Matt and Garrett once again highlight the importance of making this plan, and want to add one particular piece to apply to it, and that is to plan for a business journey that you will actually enjoy. One insight that Garrett’s father made that has really stuck with him over time is that a lot of people build a plan that they don’t really necessarily enjoy, and that’s what our hosts want to remedy here today. Garret begins with the poignant story about that conversation with his dad while he was battling lung cancer, the biggest takeaway for Garret from this conversation, and his disappointment in people beating themselves up for not achieving a goal. Our hosts then delve deeper into how many people are planning a business to enjoy the journey to the goal, the power of that mindset, increasing your income per hour to have the life you want, and the questions to ask yourself when developing your plan. You are in charge of your planning, and you know the quality of life you want to achieve, so don’t stop believing in creating a plan for a journey you’ll actually enjoy, and not one that will end up being as, let’s say, ‘unsettling’ as listening to Matt singing Journey! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:       Build a plan that allows you to enjoy the journey.       The power of the mindset.       Time and work.       Ninja's biggest goal.       Making decisions based on how you want your lifestyle to be.       How much you are supposed to raise your goal.        The biggest mindset challenges.       Where do you see yourself in five years?       Money doesn't buy happiness.       Creating an enjoyable path in making business plans/goals.       The story of the guided missile.        Often evaluate your business goals.   Quotes:   "If you build a path that you can enjoy the journey, you never fail on the goal." "I need to take a look at not so much pushing the goal, but maybe really focusing on how I adjust my day-to-day relationship with my business so that I'm enjoying this path that I'm on." "Money doesn't buy happiness." "I want you to put the big goals out, and I want you to find drive and passion to go after and accomplish those." "There's nothing in this world that you have to do. You just have to accept the results of the things that you do." “They're not perfectly correlated in that, well, if the goal gets bigger, that means the enjoyment of the journey has to go down - not the case. In fact, they can ride together, upward. "Human beings and guided missiles are very similar - they need a couple of pieces of information to hit goals." "What the guided-missile doesn't do that people do is people care where we were launched from, the guided-missile doesn't."   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

In today's episode, Matt and Garrett chat about a time in business where people get stagnant in their goal setting, especially when it comes to money. The hosts discuss that knowing your goal and driving its purpose is essential, and that, when people have met their security, they suddenly lose value, power, and cause to set income goals.    They explain that security is a big part of where income goals come from and insist that the motivation to do more, serve more, and make more has to come from somewhere and that you need to be clear about why you want to do what you want to do. They also discuss that even when people are comfortable in their financial security, there's always some stress. Matt and Garrett also emphasize the need to have a ‘why’ that truly motivates you, followed by figuring out the tools that can make that happen while still having the freedoms and the life you want to have. They finish up by clarifying what is ‘more’, and what you should consider if you want to grow.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:    What to do when goal setting is stagnant.   Knowing what's driving the purpose behind your goal is essential.   When it comes down to income goals, are your securities met?   Security is a big part of making income goals.    Find the 'why' behind the motivation to do more, serve more, and make more.   Even with the comfort of financial security, stress is prevalent.   Wealthy people have a clear understanding of what they are doing and why they are doing it.   Sometimes people want the more important goal but do not want to work harder. They need to have the right tools in place.    Hard work still needs to happen; you just have to change your definition of hard work.    What is more?   A good 'why' should bring you to tears.   Quotes: "Security is a big part of where income goals come from.”   "Peak earning years for most people is between 40 to 60 years old. Because about 40 years old, you have a midlife crisis, and you start looking around and going like, I don't have X amount of earning years in front of me."   "Decide what you want to create, the life that you're looking for, not what you think you can have. And that for a lot of people, I think that's what drives them."     "There's a certain point where the wealth is just a byproduct of creating something."   "There is natural scalability that can happen is if you're running a good operation.”   "Being in better flow, identifying your vital few and a clear way up in your autoflow. All of those things can help. But operationally, things need to change too."    "There's no correlation between how hard you work and the amount of money you make.”    "I want to be clear that hard work still needs to happen. You just need to change your definition of hard work. And most people define hard work as I'm out there grinding and hustling and putting in the hours and writing contracts at 11 pm."   "Being smart about how you structure your operations, how you stay true to your core values and expectations that are set, that's also working hard. It's just not part of time worked."    "In life, when you find something that is a 'why', that's big enough, there are no obstacles for me getting to this place that I want to get to."   "If you want to grow, you need to get clear. You need to step back and ask yourself, ‘What are the moving parts around this?’"     "There's a good chance when you find the right 'why' it could bring up a lot of emotion internally for you."   "If you're setting financial goals, ask yourself why you're setting that certain financial goal and where are you at in your security as it relates to your finances. Because if you're overreaching a financial goal just to have a higher income goal, and it exceeds your security, you may have an issue with the motivation of achieving it."   Links:   www.TheNinjaSellingPodcast.com   Email us at TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today's episode, Matt and Garrett talk about regrets and not just any kind of regrets, home buying regrets. The discussion is inspired by an article regarding a study that reported 64% of millennial homeowners who've bought a home during COVID have regrets. This is an article where you have to really dig down into the details, rather than just accept the headline, and that’s precisely what our hosts do here today. They begin by looking at the actual reasons for the regret, and then highlight the need for that all important buyer interview process right at the start. Matt and Garrett also delve into the 80/20 rule, the importance of narrowing down what is truly important to the buyer, and the differing levels of regret among different generations. Overall, they highlight the fact that if you focus on your relationships and stay in good quality flow with your people, you will be able to have plenty of business, whether people regret some element of their home or not. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights:   64% of millennial homeowners who've bought a home during COVID have regrets.   Understanding where the regrets are coming from.   How do we mitigate these regrets?   The pros and cons of rental and homeownership.   Talking to clients about the 80% perfect home as opposed to 100%.   The buyer interview process.   The evolution of what comes along with homeownership.   The highest category across the board Quotes "You're going to make some compromises, even if you have unlimited funds because you also are dealing with whatever is currently available. Your dream home may be down the street, but somebody is kind of living in it. So you can't really kick them out and take over." "People are more likely to find 50% of what they're looking at right now. But really, the 80% rule, that idea is just putting that concept in their mind that finding the 100% home is probably not what's going to happen." "Everyone has a regret of something that they did or how this home works for them. As an agent, we need to understand that we're not going out to find somebody a perfect house." "For your clients, you're giving them the ability and the confidence to buy a home and love it." "And that's the beauty of the two pieces of paper, really brings to light what are the things that are really important because that allows you to search for the right stuff, not everything that they've dumped on you and told you about." "They highlight that homeownership still ranks at the top of the list in terms of being a part of the American dream." "It gets interesting how data can be twisted, how the messages can be twisted. If you're going to be educated on sharing this type of information, you need to go and read into it further and not just look at headlines." "If you're jumping from this headline to that headline and adjusting your business based on that, you're going to wear yourself out. Focus on the relationships, have fun with the headlines, enjoy them, read the articles, and read more into the data." "I want you to go from the life you have and go to that life you're looking to have, that you dream about, and make sure that we are keeping our search focused, so you don't miss out on anything.”   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group  

On today's episode, Matt and Garrett discuss a very timely topic that Garrett brought up, and it’s all about home prices, where they’ve been, where they are now, and where they may be headed. There’s a lot of looking to past valuations going on out there, and our hosts are here today to share that it’s time to throw off the baggage of past home prices, come to terms with current value of homes, and use these current valuations to make decisions in your real estate practice. Garrett kicks off the episode by telling a story of a client narrating a shocking valuation of a house in Seattle. He explains that home prices have drastically changed, and you need to let the baggage of how homes were priced in the past go and get with the times. Matt then describes the different perspectives of home pricing, laying out that as a guide, we should not confuse the home buyer with past valuations of homes. Together, they go on to offer a reminder of your fiduciary responsibility, caution about not breaching this responsibility by putting your need to be right about pricing ahead of the client's interest of purchasing or selling a home, and presenting information to your client objectively, detaching yourself from the outcome. Living in the past is not going to serve you well these days – it’s time to rid yourself of that baggage, acknowledge where we’re at now, and keep moving forward to further success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:   Contrasting home prices today and in the past.   Throwing out the baggage (beliefs and mindsets carried from historic home valuations).   The different perspectives to thinking about the baggage.   Our role, as guides, is to bring all the information and make sure the clients are making intelligent decisions.   Your fiduciary responsibility to your clients.   Breach of fiduciary   Staying objective.    A snapshot of the marketplace and the future of what could happen with pricing.   How to have the pricing conversation with clients.   How to help people in business stay in the moment when it comes to interest rates, pricing, and releasing that baggage.   Letting go of the past baggage helps you negotiate better deals for your clients.   Detaching yourself from the outcome and remaining objective with your clients.  Quotes: "We do have to let the baggage of prior pricing and future pricing go so that we can work with what the pricing is today. What do we need to do to compete today?" "We control the process; they control the decisions." "A lot of times when we bring too much of our own stuff into it, we can get into that world of working in that decision side." "I don't think we need to forget the history of what's happened with marketplaces, but when it comes down to me being a guide for the people in this market right now, that information is not useful anymore." "You can negotiate better deals for your clients when you get rid of that baggage because you don't have a fog over your face."   "I'm going to help them get this house. We're going to position them into a situation where that's going to make sure that they can be successful moving forward." "Staying detached from the outcome, acting as that guide, I think, is going to be the way to lay the foundation of staying out of that baggage mode and staying in the moment." "Stay focused on what your clients are saying and listen to what they're saying about their qualifications and their comfort level because that will also help you be in a protection mode if you need to be as well." "It's the subconscious stuff that comes out through little comments and little things that we kind of drop little easter eggs when having conversations with people."   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today's episode, Matt and Garrett are concluding business planning month by discussing a topic Matt is passionate about – health. Planning for your business is, as we all know, so incredibly important, but how many of us put as much effort into planning to achieve and maintain good health? This episode analyzes the need to include eating a healthy diet, a good night’s sleep, and regular exercising into your business plan and everyday routine, and the positive impact this will have on your business overall. Our hosts begin by discussing the ways in which your health impacts how you perform in your business and the importance of working routines around eating, exercising and sleeping. They share convenient ways of keeping your body and mind in a good state, including having your groceries delivered, hiring a chef, investing in a personal trainer, and investing in home gym equipment like a Peloton, Tonal, or Mirror. In addition, Garrett shares his vision about keeping healthy to spend quality time with his kids as they grow up, and Matt explains the importance of sleep in his household and how it enables him to bring a lot of energy to each and every day. A healthy body and a healthy business go hand in hand, and today Matt and Garrett demonstrate how working on the former can generate even greater success in the latter. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights:   How your health impacts how you perform in your business.   Setting a routine in advance for sleep, exercise, and eating healthy.   Including health as a part of your business plan this year.   The plan to have your groceries delivered.   The plan to hire a chef.   Investing in a personal trainer.   Investing in home gym equipment like a Peloton, Tonal, or Mirror.   How investing in your health saves quality time.   Keeping healthy for your family.   Celebrating the steps you take to keep healthy, for example, putting that $20 beer money in a jar to save for a Peloton.   The need to have adequate sleep.   Putting bedtime in your business plan.   Quotes: "We get to see a lot of business plans - a lot. In looking at people's business plans, health is one area that's left off almost every single time people look at their business." "When you really bring health into the equation, what you need to understand is that you are the vehicle that gets to allow all of this stuff to happen. And without your health, without your mind in a great place, it just deteriorates every single thing you have around you." "The busier I see people get, the less water they have." "As the focus on health decreases in businesses at a certain level, all of a sudden burnout starts to appear physically and mentally, not because you're busy, but because now we're getting sleep that's not as good." "If you're taking care of yourself at the best possible level that you can, or at least trending in that direction, you're going to be able to serve at a higher level." "You can spend some of the money upfront and take care of yourself, or you can spend the money in the later years trying to take care of yourself." "Years ago, I had an affirmation, or it was on my vision board, that as my kids grow up, I want to make sure I'm the person that when they say, 'Dad, you want to go run in the backyard and play tag?', my answer is always ‘Yes’, with no hesitation." "Getting higher quality sleep by eating better nutrition can be a complete gamechanger." "Sleep is very, very valuable in our household. To ensure that I get the best sleep that I possibly can, I want to make sure I'm eating right. And what's amazing is the nights that I get four-and-a-half hours of sleep, yes, I'm a little tired, but I'm still able to bring a lot of energy through the day." Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group  

As we get ready to celebrate Thanksgiving with our loved ones, Matt and Garrett take a moment to reflect on gratitude and what it means to have a grateful state of mind. They begin with the physical impact that gratitude can have on your brain and body, and how it biologically changes your energy to help attract more of what you want in this world. They talk about Dr. Joe Dispenza’s stance on gratitude as the ultimate state of receivership, and offer their thoughts on how to find gratitude throughout the day.   Garrett reminds us that if we cannot be grateful for what we have now, then we will always feel unfulfilled even after we’ve crossed the next threshold. Matt explains why gratitude does not create complacency (in fact, it does the opposite), and breaks down gratitude as an exercise in being mindful and present, which your clients will undoubtedly respond to. You’ll also hear about the power of starting off each day by giving thanks, sharing gratitude as a team-building exercise, redirecting your thoughts to the positive, and why noticing even the smallest things that you’re grateful for can add up and truly change your life for the better.   Be sure to join the Ninja Selling Podcast Facebook group where you can ask questions, share advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  The power of gratitude and having a grateful state of mind Choosing to be grateful has a physical impact on your brain and body; it changes your energy “Gratitude is the ultimate state of receivership” - Dr. Joe Dispenza Being ungrateful can prevent you from seeing ample opportunities all around you Optimism is not necessarily the same thing as gratitude Starting every day with gratitude will change your life Pause once or twice a day to ask yourself what you are grateful for, and dig deep into those elements Gratitude is a low urgency, but high importance activity  Alarms or Post-It reminders can help encourage you to consciously think about gratitude This does not create complacency If you cannot find gratitude in your current state, then you will still feel unfulfilled even after you get that new car or promotion  Gratitude is an exercise in being mindful and present, which clients will respond to Start morning meetings with something everyone is grateful for Ted Lasso is an amazing example of a grateful human being It’s normal for your mind to wander when you sit down to do your gratitudes, but you can take control of this and redirect your thoughts Express gratitude with your feelings - truly feel your gratitude when you express it Noticing even the smallest things you’re grateful for adds up and will change your mindset to actively look for the positives in your life   Quotes: “If just expressing gratitude is not enough, know that by expressing gratitude, it changes your energy in a way that helps you attract more of the things that you want in your world.”   “We watch agents that are struggling in their business or just business owners struggling and sometimes it's just because they're in an ungrateful state of mind.”   “Starting every day with gratitude -  if you start there, and then compound that to expressing gratitude throughout your day, for all the things that are in your world, your life will change for sure.”   “A lot of people say, But if I'm just grateful for everything, doesn't that exercise complacency? And it doesn't. It actually does the absolute opposite.”   “The problem is if you're not in a state of gratitude to begin with, you cross those thresholds and you go, Oh, well, it'll be better when I'm making $1,000,005.”   “It's almost like you look for ways to cancel your gratitude.”   “The money is not going to turn you into somebody that's grateful for the surroundings.”   “Just close your eyes and stop for a second and pause - push the pause button and stop and just think about the things that you're grateful for in your life.”   “Feel that gratitude when you express it. That's what's going to change your energy is through the feeling, not just through saying it.”   “When you really get into a state of gratitude, you start looking for things that you're grateful for. You will actually go through your day going, That's something I'm grateful for.”     Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode is all about waking up early, what it means to you, and how it can help you become even more productive in your business. While starting your day off earlier than usual can take some getting used to, Matt and Garrett explain how you can gradually work your way up to a more disciplined morning routine and manage your evenings to better prepare for early wakeup times. Once you have made this shift, you’ll be amazed at how much more work you can get done when you’re free of distractions.   Our hosts talk about giving yourself something you want to wake up for in the morning, changing your belief system around getting up early, analyzing your day to find out when you are most productive, and resetting your mind and body to a positive energy before going to bed each night. If you need a boost throughout the day, Matt and Garrett have some great suggestions for you, including working out, going for a walk, enjoying an invigorating podcast, squeezing in a nap, or even blaring punk rock music. Of course, tea and coffee can come in handy as well!   When all else fails, try to remember who is counting on you to perform at your very best each day. This may help motivate you to prioritize an extra 30 to 60 minutes of personal development time in the morning, which sets you up to feel more energetic, inspired, and efficient for the rest of the day. As you’ll hear, this can have an incredible impact on other areas of your life, and create healthy habits that will serve you well both personally and professionally.   Share your tips for waking up early by joining the Ninja Selling Podcast Facebook group where you can also ask questions and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  What does it mean to wake up early, and how can it help you be successful in your business? Waking up early will depend on each person and when you want your day to start It can help you get work done free of distractions and ease into your routine Matt and Garrett don’t necessarily believe in the blanket statement that successful people wake up early, but they may have so much on the go that they are excited to wake up in the morning and get started The key to waking up early is managing your evenings - this is something you’ll need to gradually build toward Try not to look at it as waking up early, but as waking up on time in order to get everything done that you want to accomplish You need to find what time works for you and when you feel most productive (e.g., Garrett’s wife, Sarah, is most productive after the house goes quiet at night) This may change over time Building discipline around your sleep routine will enhance many other areas of your life Waking up early is not easy, and it will take some getting used to - try to incorporate activities that you look forward to, like morning affirmations or working out You can also try programming your brain to believe that you’re going to get as much sleep as you need in order to feel wonderful and productive When you go to bed late, people tend to tell themselves, “I’m going to be exhausted tomorrow,” then it becomes a self-fulfilling prophecy A short nap can be helpful (especially if you have a newborn like Matt!) Giving yourself an extra 30 minutes each morning for personal development adds up over time Give yourself something you want to wake for - this creates a habit Journaling can also help you stay on track If you’re having trouble feeling motivated, think about who is counting on you to perform at your very best every day   Quotes: “If I go past 6:30am, I'm laying there in bed with my eyes wide open going, Why am I still in bed?”   “I do think that if you want to fit more things in, it can certainly help to wake up earlier than you currently are.”   “It would be great if I could sit down and do that between 7 and 8am, but I have all these things in my life. It's like, well, do we need to wake up earlier to get those things done?”   “The key to waking up early is managing your evenings.”   “If I'm still stressfully answering emails or doing work at 10 o'clock, that's going to impact the wakeup time. So you do need to manage the evenings.”   “Building discipline around your sleep routine and your wakeup routine can also enhance so many other areas of your life.”   “I'm a huge proponent of having that space where you can get your body and mind right every morning.”   “The days that I do [wake up early], I run better than the days that I don't.”   “You can program your brain to say, Look, I've only got three hours here - my body's going to get exactly as much sleep as it needs so that I feel amazing when I wake up. Programming your brain like that is an amazing tool.”   “I want you to optimize your life the way that you want to have it.”   “You need to plan an environment where you have something you want to wake up for.”   “The interesting thing is, because of the habit of waking up twice a week for the podcast, I have now trained my brain that I wake up at five o'clock in the morning whether I like it or not.”   “This is not about waking up early and jumping into email. This is about waking up early and maximizing the time for yourself that is going to make you more productive with the rest of your day.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group  

It’s finally arrived! The pre-listing packet extravaganza episode is here, and Matt and Garrett cannot wait to dive into all your fantastic submissions. Remember that simply having a pre-listing packet already sets you apart from other agents in the field, but our hosts acknowledge that there are certain pros and cons that can either enhance your packet or work against it. First they explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too “agent-centric,” and lacking basic information regarding agency contracts.   Next our hosts break down exactly what goes into the perfect pre-listing packet. They highlight the importance of focusing on the client, clearly defining your value, showcasing your results using visuals and testimonials, and having a high-quality, organized, streamlined look throughout. You’ll also hear about including a letter and resume, a table of contents, and flow charts. And Garrett reminds listeners that every time you attend a listing presentation, you are applying for a job. An effective pre-listing packet allows you to showcase why you’re the best candidate for the position, what your process is, and most importantly, how you can help prospective clients achieve the greatest results.   Thank you so much to everyone who participated and submitted their pre-listing packets for this special episode. For inspiration or feedback on your own pre-listing packet, be sure to join the Ninja Selling Podcast Facebook group where you can also share ideas, ask questions, and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Pre-listing packet extravaganza episode is here Special thank-you to everyone who submitted their packets Simply having a pre-listing packet already sets you apart from other agents in the field First Matt and Garrett explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too “agent-centric,” and lacking basic information regarding agency contracts Heavier, better quality paper will make a good impression and transport better in the mail Make sure you’re emphasizing the client’s needs and what you can do for them Be transparent about agency contracts Next they break down what goes into a perfect pre-listing packet, such as including your resume, starting off with a letting outlining who you are and what you’re all about, focusing on the client, using flow charts, having a table of contents or tabs to help clients navigate through the information, being highly organized, defining your value clearly to the client, providing market information and how you’ll help them navigate through it, including something unique to your personality, showcasing your results using Before & After photos, highlighting your marketing plan, having a streamlined look all the way through, and featuring testimonials If people are confused, they will always go to the lowest price Preparation, promotion, and pricing Special shout-out to the submissions that really stood out   Quotes:   “All these people have pre-listing packets. So you already know they're a step ahead… The fact that you have a pre-listing packet already sets you apart from the rest of the field, because there's a lot of agents out there that don't even have that.”   “You’ve got to be so careful about this, especially in today's world - too many words. We're in a world of bullet points right now.”   “I should be able to open the packet up and read the first two lines, get the idea of what I'm about to jump into. But if I have to read a whole paragraph, or a whole page to figure out what we're talking about, or what's going on here, we have lost the client.”   “Keep it graphic as well - pictures and images. A lot of people are visual learners.”   “Here's how I look at it, though… We're applying for a job. We're not only applying for a job, we're applying for a job that the general consensus of the population is that we're overpaid for. So if you're going to present something up front, it better be damn nice.”   “Copy paper will never do that - it will never ever set you apart.”   “There's a fine line there of showing that you're capable and that you can get the job done, and then pushing it too far, where it's like, Look at me.”   “This is about them. They're going through a stressful process, and they want to know how you're going to help them with the processes and things that you have to offer.”   “You are applying for a job, a well-paying job. Every single time you go to a listing presentation, you are applying for a job. And a resume is necessary.”   “There were very few [packets] that said, This is the reason that this packet is sitting in front of you right now. And here's all the stuff that you're going to find in it… Here's the letter explaining what this is for you and how this is going to help you go through the process.”   “Table of Contents, or tabs, if you're working with binders - super helpful, and they make it easy for people to find what they should be looking for.”   “If it's organized, even if it has less information, I'll probably pull more out of something that is organized.”   “If your pre-listing packet isn't organized, is that sending a message that this process may not be well organized?”   “If you were to drop the pre-listing packet, would you be able to pick it up easily and everything would still be organized? If the answer is no, then we need to combine some things together.”   “If I read the pre-listing packet, I want to know fully what value you bring as a realtor to helping me sell my home. If it's confusing to me, then now I'm going to go for the lowest price.”   “Don't have it mixed up all the way through, because it looks like somebody did Arts and Crafts and stuck something together to make it a packet.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today’s episode, Matt and Garrett celebrate the arrival of Matt’s beautiful baby daughter, Elizabeth Grace, and continue their celebration of their 300th episode by tackling a couple more listener questions which they didn’t get to cover earlier. These excellent questions are all about planning and blocking time in the most productive fashion, and you know our experts have a lot to say on these crucial topics. In this episode, our hosts discuss business planning tips for 2022 and the value of blocking out time to make plans far enough in advance, explain the need to carve out time to take care of ourselves during business planning, and review three essential pieces of business planning and the vital pieces that are left out of many business plans. They also talk through the need for breaking the plan down and analyzing it, share tips on how to be effective at executing business plans, and address the fallacy that business plans have to be complicated. There is so much to celebrate at Ninja Selling lately  - Elizabeth Grace, over 300 podcast episodes, and now today’s masterclass regarding the power of business planning and time blocking. Join Matt and Garrett here today to share in the excitement! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights:   The need to set time aside for planning.   Take care of yourself and turn business planning into an event you look forward to every single year.   The correlation between people that have a completed business plan to the ones who don't.   Putting a business plan into a structured plan of action or a roadmap.   The three separate sections of our business plan.   Being objective in planning and learning from mistakes.   Tips for planning.   Recommendation: that you get the business plan for a new year done early November.   Addressing the fallacy that business plans have to be complicated.   Learning how to time block better.   Putting priorities on the actual items that you set up.   The five daily activities and four weekly activities.   Starting with gratitude.   Showing up and staying on your agenda.   The uncontaminated week to start.   The need to understand the importance of the activities that you're putting on your calendar.   The beauty of building a real strong routine and making your environment distraction-free   Atomic Habits by James Clear   The Time-Block Planner by Cal Newport. Quotes: “Every single time we watch somebody that sits down, fully plans out, not just planning but fully plans out and gets it mapped out, they have a way stronger, less stressful year than the person that's winging it.” “When you build your business plan, think of it in that way of what are the steps that I need to plan on the calendar before the things happen.” “Get the business plan done early November.” “When people start their business plan, they start moving into the next year already.” “A nice way to, like, pull business planning together is it doesn't have to be crazy complicated.” “The whole part of the planning is to get things on the calendar so that you can take action.” “On the business in the morning, in the business in the afternoon.” “When you have the routine set in place, you get better control over time.” “You have to limit yourself to the time available.” “If it's on the calendar, recurring, and you're not showing up, you're now constantly training yourself to not show up, which is a problem.” “Part of the ability to not be interrupted comes from making your environment distraction-free.” “Another interesting thing, too, is that most of our distractions in our world come from our own thoughts versus actually pings and dings from our phone, so we have to slow ourselves down.” “You always have the ability to refocus, readjust, and take action on the things that you know will help you be productive in your business. And if you do look at it that way, each day and each moment is a new opportunity to be on purpose versus on accident, then you're going to be better.” Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today’s episode, Matt and Garrett chat about what to do when you reach out to someone and they fail to call you back, or worse, a potential buyer lists with another agent. Our hosts explain why you should never take this personally, and offer their advice to stay in flow with that person, continue reaching out, and maintain a positive attitude as you shift your energy toward finding the next five (or fifty) deals rather than getting fixated on one lost transaction. They also discuss what your true goal should be when it comes to reaching out to people, the power of the “ask,” taking scarcity off the table and what to do when buyers disappear. While ghosting in the real estate world can indeed be frustrating, you never know what is going on behind the scenes, and it’s important to keep your focus on building genuine relationships as they may still lead to other transactions down the road. As you’ll hear, holding onto negative energy will only discourage people from wanting to work with you or refer your name to others. If you can remain objective and considerate should people decide not to work with you, this will leave a lasting impression of professionalism that they’ll be sure to remember the next time they’re in need of a real estate expert. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  What to do when you reach out to somebody and you don’t hear back Do not take it personally; continue calling on a personal basis - eventually this may open the door to business conversations again Sometimes people are just too busy to call back, but they will still appreciate the gesture Goal is building relationships and maintaining flow, not necessarily getting calls back What to do when clients list with someone else You may not have all the information they’re dealing with Don’t get fixated on one lost transaction - celebrate with them and apply that positive energy to finding the next five  (or 50) deals Negative energy will affect referrals as people will not want to work with you When buyers disappear, there could be a major issue going on behind the scenes that they do not feel comfortable sharing (divorce, death) Stay in flow with them and continue to reach out; they may come back to you in the future The one phrase you can use to gain closure and leave a great impression Be direct and professional Take scarcity off the table Understand the power of the “ask”   Quotes: “We reach out to new people. And what happens when they don't call back?” “One of the agreements is, Don't take anything personally. And I think that's very important when it comes to this business.” “Our job is to focus on relationships, build relationships, maintain relationships. Their job is not to pay attention to us. They’ve got other stuff that they're doing.” “We would love to have the response back. But that's not always the win - to have the response back. It's to make a good touch in somebody's life.” “Unless this is somebody in your database that you don't want to be in flow with, do not stop being in flow with them. They appreciate you reaching out - unless it's that sales pitch all the time.” “You’ve got to stop and think about all the moving parts that made them make that decision not to come work with you.” “You can't take it personally...because there's plenty of business out there for everybody. So if you're going to focus on that one deal that went away from you, you are wasting energy that could be spent on attracting five more deals.” “When you take it personally, you amplify this negative energy, which also becomes an affirmation.” “If they do a good job, that's going to benefit you in the long run. Appreciation is a good thing.” “When you say, I don't want to hound you, and obviously you're busy and you’ve got stuff going on, and you shut that down, that's when they go, Oh, my goodness, and they pick up the phone. It works extremely well.” “It highlights that you're a professional with a process. And I think people respect that.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Join Matt and Garrett as they celebrate 300 episodes of The Ninja Selling Podcast with a very special Q&A show! They dive right into your questions, beginning with how to handle potential clients who want to see a house immediately, and those who would jump at the right house but otherwise aren’t in a hurry. You’ll also hear about planning your budget to ensure you’re providing value without overspending, educating yourself around real estate investments, and how to set recent Ninja graduates up for success.   Our hosts offer their thoughts on prioritizing the Ninja Nine Systems into your routine, making sure to keep people in your autoflow, having Magic Wand conversations, and asking F.O.R.D.  questions (Family, Occupation, Recreation, and Dreams) to truly understand your clients, build genuine relationships with them, and identify how you can help them accomplish their goals.    As entertaining as it is informative, today’s super-sized anniversary episode is full of helpful tips and resources, insightful topic discussions, and detailed answers to all your questions that will leave you ready for another 300 incredible installments! Thank you so much for listening and for your participation in this amazing community.   To share your ideas, ask questions, and connect with other Ninjas, join the Ninja Selling Podcast Group on Facebook. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Special Q&A show for our 300th episode Potential client who wants to see a house immediately, but you believe in 10-Step Buyer Process It’s best to meet with them beforehand, at a location other than the property in question Stick to your Systems, especially around safety Start your work together with the 10-Step Buyer Process and a Buyer Packet Underlying life changes that are causing either pain or pleasure that motivate action Magic Wand Conversations Keep people in autoflow and offer to send information of value Organize your “Hot List” with people at the highest level of pain or pleasure at the top Budgeting without overspending - Ninja is a very inexpensive business to run A big red flag is if your expenses exceed 30% of your income Majority of value you bring is through personal interactions Make sure you’re not putting more on your credit card than you can pay off at the end of the month Educating yourself on real estate investments (Bigger Pockets and Focus 1st are great resources to get started) Understand your client and what they’re trying to accomplish Setting new Ninjas up for success, providing an environment that allows them to take action Fitting Ninja Nine into your routine   Quotes:   “The most important thing you can try to do up front is see if you can schedule that time just to meet face-to-face and not at the property.”   “You have to put your foot down on a process.”   “I'm very particular about making sure people are safe. You have to have a full process with that.”   “Yes, we can definitely go see this house. But I have a process… I have a system that will help us see other opportunities that maybe you haven't been able to see yet.”   “It starts at the beginning, when you introduce yourself, and you're having those conversations, you're asking F.O.R.D. (Family, Occupation, Recreation, Dreams) questions, learning a little bit about what's going on with those people who are walking through.”   “Those ‘What If’  people out there, they're not really buyers unless you can determine that they have some sort of underlying pain or pleasure that they need an answer to. If they don't have it at all, be real careful how much time you're giving to them.”   “We need to know what's the motivation behind them wanting to move forward with a process because that's going to help you qualify who's serious.”   “It's easy to get caught up with just adding value and then realizing you now have a five-digit credit card bill. What the heck happened?”   “My warning sign typically goes off if people's expenses are 30% of their income.”   “The majority of the value that you're going to bring to people is going to be through your personal interactions.”   “Start with what actually adds value as it relates to your profession. And then you can add on top of that.”   “It's not about the gift. It's about the time, it's about you paying attention to them. And we want to create more opportunities for you to have that interaction with them.”   “If you're an agent, and you don't own an investment property, it doesn't mean that you can't help investors - you just need to know what they're looking for.”   “Create an environment that allows [new Ninjas] to take action.”   “That is what we specialize in is helping people come out of an installation and smash it out of the park.”   “Take a look at how you're currently operating your routine and visualize, What's my Magic Wand routine? And now what are the things that I need to do to get there?”   “Our number one focus is building a foundation that we can consistently follow over and over again.”   “Thank you to everybody who listens to us week over week. And for all of you who continue to send us questions, and share this and really help us keep this podcast alive. It's awesome. I really, really appreciate each and every one of you.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group  

As many Ninjas get ready to dive into their business planning for 2022, now is a great time to look at self-responsibility. On today’s episode, Matt and Garrett share their thoughts on taking full accountability for the results around you as you review what worked from last year and what didn’t. They talk about learning from failures, reframing them as “education moments,” being kind to yourself, and identifying limiting beliefs so that you can build an objective plan for success moving forward.    Our hosts explain how the Ninja Nine Systems can help you accomplish your goals and stay consistent with productive habits, as well as the importance of focusing on business activities that are in your control (it’s a lot more than you think!), and how taking responsibility can serve you well in other areas of your life. Ultimately, you are the only one who can take action to get the results you want. Today’s conversation will help you determine whether you’re truly embracing self-responsibility in your business, and why taking this important step is so crucial to your success.   Submit your questions for an upcoming Q&A episode by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you can also share ideas and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Self-responsibility and business planning Reviewing what worked this year, what didn’t, where money was spent You are the only one operating your business who can take action Failure is a synonym for learning - these are “education moments” Taking full accountability helps you build in consistency with good habits Identifying limiting beliefs Remember not to overcomplicate Stay committed to the Ninja Systems and business activities that are in your control Taking responsibility will serve you well in other areas of your life (e.g., health and fitness)   Quotes:   “Whether the excuses are valid or not, let's just take some responsibility, and say, I am the reason for the results that are around me - the identity of myself in the past has created my reality now.”   “You are the only one that's taking action. You're the only one that can take that forward step that then produces the results that you want.”   “Failure is just - look at it as a synonym for learning. It's an opportunity to learn from what happened. And when you take a higher level of self-responsibility, it allows you to actually put together a plan that can work for you.”   “If you beat yourself up, you're not going to learn.”   “Be self-responsible for what got you these results that you have sitting in front of you right now.”   “When you take full responsibility, it opens up the opportunity to be objective and understand so that you can build in consistency...with good habits.”   “Take responsibility. It's going to serve you so well. Even in areas outside the business...it's just a good life practice.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today Matt and Garrett do their best to keep things simple as they explore the dangers of overcomplicating in your world, whether that be through writing emails, scheduling lunches, or performing your Ninja Nine Systems. Our hosts explain why your best approach is to be as concise and direct as possible, and offer their best suggestions to avoid confusion in your communication with clients and colleagues.    Matt and Garrett look at which Ninja activities tend to get the most convoluted, the important role of intention as you decide whether to include your business card with handwritten notes, and why simply picking up the phone can sometimes be the most effective way to get on the same page quickly.    Today’s episode will help you recognize when you might be overcomplicating so that you can rein it back in, do a gut check, and get back on the path towards clarity.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  We want to be extremely clear with written communication  When you over complicate things, it creates confusion Keeping your phrasing simple and concise will make everything more efficient Leave an email in your drafts folder for a day or two and come back to it if you’re unsure No body language in written communication to help convey meaning Complicating the Ninja Systems, especially real estate reviews and autoflow Simplify your availability for lunches to save yourself from going back and forth Sometimes it is best to pick up the phone to get on the same page quickly Question of whether to put a business card in your handwritten notes - some notes call for it, whereas others do not If you feel like you’re overcomplicating something, take a moment and do a gut check Intention is a huge factor Becoming aware of when you’re overcomplicating helps get you on the path towards clarity   Quotes:   “The way I look at it is like, let's not overcomplicate the communication, particularly when it's going to be typed out in an email or a text.”   “We need to be very, very clear with our written communication because we know that people are going to misconstrue intention and what we really mean behind the words.”   “I realized that if I just said what I wanted, what I needed to say, what I thought was the right thing to say, I was more efficient with my time.”   “We are Ninjas. Don't overcomplicate it. Don't run away from it. Go into it.”   “It's not that Millennials don't like the phone - it's that you are calling them about things that aren't important, that could be transferred in another method of communication.”   “You reaching out and talking to people, inviting them to lunch is very powerful.”   “Hands down, the most overcomplicated System in the world when it comes to Ninja - real estate reviews.”   “There are certain times that you need to...pick up the phone, make this simple. Let's get on the same page right now. Let's clear this up.”   “I made the comment on that post - If any of you out there send me a handwritten note, please put your business card in with it.”   “It's not, Don't ever put a business card in with a personal note. There are the right times to do it. You’ve got to follow your gut. But we overcomplicate it.”   “We make such a big deal out of something so small because we want to be right. And I think that's a big reason why we overcomplicate things.”   “If you feel like you're overcomplicating something, whether it's drafting a response, or trying to decide who to call, give yourself a moment and just take a gut check.”   “I think this highlights how easy it is to overcomplicate the littlest of things, including a podcast episode!”   “Once you become aware of it, I think that's when you can figure out the path towards clarity.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

If you’re having the little thought that you might need an assistant, you definitely need an assistant. On today’s episode, Matt and Garrett break down everything you need to know about hiring an assistant, navigating that working relationship for optimal success, and what you can do to ensure your assistant performs at the highest level possible long-term.    Our hosts explain the importance of having a solid foundation in place when hiring an assistant, as well as making your expectations and job descriptions clear from the beginning, and encouraging open communication with one another. As you’ll hear, having F.O.R.D. (Family, Occupation, Recreation, and Dreams) conversations with your assistant can yield amazing results, and even introduce new ideas that will not only help your business run smoother, but also free up more time to focus on income-producing activities.    As you begin your business planning for 2022, today’s playbook for hiring an assistant will show you how to make the most of this relationship, and set yourselves up for a rewarding dynamic in which you both play to your greatest strengths and skill sets, and reach your mutual goals together.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Proper etiquette around hiring an assistant and navigating that relationship Have a plan, clear expectations, and a solid foundation Preventing communication breakdown between agent and assistant Make a list of low dollar producing activities that can be delegated to someone who’s not licensed, and who truly enjoys looking after those tasks Disassociate from the idea that you need to hire another “you” A licensed assistant could also be an option Hiring someone with specific skill sets This frees up time for other valuable activities Number one reason assistants leave or get fired is lack of effective communication initiated by the agent themselves F.O.R.D. questions and encouraging open dialogue with your assistant Be open to their ideas and suggestions Have your assistant document what they’re doing for you Hire an assistant before you need them   Quotes:   “There are some things you can do when you first decide to bring in an assistant that'll make everything go smoother, long-term.”   “Let's have a process in place so that they know what they're going to be doing.”   “You need to get a clear idea of what your operations look like, which is what is so beautiful about business planning.”   “How many times have I seen people say, These are all the things that I get bogged down in, but they don't write it down.”   “That's a very important point that people should pay attention to is that when you're hiring somebody - you're not trying to hire another version of you. You're not trying to duplicate yourself so that you can be in more places at one time. You're looking for somebody who can be a strength in an area that you either just don't want to be strong in, or it's a weakness, or it's just not an income producing activity.”   “When you free up time, it allows you to then free up the ability to communicate with your assistant.”   “Where can I build a process and build some systems so that there's clarity when I bring somebody in? And now I have the freedom to communicate.”   “The number one reason for an assistant either blowing out and running away, or getting fired, is lack of communication set up initially by the actual real estate agent themselves.”   “Because of the lack of communication, these things fester and fester and fester.”   “What am I doing to make sure that this person has everything they need to do their job?”   “If you make this a regular practice, and you give it space, it can work really, really well. It's amazing.”   “I would recommend hiring somebody before you need them.”   “If you’re having that little thought of, Maybe I need an assistant - you need an assistant.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

As we look toward the future of real estate, many realtors fear that an increase in buyer agency will render them obsolete. In this episode, Matt and Garrett are here to tell you that this could not be further from the truth. In fact, buyer’s agents are worth their weight in gold right now, and this is not going away any time soon.    Our hosts explain why agents are still so crucial to the buyer experience, and talk about their shared pet peeve for the idea that buyer’s agents are free. You’ll hear about taking the perspective of potential clients, having a strong process and structure in place when working with buyers, and making your value clear up front. Garrett gives an update on his buyer’s packet extravaganza, and Matt throws his own challenge out to listeners, but with a very intriguing caveat.   If a purchase is risky or complex enough, people need to bring in a professional for guidance, which is why agents will always be necessary regardless of the market. If you’re providing the highest level of service and fully embracing being an amazing buyer’s agent, you can absolutely find a high rate of success within this realm of the industry, and today’s episode offers a fun and entertaining jumping off point for you to do just that.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Today’s episode is all about buyers and buyer’s’ agents Buyer agency is poised to explode in the next 5 to 10 years, but agents are still necessary Buyers should have an incredible experience when they are buying their homes Analogy of travel agents helping you make the most of your vacation experience Buyer’s  agent is worth their weight in gold - that’s not going away Pet peeve around the idea that buyer’s agents are free Value of process versus presence Taking client’s perspective Having a process and structure in place for working with buyers It’s important to make your value abundantly clear Power of a good buyer’s packet and update on Garrett’s challenge Matt invites listeners to send him their buyer’s packets as well, but you’ll need to do a little digging Garrett’s mailing address can be found here If a purchase is high risk or complex, the average person needs to bring in a professional to guide them through it This is why agents will always be needed, regardless of the market You can start taking steps now to ensure you’re providing a high level of service Be okay with being an amazing buyer’s agent - embrace it and own it   Quotes:   “One area that I think is going to really explode over the next five to 10 years is buyer agency.”   “I do think we're going to be moving into a place at some point where buyers are going to be seeking out professionals to help them with the experience.”   “The buyer's agent - a good buyer's agent, a really good one - is worth their weight in gold right now.”   “My biggest, biggest pet peeves is the statement of, You should work with a buyer's agent because it's free for you as a buyer. Oh my goodness, it makes my skin boil because it's so not true.”   “At the end of the day, people should be hiring you for your process, not for your presence.”   “Working with buyers is absolutely miserable when you don't have a good process.”   “You have to first have that mentality of loving working with buyers, creating an amazing process.”   “A lot of people don't put as much attention into the buyer process as they could.”   “That's the beauty of a good buyer's packet.”   “Having a really amazing advocate or team of advocates on your side to help you find the right neighborhood...that would fit all the needs and desires that you have - Oh man, that's huge, huge value.”   “If the risk and the complexity is there, and the risk is high enough, what we do is we get a professional team involved in it.”    “Be okay with being an amazing buyer's agent.”   Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group  

Every Ninja has a story, and today Matt and Garrett have the pleasure of hearing Jessica Babington’s, who was first introduced to Ninja in 2010. Jess shares how she was first introduced to Ninja Systems, why it resonated so deeply with her, and what has kept her on the Ninja path for so many years. She recalls a pivotal moment that changed the course of her real estate career, how she made the jump to becoming a solo agent, and expresses her appreciation to Garrett for helping her see a world of possibilities as she prepared to cross that threshold.   Jess shares her incredible insights on developing the right belief system, letting go of fear, and embracing the Ninja Systems. She talks about investing in yourself through coaching, shares her favorite Ninja Nine activities, and breaks down her philosophy to keep things simple. You’ll also hear Jess’s two key pieces of advice for transitioning to a new market, how she builds genuine relationships in real estate, and the powerful way that living debt-free has shifted her motivation as an agent.   Jess’s inspiring journey shows us just how much you can accomplish in this business once you shed the “sales” jargon and let your passion for helping people guide the way. Her dedication to her community and to her clients leave little doubt that the Ninja Systems can not only make you a better agent, but a better human overall.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Today’s guest is Jessica Babington of Luxury Lake Real Estate in Mooresville, NC Her introduction to Ninja and what kept her on the Ninja path Jess’s experience coaching with Garrett Pivotal moment that changed her career Growth and crossing over thresholds Developing the right belief system Getting rid of “Sales” jargon Positive affirmations and letting go of fear Power of meditation Investing in yourself via coaching Analogy of pushing a snowball uphill, which grows and takes off once you get to the top Her favorite (and least favorite) Ninja Nine activities Simple marketing and genuine relationships Transition to luxury market Pre-listing interview and being prepared Building her business through referrals Being motivated by giving back to the community Getting involved with a cause that you’re passionate about will keep you fired up and help you build a better business Knowing your “why” and accepting that it can “shift” throughout your life Finding success through the pandemic Providing value to clients by helping them navigate potentially difficult situations Getting clear on your mindset and what you have to offer   Quotes: “There are no no accidents in my mind and in the journey that life takes you on.”   “There are many ways to find success in our industry and you have to find what really rings true for you.”   “[Ninja] just really goes to the core of who I am, which is somebody who wants to genuinely know people, genuinely build relationships with people, and genuinely help them get to where their goals are in real estate.”   “You really helped me expand my mindset and work on some self-talk and some self-belief, that I was capable of a whole heck of a lot more than I knew I was.”   “That's the other thing about Ninja that's so beautiful is it also helps you just be a better human.”   “I'm not a salesperson. I'm just somebody that helps people and is an advocate for people. I bring people together in real estate transactions.”   “By doing the affirmation, I was more in the driver's seat and had more control than I thought.”   “There was definitely a time of transition and I had to just continue to work the Systems and know that the Systems are going to work.”   “The first step was to become the subject matter expert. If I'm confident in my knowledge of the market then that helps me tremendously.”   “We talked about pre-listing interviews and making sure you understand what these people are looking for before you walk in the door.”   “If you've done that pre-listing interview and you've collected as much data about who these people are, and what they're looking for, when you go into the door, you will be much less intimidated and then you have a higher likelihood of being successful.”   “You don't ever want the commission breath.”   “Just start to look at, Where's the greatest need in my community, and how can I fit into that?”   “You have to be open and want to grow, and want to be motivated by a Ninja coach.”   Links:   Jessica Babington www.JessicaBabington.com @JessBabington on Instagram   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode touches on a hot topic of discussion these days - whether now is the right time to buy. If you have buyers who are asking this question, there is probably more going on, and it’s your job to find out what. Matt and Garrett talk about helping your clients narrow down their long-term vision, how a potential purchase fits into their five-year plan, and whether it aligns with their lifestyle. Using the Ninja Buyer Process, you can help your clients find clarity, even in the midst of unpredictable life events. Our hosts explain how to guide both renters and homeowners through this process, ask the right questions, and empower them to become smart, educated Ninja clients, who ultimately become decisive Ninja buyers.   Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:  Today’s episode explores whether now is the right time to buy If buyers are asking this question, we need to discover what’s holding them back Ask lots of questions to find out what else is going on You need to get a bigger sense of why they’re asking this, and what this purchase means to them long-term Renters versus homeowners What is the lifestyle your buyers want to have (within their means)? Helping clients narrow down their long-term vision Uncertainty of life events can change these decisions as well Ninja Buyer Process will help clients find their clarity, become Ninja clients, and ultimately Ninja buyers   Quotes: “When buyers start getting into that, Well, is this the right time to buy? There's something else going on, and we need to discover what.”   “My first thing is, Well, talk to me about what this house means to you for the next five years.”   “You need to get a bigger sense of why they are asking this.”   “If you are a current homeowner, and you are planning on staying in that local vicinity, and you're worried about what your money is going to do, that you have tied up your house, it's going to go down, or it's going to go up no matter what. You're in the market. You're there.”   “If it's your primary residence, don't play with the money so much.”   “Let's start talking about these decisions based on the life you want to live and why you decided that you wanted to explore purchasing a home or selling a home in the first place. And as a real estate agent, that's our job is to help guide our people through this process.”   “When it comes to making big purchase decisions like a house, if you have a long-term vision, it's going to make that so much easier.”   “Sit down with them and have them write out exactly what they want that bigger picture to look like.”   “We're making financial decisions, sometimes based on the uncertainty of life events… We're already combining two things that don't always match well together. And then taking the uncertainty of both of those things and putting it together. No wonder people get confused in a time like this.”   “Tell me what's really going on through your head. And what would you really like to see out of this home, this neighborhood, this change that you're looking to make?”   “You've got to look at the quality of life, but also the time that you're here on this planet and say, Okay, is it worth having that in my life, for the time that I'm here?”   “[The Ninja Buyer Process] allows them to be an educated, smart buyer. That's the beauty of that process.”   “It's not designed to make you a better agent. It's designed to make them better buyers.”   “If you're doing the right things up front, you've turned them into a Ninja buyer. Ninja buyers can make decisions for themselves. And if they're leaning too heavily on you, it means you haven't asked enough questions. You haven't done your processes. You haven't allowed them to be a Ninja client.”     Links:   www.TheNinjaSellingPodcast.com   Email us at    TSW@TheNinjaSellingPodcast.com   Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial   Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events www.NinjaSelling.com/Events    Garrett garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group  

Garrett has come up with a wonderful topic this week, and Matt has embraced it fully, and that is the value of slowing down, being with your people more, and actually improving your business as a result. There are so many reasons as to why people become almost hyperactive in their business and speed through everything they do, but, today, our hosts will walk you through precisely how to counter this, becoming more authentic, efficient, and consequently successful along the way. They begin by looking at some of the reasons people end up in ‘hyperactive mode’, what slowing down really means to them, and the Ninja principle of not getting attached to the outcome. From there, our hosts explore flow frequency, finding balance, being interested and, therefore, interesting, and the key to unlocking referrals. No one is saying to slow down in the sense that you stop doing anything, but what Matt and Garrett highlight instead is the importance of slowing down to really get to know and care about your people. Following their sage recommendations here today will prove mutually beneficial to you and all those with whom you come into contact. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share your own life list, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.   Episode Highlights:    Going into ‘hyperactive mode’ and some reasons behind this   What slowing down really means   Not getting attached to the outcome   Flow frequency   Finding balance   Being interested and interesting   The key to unlocking referrals   Quotes: “Sometimes we get so caught up in the business that we've created, that we're running with, that we can't slow down and do the things that help the business grow to where it got it to.” “We don't want to slow down and don't do anything.” “Be with your people for longer.” “Make it bread first, then decide if you want toast.”                          “Let's really get to know these people. Let's really figure out what's going on, listen to what they have going on in their life.” “If you are interested in others, and curious about learning more about what's going on in their world, they're naturally going to be interested in you.” “If I do the systems, the business flourishes. If I focus on the right energy and have the right interest with people, that just makes them move towards me, opens up more opportunities for me to do more business. It's just a natural byproduct.” “There is nothing like having someone invested in your success.” “Whatever it is that you own, and that you are making a living around, you have opportunities every single time when you're around people to slow down.” “But the reason that damn business is so successful over there is because every single person that walks in there they slow down with, and they actually have learned stuff about us and they care about us.” “I don't care what your business model is, this is a piece that will help your business level up.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

There’s nothing quite like being sick for 12 days that will motivate you to review your “life list,” and take stock of what you’ve accomplished so far. Garrett reflects on how this recent experience affected him, and shares his insight on what you can gain from revisiting your life list as well. Matt and Garrett explain how life lists tend to evolve over time, the four categories of a typical life list, and why you should give yourself the opportunity to dream big and let loose as you create your own.  Our hosts discuss the importance of focusing on what matters most to you, how your life list ties into your business plan, and why small goals are just as significant as the big ones. They also share some of their most fun and heartwarming life list items, and offer their best advice for how to get started on your own list of goals. This exercise is sure to motivate you to do more, do better, and grow as a person as you check off each item, and add more along the way. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can share your own life list, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Revisiting your life list Length of life list relates to the level of drive you have Four categories on a life list: Things that you want to do; things you want to have; things you want to be; and things you want to give Certain categories are a bigger priority at different stages in life Focus on what is most important to you - let loose and dream big Small things are significant and spark motivation Every item on your list is a story Some goals can only be checked off by other people MyLifeList.org is a great place to get started on your own life list Let your mind open up and write whatever pops up Your list will never be done - it will always change and evolve Your life list will motivate you to do more, do better, and grow   Quotes: “When you go through something like 12 days of being sick, I had some moments in there that made me stop and really start thinking about all the things that I have done in my life.” “I find a direct correlation between the size of somebody’s life list and the drive that they have to be the best they can possibly be.” “There are certain categories during certain parts of my life that have been more important.” “The interesting thing with your life list is you’ve got to separate yourself out from what society says is appropriate, from what society says is right, and you really need to get selfish with your life list to be like, No, this is what I want.” “Put everything on the list! You want a private jet? Put that on the list. You want to give a billion dollars to charity? Put that on the list. You want to fly to the moon with Richard Branson and to Mars with Elon Musk? Put it on the list!” “Everything, big or small, that's been on my life list has had a story written with it, of accomplishing it.” “I have on my life list to have a Guinness in Ireland in an old Irish pub.” “The power of this list is endless.” “We’ve got to find that motivation to bring us back up to show up so that we can continue to achieve all these things that we wrote down.” “If somebody is telling me it's silly, it's definitely going on the list.” “You’ve just got to start putting those little things down when they pop up. You’ve just got to make sure you have a place to record them and let it grow.” “There is something magical about getting to go and check something off.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

There are certain times in your life when you go through major changes and begin to see the world in a different way. Today Matt and Garrett talk about these “threshold” moments and how to use them as an opportunity to go in a new direction. Garrett shares his own personal example of changing the trajectory of his life’s journey before starting a family, and reflects on the value of journaling or writing a letter to yourself to make the most of this process.  These big turning points can feel scary or daunting, but our hosts describe how you can reframe them as new and exciting adventures, and most importantly, a chance to create magic and manufacture your own luck. When you find yourself at a crossroads in life, use this time to think about where you want to be and plan a roadmap for how you want to get there. Matt and Garrett chat about being on purpose with your goals versus simply hoping things work out. They describe the importance of believing in yourself, pushing out negative self-talk, and acknowledging where you’re at right now before getting started with big changes. You’ll also hear about focusing on who you want to be as you write out your own story, sticking to your guiding principles, and how this mentality can help in other important areas of your life. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Thresholds and big changes in your life can change the way you see the world Writing a letter to yourself is an amazing exercise to reflect and move forward Garrett shares his own personal example of changing the trajectory of his life’s journey before starting a family He views these threshold moments as a series of new adventures Matt sees them an a chance to manufacture your own luck - think about where you want to be and figure out how to put yourself there It’s up to you to take those actions, but also to have the belief that you can advance Being on purpose with how you want to move forward versus simply hoping it works out Push out the negative self-talk, acknowledge where you’re at right now, and ease into the process Mindset and voices in the back of your head play a huge role Break big goals into smaller steps - this helps build confidence and motivation to go after the next step Writing out your goals gives you a guiding principle to help stay in alignment with them Ask yourself, Who do I want to be? Focusing on the “who” will help create the identity that will get you to the “what” Let go of negativity and look at your life as a roadmap   Quotes: “Thresholds can happen in a lot of different ways. But the install is, That's a moment that allows you to see the world in a different way.” “It's like wearing a different shade of glasses. And all of a sudden, you're like, Wow, there's colors here that I didn't know existed!” “That goes back to - your activities produce your results… That’s how you create magic.” “A lot of people go into that very lost and very scared. And sometimes you can just stop and sit down with some paper and start writing out, What do I want this next part of my journey to look like?” “I look at them as a series of small adventures.” “This is what I would call manufacturing luck.” “Belief is the most important part of all this.” “First thing is you need is to acknowledge where you're at right now. I think that's where a lot of people - they get going...they start throwing out these big, big goals...But a lot of times you need to stop and realize where you're at right now.” “A lot of people don't realize where mindset plays into this, and the self-talk and all the little voices that we have roaming around the back of our head.” “If you have a letter written like that, when moments come up, that allow crossroads to take place, or forks in the road to take place, you now have a guiding principle to step back and say, Does this fit what I put in line here?” “If you focus on the who, then that also helps you build the identity that will take you to the what.” “You can't do this journey with a whole bunch of negative crap that you're bringing with you.” “Stick as much as you can to what your guiding principles were upfront.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Continuing on with our last episode about making excuses, today Matt and Garrett look at getting caught up in your Customer Relationship Management (CRM) system and overthinking which platform you should use. They explain that for most successful Ninjas, they usually keep it simple. All you need is a business tracker and a database. The bells and whistles can be fun, but they’re not what’s going to make or break your business.  Our hosts talk about relying too heavily on automated systems, and how this can take away from the genuine care and connection you put into your relationships. They explain that your technical platform should optimize your system, not create it, and clarify that if it’s not helping you manage your relationships, it’s not a CRM - at least not in the highly personal world of building relationships in real estate. You’ll hear about which areas a CRM can actually help with efficiency, the importance of interacting with your CRM to make it truly effective, and Garrett takes us back to the days of doing business with a Rolodex. If you stick to your foundational activities and focus on your relationships, whichever platform you choose can be a great supporting tool for success. But as you’ll hear on today’s episode, technology should always be used to enhance your business, not distract you from it. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  It’s very easy to get caught up in the Customer Relationship Management (CRM) system you’re going to be using, but that’s not the thing that’s going to determine your success For most successful businesses, they’re using a very simple platform - it doesn’t have to be over the top (but there is a threshold where the technology you’re using is too archaic) Overthinking your CRM can become an excuse All you really need is a business tracker and some type of database (e.g., Google Contacts) When looking into CRMs, ask yourself whether you’re hoping to help you or your clients - the priority should always be your clients You don’t want to simply wait for your CRM to tell you when to call or connect with people - that takes away from the genuine care that you put into those relationships The technical side should help optimize your system If it’s not helping you manage your relationships, it’s not a CRM Make sure you’re actually interacting with the CRM Don’t get stuck on overthinking which CRM to use   Quotes: “All those bells and whistles are really great. They're really fun, they do a lot of great stuff. But at the end of the day, it's not the CRM that's going to make you successful.” “If I was to look at the most successful Ninjas that I know out there, the most successful business people that I watch, it's usually a very simple platform that they're working with.” “The most simple way to run an entire business is with a business tracker, and some type of database. For me it would be Google Contacts.” “We've seen people run six figure businesses, seven figure businesses off of those things alone.” “The question that I always have is, Are you looking for something to help you or help your clients?” “When you get these automated systems, all of a sudden, me reaching out to...go have lunch with them is not really genuine.” “Most people will go into a tech solution to give them the system, when really the technical solution should help you optimize your system.” “If it's not helping you manage a relationship, then it's not a CRM.” “First off, you need to make sure you're going to interact with the CRM, because just the CRM in itself is not going to change your world.” “I could do my business right now with a Rolodex - totally could.” “I know some people who actually still use a Rolodex type of system. And it works.” “My thing is, keep it simple.” “Very rarely in Ninja, is it some crazy CRM that's allowed the results to happen. More often than not, it's the incredible relationships those people have.” “Everything else should be supporting what you're doing to execute on the system.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Creating content for social media or enhancing your pre-listing packet can be very useful tools as a realtor, but when these activities are consuming your entire day, it’s time to step back and put your Ninja Nine back at the top of your priority list. If you’re finding yourself hung up on the idea that you’ll get to your systems once you’ve done something else, you may be making excuses for inactivity. On today’s episode, Matt and Garrett talk about what happens when agents get stuck on creating the “perfect” content to the point that they neglect other, more important foundational activities. Or worse, their overthinking and preoccupation with creating content yields no results at all. Our hosts discuss the importance of knowing what consumers are actually looking at - if you spend hours and hours pouring over your newsletter, only to stick it in an unmarked envelope never to be opened, it’s not the best use of your valuable time. Matt and Garrett encourage us to take advantage of the products and services offered by our brokers, to set time blocks to make sure we don’t get bogged down in content creation, and to optimize the activities that are actually producing the best results. They caution against comparing yourself to other agents, and remind us to lean into the activities that we most enjoy doing. This will help you use your time more efficiently and avoid getting wrapped up in tasks that don’t move your business forward.  If you’re having fun with the creative side of your business but it’s taking priority over your Ninja Nine, today’s episode will help you recognize whether it’s become an excuse, and how you can recalibrate. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Content creation on social media can be a very helpful tool, but it shouldn’t take priority over doing your Ninja Nine Reminder to send in your pre-listing packets to Garrett for a special research project It doesn’t have to be the “best of the best” - just whatever you’re currently using It’s better to send out something than get held up trying to create the “perfect” packet Real estate reviews, pre-listing packets, marketing campaigns, and databases tend to fall prey to overthinking and overanalyzing to the point of inactivity If content creation takes up most of your time, it becomes an excuse for not doing your foundational activities Keep in mind what consumers are actually looking at Example of agents spending an inordinate amount of time creating their unique newsletter, then sticking it in an unmarked envelope, likely never to be opened at all If you enjoy spending that time creating the newsletter, it’s not necessarily wasted time If the enjoyment factor is not there, you might be better off putting your time toward something else Avoid comparing yourself to others as this can get you stuck in the weeds Find companies and products that you like and trust and use those - you don’t have to do everything yourself Set a time limit to make sure you don’t get bogged down in content creation If your clients love the content you’re creating, find out which parts they enjoy most and optimise those aspects - talk to people whose opinions you truly value and trust If you can produce the same results in half the time, why wouldn’t you want to go that route and leave yourself more time for personal passions or family? Consistency with social media is more important than creating that one post that goes viral Be mindful of what you have the capacity for and do not overbook yourself Lean into the activities that you enjoy doing the most, be consistent with them, and use time blocks to stay on task   Quotes: “I will do it once I have that - That's an interesting place that we find people all the time.” “Don't let those become excuses for inactivity.” “So many people get stuck in, Well, I need to create the best content or I want this content to be unique...then it just consumes the entire day.”  “I would say content creation turns into the over-analyzation of, What features do I need? What do I want it to look like? Maybe I should go with this one? Maybe I should go with that one?” “The two most common questions I see are, What CRM do you use? That's probably the number one. And then the second is, What do you use for marketing?” “I love creating content. But you have to look at it from a systems perspective when it starts to consume all this time and becomes an excuse as to why we're not doing foundational business activities.” “Find companies, products, and sources that you trust, that you like, that bring value to your people, and use those products.” “The number one complaint of your owners and brokers out there is that they have services that you don't use.” “I'm a big believer in, Tighten the timeline down.” “Go talk to your people about what parts that they really like, and see where you can optimize some of your time there.” “If that 10 hours that you're spending, or more, on your newsletter is not producing the business results that you want to see, then your clients don't really love it that much.” “If you're going to spend this time away from your loved ones, not necessarily doing your other passions in life, let's be really efficient with it.” “This is the hard part, because you have to actually talk to your people about what you're sending, which sometimes can be uncomfortable.” “I think that’s what you’ve got to look for is, What feels right to me? What's something that I enjoy doing? And running in those directions.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode begins with a special “Pre-Listing Extravaganza” from Garrett, where he invites listeners to send in their physical pre-listing packets, as well as a description of how they present it, to be showcased and discussed on a future podcast. Next, Matt and Garrett jump into today’s topic - How and when to add people to your autoflow database. They discuss the difference between physical mailers and email content, when to use them, and they clarify that when you’re sending postcards, you’re offering high value information rather than simply asking for business. If you truly believe in the knowledge and expertise that you bring, don’t hold that back from the people who deserve to hear it.  Our hosts talk about using mailers to create real estate conversations, rather than waiting for other people to initiate them. Postcards also have the potential for a 100% open rate, and if you’re not sending them, you leave the door open for other realtors to take your place. Matt explains how to effectively use email marketing, and Garrett outlines the importance of first asking for permission before sending out electronic newsletters. You’ll also hear a healthy debate about the “Unsubscribe” button, tips on how to invite people to your email list delicately, and how postcard campaigns have completely changed people’s businesses in Matt and Garrett’s coaching experiences. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Garrett begins with his “Pre-Listing Extravaganza,” where he invites listeners to send in their physical pre-listing packets, as well as a description of how you present it You can send it to: Garrett Frey, 3335 Placer Street, Ste 368, Redding, CA 96001 Matt sees a higher level of success among those who use physical pre-listing packets versus digital Effective pre-listing packets require a great deal of time and effort Next, they move on to today’s topic - How and when to add people to your autoflow database Who to mail to versus who to email - it’s always different, and you need to be strategic When you’re selling mailers, it’s high value information - you’re not simply asking for business You can put people on your mailing list right away, and you can even add a personal note on their first postcard Some agents feel concerned that sending postcard mailers to friends and family may put stress on the relationship, but this is not the case Matt’s own example of using postcards If you truly believe in the value and knowledge you’re bringing, don’t hold that back from people It takes the average person six pieces of mail to realize they’ve been receiving content from you - they may think they’ve been receiving mail from you all along and are just now realizing it after you met You can find mailing addresses by checking tax records If you’re not sending information, this leaves the door open for another realtor to step into your place Create real estate conversations by putting people on your mailing list Postcards have the potential for a 100% open rate If someone is a client of yours, or you have had a conversation with them about real estate, they can go on your email list It’s important to ask for permission before sending out electronic newsletters Make sure there is a place where people can sign up for your mailing list versus having to manually add them You can also let people know you’re adding them to your email list, and they can unsubscribe at any time Some people are more comfortable with email marketing than others, and it can definitely be very effective You can send out one or two emails per year inviting people to join your mailing list, or put the offer in your email signature Garrett has seen postcard campaigns completely change people’s businesses Please send in your pre-listing packets before December   Quotes: “One of the things that we hear about all the time is people come to us in coaching, and they reach out and they're like, I want to create a pre-listing packet, and I'm not sure what exactly to put into it. I'm not sure exactly what it should look like… They overthink it tremendously.” “The pre-listing packet, as far as I'm concerned, is a defining piece for a lot of realtors out there.” “If you want to participate, send me your pre-listing packet. Send me what you got, send me what you would send to a potential listing that you have out there. I don't want email versions, I'm looking for physical pre-listing packets.” “If you send it to me, you need to be okay that we're going to, in some way, shape or form, showcase it on the podcast.” “I see so many people get stuck on, How do I add people to autoflow? How do I get people from my database?” “I just want to be clear about that - When we talk about the mailers...we're sending high value pieces of information. It's not asking for business.” “It doesn't stress the relationship if there's value there.” “When people come into your world, put them on the mailing list. Let them get the value that you're receiving. If you truly believe in the content and the value that you're sending, that it does add value, then why would you hold that back from anybody?” “If you're not sending information...somebody else will likely step into that place.” “Here's the thing - that conversation would not have happened if my postcard was not showing up in his mailbox.” “It's so much easier when you've delivered value to somebody, for them to come to you and ask a question, versus you sitting around, waiting for the opportunity to jump into a real estate conversation. Create the real estate conversations by getting these people on your mailing list.” “The reason I love postcards is because it really has the potential of 100% open rate.” “People look at their inboxes differently than their mailboxes.” “If you have an email list, make sure there is a place where if people are researching you, they can find a way to sign up for that as well versus you having to manually add them.” “Put it in your signature. Give people the opportunity to sign up in many places.” “I've had so many people in my career of helping that they have come to me and said, My postcard campaign has changed my business.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today’s “quick hit” episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply assume clients will come back to you without putting in the effort. If you’re not staying connected with your clients, all it takes is a little bit of time and attention from another realtor to sway them in the other direction. Matt and Garrett talk about the difference between stealing clients and earning them based on the value you bring. Remember, it’s not enough to have a person’s number in your database - you need to nurture that relationship, otherwise they become fair game for other realtors. Matt and Garrett explain how to protect your database by cranking up your flow, and how this can unlock the referral side of the equation as well. You’ll also hear about the importance of having a positive mindset, being motivated by your competition rather than consumed by it, and not being afraid to “harvest” new clients, while also taking good care of your existing relationships. As you’ll hear in today’s episode, people move toward value, and whether you’re dealing with a new or current database, if you’re showing up for them, they’ll show up for you.  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Who really owns your customers? Where do they come from? Why are there so many online lead sources? Today is a total “mindset” podcast to help shift your mindset, especially for those who may feel stuck coming into the business or changing to a different marketplace The idea came from Randall O’Dowd, who has recently moved from Seattle to Palm Springs Randall is confident he can build a database in his new marketplace - every client he has ever worked with, he has earned based on the value he was able to bring This is how you accumulate clients He can do this in a new marketplace as well The average person knows about 12 realtors - there is a lot of competition vying for business Don’t get overconfident and assume people will continually go back to you On the other hand, you don’t want to be held back by a lack confidence either The majority of realtors do not stay in good flow with their clients after a sale Staying in contact with your clients leads to referrals and keeps your name top of mind as a trusted professional If you’re not staying in flow with your clients, all it takes is a little bit of attention from another realtor, and they will turn in that direction instead Clients want to be taken care of, and you can’t let yourself become entitled that they will stick with you no matter what It’s not enough to simply have their number in your database - you need to nurture that relationship otherwise they’re fair game to other realtors Never take your relationships for granted When we all show up and do our very best, it raises the game for the business as a whole Protecting your database Using the term “past clients” implies that your business with them is finished and they’re now free to move on Simple autoflow and real estate reviews can make a big difference You want to make sure clients are coming to you with their real estate decisions Online leads exist because there are “orphan clients” who don’t have a strong relationship with their realtors Some clients will do this even if you are in good flow with them, but you can let that go and focus on the rest of your database Don’t be a secret agent, where you make connections with people but fail to send out mailers - make sure they know you’re a realtor The importance of mindset - being positive and confident in the value you bring Be aware of competition, but don’t let it consume you Think of businesses you want to deal with - you want to go where you feel taken care of Ninja gives you the tools to connect with people about the things that are important to them, and gets your name out there so people understand you’re in real estate Don’t be afraid to attract or “harvest” new clients, and make sure you hold onto your current clients by showing up for them Show up for them and they’ll show up for you People move towards value Even if someone already has a realtor, talking to them and demonstrating your value increases the odds that they’ll refer you - they may even feel more inclined to do so because they weren’t able to give you their business in the first place   Quotes: “This is a total mindset podcast. We run this all the time, especially with new people coming into coaching, or people that are merging into newer marketplaces or different marketplaces.” “Now I'm their personal realtor. I harvested them from somebody else because of who I am, how I was able to work with them, the value I was able to bring.” “That's how you accumulate clients is through earning their trust through the value that you share.” “The other interesting stat is that the majority of realtors are horrible at staying in flow with their clients after the sale.” “It's not necessarily about that one transaction, it's about the referrals. And if you can stay in flow with them, they've got a lot of referrals every single year that they can pass your way if you stay in flow with them and stay in contact with them.” “[Clients] want to be taken care of. And I think it's, it's funny when somebody gets that entitled, That's my client! And it's like, Well, you haven't talked to them in a year.” “Never take your relationships for granted. Because there is somebody that will come in and, on purpose, try to steal your people.” “It actually raises the game of all of our businesses when we are showing up on a better level.” “If you're looking at all the people you've done business with and viewing them as ‘past’ clients, we're already in a ‘behind mindset’... You're affirming that they are now free to work with whomever they want, which they are, by the way.” “The first step is getting your database to come and use you when they need you for real estate.” “Why do online leads exist? Because there's orphan clients. There are people who don't have a strong relationship with a realtor. And they may know 12 realtors, but they don't have a strong enough relationship with a realtor to not click the button on Zillow of the house that they're interested in seeing.” “If one of your clients goes and clicks a button on Zillow, or walks into a new home community, and doesn't tell you about it, that's not their fault. That is your fault.” “Being aware of what the competition is out there in the marketplace is one thing, but letting that fear consume you so that you do nothing and just turn your mindset down a path of, Nobody wants to do business with me, which is the extreme side of it - you don't want to even be heading in that direction with that.” “That's why Ninja works so well. We're going to get pieces out there that help them understand that you're a real estate agent. We're also going to connect with them on the things that are important to them. And that way you can walk into a brand new marketplace or your current marketplace you're in and you can harvest other people's clients, because other realtors are dropping the ball every single day.” “Don't be afraid to get out there and attract, steal, harvest - however you like to put it. And don't lose what you have. Hold on to the people that you have by showing up for them.” “Show up for them and they’ll show up for you.” “People move towards value. That's all you’ve got to remember: If I bring more value, people will move towards me.” “Sometimes those are the people that will actually go out of their way to refer you because they felt bad about not using you because they had to use whoever.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

The Federal Housing Finance Agency (FHFA) recently published their House Price Index (HPI) for 2021’s second quarter, and today Matt and Garrett are doing a deep dive on the report. The FHFA HPI is a broad measure of the changes in single-family house prices based on data from all 50 states and over 400 American cities that extend back to the mid-1970s. Our hosts break down the most fascinating and relevant findings so that you can educate yourself and your clients about what’s currently happening in the real estate world, and solidify your position as a trusted, knowledgeable advisor. Matt and Garrett discuss rising and falling real estate trends over the past two decades, and review the current top five and bottom five states for appreciation. They talk about the difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices, and they encourage listeners to follow up with your own research on the transactions behind the trends. They review the most interesting trends happening in cities like San Francisco, Idaho, the City of Boise, and El Paso, and Garrett explains why you should always “Follow the beer”. You’ll also hear about changes in average home prices versus annual income, accessible equity, and using this information to become “the source” of knowledge for your clients. As Matt and Garrett point out, there is always so much going on behind the numbers, and it doesn’t take much to sit down each quarter and educate yourself on the bigger picture, whether that be in your own backyard or across the country. This is part of the value you bring as an agent, and helps set you apart as a professional who’s on top of important shifts and changes in the marketplace before they even happen. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Today’s episode is all about knowing your stats and data, reviewing the numbers so you can be fully knowledgeable for your clients and demonstrate your professionalism Certified Ninja Coach Mark Johnson is great at reviewing Federal Housing Finance Agency (FHFA) reports and distributing them to the rest of the team The most recent FHFA House Pricing Index report on Q2 (download here) revealed what happened through COVID and immediately after restrictions started being lifted This PDF is an extremely useful tool and can be helpful with real estate reviews Page 10 illustrates the Monthly House Price Index for U.S. from January 1991 - present Matt and Garrett discuss rising and falling trends over this time period, including the 2008 Financial Crash and plateau in 2011 There is a lot going on behind the scenes that is making people want to buy real estate right now Top five states: Idaho had a 37% appreciation rate in one year; Utah was 28%; Arizona 23%; Montana 23%; and Rhode Island 23% Alaska is currently the worst state for appreciation in the United States - 8% appreciation for the entire state Coaching through COVID actually became somewhat uneventful because every state was experiencing the same market We have been in a very strong seller’s market There are different ways to use this report - the key takeaway is to use it to educate yourself Q2 2021 was highlighted as the best quarter for the entire United States at 4.92% growth in just three months There’s a difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices Try to look into the transactions behind pricing trends and look deeper into the data Do not make real estate decisions based solely on this, but use it as a guide Appreciation trends in San Francisco, Boise, Idaho, and El Paso Remember the lily pad in the pond example - the goal is to notice changes coming before they’ve already happened Garrett’s mantra of “Follow the beer” - look at where businesses like breweries or tech companies are setting up shop It doesn’t take a lot to devote some time every quarter to review these trends and educate yourself on what’s happening  The average home price has grown to $390,000, but average income has not grown at the same rate - how long is this going to be sustainable? Use this information to build your knowledge and help guide your clients accordingly Accessible equity and reinvesting in your own home You don’t have to have all the answers - this actually forces you to ask more questions and do more research Learning everything you can helps you “be the source”   Quotes: “We are going to talk about some stats today. We're going to talk about knowing your numbers, knowing what's happening out there in the real estate world so that you can be smart, educated, trusted advisors, not necessarily reliant on everybody else to hand you the information.” “When this was having this huge ramp-up [in 2006], the people that were educated in the marketplace were watching it and going, It's a false market. It was based off of lending that was getting out of control.” “There's a lot more going on behind the scenes that are making people want to be buyers out there right now.” “Idaho, ranked number one right now - 37% appreciation in one year! Twelve months - 37% appreciation.” “For right now, I need to know the top five and I need to know the bottom five.” “Coaching has been a fascinating thing through COVID, because it got a little boring. And I mean that in the best way possible.” “This is why you see this in these numbers right now, is that we have just been in a very strong seller's market for the most part.” “The grand conclusion is - be educated. Be educated on all this stuff, so that when somebody is out there going, Wow, man, the real estate market’s really doing well right now, you can be like, Yeah, let me tell you about how crazy it is right now.” “I also like to look at the quarter appreciation, which Q2 2021 highlighted as the best quarter for the entire United States at 4.92% growth in one quarter - in just three months, which I think is very interesting to see.” “When you're looking at this stuff locally, in your own markets, start to look into the transactions behind these pricing trends.” “Do not go and invest in real estate based on this, but use it as a way to help guide you with what's going on.” “If they continued at minus 1.5%, it's going to take a couple of quarters for you to see any major changes in their annual appreciation.” “The goal is to notice that the pond is filling up with lily pads on the 15th day. Most people notice it on the 28th day, a couple days before the whole pond’s full and the change has happened. Our job is to notice it on the 15th day.” “It's interesting, to watch San Francisco go through what it's going through, to watch Boise City spike the way that it’s spiking. There is a lot of money moving there right now, there are a lot of people that are pulling out of some of their other states.” “There's a lot behind these numbers. And once you start to educate yourself in this, then you can start to see bigger trends, do a little bit more research. And it doesn't take a whole lot. Just ask questions, ask yourself questions and then that'll take you down a path.” “My job is to know what's happening with real estate - in our backyard to across the United States. And you can all do it. The numbers are there, the information’s right there. It's presented to you every single quarter.” “There's a lot of numbers coming out about growth, and you'll hear anything from, 17 to high 18% year over year, which is massive when you think about the average across the country. And it has brought the average home price up to $390,000.” “Don't let the data scare you or put you in a position where you're saying, Oh my goodness, the sky is going to be falling at some point. Just use it for what it is - it's information and use it to build your knowledge. That's it.” “Just from a personal finance perspective, be careful. Never over leverage yourself, no matter what the markets are doing.” “You don't have to have all the answers. That's actually probably the best part is when you don't have all the answers. It forces you to ask more questions, which then helps you go explore so you can learn more, so that over time you can start to become the source.” “If you're the source, talk about the attention you can get in the marketplace and the confidence with your clients - then you'd be able to do more business and smooth out your business. So no matter the market, you're the guy or the gal.” “You have to slow down, do the work, educate yourself.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

As a broker owner, manager, team leader, or even as an individual agent, sometimes you may find yourself dealing with someone who just doesn’t seem coachable. But are they really uncoachable, or is there something else going on? As a coach, it’s your job to ask the right questions, dig deeper, and find out the real reason why they may be pushing back on certain Ninja Systems. As Matt and Garrett point out, the number of people who are truly uncoachable is actually much smaller than you might think. Today’s episode will help you unlock the real reason why someone may be putting up roadblocks in the coaching process, and determine how to get them back on the path to success. Using the example of his own lukewarm feelings about handwritten notes, Garrett explains that oftentimes people resist certain systems because it brings up different fears or misunderstandings for them, rather than because they are uncoachable. He talks about finding other options that accomplish the same goal, and being careful not to write people off too quickly. Matt and Garrett share “uncoachable” red flags to watch out for, and remind listeners that sometimes it takes time for people to come around and feel ready for the process. Another possibility is that you’re simply not the right fit for that person, and part of being a good coach is recognizing when the key to success might lie with a different mentor.  While coaching may not be for everyone, today's episode shows us that with a little bit of patience, persistence, and a lot of questions, you can help almost anyone overcome their struggles to achieve success worth celebrating. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Today’s episode is extremely useful for broker owners, managers, team leaders and individual agents How to determine whether you’re working with a coachable person If someone refuses to do one of the Ninja Systems, they’re very likely scared or unsure how to deal with it There could be something else going on, or maybe Ninja just isn’t the right system for them Most people are coachable There are four types of agents in an office: productive/coachable agents; productive/non-coachable agents; non-productive/coachable; non-productive/non-coachable You have to be careful not to misidentify non-productive/coachable people with non-productive/non-coachable people You need to dig deeper and ask more questions to find out which category they fall into If you can find their “why,” the reason they’re an agent, you can find the path to bring them in and they become a lot more coachable Some people just get stuck on certain systems, as Garrett illustrates with his own example of resisting handwritten notes - it comes down to a fear of writing for him He has found his own creative workaround that still accomplishes the same goal of making personal connections - and this is okay, too Sometimes people push back because it’s an excuse not to do a system, or they misunderstand it Questions that will help managers figure out whether someone is actually coachable Where is your strong reaction coming from? What memories come up around this activity? Let these questions sit, and when the person is ready to circle back and discuss their answers, that’s when they’re in a coachable moment You can’t coach someone if they’re not ready to learn You need to ask lots of questions, and if you’re getting fewer and fewer answers, that’s an indicator that the person may not be coachable or open to the process The number of people who are truly uncoachable is actually much smaller than you might think But if they really aren’t receptive or willing to try different things with you, that’s when you need to have the discussion of what path they want to take It’s not an easy process to ask the right questions and dig deeper to find out whether they’re coachable - it requires a lot of time and deep thought It could also be that you’re simply not the right coach for that person, and maybe they would connect better with someone else Finding the right coach is crucial to success in the coaching process You also have to determine whether you are ready to be coached Being coachable means you have to set your ego aside and have some level of vulnerability so you can accept guidance A good coach will ask the right questions so that you can identify your own shortcomings - this is much more powerful than having someone list off your weaknesses As a manager, if you feel someone is not ready to be coached, see if they respond to other resources that might open them up to the process (success stories, inspiring athletes) You can’t force people to feel ready for coaching It’s the manager’s role to help agents be the best they can possibly be, even if that means finding a different office or a different coach that works better for them As we gear up for the fourth quarter, if you’re finding yourself putting up roadblocks around certain systems, or if you’re a manager whose agents are pushing back, this is an opportunity to ask more questions and see if you can find a way to get past it or find other options that still bring the success you’re looking for   Quotes: “How do you know when somebody's uncoachable?” “Anybody who responds that fast and that hard, typically is scared. There's something there that's freaking them out that they don't know how to deal with.” “From a manager's standpoint, they introduce Ninja to people, and they all of a sudden have some people in their office that are like, Yeah, no, that's not my system. I don't like it.” “I find most people are coachable. Most people - you can give them direction and get them to a place that they want to go to. But if you're running into somebody that's giving you that much pushback, there's usually something else going on.” “If they are coachable, which is the system that they would be coachable to? If it's not what we coach here, great, fine, we can figure something out or move them on. And if they're not coachable, then we have to figure out what to do.” “If we can connect the dots to what we're coaching, teaching, what the system is to their why, they become a lot more coachable.” “It's important in your life to have a good coach that can help you work through some of that stuff and understand it.” “If my coach came to me and said, You have to write handwritten notes, I’d blow out. I'd be like, If you're going to require that of me - this is so painful for me, I'm going to go find something else to do.” “That's my workaround. I will pick up the phone and have that conversation with somebody and tell them how incredibly important they are to me and what they mean to me in my life, which a lot of people would put into a handwritten note.” “I think there's some things you can help people figure out and there's some things you need to find workarounds for them. Because you don't know all the stuff going on behind the scenes that's shutting them down.” “I find most people it’s a misunderstanding of the system. Like with the notes, they have a misunderstanding of what they're supposed to put in the notes.” “I think a lot of times we give up before we figure it out.” “I try to create coachable moments, and you can't just coach somebody on something that they don't want to learn anything about. It doesn't work that way.” “You need to ask more questions. And when you think you've asked all the questions, you need to ask more questions. Because that's the only way you can figure out what's going on internally with this person.” “I think for managers, being able to identify - the more questions you ask, the less answers you get - I think is going to be an indicator of whether an agent is coachable or non-coachable for you.” “When you are asking questions, and you're getting one-word answers, not a lot of information back, there's two things: One, maybe they're uncoachable. The second is maybe there is another big wall there that they're afraid to take down.” “How many more things do you want me to give you that you're not going to do? That's when you have somebody in front of you who potentially may not be coachable. And that's when you have to have a discussion with them and be like, Hey, what path do you want to go?” “Sometimes you're not the right person who's going to ask the right questions that that person needs to answer. And all of a sudden, you find that person that for some reason is able to unlock those right questions. All of a sudden, you see this massive movement forward.” “For the individual - I had to go through this myself too - you have to determine whether you're ready for coaching… It’s helpful if they’re ready to be coached.” “To be coachable, you have to open up and have some level of vulnerability to understand that, I don't have all the answers. I have all the ability, but I need some guidance, and I need to be willing to hear things that I may not want to hear when I'm being coached.” “If you're a manager and you have someone who you think is not ready to be coached, see if there are resources that you can guide them to that might inspire them to open up to be coached. And that could be success stories from other people in the industry. It could be success stories shared from professional athletes.” “That's the role of the manager is to help the agents be the best they possibly can, even if that means they need to go to a different office, they need to go to a different company, they need an external coach or an internal mentor, but we need to figure that out for them so that we can help guide them in that coaching role.” “If you can help them get to where they want to go - you don't have to be the person that asked the right questions. But you do need to be the person that can put them in the place where they're going to have the right questions asked.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

With the fourth quarter of 2021 just around the corner, today’s episode looks at giving yourself a jumpstart and taking advantage of this window to really light things up for your best quarter yet. Matt and Garrett explain that having a great fourth quarter does not start in the fourth quarter, but rather, about 45 to 60 days beforehand. So right now is the perfect time to really make an impact. Our hosts talk about the importance of building momentum, staying consistent with your Ninja Nine Systems, and being on purpose with your time. Once you have a solid foundation with your daily activities (phone calls, real estate reviews, lunches), you can really dial it up or plan something big going into your fourth quarter.  Even if you’re on track for a solid 2021, Matt and Garrett share their advice to stay on top of your Ninja Nine Systems in order to pick up the pace, rather than push things off until the end of the year. You can also use this time as an opportunity to sharpen other skills, find new and creative ways to connect with your sphere of influence, or expand on whichever system comes most naturally to you. Now is the time to accelerate your business and set yourself up for a truly incredible fourth quarter, and today’s episode will show you how to do exactly that.  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Right now is your opportunity to light up your fourth quarter - a lot of people miss this window Having a great fourth quarter starts 45 to 60 days ahead of time You still have time to give yourself a jumpstart Don’t focus on when things close, instead focus on building up momentum that you can carry with you for a great first quarter Even if you’re on track for a solid 2021, you still need to stay on top of your activities and make sure you’re not letting real estate reviews, phone calls, etc. slide Be on purpose right now August/September is the time to pick up the pace and run with it This will allow you to go into the holidays without all the year-end stress First and foremost, you need to focus on your Ninja Nine to really accelerate things This is a simple system that enables you to be consistent on a daily basis Consistency is so important, and the results will always follow This is not to say that you can’t do something big going into the fourth quarter - but it’s best to do that on top of your consistent Ninja Nine systems You can accomplish your Ninja Nine in two to three hours a day, which offers flexibility so that you can still live your life in other areas without neglecting the business side of things One big event is not going to sustain or grow your business - being consistent with your Ninja Nine will Example of being a good parent - you need to show up with love and attention for your children every single day, not just attend one baseball game per year Once you have a solid foundation, you can dial it up or dial it down from there Ways to dials it up going into the fourth quarter Look at which systems come naturally to you and find ways to expand on them What gets you excited within your database? Which parts do you like best? Which relationships do you want to improve upon? This will help you identify which systems to lean into This can also be an opportunity to sharpen other skills that you’d like to improve upon or educate yourself in new areas or markets You can also find creative ways to influence your sphere and connect with people The time to light up your fourth quarter is now   Quotes: “This is your opportunity right now to light up your fourth quarter. And a lot of people miss that opportunity.” “If you want to have a great fourth quarter, it doesn't start in the fourth quarter, it starts 45 to 60 days before.” “It doesn't really matter if it closes December 31 or January 1 - it really doesn't in the grand scheme of things. But the momentum that you can carry through this fourth quarter, to have a great quarter or set yourself up for a great Q1, that's what this is about really.” “It's a much bigger picture than the plaque on the wall. The picture is this growing business, the people we're helping, what this business allows us to go and do. And whether that closes in January, closes in December, doesn't make a darn difference.” “Be consistent with it right now. Start doing [your systems] right now. Get the flow going with those real estate reviews. Do them in person right now, because that's where you're going to get the biggest and best results.” “Be on purpose right now.” “August, going into September - oh my gosh, this is another opportunity for you. You’ve got to run with it, you got to pick up the ball and run.” “If you really want to accelerate things, the Ninja Nine is your answer.” “We want the Ninja Nine to become this foundation that, whether school’s in or school’s out, you can do it. It marries well with your lifestyle so that you can live the life that you want and do the Ninja Nine.” “Don't plan that if you're not doing the basics. That's not going to save your business, because that one-off doesn't do it. Showing up all the time does.” “The first place I always look at is, What are the natural systems that automatically work well for that person?” “This also could be a good time to sharpen some skills, sharpen your analytical skills.” “I want everybody to know the opportunity is right now, if you want to make an impact in that fourth quarter - it's not once you're in it, and you're running. This is your time right now.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett take an in-depth look at the number one Ninja Nine System that agents report having trouble with - speaking or communicating with 50 people per week. Rather than getting bogged down in it, our hosts talk about shifting your mindset and identifying the reason why you’re making these calls and connections. Easily one of the most misunderstood pieces of the Ninja puzzle, your 50 calls per week is also one of the most fundamental in creating the results you want to have, and it’s what makes all the other pieces fall into place. Our hosts break down the biggest challenges and missteps related to this particular system, and offer their best strategies to overcome them. They talk about getting yourself out there in the community and making connections based on similar interests and passions, whether that be in person or online. Regardless of which avenue you choose, the most important step is to have one-to-one conversations and take the time to connect on a personal level. Ask questions, comment on social media posts, and share advice when asked to show your genuine curiosity and care. This will put you on the path to becoming a leader in your community, and your business will thrive as a result. You’ll hear what qualifies certain people or conversation as one of your fifty contacts for the week, how seemingly inconsequential interactions can actually lead to business, and why you need to approach this system as a long-term play. For those who struggle to hit your 50 contacts per week, remember that if you’re focused on building genuine relationships, detaching from the outcome, and figuring out what makes people light up, the business will always follow. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Today is a deep dive on one of the Ninja Systems - talking with 50 people per week A lot of people get bogged down in this and it can be very difficult if you’re approaching it the wrong way Identify the reason why you’re making these calls and connections This system did not come out of nowhere - there is a reason for this piece in the Ninja puzzle It’s one of the most fundamental and powerful ways to build your business and create the results you want to see Get yourself out there and make connections in your community Join social groups, meetings, and use online platforms You can build relationships through online venues if you spend the time to develop them People who are engaged in their communities always see their businesses thrive Forming groups will also set you apart as a leader and someone with knowledge and influence This also builds a sense of community and will help you grow your database quickly Chamber of Commerce or Rotary meetings are a great way to connect with other business owners and leaders of the community Qualifiers to include someone as one of your 50 contacts Current clients or people you have recurring conversations with absolutely count If you focus on building relationships and detaching from the outcome entirely, the business will always follow  Practice talking to people and having FORD (Family, Occupation, Recreation, and Family) conversations Advice for new agents Quality and consistency with your database are more important than quantity “Interviewing” people and truly learning about them Building on questions you’re asking, following up, and figuring out what makes people  light up Joining our Facebook podcast group is an excellent way to connect with other realtors and be part of a growing community   Quotes: “This is probably the number one system that heightens the level of stress for people when they start trying to figure out, How am I talking to 50 people?” “A lot of people also approach it just completely in the wrong way. And it can get difficult if you're approaching in the wrong way.” “The biggest challenge that I see around this is the mindset of why. Why am I talking to 50 different people?” “The initial why I look at is to build quality relationships that can be around you for the long term so you can have a sustainable business.” “You need to be talking to, and interacting with, at least 50 people per week, if you want to have these results. And it's just a piece of the puzzle. However, that piece of the puzzle is incredibly critical to making the results that we want to have happen.” “I would say it's a piece of the puzzle that is so powerful that I've seen people build businesses off of just that.” “You’ve got to get yourself out. You need to find environments to make yourself accessible and be able to communicate with people.” “Your number one thing is, How can I get involved in something that you have a passion or like-interest around?” “You can build relationships through these [online] venues - if you spend the time.” “You all know that person in your world, in your community, that whether they are the mayor or not, you're like, Man, that person just has their hands in everything. And they care about stuff and they're moving forward.” “The people that show up for Rotary and show up consistently, those are people that care. They want to see the best for the kids, the families, the businesses. They want to give back. It's a really good group to be around.” “What we're trying to do is to make sure that when we have an opportunity for interaction with another human being, that we're taking that moment to slow down and try to learn something about them. And that's the qualifier.” “This is a long-term play.” “Your goal then with your 50 people is to see if you can figure out the common interests that you're like, I can circle back around to this conversation again.” “These are the things that make those people move towards you.” “Even the people that you're like, Oh, man, they don't talk very much. If you hit on the right thing, you can't get someone to shut up! And that's a win. That's what you want.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Whether you’re dealing with contractors, photographers, or handymen in your world, having good relationships with vendors can enhance the value you bring to clients, ensure that important jobs get done faster, and make your business run much more smoothly overall. Matt and Garrett discuss the importance of these relationships and how to develop them effectively, including paying contractors early, writing thank-you notes, creating an enjoyable work environment, and treating your team to lunch or appreciation events. These simple but meaningful gestures immediately set you apart from the rest, and put you at the top of the list of agents vendors want to work with.  Matt and Garrett’s helpful insights are sure to resonate for both new agents and seasoned professionals alike. Because once you find good people who get the job done, showing your appreciation is key to ensure that they go above and beyond to take care of you and your clients moving forward. Today’s episode will show you how to build those crucial relationships with vendors so that you’re not just someone who called to hire them, but someone they’ll truly want to help and do their best work for.  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Relationships with vendors can enhance the value you bring to clients and help you get things done faster You can develop these relationships so that you’re not just someone who called to hire them Having good relationships with contractors does not necessarily mean you’ll have preferential treatment, but you might stand out in their mind as someone they like to work with Communication and setting the right expectations Surrounding yourself with good people who will get the job done, keeping them in your circle, and making sure they show up for your clients when you need them Pay them early and write thank-you notes to show your gratitude You can also treat them to lunch or have an annual event to thank your vendors for all their hard work Having hospitality goes a long way - people want to work where they enjoy working Showing appreciation for vendors, photographers, contractors puts you at the top of their list of people they want to work with This makes everything run smoother Don’t ask for discounts just because you give them a lot of business - paying full price shows that you recognize their value Let the other person offer a discount Ask for contact information for other vendors who have done a good job Reach out and let them know you were impressed with their work   Quotes: “[Clients’] perception of the value that you bring to the table is affected by your ability to get these people to help you get the job done. Because if you can't complete your job or get it done in a timely manner, it does look bad on you.” “It's important to basically step into, How can we change our relationship with these vendors where we're not just somebody that called to hire them?” “Just because you have a good relationship does not mean that you will get preferential treatment.” “At the very minimum, if you have a good relationship with a contractor or vendor or anybody, you get great communication.” “This whole game is about expectations... If we set the right expectations, it's easy. But if there's no communication, you can't set any expectations.” “Never go late on paying somebody because if that's the case, they're going to go to the people who pay them first.” “There's nothing worse than doing a job and then having to go chase around somebody to get paid.” “People want to work where they enjoy working… If you make the environment for the crew, for the business owner, enjoyable, then they're going to want to work there.” “The relationships are huge. From a simple glass of water to a case of beer, it just changes the dynamic of the relationship.” “The best and most healthy relationship is to let the discount come from the person that is providing the service.” “If you just take the time to slow down, acknowledge them and take care of them, you will stand out so fast. Because there are so many other people out there that they are working for that are just being aggressive and mean with them.” “This is all about building strong relationships with the service providers in your area so that when you need help, when you need that service, they actually will drop and reschedule things to be able to make sure you get taken care of.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

While Matt and Garrettt have discussed handwritten notes on the podcast in the past, today they put the focus on building upon this important foundation to take them to the next level. Having observed that completing these notes can, at times, simply become an item to be checked on a list, our hosts are here to show you how to move well beyond that and ensure that you start writing the most powerful notes you can to really have an impact on the lives of those around you. They begin by stressing the importance of your intention or the ‘why’ behind your notes as well as starting from a place of gratitude and making an impact on others’ lives. Matt and Garrett also highlight just how critical it is that you truly listen to your people, and go on to discuss one of Garrett’s most special notes, his pink pen story, and how to take your handwritten notes to the next level. They finish up by introducing Ninja Note Cards that are now available for all those interested. We all know that handwritten notes are a tried and true essential component of the Ninja philosophy, and today’s episode builds upon this rock solid practice to really reach their full potential and generate that positive impact that is the goal of every Ninja. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  The ‘why’ behind writing your notes Starting from a place of gratitude Making an impact on others’ lives Listening to others One of Garrett’s most special notes Garrett’s pink pen story Taking your notes to the next level Ninja Note Cards   Quotes: “Look at the ‘why’ behind the note along with the ‘who’.” “My feeling with notes is, if I'm going to write one, it has to invoke action coming back to me, it has to bring that energy back and you can't do that with just a ‘Just thinking of you’.” “When I look at a handwritten note…it's like an external gratitude.” “My intention when I'm writing a note is I'm going to impact the world so much that I'm going to get a phone call back.” “At the end of the day, we're trying to impact somebody's world in a positive way.” “If you're in a headspace where you're just not feeling it, don't do it…but don't use it as a reason to never do it. In fact, find ways to put yourself in that state so you can do it as often as you possibly can.” “And it's so awesome to feel and receive that energy. And so, know that the notes also have a power beyond just the person that you're sending it to.” “The whole thing is about making an impact for somebody with your written words.” “If there is energy there, you could say a few words, and it'll be there. You could say a lot of words, and it'll be there. But if the energy is not there, the quantity of words doesn't really much matter anymore.” “Ask questions, listen, pay attention.” “Just think a little bit about the person that you're writing to and write the same note. It'll have a different level of energy that goes out with it.” “And if you don't hear a response back, don't worry about it.” “See if you can change that energy and take it to external gratitudes when you actually sit down to put pen to paper for your notes and see what happens.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Note Cards

Matt and Garrett welcome an amazing member of the Ninja family, Lee Eckroth, to the show to discuss his journey with Ninja Coaching, including the revelation that he was not initially ready to be coached and the pivotal phone call that ultimately changed this for him in a big way. Lee talks about transforming himself physically and mentally to get himself in the right mindset to be coached, figuring out his “why” and how real estate could help him achieve his goals to give back to his community, and how this realization completely changed the way he operated his business. Lee expands on how the Ninja Systems have allowed him to have a better business and a better life, the idea of training clients to be Ninja clients, and the importance of “getting off the electronic leash” periodically. Our hosts ask Lee about the next exciting phase of his business, his philosophy behind building a great team around him, and which Ninja Systems he still makes sure to do every single day. As Larry Kendall likes to say, you should only share things that can be duplicated. Lee’s inspiring journey of implementing the Ninja Systems and building an incredible business, all while giving back and doing the things he loves, is a brilliant testament to the kind of success you can find if you stay on the right path. For more information about Lee’s tech company, you can visit Majordomo.com or send an email to Lee@majordomo.com. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Today’s guest is Lee Eckroth of Town & Country Realty in Corvallis, Oregon Garrett and Lee have known each other since April 2007 Lee has a huge heart and desire to give back on an extreme level Lee’s introduction to Ninja and journey with Ninja Coaching He wasn’t quite ready to be coached at first - it took years to implement, but once it happened, it happened in a big way He realized there was too much going on that didn’t align with his values or how he wanted to live his life; a phone call with Garrett made him realize this He made huge changes mentally, physically, personally, and professionally Once he had a “clean slate,” he was ready to start the process back up with Garrett  Getting physically and mentally healthy helped Lee see what was truly important to him A key part of his journey was letting go of the past and focusing on the future Getting yourself in the mindset to be “coachable” Surround yourself with the best mentors and influences you possibly can Getting past thresholds on his journey Realizing he needed more than just working and getting paid - he wanted to give back and was inspired by other agents who did this Shifting the focus from how many closings they had to how many beds they could provide to needy children This transformed how they did business and the energy his office put out there People responded to this and became even more drawn to working with Lee’s team as a result The important role that Ninja Systems have played in Lee’s business so that he could enjoy more success than ever, but still have plenty of time for other areas of his life Training clients to be Ninja clients Lee wishes he would have implemented Ninja Systems earlier, but Garrett points out that the learning experiences along the way are all part of the journey “Off the electronic leash” vacations Ninja Systems give you momentum and make sure your business takes care of itself, even during challenging times Lee co-founded a tech company called Majordomo, which offers repair estimates based on your home inspection He brings Ninja Systems to everything he does Garrett comments that Lee is in top gear Lee’s team is his community Affirmations are a key part of Lee’s morning Being consistent with your Ninja Systems is key to success   Quotes: “For me, I love mountain biking. I love hanging out with people and appreciate being with my Ninja family today.” “I learned from Larry - only share things that can be duplicated.” “The implementation took years for me to grasp. But when that happened, it happened in a big way.” “Garrett and I were on one of our phone calls. I was multitasking, which tells you a little bit about where I was. Here I was, having this great coach, but I was doing multiple things while I was on this call, because obviously, that call wasn't the most important thing at that point in my life.” “I quickly got to a point saying, I got to figure out what I need to do to turn this around because it's possible this guy, Garrett, who was my coach, was seeing something I wasn't seeing.” “That was a key part of this whole journey was really figuring out where I wanted to go. And realizing that real estate was a tool to get me there.” “Getting physically and mentally healthy was really important… It gave me the ability to find out what was important to me, because I had too much other stuff around me that I thought was important. And it turned out that was just all stuff.” “You told me to go home and take down every picture that I had in my home that reminded me of the past and put those away and only focus on the future. And that was a key part of that journey.” “If I'm willing to be coached, great things can happen.” “The idea was for the number of bedrooms and residential properties that we sold, we would make a donation to this organization so they could give a bed to a kid. That was a complete turning point of my business.” “I'm a community guy. And for me, my community was my coaches. It was the people where I live, it was the people I worked with. It was never about the real estate. It was always about doing really cool stuff. And real estate was just a way to get there.” “I tried to surround myself with people who could extend some of the ideas that we had. But it came down to the Ninja Systems. And it was about attracting the right people you wanted to work with. And then using the Systems, the Buyers Process, and just everything that we do to train those people so that we could have our own lives.” “While you're teaching us to be Ninja real estate agents, we're training our clients to be Ninja clients.” “Looking back, if I knew what I know today, I would have worked three times as hard to get those systems up and running faster. That's one of the changes I would have done.” “Your clients don't respect you if you're taking phone calls while you're supposed to be with your kids. They just don't.”  “As long as you have good systems in place, people are going to want to work with you…  You could be a really great person, but if your systems are miserable, you're toast.” “We have this company today that we're really proud of. We are serving agents and homebuyers across the country, helping them better understand and make those confidence decisions based on that home inspection data.”  “Affirmations are a key part of waking up every day. And being in the right mindset, knowing what you're going to do every day.”  “For anybody out there, getting to a point where you have a greater ‘why’ than just real estate or having income - it can be life changing. And once you get into that space, that's really where the magic starts to happen.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group   Lee Lee Eckroth at Town & Country Realty Majordomo Website Lee@majordomo.com

On today’s episode, Matt and Garrett discuss current marketplace trends in pricing, and address the misinterpretation that sales are slowing down due to a lack of buyers. Our hosts explain that when the marketplace continues to appreciate, at some point this hits a ceiling and sellers push prices to the point that buyers lose interest, creating a bigger overall shift. For a transaction to take place, both buyers and sellers need to agree that a price is reasonable - if buyers don’t feel this is the case, they will make this clear through their offers or lack thereof. This is why buyers are really the only ones who get to determine market value and define the marketplace as a whole.  Matt and Garrett talk about listening to the buyers in this marketplace, and they discuss the pitfalls of sellers both underpricing and overpricing their homes. Our hosts explain why listing at fair market value is your best strategy, and share some important tools that will help generate interest in your properties without putting off the buyer pool. The key is to think beyond price and look at the marketplace from a buyer’s point of view. Garrett encourages listeners that the market is not slowing down. In fact, buyers are still very much out there, but we need to adjust our perspective (and prices) so that our listings appeal to them, and today’s conversation will guide you on how to do exactly that. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  When a marketplace continues to appreciate, at some point agents start to wonder when this will top out and buyers will lose interest This causes an interesting change in dynamic and creates a bigger overall shift Buyers are the only ones who are allowed to push the price - if they don’t feel it’s a reasonable amount, they will make that clear through their offers or lack thereof Your goal is to get as close to market value as possible There is a lot of misinterpretation in the marketplace right now, and Garrett does not agree that it is slowing down For a transaction to take place, two parties need to agree that the price is acceptable Buyers are the smartest people in the marketplace and it’s their money that will fund the entire transaction - they need to be working with smart agents (as opposed to the belief that new agents should start working with buyers) Buyers are going to define the marketplace As discussed with Tara Tooley, if you’re running a good buyer process, you can manage your time extremely well working with buyers When you put a listing price on a home, that is a marketing tool Listing a fair market value is overall the best strategy Pitfalls of both underpricing and overpricing - when you start to play this game, buyers back off and that is when properties start to sit It’s up to agents to supply the data and help sellers come up with the best listing price that will generate interest without putting off the buyer pool Six months ago, pricing higher wasn’t a bad strategy - but you need to keep up with current trends and take that into account when deciding on pricing When you gradually push the prices a little bit higher, eventually you start to hit a ceiling When you’re listing a home, you need to think beyond price - you want the home to appeal to buyers and position it correctly Tim DeLeon created a great pricing tool call Focus 1st to help with this This came out of a piece called Absorption Rate Positioning, which allowed you to look at the marketplace through a buyer’s eyes Buyers are hyper-educated about a specific chunk of the market, within a certain price range and style of home - this is why they’re the ones who are allowed to set the price of what a property is worth Appreciation trends over the past year The marketplace is going to speak to you as soon as you put a home on the market, and the faster the pace, the faster you’ll have to adjust People think the market is slowing down because of a lack of buyers, but the buyers are definitely out there - we have just misinterpreted the marketplace and need to look at it from a different perspective Pricing is the fastest thing you can adjust Don’t push the price - let the buyers get there They’re the ones who get to determine market value   Quotes: “We're seeing some interesting things happen out there in the marketplace in terms of pricing.” “Buyers are the only ones that are allowed to push the price.” “You're either going to get multiple [offers], or you're going to get one or you're going to get none. And when you start getting none or it's taking longer for offers to come in, that's when you start to say, Okay, we need to listen to the buyers in this marketplace.” “That is your goal is to get as close to market value as you possibly can.” “This is where, again, right now we need to step back and take a look and be like, What's happening in our marketplace? Because I'm tired of hearing people say the marketplace is slowing. I don't agree with that.” “When it comes to price, what's important to see is that to make a transaction happen, two parties need to agree on something. And price is one of those things.” “Buyer's agents have got to be smart too, because they're working with the smartest people in the marketplace.” “If you're running a really good buyer process, as we talked with Tara Tooley - you can manage your time extremely well working with buyers.” “When you put a list price on, it is a marketing tool. That is basically the initial offering of a property. There's a strategy around that… We recommend that if you list a fair market value, it  probably overall gives you the best strategy.”  “A lot of people don't even realize they're pushing the price.” “I think when we are first starting to go into a very fast moving marketplace, I think our - what we think we're pushing the price is less than what the market can handle, where the threshold is, I think once you've been in it for a while, you start going a little bit higher, a little bit higher, a little bit higher. We start pushing it a little bit more...then we start to hit that ceiling.” “They're sitting there saying the market is slowing down. It's not.” “As inventory starts to come back a little bit, as more people are considering selling, or as demand slows - whatever it might be in your market, we want to position against all the things that a buyer looking at your home will also look at. And when you start to take that into account, now you can present a price in accordance that would attract buyers.” “[Buyers] are hyper-educated in a specific price range, specific style of homes, specific area, neighborhoods, whatever that might be. And they know everything that's going on. They know every home that's come on, they know every home that sold in that price range.” “This is why [buyers] are the ones that get to set the price when it comes to what a property is going to sell for. This is why they're allowed to sit there and say, I'll pay more for that because I can justify it on a much higher level.”  “It's a great tool to go back to, to allow your seller to step out of being the home owner and really look at it from a different perspective.” “The market is going to speak to us as soon as we put this home on the market. And the faster the marketplace is going, the faster we have to adjust.” “One of the best things you can do is adjust, and adjust quickly to see if we can get into that zone - because the buyers are there. The buyers are out there.” “That's why these properties are starting to sit and it's like, No, we've interpreted the marketplace a little bit wrong, is what I'm watching. And we just need to take a look at it from a different angle.” “Really, price is the fastest thing that we can adjust. Because there's only so many things we can adjust.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

As we prepare to adapt to whatever changes may come our way in the future, today Matt and Garrett dive into the topic of a possible foreclosure wave, and what this potential trend might look like in the months and years ahead. They explain that yes, the foreclosure process may be getting started on a number of homes very soon, but there are still ways to avoid this fate by working with your bank and correcting your finances before it gets to this point. Matt and Garrett review the financial circumstances that led to the wave of foreclosures in 2008, and break down how today’s situation is different. They also discuss the importance of educating yourself and being prepared for anything so that you can guide your clients to success either way, and they explore the different ways investors can help people out of a bad situation. Remember that news headlines in general tend to skew toward the negative side in order to attract more attention, but the foreclosure process is not one that’s written in stone. There are many different ways to steer clear of that path, and it can even create new and creative investment opportunities for those who are open to them. As we learn in today’s episode, when change is on the horizon, you can either hope that it doesn’t come to pass, or you can prepare for it, look for the positive elements that come along with that shift, and find ways to embrace change and use it to your advantage moving forward. Tell us your thoughts on a possible foreclosure wave by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Today’s episode looks at what might happen if a foreclosure wave hits in today’s market There are a variety of opinions about foreclosures and home equity Matt and Garrett agree that yes, the foreclosure process will likely be getting started on many homes, but this may not be a problem for the marketplace as a whole due to the current abundance of equity However, individuals who are looking at foreclosure will definitely need to get their finances sorted Foreclosure is not necessarily a process that’s written in stone - once you are notified that the process has begun, you can still take measures to avoid it and protect your credit Different states and banks have different regulations around foreclosure and eviction - you may be able to work out a new arrangement to avoid foreclosure You might be able to sell your home with enough equity so it doesn’t become a short sale Garrett recalls the marketplace of 2006, when people were using their homes as a bank account and purchasing luxury items that they could not pay for - then the marketplace changed and home value dropped by 60% in California People are not maxing out their credit limit today the way they did then It’s still important to educate yourself and be prepared for anything so that you can guide your clients either way Messing up your credit can affect you in a number of ways - you may not even be able to rent There are many different ways investors and banks can work with you to avoid foreclosure (eg., buying your home and renting it back to you so that you don’t have to move) This could actually create new investment strategies If this change is coming, you can look at other opportunities that might come along with it and how you can use these to your advantage With the amount of equity the average homeowner is sitting on, to have your home foreclosed on would be foolish - there are too many options for avoiding this path Selling your home instead of going the foreclosure route can also help add inventory to the market Remember that news headlines are almost always written with a negative spin as this attracts more attention   Quotes: “What happens when this foreclosure wave hits this marketplace? And Matt, what are we seeing? What are we talking about out there?” “This is just my initial thought on this - yes, there will be foreclosures that happen or potentially happen. The foreclosure process will certainly be started with a lot of people who have stopped paying their mortgages, whether that's due to financial struggles, or the fact that there was a moratorium on foreclosures, and so people could stop paying their mortgages without penalty.” “On the other side of that is, because of the rise in the market, there is an abundance of equity, that I personally don't think is going to create a massive problem for the marketplace. For those individuals [who are going through foreclosure], it could be a big problem.” “You don't have to be foreclosed on. You don't have to have that on your record and have your credit dragged through the mud, because you have the option of selling your house or getting current or working out a new arrangement with your bank.” “Let me just sell my house because there might be, and most likely is, enough equity, that I could sell it without it becoming a short sale, which is another option that can be accessed to avoid foreclosure.” “At the time in 2008, when that happened, there were a lot of people that were already at the limit before the decline. Whereas I think there are far less people that are at their limit right now. So if there was a decline, people would be able to get out before the market would plummet 60% or 40%.” “This is a potential change on the horizon. You can kind of hope it doesn't happen. You can prepare yourself for what if it does happen, but the biggest thing is go get educated.” “Be open to the things that are not seen in the data.” “I could see somebody come around saying, Hey, no problem, actually, instead of you having to move out of your home and sell it, I'll buy it from you and rent it back to you. And you can stay in your home. And we'll let you work on getting whatever you need to get fixed up. And then you can buy it back to us at a predetermined price for a fee.” “That could be a very strong investment strategy, as people are trying to figure out their worlds here coming up. And instead of them personally selling it or having to deal with the bank, I do think there are people that will lean into the relationships they have with people that can help them out.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Following up on our recent conversations about being adaptable as we enter a post-COVID marketplace, today Matt and Garrett talk about embracing change and accepting that there is never one constant “normal” in real estate. Garrett explains that agents who have been able to adapt along the way are doing extremely well, and that change is a good thing as it forces us to recalibrate and move out of our comfort zone to learn new skills and grow. People also reach out to the people they trust during times of change, and it’s up to you to be able to help them navigate through it. If you are knowledgeable and primed for market shifts early on, this positions you to be a true guide and trusted advisor for your clients.  Our hosts offer their best advice for leaning into change rather than resisting it. They encourage listeners to surround themselves with people who learn and adapt as well, use affirmations, and to always be on the lookout for trends and data points that will help prepare you for what’s to come. Matt and Garrett draw parallels between changes in real estate to changes in our bodies and health and fitness goals as time goes on, and they discuss the example of lily pads on a pond to illustrate the power of being open and aware of change before others even realize what’s happening. Of course, once you think you have a conclusion, tomorrow is a new day and everything could change again, but this is why it’s so important to be ready for anything, and to be grateful for these constant opportunities to improve and flourish. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Going through COVID, agents are wondering when we’ll get back to “normal,” but there is no such thing in real estate There is never one constant “normal,” and today’s episode is about being grateful for change People who are able to adapt and avoid fixating on when the “good old times” will be coming back are actually doing extremely well To have a neutral market, the traditional stat is that you must have about six months of inventory Sellers market versus Buyers market Market shifts are usually gradual or “trending” rather than drastic changes like in 2008 or 2020 Since everything is always changing, it’s important to learn how to live in that changing environment and lean into it The only constant is change But there are still elements in your life that need to remain consistent, such as exercising every day, to help you stay in a positive, adaptable mindset The marketplace is constantly changing, which is similar to our bodies - we can do things in our 20s and 30s that we can’t necessarily continue as we get older We need to be constantly adapting around this change Parallels to health and fitness goals When things change, it forces you to recalibrate and find a new way of doing things that might be outside of your comfort zone - this enables you to learn new skills and grow The other constant in real estate is that relationships always perform well, but the tactics you use to foster these may change based on circumstances (e.g., not being able to meet in person during COVID) When things change, people reach out to the people they trust for guidance It’s up to you to to be able to help people navigate through this change, but if you can’t adapt yourself, then you can’t find a path for them Change is where innovation and growth comes from Our non-conscious brain is resistant to change Look around at the people you’re surrounded by - are they crabs or lobsters, who are pulling you back? Try to seek out people who embrace change and have a positive mindset Affirmations also help your subconscious open up to a different perspective and calm the anxiety that naturally comes up when things change The goal of a Ninja is to be able to open and aware of change before most people realize it’s happening - this positions you to be a true guide and trusted advisor Example of lily pads on the pond You need to do your research and talk to people to find out what’s going on so you can be prepared for it And even once you think you have a conclusion, tomorrow is day one again and everything could change   Quotes: “That's the one thing that we can always be sure about, is that there will be another change.” “People were able to adapt to change and not go, Oh my gosh, when's the good old times going to come back? They are doing extremely well and did extremely well through this time that we just went through.” “We don't really pay attention a lot of the time to the pace of change, because it's usually gradual. There are a few instances where it's drastic, 2008 and 2020 - drastic change...but usually it’s gradual.” “If everything's always changing, why don't we just learn how to live in that changing environment?” “There's those that adapt to change, and there's those that are waiting for the good old days to come back. The ones that adapt to change, flourish, the ones that are waiting for the good old days to come back are perfectly adapted to a world that no longer exists.” “When you look at change...it's not good or bad. It's just change.” “There's a reason that a big part of Ninja is focusing on changes in people's lives. And what we consistently watch is that as big changes happen, people reach out to the people they trust.” “If you are not willing to adapt to change, you can't find a path for them.” “We can prepare ourselves for change by putting some of the practices in place that can help us get through change.” “Be open to understanding information that is there and be open to looking into that information as well to understand what's going on.” “When you see these things on the horizon - to adapt to the change, and to be a trusted adviser, you’ve just got to go do some research.” “Even once you have the conclusion, you have to be like, Alright, day one again. I have to keep open and be ready.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

When you invest in the team of people you work with, it can make everything run smoother and even help grow your business. Today Matt and Garrett discuss what it means to build your team, grow your team, and invest in your people. You can do this monetarily by providing training and education for your employees, but you can also invest in them internally by building connections and taking the time to understand their goals and what they’re hoping to accomplish. When you hire a new person, you’re not just paying them to do a job - you’re giving them an opportunity to achieve their hopes and dreams. Creating connections makes people excited to work with you, and want to go above and beyond to help the business succeed. Our hosts share their favorite examples of team-building rituals and activities that help colleagues relate on a deeper level, allow their personalities to shine through, and create an atmosphere of fun together. These experiences can also help people tap into skills they didn’t even know were there. Matt and Garrett talk about having the “Magic Wand” conversation with your people, how truly knowing them can enhance your client experience as well, and why investing even a little bit of time and money into your team can go a long way and motivate top producers to stick around long-term. This isn’t an expense - it’s an investment. And if people perform better because they love being part of your team, that is absolutely an investment you want to double down on. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  As the Ninja coaches and instructors have gotten together recently, they’ve been talking a lot about what it means to build your team, grow a team, and invest in your people It’s important to invest in the team of people you work with because it helps everything work better and grow your business This might be your assistant, transaction coordinator, and vendors like photographers or contractors It’s an important topic for people who are looking to build a team, and also for managing brokers/owners It’s not enough to just pay people well You’re not just hiring people to do a job, but you’re also giving people an opportunity to achieve their hopes and dreams Matt loves to hear when agents hire someone new, and they feel excited to send them to a Ninja Installation so they can learn all the tools and systems they’ll need for success Investing in people can show up in a lot of different ways - you can invest in tools and training, but also take the time to get to know them, build connection Examples of team building rituals at The Group (Susie Ewing’s office in Fort Collins, Colorado), and Matt and Garrett’s experience at a cooking class These activities help people connect on a deeper level, see each other’s personalities, and create an atmosphere of fun together You need to look at these expenses as investments - if people perform better because they love being part of the team, that is absolutely something you want to double down on Take the mentality of creating relationships with your clients and apply that to your team Have the “Magic Wand” conversation with your people to help uncover their goals Knowing other agents and working together also ensures that your clients will be well taken care of if something comes up that may not be in your wheelhouse Invest in the mindset of your people (e.g., mindset of abundance) Invest in education within your business and beyond  (e.g., starting a book club) This creates a ripple effect in job performance and happiness Example of The Group helping employees with investments and setting them up for financial wealth Investing even a little bit of time and money goes a long way - it doesn’t have to be expensive This goes for top producers as well - they may not need your help selling real estate, but are you investing energy into their other goals? You need to always ask yourself whether you are investing in your people to make their world, their job, their experience better and show that you care about them This will make your team want to work together and stick around long-term It’s much better to invest in the people you have now than to continually hire new people   Quotes: “As we coach people, and as we work with them, we watch them bring team members and we watch them grow.” “Whether it's just an assistant, a transaction coordinator, or whatnot - even all of your vendors that you work with...photographers to contractors to home inspectors - all of these pieces, we need to invest in them. And we need to help grow because it helps everything work better.” “When I look at investing in your people, I look at the same way we look at our clients, when we're helping people buy and sell, we ask a lot of questions, we talk about what their dreams are, what they would like to accomplish. And that's missed out a lot when you look at companies and teams.” “You're not just hiring somebody to do a job. Yes, on paper, that's what it is...But you're also providing, as an employer, so to speak, an opportunity for this person to achieve their hopes and dreams.” “Investing can show up a lot of different ways.” “These are team building investments that take time and energy, there's some money involved. But it's that thing that brings that group closer together. It’s what makes people fight to want to be in the Mulberry office, because it brings in a group of people that are all like-minded, having a good time, enjoying this business. And that’s what you want.” “It was hysterical. Every coach walked out of that room saying this was an incredible way of seeing each other's personalities.” “That's the beauty with building a team, is when you do something like that, you're going to watch skills come out of people that you didn't realize were there, or they were stronger than what you thought, by creating that environment.” “If you have somebody who can perform better, because they love being a part of the team, that is an investment that we need to double down on.” “Making sure that you all understand who each other is really opens a lot of doors.” “This goes beyond job roles as well. If you're investing in the education, development of your assistant, of your team, members of your staff - if you're an owner, these things can have a ripple effect in terms of their performance and their happiness.” “When you're not giving in and investing, those people don't want to show up for work in the long run. They don't want to step up and go above and beyond, to go do something outside the box for the sake of the company… You can very clearly see a company where they have not invested in their people.” “As a business owner, take a look around at who your people are, pay attention to them and figure out - What is the best thing I can do to invest into them to make their world, their business, their career, whatever it is, better? You will have longer standing employees and partners in this business.” “There's a whole financial component to this, to the cost of hiring new people… It's way better to invest in the people that you have.” “Your ROI on the investment into your current people is going to be way bigger than finding new people.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

The Ninja Selling Podcast is all about breaking down current trends we see in the real estate world, and today, Matt and Garrett explore the idea of people selling their homes, but not necessarily turning around and buying. More and more sellers are cashing out and perhaps living in unconventional ways or renting until they’re ready to jump back into the marketplace, which adds inventory without adding to demand. Our hosts explain how this trend might affect the marketplace, and also open up a world of new possibilities as your clients consider their next move after selling their homes. Rather than staying fixated on the traditional path of selling your home/buying a home, today’s episode is all about adapting to this possible change, and using it as an opportunity to show your expertise as a trusted advisor, and build relationships by asking the right questions to help your clients discover the best possible option for them, even if that means moving to a van down by the river!  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Matt and Garrett are noticing a trend of people selling their homes, cashing out, and renting instead of moving into another home while they wait and see what will happen in the marketplace This is going to drop demand for homes and also create more inventory When you have someone who wants to sell but not buy, this adds to inventory without adding to demand Some people are deciding to live in unconventional ways instead of rushing to move into a new home (e.g., living in an RV or at a campsite) This allows them to slow the transition down, which a lot of people appreciate This trend could really affect the marketplace as we add more inventory It also changes the conversation and opens up more options than just selling your home and buying another It’s important to ask the right questions so you can guide your clients instead of staying fixated on the way things are “supposed” to be Again, as a realtor, you need to be adaptable and be aware of all possible options for your clients “Warm/Hot” List If your clients are willing to take that calculated risk, it’s your job to guide, support, and educate them through it We don’t always have to have a solution - it’s about asking the right questions to help your client understand their own dreams and goals for homeownership or otherwise This can be frustrating as an agent, particularly when you know it may not lead to a sale However, it is still an opportunity to showcase your expertise, foster relationships, and build a reputation as a trusted advisor, which is huge If you’re truly connected with people, they will come back to you when it’s time to make a change, and they will refer you to others as well Example of Garrett’s outstanding experience at a local restaurant where he felt completely taken care of It’s all about creating the best possible experience so that people will always want to come back to you After this period of uncertainty, people are turning to trusted friends and family more than ever, which has created an incredible referral relationship market This is where you come in - if you can establish yourself as a trusted advisor who can guide people, educate them on all their options, and look out for their best interests, this will open up a world of opportunities   Quotes: “I'm amazed how much Larry Kendall shows up in our [Facebook] group and is interacting with it.” “I'm starting to see a trend of people saying, Well, I’ll cash out, put the cash in my pocket and rent something for a little while here, just to watch and see what this marketplace is going to do. And this is going to do two things - One, is it's going to drop the demand a little bit. But it's also going to increase the inventory.” “I think in our mind, we get in that mindset of, The answer is to sell and buy. This is what I'm going to help these people do. And I think the beauty of the conversation we're having right now...it’s like, let's give them another option.” “As a realtor and a guide...as these changes happen, it's so important to ask questions versus saying, Well, this is how it's supposed to be. Because otherwise you're going to get lost in the weeds.” “We're a guide in this process. And you can only guide if you know where the people want to go, and what that scenario looks like for them, and what they're trying to accomplish.” “All these crazy ideas that are opening up for people right now. And they might sit back and say, Look, maybe I don't want my primary residence to be in the real estate market.”  “In times of market shifts and changes, no matter how slight they are, the opportunity to showcase your expertise, and build a reputation as a trusted source is huge.” “If you're truly, truly, truly connected with them, and you're that source of information, you're the one they can come to with any questions at all...that's part of the experience that makes them want to refer.” “This [podcast] is to say, Hey, there is a potential trend that's identified here. And here's your opportunity to ask questions and really showcase how great of an advisor you can be. Because it's going to be a good move for your business long-term.” “I have never seen a better referral relationship market than what we're in right now. This time that we've gone through, of uncertainty and change and things being turned on their side, has made people come to the trusted people in their worlds.” “If you can be this person in people's lives - this advisor that helps them get to where they want to go, show all the options, and is watching out for their best interest, there's so much potential business way beyond the person that's just in front of you. And if you can figure that out, and help guide them, this is where miracles can happen in your world right now.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

On today’s episode, Matt and Garrett sit down to discuss an upcoming shift in the marketplace that they’ve been noticing, and how agents across the country can prepare themselves for a possible change. As we start to see showings and multiple offers slowing down, it seems the markets may be gradually cooling off. While some may wonder if we’re returning to “normal,” Garrett explains that there really is no such thing in real estate, with different variables always creating a unique marketplace that we never see twice. Because the market is always shifting, we need to be aware of what’s going on and be able to adapt to change at any given time. Our hosts explain that while it’s still too early to predict exactly how this “constipated marketplace” will play out, sales are still very much happening and there is still ample opportunity for growth. They talk about setting realistic expectations for your buyers and sellers, asking them the right questions, and using this information to guide your clients through any marketplace. Matt also encourages us to keep our eyes open and look at the available data to strategize  for success with our clients, and to use this time to slow down, reevaluate our processes, and remember that the need for real estate changes will never go away. As long as you make sure to stay educated and prepared, you will be able to handle anything as we move forward in the coming months. And Matt and Garrett will be here to walk us through it all, no matter where the “new abnormal” takes us. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Markets seem to be cooling off a bit, with homes getting one or two offers instead of multiple offers Larry Kendall says that we’re moving into the “new abnormal” following COVID People wonder if we’re going back to a “normal” marketplace, but in reality, we have never had the same marketplace twice - it’s always different There are always different circumstances and variables that make it a unique marketplace We always need to be aware of what’s going on in the market and be able to adapt to change at any given time It’s still too early to predict exactly what is going to happen Showings and multiple offers may be slowing down, but sales are still happening - there is still plenty of opportunity  It’s important to set realistic expectations for your buyers and sellers, and ask the right questions This is the time to slow down, reevaluate your processes, make sure you’re doing what you need to be doing, and that you’re gathering all the information you need to guide people through any marketplace Questions help clarify confusion as we shift into a new marketplace People are still going to get married, start new jobs, have kids - the need for real estate changes will always be there You can’t blame the market for anything - remember, we make up the market Example of agents still having tremendous success through the 2008/2009 Recession Keep your eyes open, ask questions, look at the data to strategize with your clients Make sure you’re extremely educated about what’s going on in the marketplace at any given time There is always a winning strategy If you are thinking about selling right now, the opportunities are massive if you feel that that decision fits your needs right now Be prepared, ask plenty of questions, and you’ll be able to handle anything Whatever happens in the coming months, Matt and Garrett will be here to walk us through it   Quotes: “The conversation is also coming up - are we going back to more of a ‘normal market’? Are we shifting back a different direction here that we used to be in? And I thought it was interesting, Larry had brought it up yesterday that we're in the ‘new abnormal’ is what he's calling it. And I think we're going to continue to be in the ‘new abnormal’ for a long time.” “If you look at every market we've ever been in, I've never seen the same marketplace in 20 years that I've been around real estate.” “There's always different variables, there's always something going on, that makes it a unique marketplace.” “With any business in any community, we need to always be looking around and saying, What is the current market that I'm dealing with right now?” “My dad used to say, Those who resist change are perfectly adapted to a world that no longer exists anymore.”  “The marketplace is constipated right now.” “Sales are still happening. It's not that sales have slowed down. And I think that's where you can get confused is - Maybe showings have slowed down. Maybe the multiple offers have slowed down for certain properties, but they're still happening for certain properties. There are still properties getting over asking. We're just starting to see some properties sit on the market, instead of a few hours, it's maybe a couple of weeks. And maybe there's a price reduction happening here or there.” “You've got to continue to ask questions. The processes that are in place force you to ask questions. They force you to slow down, and with the information that you gather, you can guide somebody in any marketplace.” “A lot of people had a lot of confusion coming out of where we’ve just been. And they're stuck and frustrated on, How do you move forward? Which makes people back away. Confusion makes people not be able to make decisions. Questions, though, clear confusion.” “People are going to still get married, they're still going to get divorced, they're still going to have babies, they're still going to lose jobs, and they’re still going to get new jobs. This stuff doesn't stop. But they need to know a path on how to navigate through that, and that's where - everybody who’s listening right now, needs to get their focus on over the next couple months.” “You can’t blame the market for anything.” “The number one thing that I kept telling people was go back to the list of change, stay in flow with your people. And you're going to find people in here, that no matter what the marketplace is doing, no matter what is going on, they need help. They need help moving from point A to point B, because that is how our world works. And that's never going to stop.” “Keep your eyes open, ask questions, and don't assume that you know exactly what's going to go on. Use data, use information, use what people are saying in response to your questions to help strategize with your clients.” “You need to be extremely educated on what's happening with real estate in your marketplace.” “What a great time to be in a position if you're like, I'm thinking about selling my house. The opportunities that are around that right now, if you are potentially a seller, are massive. The equity that people are sitting on is absolutely incredible. It's life changing equity.” “Keep your eyes open, ask questions of your clients. And you're going to handle this just fine.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Building on last week’s conversation about Parkinson’s Law, today Matt and Garrett take a look at PIE Time and what your time is really worth as a Ninja. Garrett reviews the history of PIE Time and how it came about. For those who may be unfamiliar with PIE Time, P = Productive Time (time that you’ll actually get paid for - you, a customer, a contract); I = Indirectly Productive Time (FLOW time; Ninja Nine time – generates P time); and E = Everything Else Time. Our hosts break down each component of PIE Time, and give detailed examples of each. They review why no time is created equal, with Indirectly Productive “I” Time being the most important piece in terms of generating income. And although Everything Else “E” Time is sometimes referred to as “Non-Productive Time,” Matt and Garrett explain that this is still a crucial slice of the “PIE,” as it can indirectly help with your overall attitude and work ethic. They talk about goals for your I to P Time ratio, wherein for every two “I” hours you spend, you will be rewarded with one “P” hour at peak performance. You’ll hear about “P” or “Paid” Time (showing property, going on listing appointments, writing and negotiating initial contracts), which is the easiest time to measure and is the basis for determining your worth per hour.  Matt and Garrett also discuss the three most important things you can do to increase your dollar per hour amount, the wide range of hourly rates they’ve seen in coaching, and finally, they dive into the numbers with great enthusiasm to illustrate exactly how knowing your worth can help you analyze your business, run it more efficiently, and make the best decisions possible for how and where to spend your valuable time. Let us know your feedback by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Today’s episode looks at what your time is really worth Time is a non-renewable resource Matt and Garrett dive into PIE Time - what it is and how it came about P = Productive Time (time that you’ll actually get paid for - you, a customer, a contract) I = Indirectly Productive Time (FLOW time; Ninja Nine activities – generates P time)  E = Everything else time It was initially called “PIN Time” - the name has since evolved, but it’s the exact same (the “N” stood for Non-Productive Time, but this had a somewhat negative connotation) Garrett feels that the label “Non-Productive Time” actually motivates people to become more efficient so they can move out of “Non-Productive” mode For the purposes of this podcast, E Time = Non-Productive Time - but it is not necessarily negative Some of your best time spent will be on E Time activities - it may not directly produce another transaction, but it’s a valuable part of your role Example of big businesses having a risk management department - it does not generate revenue, but it protects the bottom line and helps the company run better, which produces more business Many E Time activities are something that an assistant can help you with I Time is where you will directly grow your business - it’s the most important time you can use  The Ninja Nine are largely comprised of I Time If you are spending an inordinate amount of time on E Activities (e.g., a 3-hour closing), this is an opportunity to look at how you can better manage your systems to avoid this happening again Morning affirmations are an excellent example of E Time activities that do not directly bring about business, but are still important and worthwhile I Time is the one you absolutely want to put on your calendar, and you have complete control over Examples of I Time: Lunches with clients, Hour of Power, customer service calls - but they need to be spent connecting and asking FORD (Family, Occupation, Recreation, Dreams) questions Deals with still go through if you don’t do customer service calls, but you may not get any referrals out of them Not all time is created equal The truth will come out in your I:P Ratio Distinction between I Time and just living your life, seeing friends - sometimes your life is I Time You don’t have to track your I:P Ratio, but if you’re so inclined, for every “I” hour that you spend, you will be rewarded with a certain number of “P” hours - an ideal goal would be two “I” hours to one “P” hour, or even a 1:1 ratio Paid hours - “P” Time is where you can really have some power over your business (showing property, going on listing appointments, writing and negotiating initial contracts) These are also easiest to track and it’s where we want to measure our value Take your total income and divide it just by your P hours to determine your worth per hour Knowing your dollar per hour can help you decide who to spend your P hours with (e.g., shuttling people around to look at properties when you know they’re not ready to buy will bring your dollar per hour way down) The more effective you are with your I Time/Ninja Nine activities, the better your ratio gets because the better it produces P Time The most important things to work on to increase your dollar per hour are: 10 step Buyers Process, Sweet 16 Listing Presentation and your pre-listing interview The Power of the P (Process and Preparation) Income per P Hour versus Income per T Hour (total time when you include P and E time together) It’s important to know your own numbers so you can work with them and identify where you can improve Analyzing your numbers will also help you make smart decisions with your business Track your numbers first thing in the morning It’s very easy to do and doesn’t take very long - you just have to be disciplined about it Schedule your time, manage your time, and track your time   Quotes: “What is your time really worth? And how can you scale it?” “When I think about certain N Time or E Time activities, those are some of the biggest things that fall into the Parkinson's Law of, Okay, maybe these things are of some level of importance - it's not helping us with any new business, but I'm not going to put it on my calendar because it's just kind of this everything else stuff. So it'll just kind of fill in the gaps. But then it starts to fill in the space where we have allowed for productive things.” “Firstly, we need to understand that it's not negative, just as you said, Matt. Some of your best time you're going to spend in your business is E time activities.” “These are the things that an assistant can help with. A lot of E Time activities are where you can bring somebody on board to help you, who can add value to your business and to your clients.” “Most businesses look at success as solidified contracts, right? So what we're trying to do is you're trying to make contracts come together.” “That's a good example - gratitudes and affirmations - E Time. I'm not stopping doing that… There's your identification right there of understanding where time is, but how things are important versus productive versus indirectly productive.” “I Time is the one thing where this is what you put on your calendar. This is the one thing that you have complete control over, but only you have control over. Nobody else does. But other things can take I Time away from you if you're not careful.” “It's only I Time if you actually are asking FORD questions.” “Depending on how you approach [I Time] that day, you can actually produce different results for yourself, depending on how you engage it.” “Customer service calls are invaluable I Time, and we've all watched it - your number one best source of referrals right now is the current people you're working with.” “There are a lot of Ninjas that I know that have built pretty amazing lives, that their lives turn into their I Time, and they wonder why they're so successful. There's people out there like, I don't know - I'm just living my life or going out and hanging out on the boat with friends...and I just got referrals coming in. Well yeah, because your life is I Time!” “If you're inclined to track it, there's a ratio that shows up that says, For every ‘I’ hour that I do, I get rewarded with however many ‘P’ hours that are there.” “When I'm coaching somebody, and somebody wants to track these numbers, my goal is to get them to a 1:1 [ratio].” “This is where you can figure out what your dollar per hour is - if you know that number, you get to make some very healthy business decisions about who you're spending your P hours with.” “Your I Time ratio is directly correlated to the power and efficiency and effectiveness of your I Time activities for your Ninja Nine. So the more effective you are with those activities, the better your ratio gets, because the better it produces P Time.” “So preparation and process - so important towards maximizing that income per hour.” “This is why it's important for you to know your own numbers, because once you know it, now you can change it. Now you can do stuff with it.” “If you take the time to learn this about your business...if you really want to be an educated business owner, and you really want to understand your platform, you should take the time to track these numbers and learn about it. Get a spreadsheet and start keeping track of all this. The data you will get out of it is absolutely amazing, too. So you can make smart decisions with your business.” “The point is to understand this so that you can be better at managing your time, so you understand the value of doing a Monday morning agenda, understand the value of time blocking your calendar for your Ninja Nine activities, so that you can see what your time is worth.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode dives into Parkinson’s Law and its two main components. Firstly, work expands to fill the time allotted, meaning that if you give yourself a certain amount of time to work on a given task, you’re going to use up all that time to get it done. For example, if you tell yourself you need to make a phone call by the end of the week, you’ll switch back and forth between tasks until you finally arrive at the end of the week and rush to get it done. The second piece of Parkinson’s law states that time will be spent inversely proportional to the importance of an activity. In other words, we typically spend less time on important tasks, like creating a business plan, than we do on unimportant tasks, like scrolling through social media.  Matt and Garrett explain why Parkinson’s Law is primed to be broken, and how Ninjas can go against it by making the absolute best use of their time and spending it in a highly productive, highly focused, highly motivated frame of mind. Top agents look at which tasks are going to produce the biggest and best returns, and make those first priority with no negotiation. Our hosts also discuss the importance of using a schedule to give yourself set times to work on certain goals, rather than leaving your calendar open-ended and allowing for distractions. This way you're setting yourself up to work with maximum efficiency within that devoted time block, and you’ll be able to fully concentrate on your other Ninja Systems later on, or even enjoy events in your personal life, without having unfinished projects looming over your head. Accountability partners can also help you stay on task and be on purpose with your hours. And most importantly, being aware of Parkinson’s Law is the first step to overcoming it. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  A reminder to submit your topic requests and suggestions on the Ninja Selling Podcast Facebook group Today’s topic is about Parkinson’s Law and how to maximize the way you manage your schedule and time The first part of Parkinson’s Law is, “Work expands to fill the time allotted” If you give yourself a certain amount of time to work on something, you’re going to use up all that time You’re spending mental time and energy thinking about a given task up until the moment you get started If we had just hammered it out and completed the job right away, we wouldn’t have spent all that time with it looming over us and taking up mental space Then we can actually be more efficient as we tackle other tasks as well Real estate review is a great example of this Switching between tasks also wastes time Give yourself a set time to work on something instead of leaving it open-ended and allowing for distractions (e.g., allotting 45 minutes to complete your Monday morning agenda rather than letting it drag out for a day and a half) You incur an Opportunity Cost when you allow things to take up more time than is necessary Put goals on your calendar and schedule time to work on them instead of leaving the completion date vague (e.g., “I’ve got to get that done this summer”), otherwise it will keep getting pushed off over and over again Be reasonable and give yourself enough time to complete a task, but Garrett is also up for the challenge to see if you can actually get things done faster than you think Part Two of Parkinson’s Law is that time will be spent inversely proportioned to the importance of the activity Business plan is a good example of this - we often spend more time scrolling through Facebook than we do focusing on developing a business plan that will create direction and growth Another example is that we often choose to spend our time and energy picking up fast food instead of cooking healthy meals at home that will nourish our bodies Prioritize the Ninja Nine, run the system of a weekly routine, and you’ll see incredible results Top producers go against Parkinson’s Law as they make the absolute best use of their time and spend it in a highly productive, highly focused, highly motivated frame of mind They look at which tasks are going to produce the biggest and best returns, and that’s what gets their time with no negotiation If you don’t focus on the most important tasks, they’ll quickly find themselves in equilibrium with unimportant tasks, and you definitely do not want that This ties back to our episode about Extreme Ownership and having discipline in your life Ask yourself if you had integrity today and showed up for the things you said you were going to do Try to practice this and make sure you schedule time for important activities If you take care of these first, it leaves plenty of time for your Hour of Power, customer service calls, etc. Accountability partners can be incredibly helpful (unless they let you off the hook) If you tell yourself you are finished at 6 o’clock, you’ll be more efficient with the time you’ve given yourself instead of letting it spill over into all hours of the night Having a detailed schedule will help you do this - don’t just write “Ninja Activities” between 8 and 10 o’clock This is called not being on purpose with those hours The first step is to experiment with your calendar and analyze what works for you Remember that it will constantly change and evolve based on what’s going on in your life But making sure you’re scheduling enough time to get everything done means that you can focus and be present in other areas of your life, rather than being distracted by everything you need to do later Be aware of Parkinson’s Law and know that you can overcome it   Quotes: “If you have enough time to do something, naturally that’s just what we do.” “Your brain is actually burdened with it not being done, which stops you from being able to run at the highest efficiency with the other tasks.” “You need to set time aside, you need to focus on it, schedule it and get it done, get it completed. Because as of right now, we've got no deadline on it, we have dreams of this thing we want to do. And the reality is it's just taking time and energy and effort to be successful moving forward. Because again, it will expand, it will keep expanding and keep expanding until it has to be done.” “I think there are things we can get done way faster than we ever imagined.” “So we'll spend less time on important tasks and more time on unimportant tasks.” “It's funny how we interpret things of what I have time for and what I don't have time for.” “I think you can also make sure that those 30 minutes are in a high productive zone of doing that important task, versus, let's say, 25 of minutes of that being done doing unimportant things.” “I think the law is primed to be broken. And I think that if you're running without focus, this is how everything just kind of equalizes out. This is how the majority of the population runs their life, is time being spent inversely proportionate to the importance of the activity.” “I do think highly focused, highly motivated, top producers in anything that you're setting your heart into, they go against this law. Because they are going and starting their days and saying, Okay, what are the things that are going to produce me the biggest and best returns that I have for the future here? And that's what gets their time with no negotiation.” “They're approaching it along the lines of, Nope, this gets my time, first and foremost, upfront. And if I have time for the unimportant activities, I will let them kind of fill the void.” “[The Monday morning agenda] is a very important activity. And it gets so little time, particularly when you let that time just expand. And man, if you contracted that, and just took care of that...it's going to help you take care of showing up for an Hour of Power, customer service calls.” “Now it's not just you letting yourself down, it's letting somebody else down, which is way more powerful. We are way more inclined to let ourselves down before we let somebody else down. And that's why accountability partners work so incredibly well.” “If you can help yourself get to that level of intensity internally, where you're not condemning yourself, but you're being honest with yourself, you're going to be able to control this a lot more.” “What's so interesting about that person that gives themselves 24 hours, and if I need to, I'll be up till three in the morning - some of the most efficient people I know, that are cranking out really high levels of business, are done by 6 o’clock.” “This is not available time to work, which means you become more efficient with the time that you've given yourself.” “When you watch somebody who's struggling with the Ninja Nine, I'll be like, Show me your schedule. And we'll get into their schedule. And their schedule says from 8 to 10 o'clock, it just says Ninja Activities - just wide open Ninja Activities between this time.” “This is called not being on purpose with those hours.” “It needs to be scheduled out so you have a start time and a finish time. You can complete it rather than this, I'm just going to fill the Ninja stuff in this time. And you wonder why you're not getting it all done. You wonder why you're floundering. You wonder why you're stressed out and last minute trying to cram stuff in. That simple thing will change your calendar.” “Acknowledge that this law exists, and then acknowledge that you can break it. You can overcome this one… Having awareness of [Parkinson’s Law] helps you recalibrate.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s “Quick Hit” episode looks at the importance of taking your listing marketing seriously. A recent study by Inman reviewed 25,000 listings across Zillow and Realtor.com, and found that the vast majority of real estate listings lack good visuals, with only 10% of single family home listings including a floor plan, less than 30% of the photos on the listings meeting best practices, and 94% offering no video or virtual tour whatsoever. This is a huge missed opportunity for agents, and today Matt and Garrett explain why. Lack of floor plans, poorly lit, grainy or upside-down photos, and “just okay” online listings give the impression of unprofessionalism, and tell potential buyers that you are “just okay” as an agent as well. As Garrett points out, you want to give your listing every opportunity possible to be the “cream puff” people will want to check out right away. Matt and Garrett break down the many excuses they hear agents make for not taking their listing marketing to the next level, beginning with the expense of hiring a professional. Hiring a skilled photographer will make your listing truly shine. This will not only help your current listings sell faster, but it will also attract more business as it speaks to the kind of quality work and attention to detail you offer. Next, they discuss the importance of a floor plan as it helps potential buyers visualize themselves in the home after they’ve walked away from it, and can even limit potential barriers for them putting in an offer.  Hiring professionals to include exceptional visuals in your listing sets the stage for who you are as an agent. It also ensures that you’re making the best use of your time by keeping the focus on phone calls and other important Ninja systems. And at the end of the day, it isn’t an expense - it’s an investment in your business that will pay you back over and over again. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Today’s “Quick Hit” episode looks at the trend of people not taking their listing marketing seriously It’s important to be a professional and show up for your clients to make their listing as attractive as possible (e.g., professional photography, getting floor plans done, putting together a virtual tour) A study conducted by Inman searched 25,000 listings across Zillow and Realtor.com and found that the vast majority of real estate listings lack good visuals Only 10% of the single family home listings had a floor plan, less than 30% of the photos on the listings met best practices, and 94% had no video or virtual tour More and more people are using professional photography Floor plans are very important as well, but a lot of agents make excuses for not using them Floor plans help potential buyers visualize themselves in the home when they’re away from it This is a huge missed opportunity With photos, even if the quality or lighting are slightly off, it can give the impression that no attention to detail was paid and cast doubt in buyers’ minds Give your listing every opportunity possible to be the “cream puff” that people will want to go check out It’s okay to hire professionals to help you do this Make your listing “shine” This will not only help your current listings sell better, but it will help you attract more as it shows what kind of high quality work you do Understand your dollar per hour as a real estate agent  Even if you’re a great photographer, it’s a much better use of your time to be on the phone than to be taking listing photos yourself It is absolutely better to hire a professional in these cases, and it also limits your stress If you’re not including floor plans or you’re using poor quality photos, it speaks to your lack of process and conveys unprofessionalism Photos that look “okay” are not good enough, especially when it doesn’t cost a lost of money to make them exceptional Every single thing you put out there relates to who you are as a business If a photo is just “okay,” people will think you are just “okay” as a realtor, too Hiring a professional to do the floor plan or take exceptional photos takes it to the next level and sets the stage for who you are as a professional It’s not an expense, it’s an investment in your business Floor plans can help eliminate potential barriers to buyers putting in an offer There’s no excuse for not having a floor plan - Home Depot and Lowe’s offer them Again, just because you can do it doesn’t mean you should - there is a better use of your time   Quotes: “It's one of those things that they are starting to document more now, they are starting to pay attention to more now. And it's funny that people still don't show up and do it. And we watch people cut corners all the time.” “[This study by Inman] searched 25,000 listings across Zillow and Realtor.com and found that only 10% of the single family home listings had a floor plan, less than 30% of the photos on the listings met best practices, whether they were done ‘professionally’ or not. And 94% had no video or virtual tour.” “My first installation that I went to, Larry talked a lot about floor plans. And still to this day, so many Ninjas don't use floor plans - Well, we don't need that. Well, I don't know where to get that. Well, nobody will do that. And it's just the excuses that come out. I love a good floor plan. It makes it so much easier to understand a home and connect with it at a different level.” “Give that listing every opportunity it has to be the ‘cream puff’. And if you're the weak link in it, figure it out! Go hire a professional to take you out of the equation. And it's okay to be the weak link. I don't want you to all become professional photographers - you’re professional real estate agents.” “Part of this isn't even just making your listing shine so that they sell better and all that. It's also, if your listing shines online, as Larry [Kendall] says, people are going to see that. And so the next listing pitch that you go on, they're going to see what type of work you do.” “More of you are $1,000 per hour people than you realize.” “There's a better use of your time in this industry that you're in. I would much rather you be on the phone calling people for that whole time... You will pay for your photographer over and over and over again by you not being there.” “If you're not putting some of these things up, what it says to me is you don't have a process. There is not a process. There is not a marketing plan that exists, at least not a high quality one, when it comes to you launching a listing.” “If a listing gets launched with 10 photos, and one of them is an upside-down photo, or it's just 10 photos, and they're grainy, if there's no floor plan listed in the documents - it just shows to me that you’re not using a good process. And that's not somebody that I'd want to work with as a professional.” “Even the ones where those photos look okay - okay is not good enough when it comes to this, because it doesn't cost a lot of money to make them exceptional.” “Every single thing that you put out, whether you are directly putting it out, you're directly having a conversation with somebody, or it's a piece of marketing that goes out directly, relates to who you are as a business.” “When you bring in a professional to take care of it for you, when you take that little extra step to have it done at that level… This is your opportunity to set the stage of who you are as a business owner.” “At the end of the day, every single dollar you put into this is an investment into your business. It is not an expense because every single dollar you put into this will help you get more business. It will help you be more successful.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

The recent news about Sir Richard Branson launching into space on his Virgin Galactic rocket plane has Matt and Garrett thinking about the way we interpret people going after their dreams. On today’s episode, they talk about the inspirational element of this story getting lost in the news cycle, with many feeling that they’re simply more motivated by everyday folk in unexpected moments of greatness instead. But we forget that Branson did not start out as a billionaire with a space company. Like all of us, he started as a kid with a dream, who worked tirelessly, overcoming failure after failure, to get to where he is today. This happens all the time in the real estate world, with agents often dismissing the success of others as lucking into a favorable marketplace, rather than the result of hard work. This kind of mentality places limits on ourselves, and prevents us from learning in the presence of masters. Our hosts discuss the idea of hitting rock bottom before you can turn things around and go after your dreams, and explain that we can do this at any point in our lives. We can also learn a great deal from other people’s failures and successes, and use them to grow and build a better life for ourselves, if we are paying attention to how people are pushing through instead of condemning them. We always need to be asking ourselves, “What can I learn from this?” Each day we can choose to take ownership over our lives and put in the work towards reaching our goals, or we can make excuses.  Matt and Garrett challenge us to start taking action today, and remind us we don’t need to venture into space to accomplish the extraordinary. As “Mastery” points out, we can be inspired by ourselves in our “ordinariness” as well. Sir Richard Branson’s journey is a testament to what can happen when we embrace our inner child, let go of limitations, and truly believe that we can make our dreams a reality, no matter how big or small.  Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Sir Richard Branson recently launched into space on his Virgin Galactic rocket plane  He made his childhood dream of going into space come true, and gave a speech encouraging kids to follow their dreams as well Matt and Garrett feel that the inspirational element to this story did not get enough attention in the news A lot of people feel like they’re more inspired by everyday folk and unexpected moments of greatness People forget that Branson did not start out as a billionaire with a space company - he was once a kid with a dream It took many years of hard work and overcoming failures to get to where he is today, and this is where we can draw inspiration from People forget that Branson was everyday folk, and worked tirelessly to get to the point where he is today It’s not necessarily space travel that’s inspiring - it’s the idea of having a dream and continuing to pursue it, which anyone can do If you look at other people’s success and tell yourself that they had special advantages that you don’t have access to, you’re placing limits on yourself and getting in your own way For example, when realtors hear about people breaking the $1 million mark in one year in gross commission income, their first question is what the marketplace was like For every successful realtor, there was a point when they were a brand new agent who just got their license A lot of people hit rock bottom before they’re inspired to go after their dreams, but it definitely does not have to work this way - you can grab onto moments of motivation and run with them at any time We all face hard times and feel discouraged at different points in life, but the whole challenge is to push through and not quit Instead of condemning other people for their successes or failures, we can learn so much from them to grow and become a better person ourselves We always need to ask ourselves, “What can I learn from this?” This comes back to taking ownership of our life, making the decision to put in the work toward our goals, and not make excuses Branson is an excellent example of embracing the kid inside of us who doesn’t have limitations and isn’t afraid to go after what they want Tough days and hard work are what build up our resiliency and push us to do better Take a look at what other people have been able to accomplish and ask yourself what limitations you’ve placed on yourself and what limiting beliefs you’re holding onto Set a goal for yourself  that seems like it might be out of reach, and truly believe that it is going to happen Branson undoubtedly hit many roadblocks and had people tell him he was crazy, but he was able to persevere and accomplish his dreams A master will embrace his/her ‘ordinariness’ and use it as a foundation to build the extraordinary We can be inspired by ourselves in ‘ordinary’ moments, too Your dreams are all possible, but you need to start taking action - it doesn’t just happen by accident Branson’s journey to space is a perfect example of that   Quotes: “[Sir Richard Branson] was like, Hey, all you kids down there. If you have a dream, follow it. I was once a kid with a dream. And now I'm an adult in space.” “Some people were like, Oh, yeah, that's cool. Some people were like, Wow, that was inspirational. And some people were like, Yeah, that's cool. But I'm more inspired by everyday folk.” “The space race has changed from nations to literally corporations, and people trying to figure out how to get there. This accomplishment is absolutely amazing.” “I think these big, big, big dreams, these big goals, a lot of people get that taken away from them at some point because of failure after failure and they go, Fine, then we're not going to do them.”   “This is where it ties right into real estate, because we see a lot of people who will look at top producers and say, Well, they had that or this that's special for them… And by doing so, you're actually placing limits on yourself. You're affirming that you cannot and your brain goes, Okay, great. That's a limit of ours, and we will never be there.” “I've had a good handful of people over the years that have broken the million dollar mark in one year in gross commission income… When you share it with other people, the first thing they ask is, Well, what marketplace was it in? It's like, yes, there are some pieces to that. But when we're talking about a million dollars in one year, there's a bigger scope going on here of what it's taken to get to that point.” “We all have this even playing field up front here. And there's some people that tear into it, and there’s other people that watch other people tearing into it going, Oh, yeah, but that's not for me, or, They have things that I don't have… And we see that happen all the time.” “We all face challenges, and we're all going to hit points where we think, this is it, or maybe I can't, or I'm going to give up… The whole challenge is to push through, and to not quit.” “The opportunity there is that everybody around us, whether they're finding their rock bottom, or they are finding their dream that they set for themselves, instead of condemning people for being in those areas, if you want to, you can learn from them.” “You can make a massive, massive, massive change in your life by understanding somebody else's rock bottom.” “You can either condemn that person for who they are and where they're at, and what's going on, or you can learn from them and grow and adjust and build a better life for yourself.” “I think at the end of the day, the whole piece here is that, are we constantly learning from those around us? Are we constantly looking at everybody's achievements and failures and saying, How can I use those to better my world and my growth of who I'm going to be?” “Each day, we can make an advancement towards where we want to go, or we can choose to not. And if we're choosing to not, it's usually because we're...making up all the excuses.” “If I can take that away from [Branson]... The best thing I can do for my life, continuing to move forward from here, is to find that kid that's still inside me and embrace it. Because that kid inside of me doesn't have limitations. That kid inside of me doesn't have the, But we don't have enough money for that, we don't have enough time, we don't have enough energy.” “Those are the little micro challenges that we're going to face that we must show up for and we must push through. Because those are building up our resiliency… Don't let those tough days take it out of you.” “You are unbelievably powerful as a human being on this planet right now. And take a look around and look at what some people are achieving with their desire and their energy to go and go big.” “It doesn't matter how big the goal is. It could be, Hey, I want to pay off my entire mortgage. You need to know that that is going to happen, believe that that is going to happen.” “A master, rather than condemning himself for his ‘ordinariness,’ will embrace it and use it as a foundation for building the extraordinary.” “Let’s be inspired by ourselves, too… Why don't we inspire ourselves by doing something great today, doing something that maybe we thought we couldn't do… And maybe it starts with picking up the phone and making that extra phone call.” “Start taking action to create the dreams that you have, and start walking in alignment with the dreams you have.” “This is all possible, but you have to take action in some way, shape, or form. It's not just going to happen on its own. [Branson] didn't just end up in space by accident.” “Take action, everybody. Take action today.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode looks at referrals and where your business really comes from. Referrals generally consist of either repeat clients who keep coming back, or new clients who have been referred to you by a trusted family member or friend. Matt and Garrett explain the 2:1 ratio in terms of referrals, with the goal being more honest-to-goodness referrals than repeat business, as this is where you can truly unlock the referral potential that your business has to offer. But building a strong referral-based business does not mean simply pursuing people and asking them to give out your information - this is not part of the equation. Instead, what sets you apart is a high level of care of concern for your clients, and maintaining strong relationships, as this is where the real referrals come from. Join Matt and Garrett as they break down how to set up a quality referral system, whether it comes naturally or is something you need to work toward. They talk about building momentum and keeping the flywheel spinning once you get started, the role of auto flow and customer care systems, and using marketing strategies to make sure your name stays top of mind as people discuss real estate decisions within their social circles. If you’re not currently operating at a 2:1 referral ratio, today’s episode will show you how to tap into opportunities that are already on the table, and help create a tribe of people who cannot wait to send you business! Tell us where you listen to the podcast by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Referrals consist of either 1) Repeat clients who keep coming back, or 2) New clients who have had you recommended to them Goal with referrals is to have a 2:1 ratio, with more brand new referrals than repeat business 1:1 is also great, but 2:1 is where you’re truly maximizing your referral potential The overall trend right now is 2:1 Garrett believes this is because in times of uncertainty or weirdness, people turn to their tribe for advice more than ever, and friends and family give the name of someone they really trust who can help Building strong relationships and taking great care of your clients is crucial, and you will be rewarding greatly for making this a priority It’s not about pursuing people or bombarding them with marketing, asking them to refer you to everyone you know - this should never be part of the equation When you truly care about your clients and what’s going on in their world, that is where the strong referrals really come from Some people have that natural ability to show they care and want to be involved, while others may need to build a system to help this happen This won’t happen overnight - it’s a matter of building momentum Auto flow and customer care system  Use of marketing tools is also important, as it gives clients a piece of content that they can directly show other people This also keeps you top of mind when people are discussing real estate needs within their social circle Having a built-in system and truly caring about your clients will open so many doors and make sure you never leave another referral on the table   Quotes: “My goal always is to get somebody to a 2:1 ratio. If I can get them to a 2:1, that is where I'm like, Okay, you are really maximizing the referrals, you're crushing it.” “If you're not at a 2:1 now, that's okay. Having a lot of repeat business is a great thing. Like even 1:1 is really good.” “[The 2:1 ratio is] when you know you have fully unlocked the referral potential that your business has to offer.” “In times of uncertainty, in times of weirdness...we lean into our tribe. We lean into the people we know, the people we trust. Instead of just throwing ourselves out into the craziness of the world, we turn to our friend next to us, our neighbor, and we say, Hey, what should I do? And they go, Oh my gosh, let me introduce you to Matt Bonelli - he'll take care of this for you. And then boom, we have a referral.” “Relationships are so golden right now. And I want everybody to embrace this, because you will be rewarded greatly. That's the reason for the topic today.” “People that are experiencing this, it's not just falling into their lap. These are people who take great care of their clients, they have great auto flow going on. They're very good at their customer service calls every single week to make sure that their active customers not only feel like they're taken care of in the process, but they're taken care of period.” “It’s not asking for the referrals. It is not, in every piece of marketing that goes out, saying, Hey, send me referrals to anybody. It is not chasing or pursuing people in any way, shape, or form… What it is, is a very high level of care and concern for the people that they're working with.” “The real referrals came from the people that had been doing this for two years before COVID hit. And they had been maintaining these relationships and growing with these people, and they knew the importance of what was going on in their life.” “It just happens a lot of the times naturally, and it just creates this energy, which is incredible that all of a sudden referrals just roll in. The other side is building a system to help this happen.” “With this, you're creating a brand energy amongst the people who are your tribe that then cannot wait to send you business.” “A lot of people don't even look at their business this way… They know they have a referral-based business, but they don't think of, what is the real potential of the referral-based business. And this is a very easy way for you to go, Am I leaving referrals on the table?” “If you're 1:1, meaning you get one referral closed for every piece of business you close directly within your sphere, that's still a really strong business. If you're upside down the other way, know that there is a ton of opportunity to swing the pendulum back around, add more customer service, add more client care to then attract those referrals that you literally do have access to, that we're just not achieving at the moment.” “When I'm working with somebody, Matt, that is what I'm always looking at, is if I can help them unlock that area, that's when all of a sudden crazy numbers start happening. That's when all of a sudden doors start opening up that they didn't even know existed before.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett welcome special guest, Tara Tooley, to the show today. Tara has been a Ninja in Fort Collins, Colorado, for over six years, and she has an incredible ability to take every system we work with and completely own it to create a unique and highly successful experience for her clients. She breaks down her process for Matt and Garrett step-by-step, and tells them about integrating a “Ninja Filter” in everything she does. She begins with the “Magic Wand” conversation, then begins the funnel process by opening a broad search for her clients to make sure they don’t miss any important options. Tara’s only motivation is to help her clients find a home and make their dreams come true. She explains that she doesn’t stop until she sees the “happy dance” from her clients, and this no-pressure approach instantly builds trust and shows clients that you’re on their team. Tara chats about setting clients up to be the “smartest buyer out there,” the importance of guiding them to a trusted, local lender versus impersonal online options, and how a solid pre-qualification empowers clients with the coolest idea ever - a “shopping license.” She goes into the recasting loan, a huge secret weapon, in great detail, as well as her “magic” tip to help clients recalibrate if they haven’t found a house that makes them do the happy dance yet. You’ll hear about Tara’s approach to step back and let buyers find their own potential home, her “dance with the other broker” and building relationships before even visiting a house, using the online feedback form to give her buyers a competitive edge in the sellers’ eyes, and how investing in clarity of process shortens her timeline significantly.  Tara offers these, and so many other great takeaways as we begin to take a closer look at how actual Ninjas are using the 10-Step Process and applying it in practice. We can learn so much from Tara’s “Super-Size-It” attitude and proven track record, and her fascinating insights highlight the many ways you can make the Ninja process work for you in a way that feels fun and authentic, so you can help bring your clients’ dreams into reality as well. Send us your request for future episodes by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Tara Tooley has been a Ninja for about six years She works at the group in Fort Collins, Colorado The advice based on her marketplace can work in any area She has an incredible ability to put her own unique spin on the 10-Step Buyer Process, and has used it to create an extraordinary buyer process for her clients She puts everything she does through a “Ninja Filter” When people first reach out to her, they have already thought about this decision for a long time and they’re ready to make their move She asks them a series of questions and has the “Magic Wand” conversation She begins with a very broad search so that her clients don’t miss any options (one of the biggest buyer fears), then narrows the focus from there This is the funnel process She includes homes in a higher price range as many sellers begin too aggressively and may lower their prices later She sets her clients up to become “the smartest person in the market” as they watch for these prices to drop Her mindset is laser-focused on helping her clients find a house Her only goal is to help make people’s dreams come true and see their “happy dance” Setting her clients up with a trusted local lender versus online lenders who typically don’t care and will not go to bat for them Being pre-qualified with a solid lender empowers clients with a “shopping license” Tara is not afraid to tell people she can’t move forward with them, if she feels they are not a good fit Bridge loans and recasting When clients have not yet found the home that makes them do the happy dance, she gives them an actual magical wand to help them recalibrate and shift their mindset Most of the time, her clients find the home themselves - she is there to help them get that house once they’ve found it Her “dance with the other broker” and creating a relationship with them before they even view the house The importance of broker-to-broker relationships The buyer who drags you around to house after house does not know what they want, but maintaining a positive relationship with them can still lead to referrals Success is taking care of the client The 10-Step Buyer Process often happens in the house There is no such thing as the perfect house - the goal is to be happy with 85% Tara is a huge believer in expert coaching and learning from the professionals She’s very transparent about her process with clients Garrett’s name for Tara is “Super-Size-It Tara” because she takes every idea to a new level and isn’t afraid to make this business fun and authentic   Quotes: “Tara is an agent that takes every system I've ever worked with her on, and she goes, I'm going to make this mine. And she owns it.” “I consider myself a Ninja 1,000%. I put everything I do through what I call a Ninja Filter.” “We have that quick little conversation. I'm like, Well, What are you thinking? Tell me, if you wave the magic wand, what might happen? What kind of - how big of a house? Why are you moving? And I go through some of the questions. How many bedrooms? What price range are you thinking? What town are you thinking?” “I always take notes. I never talk without a pen in my hand.” “You're going to become, what I call, the smartest person in the market. You're going to watch those prices - that overpriced person come down maybe into your price range if they sit on the market, because not everything sells if it's overpriced.” “I had a buyer call me on a Friday.... She said, Well, we're going to be buying somewhere between now, three months, six months, nine months. We're not really in a hurry. And...we're under contract six days later. Their first offer.” “My mindset is - my only goal is to help these people's dreams come true. That's it. That's where it ends.” “If there's no happy dance, I'm like, Hey, I think we need to keep looking.” “When you put people into a position where they really want to buy, yes, you are a great salesperson. Because you didn't have to sell them on anything. You just put all the pieces together, and all of a sudden they're buying. As far as I'm concerned, that's about as Ninja as you can be.” “I'm like, This house, I don't see it. And then I'm like, Aren’t I a great salesperson? They just laugh. And then all of a sudden, that trust level just goes out the roof, because they're like, Oh, she's on our team. She's not trying to sell us anything. She's trying to help our dreams come true.” “Your lender is going to be your most valuable player, maybe even more important sometimes than I am in this process. If we don't have a lender that can go to bat for you, literally seven days a week, that's trusted in our local market, I'm not sure I can get you a house and be competitive on your offers. Because what's been happening is these online lenders, they just don't care.” “I had a 45-minute conversation with an older guy that was qualified with his big national bank. And I'm like, Dude, I can't win a house for you in this market with that as your lender… He finally succumbed. And sure enough, three days later, we got the deal because of that lender.” “What we really need is a really good shopping license. If you don't have a good shopping license, it doesn't make a lot of sense to even go look at houses, because we don't really even know what you can buy. And so your lender will give you a pre-qualification, which I consider your shopping license.” “The shopping license is the most powerful if you don't have to sell your house before you buy.” “There's a product out there called recasting loans, a recasting product, and that's how I get most of my people from A to B without a contingent offer.” “If you talk to your lender, and they don't know what recasting is, you need to go dial the phone and find a lender that does, because that is a huge secret weapon in this market.” “I find it very interesting when you hand those magic wands out, sometimes the game completely changes, and they buy something that feels to me, as a realtor, 100% different than what they told me.” “I don't look at houses online. I don't think I've ever, maybe one or two times actually, been the one that found the house. The buyer finds the house. And they're like, Let's go look at it.” “I feel like the buyers are the smartest people in the entire market. Realtors think they're all smart and everything. It's not their money that's buying the house.” “I'm starting what I call, the dance with the other broker, because that's one of the most important dances of the whole deal in a competitive market. So I start the dance before I ever get to the house.” “That feedback was so powerful and so emotional, that literally the sellers fell in love with the hope that these buyers would buy the house.” “It’s really important to me that I follow the leader of success. And Ninja is the most successful life a realtor could ever ask for, and being able to serve the world with our expertise as realtors.” “I believe wholeheartedly, if you're going to be successful at whatever you want to be successful at, you need a coach… And I tell people, Go find the very best coach you can find. And I didn't say the very best coach you can afford, I say the very best coach you can find.”   Links: www.TaraTooley.com www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Continuing on with our last episode about taking extreme ownership, Matt and Garrett discuss Marianne Williamson’s moving poem, “Deepest Fear,” a beautiful representation of why we sometimes do not show up in life as our full, brilliant selves, and the power that comes with embracing how much we are truly capable of. Many of us often “play small” and stay in the darkness because it feels comfortable and safe, but our hosts explain that this does not serve the world, and that we all deserve to grow and let our lights shine at their brightest. Pushing through discomfort to the growth zone, and going after big goals actually inspires others to do the same, and creates a culture of people who are living their best, most authentic selves - who are liberated from fear, and feel free to pursue their passions wholeheartedly, which we can all learn so much from in turn. Matt and Garrett share their insights on each enlightening section of  “Deepest Fear.” They talk about reconnecting with our childlike mindset of seeing opportunity everywhere, and feeling excited to learn and grow as much as we can. You’ll also hear about letting go of fear, giving yourself and others permission to be exactly who you are, and reframing life’s challenges as happening for us, not to us. Garrett reflects on how these principles have guided him personally, and explains that if you start by tackling small obstacles in your life, you’ll slowly start to chip away at barriers and suddenly find yourself overcoming bigger fears. Together with Marianne Williamson’s empowering words, today’s conversation shows us what can happen when we no longer fear our light, but instead allow it to shine the way it was meant to. Share the ways you’ve knocked down fear by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Ninja principles apply to any business or industry Matt shares Marianne Williamson’s “Deepest Fear,” a poem that demonstrates why we sometimes don’t show up or why we’re not as amazing as we could be They begin with the idea that our deepest fear is that we’re powerful beyond measure Massive breakthroughs happen when we realize how powerful we are and what we’re capable of It can feel comfortable to hide in the darkness as it can feel scary when your light is shining and all eyes are on you This comes back to taking ownership and moving into the growth zone We all start to question ourselves and our abilities as time goes on, but there is so much power in accepting that we all deserve to grow and be our best selves When you ask yourself, “Who am I to be (fill in the blank of whatever you want to be)?”, turn it around and say, “Who am I not to be those things?” There is nothing stopping you from being the person you want to be Sometimes we play small so we don’t make others feel inadequate, ruffle feathers, rock the boat But this doesn’t help you or anyone else As you get older, you don’t want to look back and wish you would have taken action or done something differently Playing small does not serve this world Embracing your full potential and going after big goals actually inspires others to move out of their comfort zone as well Fear of discomfort stops a lot of people from pursuing growth Analogy of parents trying to protect their children from getting hurt, but setting these limits prevents growth Children see opportunity and brightness everywhere, but at some point, many of us lose this attitude Ninja can help you change your belief system and reconnect with that childhood mindset of embracing the world around you When children find something that are interested in, they dive in wholeheartedly We can learn so much from their energy and their excitement about learning and growing When we experience challenges, remember to take on the mindset that life happens for us, not to us There’s safety in making sure other people are staying with us But when you give people permission to go outside the box and let their light shine, you’ll be able to learn so much from them as well Give yourself permission to be exactly who you are, not what anyone else thinks you should be Living without fear creates a ripple effect and can inspire other people through small, everyday actions If you start with small obstacles or fears, you’ll slowly start to chip away barriers and find yourself tackling bigger challenges   Quotes: “What are we really giving up if we're not really being the best that we can be?” “Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us.” “We ask ourselves, 'Who am I to be brilliant, gorgeous, talented, fabulous?' Actually, who are you not to be? You are a child of God. Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do.”  “We were born to manifest the glory of God that is within us. It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.” “The truth is, we are all capable of incredible things.” “It says it is our light, not our darkness that most frightens us. I think that's because you can hide in darkness. When the light’s on, when you're shining, when you're the source of that light, man, you're in a position where it can be a bit scary because all eyes are on you.” “All of us have this really powerful piece that we can bring to the table if we want to unleash it, every single one of us.” “Why wouldn't you be able to be that? Why couldn't you be exactly what you want to be?” “And the beauty of this is it makes you stop and really have to ask that question of, Why am I stopping myself from going and being this person that I want to be? Because it's amazing how much of it's right at our fingertips, when all of a sudden, we realize that we can - we can go do  this.” “A lot of times, we’ll just be like, No, I'm just going to play it [small] right here. I don't want to ruffle any feathers. I don't want to rock the boat. I don't want to do anything. But that actually doesn't really help.” “My playing small does not serve this world. There's nothing enlightening about shrinking.” “By me going and being big and achieving these things, or going after these things, and growing into these roles that I want to be, it serves other people.” “I think that level of discomfort as you grow stops a lot of people from the growth. That stops a lot of people from actually being able to really see that light that they might have on the other side.” “When we talk about children, I think it's a very fun place to come from and watch how they approach learning. Watch how they, when they find something they're interested in, how they go all into it in this incredible way. Because they are fascinated by that.” “What if you took investing in real estate or investing in retirement plans with the zest and excitement of a child?” “What are we really born and put on this planet to do? And it's to just share that brightness and glory with everyone around us... What if you brought that into your business?” “I can let my light shine, and give other people permission to do the same.” “Give people the permission to grow, give people permission to go outside the box, give people permission to set new standards, because you will learn from them also. You can only do so much on your own. So when you have all these great people around you, and you're letting all their light shine and be the best they possibly can, you get to, at the same time, learn from all of them at different levels, which I think is a really important thing to understand about this. Don't put your fears on them.” “You can't just talk about things. You’ve got to get out of your element and get out there and be who you are. Be who you want to be, not who others want you to be. None of this is about doing the things that society says you should do, that your parents say you should do, that your boss says you should do. This is about doing the things that you feel deep down inside, that you're like, This is who I am, and who I want to be, and who I want to share with the world. And it's going to help other people do the same in their own way.” “It's amazing, when you're around somebody who's letting go, and just going all in. And every once in a while you come across somebody like that, that is just like, Look, I'm going to be me, I'm going big, I'm going to share who I am and my thoughts and my feelings and my energy.” “There's a much greater good around all of this when you truly are moving in that direction.” “As we grow, I think one of the biggest benefits, if you can lean into this, is if you start small and realize that the fear that was holding you back - when you cross a threshold and accomplish it and move towards it, and you get to see the light on the other side, it's like, Oh, it's okay. I can create, I can do this. I have all these resources around me. I have all these great people I can ask questions to, I have all these great books around me that I can learn from and grow, that allow me to be better every single day. You start to realize by the little wins that all of a sudden, you start to start tackling the bigger wins, the bigger fears.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

In recent coaching sessions, Matt and Garrett have noticed that many agents are missing opportunities to go above and beyond for their clients, and are not taking extreme ownership of their businesses and themselves. When questions come up, or something goes wrong in a transaction, the best thing you can do for your client is be their expert and handle the situation for them - gather all the information, make phone calls, do the research, and make sure you are getting the job done. Passing the buck is not only unprofessional, but it also creates confusion and stress, and gives away all your power. When you own the outcome and take responsibility for doing the best job possible, your value as an agent will prove undeniable, even if you don’t get the results you were hoping for. As Matt points out, taking ownership may not guarantee results, but it guarantees you the freedom of direction and more opportunity with your clients moving forward. Whether it be with your work, health, or wealth creation, Matt and Garrett discuss the idea of taking ownership today - no one else can save money or eat a healthier diet for you. Only you can make this happen. They talk about not making excuses or blaming other agents, and how taking ownership allows for incredible growth and new problem solving. They acknowledge that this is an ongoing journey, and that changing your belief system can be difficult. However, the consequences of not owning the outcomes in your life will be even more challenging. This does not mean you have to do every single thing that comes across your plate, but instead you can focus on changing your processes and looking for ways to add value. Today’s profound conversation reminds us that there are opportunities for growth and excellence all around us, and if we take ownership of those moments instead of letting them pass us by, we can grow and improve in countless areas of our lives. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Terri Johnson is offering two open Ninja installations in August (August 10 and 23) Visit NinjaSelling.com/events for more information Today’s topic is about the challenging skill of taking ownership of your business and yourself Delivering Happiness by Tony Hsieh will give you incredible insight on taking ownership in your life Garrett’s observation that a lot of agents are not grabbing opportunities and running with them as they come up It’s important to take extreme ownership of opportunities to go above and beyond for your clients, for example when questions come up or things go wrong Owning the outcome Example of problems coming back on home inspections When you blame others or pass the buck, it creates confusion and stress, and gives away all the power to other parties Taking ownership may not guarantee results, but it will guarantee more freedom of direction and more opportunity with your clients down the way Example of eating healthy and taking extreme ownership over what you put in your body, even when temptation is readily available Taking ownership as it relates to wealth creation for agents You need to take ownership of putting money away now as no one else is going to do this for you Matt and Garrett hear a lot of agents complaining that something was the other agent’s fault Taking ownership allows you to grow, learn, find new solutions This can apply to anything in your life If you’re not taking ownership, it’s very easy to make excuses Brokers who complain that their agents are not productive need to remember that they hired them This also applies to agents who complain about buyers - ask yourself what caused you to choose a client who can’t make decisions It’s difficult to change your belief system around this, but the consequences of not doing so are even harder It’s your responsibility to make these changes happen, not anyone else’s When things don’t go your way, it’s an opportunity to reflect and figure out how you can do things differently next time You need to own that you are the creator of the results you get Taking ownership of your health is a great place to begin A lot of people are struggling with taking time off work after COVID Taking ownership in your life is an ongoing journey You don’t have to do every single thing that comes across your plate, but instead focus on changing your processes and looking for opportunities to add value Opportunities for growth and excellence are given away all the time Take ownership of these moments, and they will help you grow and get better in countless areas of your life   Quotes: “To your client, the best thing you can do is take extreme ownership.” “Instead of just saying, The buyer agent messed this up - you personally [say], What could I have done better to make sure that that doesn't happen in the future? Because I'm owning this outcome.” “When you don't take ownership of, We actually can control the outcome of what's going on, you're giving up all the power.” “The [agents] that are winning every single time are personally taking responsibility of, My job is to get them this house. And if they don't get it, it is my fault.” “Taking ownership doesn't necessarily guarantee results. It doesn't guarantee a particular result. However, in my opinion, it guarantees freedom of direction, it guarantees more opportunity down the way.” “No matter whether it is - your health, your relationships, your business - if you are not taking that level of control and self responsibility, then you're not going to access the freedom that you could have down the road.” “If you want to look at wealth creation, anybody who's listening to us right now - take ownership of it today. There's no reason you can't start today, there's no reason you can't start putting money aside today, no matter how much money you're making. There's no reason you can't do it. But you need to take ownership that you are the one that's going to make it happen. Nobody's going to do this for you.” “We're not talking about creating a false level of complacency or contentment. We're talking about acknowledging that everything that happens for you, everything that happens to you, is for you, and you are the creator and receiver of those things.” “Whatever is in your world, take it.” “When you take ownership of it, you now get to grow. The minute you let go of the ownership of it, you're killing growth. Because you're not looking for solutions. You're not looking for answers. You're not looking for, How could I have done this better?” “It's everything in your life - you can take that opportunity, when you get an outcome that you don't like, take that step back and say, How could I have made this outcome go the way that I wanted it to?” “If you're not taking this level of ownership, this level of self-responsibility, then it's so easy to just go right into excuses.” “If you actually build an organization around people who take that level of self-responsibility, everybody's going to step up, everybody's going to become a player. You're going to minimize the amount of victims that are in your environment.” “The hardest part is changing your belief system.” “That's my responsibility to make that happen. It's not anybody else's responsibility.” “Anytime I don't get the outcome that I want, that's my opportunity to self-analyze and be like, Okay, what could we have done to get a different way to get the desired results?” “These are these little choices that we get to make throughout the day. And you need to own that you are the creator of the results that you get.” “Don't give in that easy. If you've got something you want to do, own it, go after it and figure it out.” “This is a long, never-ending path and journey.” “It doesn't mean that you now have to do every single thing that comes across your plate when people are asking you questions. It's really about managing certain processes and looking for those opportunities to add extra value for your people.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett share their insights from the Ninja Selling Leadership Institute about how to become a better leader and good quality manager. They talk about how this can influence an office and lead to greater success for agents as well. Broker managers can make or break the entire company experience, but not everyone is meant to fit this role. Our hosts break down Larry Kendall’s approach for bringing in the right people, hiring the best of the best, and making sure agents are coachable, not just great producers. They discuss the importance of having a strong vision for your company, how this can help you attract ambitious agents, and using your core values to guide every decision toward growth moving forward. You’ll hear Matt and Garrett’s most important takeaways from their time at the Leadership Institute, and they reflect on how these principles can work for leadership roles in any industry. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights:  Matt and Garrett attended the Ninja Selling Leadership Institute Today’s episode is about what they’ve learned from the course about good quality leadership and managers Informal leaders Larry Kendall’s quote that effectiveness equals the quality of the decision multiplied by the buy-in, not plus A 10/10 decision with one buy-in is a “10” idea, but a 7/10 quality decision with 8 buy-ins is now a “56” idea What are you experiencing with your agents - Anxiety? Lack of buy-in? Stress? Confusion?  Look back at the pieces you’re missing that are causing this outcome If you make better managers, and make them better leaders, you’ll see better agents as a result Managers can make or break the entire company experience Some people fit well into that role, others do not Hire managers who create a positive work environment and “rally the troops” Larry Kendall’s process for hiring agents Bringing in people who are coachable is the most powerful thing you can do for your company It’s not all about their numbers - you want to make sure they’re ambitious and ready to learn as well Some offices have certain hiring quotas that make it difficult to focus on quality As managers, you need to ask yourself whether company core values align with the metrics you’re required to hit This ties into the vision of the company You can have a productive company, but without a strong vision, it’s never going to feel like freedom Make your vision big enough so that everyone else’s vision can fit underneath it Productive time for managers and agents Manager’s job is to drive GCI, and agents bring in the GCI These principles apply to leadership roles in any industry   Quotes: “Being a great manager doesn't necessarily equate to being a great leader.” “If you're a good leader in the office, you know who your informal leaders are.” “Effectiveness equals the quality of the decision, multiplied by the buy-in.” “You watch these offices that just struggle to get things accomplished. They've got all this great stuff, but they don't know how to make it come together.” “What are you experiencing with your agents? Is it anxiety? Is it lack of buy-in? Is it stress? Is it confusion?” “A lot of people come to us because they don't have great managers.” “It's not the commission splits. It's not the technology support that gets agents to stay or leave. Those things are important, don't get me wrong. But it ultimately comes down to who is the manager.” “Who are you putting into that role? There are people that are meant to be good managers, and they're meant to rally the troops. And they're meant to give complex information in ways that everybody can understand… That's a skill. And a lot of that skill is not trainable.” “Bringing in the top of the top, the best of the best, the ones that can follow rules, the ones that are coachable.” “If you focus on coachability, you can take somebody who is brand new to the business, but they're ambitious, they're ready to listen. And that's got to be part of your recruiting process.” “As managers, as leaders of a company, look at what you've established as your core values, and ask yourself, Do our practices that we have in place, in the metrics that we're telling people to hit, match with what our core values are? And if they don't, then we have a mismatch that you need to go back and say, Hey, let's just readjust some things.” “When you have a vision, you can attract agents because they know exactly where you're going. And you'll attract the people who want to be a part of that and want to go with you.” “Make your vision big enough so that everyone else's vision can fit underneath it.” “[Vision] is what's lacking the most in most companies. And then they wonder why they are herding cats all the time.” “The manager's job is to drive GCI - that's their job. And the people who bring in the GCI are the agents.” “The biggest thing that I think people can take away from this is, this is a very, very important thing in this industry. Focus on quality leadership, quality management. Whether you're an agent trying to encourage that from your owners and your managers, or you’re a manager encouraging it from your owners, or you're an owner. Let's go top down.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

For the second time ever, Matt and Garrett meet face-to-face to record today’s episode about gift giving, and how to use this as a way to build connection with your clients. Whether you’re doling out mugs, water bottles, cutting boards, or knives themselves, our hosts talk about how to do this tastefully, have fun with the process, give the right gifts, and do it in such a way that clients do not feel bombarded with marketing material. It’s a delicate balance, but Matt and Garrett are here to walk that fine line with us. They break down the difference between gifts versus paraphernalia, the right time to give out branded products versus more personalized items, and the intention behind your gifts.  Matt and Garrett discuss the idea of giving gifts that add value to people’s lives, and the missed opportunity of providing branded moving boxes and supplies to clients. They caution against putting your information on day-to-day items as this can come on too strong, and encourage listeners to ask themselves whether their gift is related to marketing or simply a thank-you. You’ll hear about branding items discreetly, and how to give gifts in a way that feels comfortable and personal to both you and your clients. Share your marketing materials by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Matt and Garrett record today’s episode face-to-face! All about giving gifts (mugs, water bottles, cutting boards, coolers, etc.) with your name or logo on them If done properly, this can help build connection with clients You can have fun with this Gifts versus paraphernalia and marketing materials You can personalize gifts for your clients rather than giving them something with your name on it Giving branded marketing tools (t-shirts, hats, pens) as gifts can take away from the personal energy you’re aiming for What you put on the products can also make a difference - if you put your name, phone number, and email versus a simple logo, it can feel like you are handing that person a billboard to advertise your business  It comes down to intention Promotional materials at trade shows and community events should definitely include your name and information Garrett’s example of an agent who gives moving boxes and supplies to clients - this is a great opportunity for branding Is your gift related to marketing or simply a thank-you? If it’s a day-to-day item, think twice about putting your name on it They will remember who gave it to them, and including your information may be coming on too strong Brand things as much as you can, until you get to particular thank-you gifts or personal gestures If you are sending a personal note, avoid writing it on branded stationery If you feel uncomfortable about giving certain branded items, you probably shouldn’t do it You can brand things in a discrete, classy way   Quotes: “There's so many different approaches to how you're supposed to do this. What are you supposed to do? And some people are like, I feel so awkward about this. And then some people are like, But you’ve got to do something.” “There's a choice of you buying something with a logo on it - Someone buys a mug with Ninja Coaching on the side of it, that's their choice to have that mug. To say, Here's a mug with my logo on it, now turns into marketing.” “The minute that it's a marketing tool that was intended as a gift, now the energy is lost.” “When all of a sudden it has the name and the email address and the phone number that's now on the item - you gave me a billboard. You gave me a marketing piece to make your business better.” “Anything that's delivering value to somebody as it relates to real estate, you want to have your information on.” “Alright, so I'm going to give you boxes, as your realtor. And by the way, here's a thing of tape. And here's...labels and stuff for the boxes, and here's pens. If you want to brand all of that stuff, go for it. Have at it. That's the stuff that people are going to keep around.” “I love moving boxes, I think they are fantastic. This is a very old school idea that a lot of people don't do. And it is a big missed opportunity, I think. This is a product that adds value. It's not a gift. It is a gift in a way, but it's helping somebody do something.” “There's the right times and the wrong times. And I think for most people, you just need to take a look, and again, go, Is this marketing for me? Or is it a thank-you? If it's a thank-you, let it just be a thank-you.” “They're going to remember who gave it to them. So I don't think you have to worry about your information on things that people are going to use often, use frequently.” “If you feel uncomfortable about it, then probably don't do it. If you're totally comfortable with it, then go for it.” “I see great moments for the right type of marketing and the right type of thank-you. And when you cross the line or you miss the opportunity, again, you can't really get that opportunity back.” “The discrete placement of things, I think is a nice, classy way to do it.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Traditional sales training usually encourages agents to steer every conversation toward real estate, focusing only on getting the business, and immediately asking people whether they are thinking of buying or selling. For many, this can feel too aggressive or  “salesy,” and understandably so. Today Matt and Garrett guide us through the process of initiating real estate conversations organically by focusing on helping people, bringing value, and being genuinely curious about what is going on in their lives, whether that be real estate-related or not. They talk about detaching from the outcome of these conversations altogether and instead focusing on building relationships. If your intention is to serve people with information, be their expert, and connect, the transactions will always follow. Our hosts revisit the importance of F.O.R.D. topics (Family, Occupation, Recreation, Dreams), and Garrett shares his favorite question to open the door to real estate conversations without being “salesy.” Matt and Garrett share their best advice for keeping these conversations natural, including asking people about their dream home, having a relaxed approach on social media, and being mindful of the context of your relationships so that you can have fun with them in an appropriate way. They remind listeners that you don’t have to run away from real estate conversations to avoid appearing “salesy.” In fact, today's episode will show you how to move toward them, but with sincere interest and intrigue, rather than by shifting into pushy "pursuit mode." Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Part of Ninja is not bringing up real estate until the clients does Ninja attracts people who don’t want to act “salesy” Real estate and homes come up organically in conversation all the time You can utilize postcards and marketing to do the real estate talking for you Then you can just focus on connecting with people, and a lot of times, they will bring it up Traditional sales training encourages agents to immediately ask people if they’re thinking of buying or selling With Ninja, you can take that off the table completely - you don’t need to go there The focus should be on creative marketing and reaching out to people to build relationships If your business is built entirely on asking people for referrals, the minute you stop doing that, business stops If someone brings it up, it’s totally okay to engage - but keep the conversation natural and avoid diving right into asking whether they’re thinking of buying or selling Answer their questions and ask your own to keep the conversation going about real estate Balance between knowing you’re the expert and having a conversation with someone - you don’t want to simply lecture people about statistics and market trends You can make outbound calls to follow up on your conversations and give updates without being salesy Your intention should be serving people with information and making connections, not trying to get business Detach from the outcome and the transactions will come If you bring value and expertise to the conversation, you will establish yourself as a trusted advisor Focus on helping people, and they will refer you to everyone they know Analogy of catching a cat - you’ll never catch a cat if it knows you’re in pursuit mode F.O.R.D. (Family, Occupation, Recreation, Dreams) questions are a great way to create connection and steer the conversation to real estate organically One of Garrett’s favorite questions to ask is, What made you fall in love with this house? Then you ask what they might look for differently in their next home It’s fun to talk about dream real estate Have genuine curiosity and embrace the real estate conversation You can initiate a conversation about real estate, but it needs to be about their life and their world Be curious about what’s going on with them, bring value, help people If you approach it as a “Sales” conversation, a wall will go up quickly For new agents, asking people what made them buy their house opens up the conversation and helps you learn more about what draws certain people to certain properties without feeling “salesy” Have fun with it What you put on social media will inform the way people feel when they have real estate conversations with you in person If you’re coming on too strong or salesy, they may not feel comfortable approaching you in real life Be mindful of the energy that you’re bringing to the conversation and the context of your relationships with people Don’t run away from real estate conversations - move toward them, ask questions, get intrigued Focus on helping people, sharing your expertise, and learning what’s important to them as well This will help you build those relationships and become a trusted advisor   Quotes: “I think that this is a really interesting dynamic that a lot of people get into, because they try to figure out, When is it okay to bring up real estate?” “Ninja attracts people who don't want to act salesy.” “Some people may be uncomfortable talking about real estate because you don't have a good autoflow program going on.” “You have to have other pieces built in your business that do the real estate talking for you. But the cool part is, if you're doing it right, people will bring it up for you. And that's what we want. We want people to make that connection with us.” “Real estate always comes up.” “Most of us are not going to develop a strong business by asking people if they could send people our way. That's also just not a good sales strategy. Quite frankly, I'd rather see people actually come up with really creative quality marketing programs, and go out and door-knock...versus just constantly asking people for business. Because you won't be able to talk to enough people. This is why you want to build relationships.” “If your business is built on you asking for it... the minute you stop doing it, it turns off.” “You are their expert. Be their expert.” “There's this balance between you knowing you're an expert and having a conversation with somebody.” “All of a sudden, you're not being salesy. You're not pushing real estate on anybody. They're not walking away going, Well, Matt got really aggressive when all of a sudden we brought up real estate.” “The intention there is serving people with information, with value, with connection, whereas a lot of people might be looking at, But I'm trying to get business.” “Make it your intention to serve them and bring value to them first, then the transactions will come.” “You'll never catch a cat by being in pursuit mode of that cat.” “The minute that person thinks that there's a game on here, they move away so quickly. And it kills the referrals, it kills that future business down the road.” “Everybody's got something they fell in love with about their house. So if you want to kind of go down those areas, I find that that's very fun when you can dive into that.” “I think you can lead in with real estate, but you need to lead in with real estate about their life and their world.” “That's the biggest thing that I want people to understand, is that it is okay to talk about real estate. It is okay to go down these paths with people. You just don't want to go into it with the intention of trying to find business... But if it's genuine intrigue, genuine interest, I think you get away with a lot. And have some fun with it.” “Don't be afraid to talk about real estate. Just don't put yourself in a ‘Sales’ situation because the ‘Sales Wall’ will go up. And it will go up fast. Just bring value, and help people, and embrace the real estate conversations.” “The more you do it, I think the easier it gets, too.” “If you ask somebody, What made you buy this house? That is not a sales question at all. It's an intrigue question.” “This is why Ninja works so well for people - depending on your relationships, there's going to be different ways that you have conversations.” “Do not run away from real estate conversations. In fact, run towards them.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Through coaching sessions and recent conversations in the Facebook podcast group, agents overwhelmingly report that the phone is their least favorite aspect of the Ninja System. Today Matt and Garrett look at why this is, and how to become a master of the phone, even if you don’t feel like you’re inherently “good” at it. They point out that the biggest priority is to have your F.O.R.D. conversations (Family, Occupation, Recreation, and Dreams), and talking on the phone is the most efficient way to do so. They share their advice to write a list of people you already talk to regularly, who you’d like to connect with more, and people you never call. If you don’t enjoy talking to certain people, take their name off the list! Instead, focus on the people you connect with, enjoy speaking to, and are interested in, and you’ll soon have a list of people who are easy to call. Matt and Garrett explain how F.O.R.D. questions help you uncover common interests with clients, and unlock a deeper level of flow and connection with them. They discuss your belief system, and whether you are actively telling yourself you don’t enjoy the phone. Our hosts share their best advice for becoming more comfortable making calls, pushing past the awkward phase until it gets easier, and they address some common complaints they hear about why people don’t like the phone. They talk about using the phone as a tool of connection, taking the path of least resistance, and only calling people you would be interested in spending time with in person. Once you have the right names on your list, all of a sudden you’ll find yourself looking forward to picking up the phone, and excited to lean into this very important step of the Ninja Process. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Garrett posted a few questions in the Facebook community: Which system is your favorite? Which do you wish you were doing better? And which is your least favorite? People overwhelmingly reported the phone as their least favorite Today’s episode looks at how to become a master of the phone It’s not a matter of whether you’re good at talking on the phone or not The most important thing is to make sure you’re having F.O.R.D. conversations (Family, Occupation, Recreation, Dreams), and the phone just happens to be the most efficient way to have them - but these can take place in other ways Who you’re calling makes a difference in terms of whether you’re excited to make a call or dreading it Garrett’s advice to write down people’s names - who you are already talking to regularly, who you’d like to talk to more, and people you never call If you don’t enjoy talking to them, take their name off the list Remove yourself of the burden that you need to talk to certain people just because they’re a client Instead focus on calling the people that you connected with, that you enjoy speaking to, and that you’re interested in Asking F.O.R.D. questions helps you uncover common interests and unlock a deeper level of flow with people Some clients are just not as talkative or open to answering questions, and that’s okay This could also be an opportunity to get better at asking the right questions Top producers don’t necessarily have a large core sphere of influence, but they have very active flow with them This creates referrals and keeps the business rolling Talking on the phone may feel awkward or difficult at first, but just like working out, you need to push past that and it will get easier Your belief system can affect how you feel about the phone if you are actively telling yourself it makes you uncomfortable or you are not good at it Take the path of least resistance and call people at times you know you’ll be in better flow with them (e.g., during College Basketball season) People have commented that the “I’m just calling because I was thinking about you” call feels fake If you focus on connecting with people over common interests and build a list of people you enjoy talking to, the calls will become easy Highlight names to categorize who you most enjoy speaking with, who you could call more, and who you’d feel strange calling Focus on the first two groups Re-evaluate this list once a quarter, not as you’re getting ready to sit down for your Hour of Power The phone becomes a tool of connection You don’t have to interject business topics until the client brings it up A good rule of thumb is to only call people you would want to spend time with in person  Keep track of people who reach out to you, and who you would want to speak with even if you weren’t in real estate - this will help you form your core list of names If you have the wrong people on your list, you won’t want to make calls   Quotes: “It’s probably the number one thing that we get to address when we’re coaching and working with people is: How in the world do you figure out the phone and how do you make it so that you can be a master of the phone?” “It’s not whether you’re good at talking on the phone or not. I want to take that off the table.” “If you really break it down, you have the wrong people on your list, if it's causing you that much stress.” “Start with whoever is in your database or on your list that...you don't want to talk to. Just take them off the list. Start there. If you don't feel like talking to that person, don't call them.” “If they're not people you're excited about having conversations with, you don't really have much in common, but they trust you as their real estate adviser, great. Just show up as the real estate advisor then. I think that's totally okay.” “It removes the burden of being like, Well, I guess I'll call… [But] I don't really know what to talk to him about. And I don't have a reason to call, but he's a client so I should call. No - don't force yourself into that situation.” “You're looking for those little things. As you start to ask more F.O.R.D. questions, dig down, dig deeper - you're looking for the stuff that you have in common, like interests with those people. And when you find common interests, that's the way I'm going to continue flow with that. That's the easiest path.” “That's those little paths that you look for, that build those relationships… This is how you start to establish a deeper level of flow with people.” “I want everybody to be comfortable with knowing that it's okay to not be great friends with everybody you do business with.” “If you're not used to doing that, of course, it's going to be hard to pick up the phone because you feel a little awkward about it. And that's okay, too. We just need to push past that a little bit, just like the first time you start working out. It feels hard, of course. But then it gets easier.” “I've watched people that have the belief system of like, I don't like talking on the phone. The phone's uncomfortable for me. And you have this core belief.” “You start to understand those times of, this is a time I can be in better flow with this person, if I choose to. It's an easy phone call right now. At other times, it's not easy. And you take the path that's, again, got the least resistance.” “The more you have the right people on the list, the more, all of a sudden, the phone calls become really easy.” “Start with people who you talk to even if you weren't selling real estate. Who would come over to your backyard barbecue, if this wasn't your profession? And that list may be small, and that's okay. We got to get a baseline.” “Then we build up some confidence. And then the phone becomes this thing we look forward to, because it's a tool of connection. And you learn to love connection as well.” “You never bring up business unless they bring it up first. It is really just connecting with somebody. And I think that that's a big fear for people, is that they think it's something bigger than that.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Success is something that we all strive for, but today’s episode looks at the different ways success can take form, and what it means to you. The definition of success is entirely subjective, and cannot simply be measured by wealth or titles. Matt and Garrett talk about creating your own definition of success, whether that be income-driven, spending time with family, or hammering out your ideal work schedule. The key is knowing what feels right for you, what lights you up, and doing your best to move towards that goal every day. Success is about achieving your desired outcome, and that will look different for everyone. Our hosts share examples of how traditional gauges for success, like gross commissions and profits, may not always reflect the real story. They talk about being driven by other factors besides money, and eliminating their income goals in favor of an abundance mindset - trusting that money will flow toward you, so you can enjoy other things you love. They discuss the importance of family, physical health, mental health, and being unencumbered, in their own definitions of success. And they encourage listeners to reflect on what success looks like to them, pay attention to what sparks their passion, and go for it. As Larry Kendall says, if you focus on your process, the people, and what brings you joy, the money will take care of itself. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Looking at success and what it means to you Success can often feel overlooked or unappreciated because it doesn’t line up with what you feel you’re “supposed” to do, based on opinions of others The raw definition of success is static, but the truth is that it will be different for everyone Success can take all different shapes Titles, wealth, positions are perceived values - but the elements of success that go unseen are of tremendous value as well, such as time with family Garrett’s example of an agent who was purchasing leads and experiencing great success as a result, but upon closer examination, there were a lot of moving parts and costs in getting to that point Brokerages tend to measure success only in gross commissions, volumes, and transaction count They don’t take your expenses into account If you are only concerned with financial wealth, focus on your net profit, your bottom line number (not gross commissions) The goal of Ninja is to increase your income per hour so you can enjoy your life outside of work Some agents thrive on being available 24/7, and others need more walkaway time The key is knowing what feels right for you, and what makes you feel happy as you lay your head down on the pillow at night The definition of success is subjective, and isn’t only about money Success is about accomplishing your desired outcome - this will look different for everyone Once you focus on your own passion and decide which goals are important to you, the money will always follow If you feel like you are doing your best, and you are proud of what you’re doing, that is a great gauge for success and that’s when you feel most lit up and motivated Getting away from specific income goals in favor of an abundance mindset, trusting that money will flow towards you so that you can enjoy other things you love Family is the most important priority for Matt and Garrett To Garrett, wealth is not about making X amount of money - it’s about making enough to be able to enjoy activities and vacations without having to worry about whether there is enough in the budget Success means being unencumbered Physical and mental health are also huge gauges for success, especially as you get older Whatever your definition of success is, are you doing your best today to move toward that? What do you need to work on? You need to decide what success looks like to you, pay attention to what lights you up, and go after it Don’t let other people’s definition change your trajectory   Quotes: “We need to define what success looks like.” “The definition is going to look different for everybody, but the raw definition...is that it’s the attainment of wealth, position, or honors. It is the accomplishment of an aim or a purpose.” “Is that really success, to have to manage and do $700,000 worth of transactions, to walk out of it with $200,000 in income, give or take? And this is where the waters get really muddy.” “I think people need the okay to not have it always be about money, and there's lots of different definitions of what success is.” “The whole point of Ninja was, increase your income per hour so you can have a life.” “How many people in this industry have not taken a real vacation in over a year, who always have their phone with them?” “When you start talking about, What is the definition of success? The second part of that definition is getting the desired outcome… You've accomplished something. You've done what you've set out to do.” “All of a sudden you watch their business light up.” “What's fun is when you start to figure that out, and then you dedicate yourself to being the best at that thing, there's always a financial reward that comes on the back of it.” “Larry says this all the time, If you focus on the process, the transactions will take care of themselves. If you focus on the people, the money will take care of itself.” “There's a certain point that you go, It's not about the money anymore. At which point, you’ve got to figure out what success looks like.” “When you figure out what success looks like for you, all of a sudden your energy kicks out, your drive kicks up. Everything just kind of comes to life.” “I deleted the income affirmation and went to just, Money flows easily toward me. And just basically saying, I attract all that I need. Abundance is there. And just being in purely abundance mindset, to know that the needs will be met so I can focus on the things that I really like to do and enjoy and love.” “A number one goal of success for me, is that I've got these little people that are counting on me, that I need to make sure I can turn them into the best adults that I can possibly turn them into. That's one piece of success in my world.” “[Mental health] is probably the biggest component of it all, too. Because that's going to drive how you act, it's going to drive how you show up for those little things every day that are going to keep you driving towards your definition of success.” “I hope that everybody takes all this and just starts to think about what that means for them.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett have been preaching the pre-listing home inspection for many, many years, and today they devote an entire episode to break down why. Pre-listing home inspections are an important step to make sure you’re putting people in safe homes. They also increase buyer confidence, raise your trustworthiness, protect both buyers and sellers, and decrease stress for all parties involved. They offer up all the knowledge you need to negotiate from a place of power, and to achieve the best possible offers for your clients. They prevent contracts from falling through during the transaction phase, since everything has already been disclosed, and help you avoid having to put a home back on the market - a huge red flag for potential buyers. Our hosts point out that top producers almost always have the pre-listing inspection built into their process, and even though you may uncover an issue or discover that your seller is unwilling to negotiate, Matt and Garrett explain that this will come out in the process no matter what. It’s better to find out before you’ve invested your time, energy, and marketing dollars into a property. You can fix the problem or simply disclose it to buyers so they know exactly what they are dealing with. In addition to offering clarity, confidence, and marketing appeal, pre-listing home inspections also give you peace of mind as an agent, knowing that all parties are completely informed about the property being purchased. And they serve as another opportunity to demonstrate your role as a trusted advisor, and raise the value level of the industry as a whole. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Matt and Garrett have been preaching pre-listing home inspections for many years This part of the process may not be necessary, but it is advisable and it will help your clients get better offers You may find something wrong with the property, but this is going to come up no matter what Part of the listing agent’s responsibility is helping sellers with whatever defects or issues come up Homeowners Disclosure is still required, but homeowners do not always know what they need to disclose Important to put people in safe homes It would be extremely unfair to skip pre-listing home inspection to the parties that rely on you to be their expert Garrett’s story of an inspector who discovered that homeowners had slapped a coat of paint over rotten material Matt loves pre-listing home inspections because it helps you avoid the second round of negotiations They allow you to negotiate everything upfront and have all the knowledge you need to achieve the best contract possible Even if you think buyers are getting higher offers than ever right now, completing pre-listing home inspections can help them do even better It also helps eliminate buyers’ fears that something is wrong with the house, and they’ll be that much more confident putting in a great offer It offers clarity and lets buyers know exactly what they’re dealing with Analogy of buying a used car versus a certified pre-owned car Having the home pre-inspected can also be used as a great marketing tool Helps avoid having the home go under contract, and then go back on the market - this is a huge red flag for potential buyers Gives you peace of mind knowing all parties were completely informed about what was purchased Makes you more trustworthy as an agent and protects your clients A seller who does not want to complete a pre-home inspection is also a red flag Pre-listing home inspections increase your trustworthiness, confidence with the buyers, and decrease stress for all parties It also adds a huge convenience factor, and consumers pay for convenience Garrett addresses complaint that agents have lost listing over pre-listing home inspections It’s better to find out you have an issue or a seller who’s unwilling to negotiate before you’ve invested your time, energy, and marketing dollars, rather than during the transaction Also, you don’t have to fix everything - you just have to disclose it Let the buyer decide how they want to handle it This is another opportunity to raise the value of what you do as a realtor, and for the entire industry as a whole Top producers have this built into their process   Quotes: “This is a piece of the listing process that I am very, very passionate about.” “There's so many ways that sellers can win bigger by doing pre-listing home inspections.” “I hear people say, Well, why would you want to point out there's something wrong with the property? Aren't you hurting yourself by putting that out there? And then finding maybe something that's wrong? I always laughed at that - I was like, Usually it's going to come up no matter what.” “Putting people in safe homes for one, I think is a big thing.” “That's not an uncommon thing for someone to be like, Let's just touch some things up here, and maybe it isn't that big of a deal. Like, Hey, it looks great. It looks nice. We've been living with it for so long. How bad could it be?” “To skip a step like this, I feel is extremely unfair to the parties that have relied on you to be their experts, to help them through this process.” “The reason why I love pre-listing home inspections, not because of this market, and because of helping buyers, but because I hate the second round of negotiation. I think it's a waste of time. I think it's just riddled with problems.” “That's one of the things that you're doing when you get a pre-listing home inspection, is you are setting yourself up to have all of the knowledge so that you can negotiate from a position of power, so that the sellers can achieve the best contracts.” “I don't care if you're getting the most that you've ever thought you would, you could probably do better.” “One of the four buyers’ fears is there's something wrong with the house. And if, as a seller, and as a listing agent, we can eliminate buyer fears...it’s amazing.” “Anything we can do to make sure that that property does not go under contract and then go back on the market, we want to do as a listing agent. You don't want properties to leave the market and come back on because there's a huge red flag attached to this property now.” “Me as a listing agent, I am actually pretty concerned - this property isn't going to come back and haunt me a couple years down the road. I would be able to sleep better at night going, I feel good because all parties were informed on what they just purchased there.” “Listing agents out there, please, please, please, please, please do a pre-home inspection. Figure out what they look like in your marketplace. Figure out how to sell it to your seller - that this is actually a really powerful thing to be able to present the property in this way. And all the benefits are going to come out of it. It's not a negative. I think it should be done to protect the clients.” “I don't even know if there's any negatives really to it. Other than, you might find a lot of stuff about the house that you're going to find out about anyway. And if you have a seller that doesn't want to do it, that's also kind of saying something too, right?” “Do this stuff, guys. You get increased trustworthiness, you get increased confidence with the buyers, you get less stress.” “And it's not like you have to fix them. You just have to disclose it.” “This is one of your opportunities to raise the level of what a real estate agent is, to provide more value than the other real estate agents out there.” “There's a reason why we've dedicated an entire episode just to this one topic. Clearly, we think very, very highly of this.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Many agents today are finding themselves stuck in the mindset that they can’t find success in this marketplace, or make it work for them. Today Matt and Garrett explain how shifting your mindset first can help you see opportunities where others do not, and they remind us that people will always experience life events that require real estate changes, regardless of market trends. The opportunity to create business is always present, but you need to have the right frame of mind in order to see it.  Matt and Garrett talk about surrounding yourself with others who have a positive outlook, putting in the hard work to maintain a proactive attitude, and taking care of yourself in other ways (exercising, eating healthy food, and drinking plenty of water) to strengthen your overall mindset. Garrett performs a thought experiment to show how pre-programmed beliefs affect how you view your environment, and shares how we can “fill our minds with the things we want to see” instead. If you can focus on the belief that success is always possible, that you offer a service of great value, and that people will always need it, then you’ll be able to handle any challenges thrown your way and grow your business in the process.  Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Topic of mindset has been coming up in a great deal of coaching sessions Many agents are getting stuck in the mindset that they can’t be successful in this marketplace, or don’t know how to make it work for them The first step is to have the right mindset and truly believe that there’s a way to make it happen People will always experience major life events that warrant real estate changes, so there will always be opportunity Surround yourself with people who have a more positive outlook, as that can shift your own mindset Buyers and sellers will always be pushed to the pain level where they need to make a big change Have the affirmation that you will find and create opportunities for your clients It’s hard work to maintain this type of mindset First quarter burnout can make it difficult You need to take care of other areas of your life to protect your optimistic mindspace Your body is like a machine, and you need to have a regimen that will help it run at its best Garrett’s thought experiment from Pam Grout’s E-Squared about how pre-programmed beliefs affect what you see in your environment  Fill your mind with the things you want to see Importance of staying hydrated   Quotes: “Very interesting to see the results that people are seeing based on their mindset versus what actually is happening in the marketplace.” “There's a good part of the population out there that is still not really understanding how to make this marketplace work and how to be successful in this marketplace. And what is starting to really resonate with me is that you have to have the mindset first, that it's possible that there's a way before you can actually make it happen.” “It's a trap that a lot of people fall into - they get stuck in this mindset of, I don't know how to make this work. I don't know how to make a sale happen. I don't know how to get my buyers a property. I don't know how. And it literally shuts off all of the opportunities and tools and conversations you could be having with other people.” “It's easy to let the market start to control your mindset.” “I keep reminding people, like 3% appreciation in one year - that's what we would refer to as healthy appreciation.” “What I see mostly is that people who say, No matter the market, I can make it work, we are going to figure out a way. I may not have all the answers, but I'm going to figure out a way. Those are the people who succeed in every market.” “If we start with our mindset, then we can handle the challenges of the market and address them with proactive action, versus reacting with a mindset of, Well, that's just the way it is.” “It's funny, their mindset says that this run is going to end and then we'll be done. Then home sales are going to stop.” “If I focus on, There's always going to be someone that needs my help with real estate. It's a different mindset, though, because the other person - all they see is gloom and despair.” “Start to focus on, Who are the people that believe they're going to find what they want? Who are the people that are looking at the opportunity that is available in this market, regardless of where prices or interest rates are?” “There's a point where people are like, I have to move forward, I have to do something. I need your help to get me from point A to point B.” “If you have a mindset of, I can help anybody and everybody. I know people need my help. I have a great service to offer, then it doesn't matter if it's hard or easy, because you're going to get through it.” “There's an affirmation that then has to start, I find and create opportunities for my clients.” “You need to start programming in what you want to see and what you want to look for, because it is there. Your brain just doesn't even know how to show it to you.” “I want everybody to understand that everything you see today is because you have a program that you're running, it doesn't necessarily mean it's the truth out there… Take a second and really analyze, Is my program of what I'm seeing in the market right now really what's going on?” “Fill your mind with the things you want to see.” “You all do affirmations, you just don't realize you're doing that.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Over the course of the pandemic, a lot of businesses have shifted their marketing strategies and dropped print marketing altogether. But the three most common elements that have allowed agents to continue thriving during this time are phone calls, postcards, and real estate reviews. Today Matt and Garrett explain why now is the perfect time to return to your postcard mailings, or fine tune the ones you’re already sending for optimal success. Postcards are almost a guarantee to reach your targeted audience, as everyone opens their mail. Mailers can also be used in conjunction with digital marketing - whereas social media posts alone can get lost in the algorithm.  Our hosts talk about putting in the work to create interesting content for your postcards, using them to showcase your personality and creativity, and if that is not in your wheelhouse, hiring someone to help bring your unique voice to life or using templates as a creative reference. Matt and Garrett offer suggestions to include testimonials in your postcards, play with humor, and most importantly, start getting them out the door right away. You can check out some great postcard designs and ideas by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Coaching sessions all over the country help Matt and Garrett zero in on certain trends A lot of businesses changed their marketing platforms during the pandemic, and stopped sending print marketing and postcards Today looks at turning mailings back on or fine tuning your approach as you get to it again Three common elements that allowed agents to thrive during the pandemic have been phone calls, postcards, and real estate reviews Postcards have dried up really fast, but they are still key to your marketing success A lot of companies are now focusing on digital marketing, so sending something physically in the mail will help you stand out - people will pay more attention It’s almost a guarantee of a high connection rate as everyone opens their mail Postcard mailing campaigns are the one constant that always produce big buzz and word of mouth behind the scenes But you need to use mailers in conjunction with other types of advertising and autoflow (e.g., social media, phone calls) Postcards are guaranteed to reach your targeted audience, whereas videos and stories on social media can get lost in the algorithm Mailers can be become the foundation for all your other content, including digital micro-content (15 seconds or less) Put the work into it to create enticing content, both digitally and on your postcards Testimonials can be a great feature to include on postcards, and a simple yet effective way to create content You can also hire creative help if needed, which leaves more time to connect with clients or enhance your work/life balance Just make sure to factor in this cost as you set your budget and monitor cash flow Being creative is not in everybody’s wheelhouse, and that’s okay - that’s what templates and other creative resources are for But postcards are an excellent opportunity to show your creativity, personality, and sense of humor if that does appeal to you Understand your strengths and don’t hesitate to hire someone who can help bring your unique voice to mailer content Most importantly, get your mailers out the door right away - you can fine tune and get better with time   Quotes: “[Postcards are] really the only thing that can come close to guaranteeing a 100% open rate because everybody checks their mail.” “This is a long-term play. Mailings are designed to create not only an awareness of who you are in these people's minds, but also to develop long-term delivery of value to these folks so that when they are ready to do something, or when they're in conversations with others about real estate, your name comes up.” “Put in the work and you'll start seeing results right away.” “It's always come back to this mailing campaign that's been out there and kind of bubbling behind the scenes, exponential results just keeps growing on itself.” “I'm not saying social media doesn't work. I actually think it's an amazing platform. If done right, it hits a void that's out there of connecting with people.” “When it comes to digital content, the cool thing about mailers is that they can become the foundation for all your other content, because micro-content, digitally, is what's taking over now. It's like content that can be consumed in 15 seconds or less.” “Even if you like doing postcards, Garrett, and you're a creative person, it takes a lot less time to spend in your creative zone, doing two postcards a month, than it does trying to do a social media post every single day.” “If you have that creative juice, let your personality come out through these postcards, too.” “A postcard is a place that if you want to, you can have a lot of personality come out of it, you can have a lot of really great energy come out of it. And I think you can play with it a little bit. I think you can also play with…the humorous side, too.” “That's why I just want to encourage everybody - if you're not getting into the mailers, if you have been hesitating on getting back to your mailers, either way, start getting them out there.” “I also want to encourage everybody to understand what your strengths are… Just because somebody else was able to do it, doesn't mean that you're less because it's not in your wheelhouse. That's when you need to bring somebody in to take care of that for you, and don't feel bad about bringing in an expert.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

The Dual Agency Scenario is an interesting one that keeps coming up in Matt and Garrett’s recent coaching sessions. Today they look at how to handle the situation when you have multiple buyers interested in the same property, or you have a buyer who’s interested in one of your listings. They acknowledge that protocols may vary depending on your state, but the key is to have open communication with your clients, and be upfront about your procedure for this, and any other potential situations that could arise, during your 10-Step Buyer Process conversation. This clarifies that you will be representing them, and not sharing any information to the other parties involved. Being transparent about your process helps to build trust, and gives your clients the confidence to know that they are ultimately in control of their real estate decisions, not just along for the ride. Getting ahead of these situations also prevents uncomfortable conversations in the moment, where your clients feel pressured to make decisions under confusing, rushed circumstances. If you don’t currently have a policy for Dual Agency Scenarios in place, Matt and Garrett explain how to do so with your managing broker or a trusted colleague, without having to refer your clients elsewhere, pay additional fees, or lose the relationship that you’ve worked so hard to build.  Share your process for Dual Agency Scenarios in the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: What to do as an agent when you have multiple buyers interested in the same home It comes down to process and having open communication upfront Garrett’s example of an agent who had 4 buyers interested in the same property Are we having the conversation up front with our clients during the 10-Step Process, based on whatever the protocol is in your office? Consumer Information Statement Dual Agency Scenario - you have a listing and a buyer, and the buyer is interested in your listing Key is to be clear and open about the process so there is no confusion - people can’t make decisions when they’re confused Clarity helps build trust as well, particularly if you are going to be a dual agent and write an offer on your own listing If you are representing the buyer only, and you overhear what another buyer is offering, you can use that information to formulate your own offer - you cannot do this if you are representing both buyers This isn’t really a disadvantage, though, as it is very rare for another agent to let you overhear this information Comes back to speaking to your client upfront about different situations that could arise, and how you would handle them How the broker relationship comes into play, can bring huge value to the process Managing broker can help write the contract in a dual agency scenario, then you take over once negotiation is complete This way you don’t have to refer clients away from you, and you can maintain the strong relationship you’ve worked so hard to build If you do not want your managing broker to take on this role in dual agency scenarios, you can also work out an arrangement with a colleague you trust, and be sure to reciprocate when they are in the same position Being upfront with your clients about the process, even if you don’t encounter a dual agency situation, gives them the confidence to know that they are in control of the decision and that they’re not just along for the ride If are only having these conversations as the moment arises, it can feel very “salesy” and put pressure on your clients If you don’t have a process, figure one out immediately (for managers and brokers) Reminder that Ninja principles apply not only to real estate, but to all businesses that involve working with people   Quotes: “Does your office have a policy of who that person gets given to, and in what order, and what does that look like?” “If you don’t let them know, it does bring up weird questions… Who is she representing? How much has she shared? How does this work? Do they know where our negotiation standpoints are? It just brings in confusion.” “We want to do everything we can to make sure that they understand that they’re being represented, and there’s as little confusion as possible. Because people can’t make decisions when they’re confused.” “There needs to be a very high level of trust.” “As a managing broker, anytime my agent was in these situations, our process was, if you have a listing, and you have a buyer, I will write the contract and negotiate for the buyer as the manager, there's no fee for that, I just do that. And then once the negotiation’s complete, the process goes back into the control of the agent.” “Same thing, if there are multiple buyers that an agent had writing on a listing - Alright, the first one to write, you take, and the next one, I'll take. We’ll negotiate out. And then after that you take over. And that's a huge opportunity. Because like then there's no referral fees going in there for a little bit of work.” “I think managing brokers, a lot of times, don't realize that that is a massive value that they can bring to their agents, and to let them know, I'm here to represent you and to take care of that situation when it comes up. And again, you're not going to owe me anything.” “If you don't have a brokerage that has these processes, talk to your colleagues and develop a process that works for you guys.” “That's why I think managers can easily step into this role. You have the experience, you have the knowledge. And if you're a part of Ninja, you also know how this works, right?” “There might be that situation of, I don't even want my managing broker to represent my people. I would be looking internally or to my colleagues to say, Hey, if this comes up, Matt, I'll have your back, you have my back.” “This goes back to the tribe that you build in your office as a managing broker and owner of a company. You want to build people in that want to help people out like that. They're not just sitting there going, Well, what's in it for me? If there's nothing for me, I'm not helping you out, you're on your own. We don't want that. We want a group of people that are like, I'll jump in and I'll help.” “Even just practicing this process of explaining this upfront, and really looking into how we control the process, how they control the decisions, will also help you with negotiations even if you don't have this scenario happen. Because your clients will also be prepped to know that they're in control of their decision.” “I think it's very healthy to let them know that they actually are in the driver's seat of this. We're not taking it over and being like, Ah, we've got it from here.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Emotions are playing a big role in today’s marketplace, often leading buyers to offer significantly more than asking price because of the intrinsic value they place on a home. And while emotional value has always been a factor in real estate, the current imbalance of supply and demand has really brought this to the forefront, and emotionally driven bids are increasing fair market value more than ever before.  Today Matt and Garrett talk about the current trend of buyers making enormous offers based in fear or panic over losing a property, and how this is establishing a new market value for both buyers and sellers. Like luxury cars, people are willing to spend more on homes that fill an emotional need for them, and it’s important to understand how this is currently affecting the market so that you can explain it to your clients and help guide them through the process with a level head. In order to win the game, you need to understand the playing field. Right now, the game is trickier than ever, but today’s episode looks at how to help your clients win, even as the rules change in unpredictable ways - and give you yet one more way to demonstrate your massive value as an agent in the process. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Fair Market Value versus Emotional Value of a home Emotion is always involved when purchasing primary real estate, and intrinsic value is always placed on a property This plays a role in how much people will offer on a property, often much higher than asking price because they are emotionally buying the home When people bid significantly over fair market value because they are emotionally driven based on fear and panic over losing a property, this can then set a new market value precedent, which is cause for concern You could argue that this emotionally driven offer now becomes fair market value because both buyer and seller agreed that is was a fair price, having full knowledge of the asset Matt’s comparison to real estate market to how stock markets and currencies trade People assume fair market value can only go up and the baseline will stay there, but it can go the other way, too (e.g., 2008 crash) Emotions and intrinsic value are always at play - we’re just seeing it more now because of the imbalance of supply and demand Garrett’s example of cars as an emotional value purchase - some are utilitarian, some are specialty, luxury vehicles that people are willing to pay more for in order to fill an emotional need Emotional value also informs the asking price sellers are looking for - shooting for the moon to see if they get it This will start a trend in the marketplace as more people will list their home to see if they get a similarly high price “Make Me Move” prices could lead to a trend of greater inventory Emotional value is the precursor to establishing fair market value Revisiting Step 10 of Buyer Process, and talking to your clients about the role emotions are currently playing in the market You have to know what game you’re playing to be successful at it Successful agents right now understand the game and are able to explain it well to their clients Understanding the market is part of your value as a realtor Your value is understanding the playing field, understanding the process, and being able to understand and guide your client without getting swept away by emotions  Example of helping guide people to win games in Vegas  Someone who helps you actually win games has much more value than someone who just shows you around and doesn’t know how to play Fascinating to watch how emotions are affecting the marketplace right now, and it will continue to change Our job is to keep our emotions level and be a good step down transformer for buyers and sellers   Quotes: “Emotion is always involved when purchasing primary real estate.” “They're not looking at what type of windows does this house have? Or have they been updated or things like that? They're literally coming from this crazy emotional place. Which is like making them, as you just said, put a $900,000 over list price offer in. And people go, That's insane. They're overpaying for the house. No, they're emotionally buying a house.” “The challenge is - what you come to as a potential fair market value conclusion, a lot of times is not what actually the property trades at. And then you wonder, Well, is that emotional value now establishing a new level of fair market value? Because fair market value is what a willing and able buyer and seller agree on if they have full knowledge of the asset.” “That's the crazy thing. They were willing to not lose the properties. But now it's a mark that everybody goes, Oh my gosh, it just sold for that, that must be new market value, based off of some crazy person that was in full fear and panic mode - [they’ve] just set a new market value price. This is causing me some concern.” “The thing that I think people get lost on with fair market value, Garrett, is we for some reason, assume that fair market value is established so that it stays that way going forward, that's the new baseline. But fair market value can go the other way, too.” “We had the conversation about emotions and intrinsic value. And that was well before this marketplace, obviously. And it's always at play. Here, we're just seeing it now more than ever, because of the imbalance of supply and demand.” “We could see people starting to put the Make Me Move prices out there. But if they don't get them, they just take the home off the market and continue on with their lives and their house.” “Maybe that's where emotional value and fair market value tie in. It's like the emotional value is the precursor to establishing fair market value.” “The agents that I'm finding out there that are being very, very, very successful with working with their buyers right now, truly understand the game. And they're able to explain the game to their clients, so that the clients can go in and be successful.” “So many realtors right now are going, Oh, in this market, what's our real value? It’s right here, understanding this stuff - having these conversations and being able to be a guide. It's not just...because you can read comps. There's plenty of smart clients out there, too, that can read comps. That's not your value. Your value is understanding the playing field, understanding the process, understanding your client.” “When they get into the emotional state, they need somebody who is not emotional. And if you keep...your emotions in check, because you're not buying the property, you become an amazing asset to them, because then it can save them from maybe a bad decision or help them make a decision to do something that is a little uncomfortable, but they know it's the right thing to do.” “The value of a real estate agent right now, I think is actually higher than it's ever been. Because the game is so tricky.” “If you can't help people, and you don't know the tricks, and you haven't evaluated what's going on, you can't explain the game, you have no value… You're just walking around showing me games at the casino.” “It's our job to keep our emotions at a certain level and be a step down transformer for our clients. And now more than ever, boy, do buyers and sellers need a good step down transformer.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

As the multiple offer scenario becomes increasingly common in today’s market, so too does agent competition, which can lead to tension and frustration between realtors. Today’s show looks at the importance of having good communication with fellow agents, even though you are in competition with each other, as it is another important aspect of building relationships. Being empathetic and considerate of other agents’ time is extremely beneficial as you grow your business as it can help secure backup offers, early viewings, and ultimately better deals for your clients. When agents do not get along, negotiations can go bad fast. Matt and Garrett offer suggestions for creating cooperative relationships with other agents from the moment you meet, including complimenting them, asking questions to engage conversation, and treating them as you would a potential client. This builds rapport and ensures that they will want to work with you in the future. Matt and Garrett talk about approaching your work with other agents as a ‘co-op-etition,” and remembering that you are all there to cooperate and win together. They discuss being respectful when competing for listings, having an intentional local realtor database that you apply your Ninja Systems to, and working with other agents to share information and feedback that will benefit both agents and their clients moving forward. If you have a reputation for doing the best you possibly can, not just for your clients, but for fellow agents as well, people will want to work with you, refer to you, and reach out to you as a trusted advisor in the real estate world. As agents, we can all achieve greatness together, and today’s episode will show how something as simple as being nice can go a long way in helping everyone succeed. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Communication with fellow agents Two sides of this - agents have been able to secure backup offer because of their relationships with fellow agents; others have had very frustrating experiences because of unclear communication Being cooperative and considerate of other agents’ time goes a long way Example of Dan Smith’s FAQ sheet for buyers’ agents - builds rapport and connection Working well with other agents is also beneficial for your clients Going into a negotiation with an attitude will start you off with a roadblock Having empathy and working together facilitates a better deal, better contract for your clients When agents don’t get along, the deal can go sour quickly Create good relationships from the beginning Randall O’Dowd’s suggestion to compliment them, ask questions, and treat them like you would a client This builds connection and rapport Be mindful of how you interact with other agents at open houses as well - your reputation can precede you, and you want to make sure it’s positive Approaching your work with other agents as a ‘co-op-etition’ - you’re all here to cooperate and win together Having an intentional local realtor database that you apply Ninja Systems to Good relationships with fellow agents can help overcome judgment if a listing hits the marketplace wrong Have a baseline for treating every agent professionally as you never know when you might be working with them Communicating with other agents, sharing information and research together will change your business and create so many new opportunities Clients will also take notice of how you interact with other professionals Circle of energy Making sure you have a reputation for making things work for all parties Good relationships with other agents will allow you to have tough negotiations while maintaining respect and professionalism   Quotes: “We have such a great opportunity to work and cooperate with our fellow agents, even though we’re in competition.” “You might think you're in competition with all the other agents and on building your business and things like that. But at the end of the day, you have to work with all these other agents. And the more you can work together, the easier it is for your clients.” “If you look into it, saying, Hey, let's start with some empathy, just like we do with our clients, because we need to figure out what the real situation is here and act as advisors all together and negotiate in a fair enough way. Obviously, I know that everybody wants to be on the winning side, but there can be win-wins here. You're gonna end up with a better deal and a better contract for your clients, too.” “You always hear the stories of when the agents don't get along, the deal does not go well.” “As Stuart Emery says in Mastery, be in the presence of masters without condemning. And I think that's part of it, too… This is a ‘co-op-petition,’ so to speak. We're all here to cooperate and win together.” “There are times where you might compete against each other for a listing, but you see the top agents, they respect each other when one other person gets the listing, to be like, Man...good job.” “That happens to a lot of properties that hit the marketplace wrong. The realtors make a judgment on it, they decide a certain way. And that's final, like very hard to overcome.” “There's a wealth of knowledge and information there that will not only build stronger relationships with agents, but also make you a better agent for your clients with more information, more knowledge, more background.” “Your clients are watching how you communicate, how you interact, for sure. And so that's something to keep in mind too.” “If you're going to lose, at least lose with some information so that you can sit there and say, How can we be better next time? How can we improve?” “Let's all get along here and work together.” “A rising tide lifts all boats.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Around this time of year, Matt and Garrett typically start to notice agents getting distracted by shiny objects, and letting their Ninja Systems slide. Today they’re here to set us back on track, and warn against neglecting our foundational activities, such as making F.O.R.D. calls, building relationships, and writing notes. The Ninja Systems offer safety and security in every market, and if they begin to feel tedious, it’s important to remember the big picture of how they will help you reach your long-term goals, both for yourself and most importantly, for your clients. Matt reminds us that mastering the mundane is what differentiates those who are good from those who are exceptional. Today’s episode will show you how to reinvigorate your Ninja Systems, and once again find the fun and joy in building your business.  Our hosts explain why relationships are the foundation for your success, how they allow you to weather any storm and thrive in any market, and the importance of maintaining those connections consistently. Garrett shares the powerful analogy of casting plenty of lines in the water and catching a lot of fish, but if you are not tending to the relationships that brought you there in the first place, you will quickly run out of bait. Building stronger relationships in a busy market, not diminishing your flow by contacting too many people, and focusing on your core group are also discussed.  While it may be tempting to simply ride the market wave and let your systems fall by the wayside, the next crash could come at any time. As Larry Kendall says, Ninjas are the ones who learn to dance in the rain. Prioritizing your flow with clients and staying committed to your foundational activities are the key to predictable success, no matter what storms may lie ahead. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.    Episode Highlights: Looking at Ninja Systems, and how it works in every market This is the time of year people start looking at shiny objects and let their systems slide How long is this wave going to last? Do we need to prepare for an impending crash? Garrett has been using Ninja Systems for 19 years and has yet to find a marketplace it does not work in Ninja Systems offers safety and security in your business and this is not the time to get distracted from it Warn against neglecting your foundational activities, such as F.O.R.D. calls, building relationships, and writing notes Agents get bored and wander from attracting business Need to remember the big picture of why these systems are effective and how they will help you reach your long-term goals, both for yourself and your family, and also for your clients Mastering the mundane Ninjas are the ones that learn to dance in the rain and thrive in any marketplace Maintaining relationships consistently is what will allow you to succeed, even in challenging markets (example of agents whose businesses actually took off in 2008) You can also focus on building even stronger relationships Example of Paul Schneider scaling back the size of his database so that he could connect with clients every 30 days - he made the group smaller with better communication, but this is when referrals and opportunities started pouring in You can diminish flow by trying to be in contact with too many people Matt’s observation that successful agents and entrepreneurs usually have a smaller group of close personal relationships, as having countless people in your Sphere of Influence can be exhausting and unsustainable Focus on Ninja Nine and your systems It’s not always easy, but it is simple   Quotes: “Let’s not get too far away from the Ninja Systems.” “I have yet to find a marketplace that it doesn’t work in.” “I’ve seen it happen so many times that I just want people to know that if you want some safety and security in your business, this is something you need to be taking seriously right now. This is not a time to waver from it. This is not a time to get distracted.” “It’s easy to get distracted from doing the foundational activities. It’s easy to say, Maybe I should look at something else. I just want to make sure I’m protected in case this doesn’t continue to work or whatever it is. The truth is that it always will work.” “Where I see a lot of people fall off is on the attracting business side, they start to let their relationships go.” “It turns into a machine at some point for some people. And I think that that's where they all of a sudden just start to deviate.” “You need to map it all out so that you have a really clear picture. Because otherwise, when you do get bored with the system, if you don't have that to fall back on, you will be off to the next shiny object so fast.” “When you master the mundane, that's the difference between somebody who's good, and somebody who's exceptional. And so that's what you’ve got to learn to do.” “Ninjas are the ones that learn to dance in the rain.” “If you have good relationships, you're going to have people supporting you, and helping you get through that time, particularly if you maintain those relationships at a very, very good level.” “I've got a lot of lines in the water. I'm catching a lot of fish. But I'm not going to dig up more worms, so I can continue fishing… I think that that's where a lot of people get lost in this type of marketplace is that, we’ve got lines in the water, we've got fish in the boat, we've got more fish coming. But we're running out of bait. So you need to go back and tend to that.” “The ones that have not figured out how to make this marketplace work are not sitting back with a very awesome database that they have been in amazing flow with going, Yep, still not working. That doesn't exist. If they have an awesome database, and they are connected with them, and they're in flow with them. There's business. There's business falling out of the woodwork.” “That's the wonderful opportunity in a thriving market, not just to close more deals, but to build better relationships and stronger relationships for the long term.” “The one thing you don't want to optimize are the things that don't scale, which is your personal relationships. It doesn't mean you need to go and have 250 more personal relationships, just keep the ones that are closest to you really strong.” “When you talk about relationships, you can actually diminish the return by trying to be in flow with too many people.” “You really don't need a whole lot of people, you just need to be in good flow with them.” “We find the really great things are where the business is just a byproduct of the great relationships that you're focusing on.” “You can't precisely measure the ROI of an individual in your database...because everyone's going to be different, every person is different, every piece of real estate is different. And so don't stress yourself out on measuring the ROI so much, because that's when you start to get distracted. And I think that's why some people will pull away and say, Well, that doesn't work in this market.” “No matter the market you're in, no matter what market you think you're going into, no matter what product you sell, or what product you want to sell, focus on those activities and the relationships you want to build and maintain. And you're going to see some success.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com  Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s topic was inspired by a listener request, and Matt and Garrett are very excited to finally  dive in and discuss the Sweet 16 Listing Presentation. Hailed as “The World’s Greatest Listing Presentation,” this process engages potential clients immediately, and provides all the tools you need to position yourself as a trusted advisor, get more listings (and sell them faster), identify your client’s greatest fears, and differentiate yourself from the competition. The 16 Step Selling Process creates clarity and sets you up to list a seller, not just a home. It allows you to make sure all parties are on the same page, and set expectations for your work together as a team. Join our hosts as they highlight the critical questions provided in the 16 Step Selling Process (you can find the entire list in the Ninja Selling Appendix). They revisit Garrett’s strategy to provide homework to his clients in order to gauge whether they are truly sellers, and explain the ‘One of three things’ conversation that so many agents unfortunately skip in favor of simply getting the listing at all costs. Matt and Garrett also talk about what to do if you feel your goals are not in alignment with a potential client, and debunk the myth that agents have to take every listing offered to them. You’ll hear about whether your clients are willing to list (not sell) their home for fair market value, the dangers of both underpricing and overpricing, and the importance of confirming your clients’ Plan B should their home fail to sell or get the price they were looking for. Garrett shares his favorite question to ask at the end of each meeting, and the show ends with an important reminder never to skip any of the questions in the Sweet 16 Listing Presentation, as each step is so crucial in demonstrating how great you are as an advisor, and putting yourself and your clients in the best possible position to actually sell their home. Thank you so much to Ana Patrice for her suggestion on today’s show. You can share your ideas for future episodes, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. And a reminder that if you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients Sets the stage for everything and gives you the right questions to ask Listing a home versus listing a seller People who are only listing due to favorable marketplace shifts  are not sellers Sweet 16 Listing Process can help you turn those people into sellers Speak to all the decision makers to clarify why they are selling their home and make sure everyone is on the same page Whether to make it a One-Step or Two-Step process is market specific Start with a home tour How to gently provide recommendations Owning your process and the importance of having control Making a home easy to buy - so desirable that buyers will consider it a no-brainer to put in an offer Following up on your listing packet - sellers will have read it and taken it seriously, but if you’re just listing a home, they will simply be waiting for you to give them a price The “One of three things” conversation to have when you first meet with a client This levels the playing field, shows that you’re honest, ensures that you are upholding your fiduciary duty, and establishes your commission guidelines Asking clients whether they are willing to list their home for fair market value Emotional value versus market value Positioning versus pricing Dangers in both underpricing and overpricing Asking clients about their Plan B if their home does not sell or they do not get the offer they’re hoping for Gives them clarity and allows them to move quickly through the process If you find yourself skipping Questions 15 and 16, you need to readjust your time frame to make sure you include them These questions demonstrate how great you are as an advisor and put you in the best possible position to actually sell the house Garrett’s favorite question is to ask whether they have any other properties they need to sell   Quotes: “The Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients.” “It engages people right off the bat.” “Are you listing a home or are you actually listing a seller? And what Ninjas do is we list sellers.” “Sellers will do things that sellers need to do to sell their property. And they will fix up the yard. They'll put money into the house… They will put sweat equity into the house to make sure that it looks just perfect for that opportunity when it comes through the door.” “There's always a point at which people start to get a little greedy, and they're not sellers. They are people going, If it would sell for this, I will sell. If I could get this much money, I will put it on the market.”  “All of a sudden, you may have talked to one party on the phone. Now we have both parties sitting in front of us and you get to see this totally different dynamic of what's going on.” “The expectation needs to be set and known.” “The more control we have, the better the listing looks, the better decisions the sellers are making, the more clarity they have. We're going to get some really good contracts. And we're going to be able to negotiate from a position of strength.” “I knew when I got there and the homework was done, they'd done all my little steps. It was like, Oh, I have a seller! Here we go.” “I remember when I first started selling, it was like, your mindset is: Get the listing. That's it. Get the listing. We'll figure out all the other stuff behind the scenes later. And this totally changed my whole perception of it.” “One of three things is going to happen today: You may like me. You may like what I have to say. You may choose to hire me to help you sell your home. Second is you may like me, but you may not like what I have to say, and you may decide that I'm not the right fit for you and you may choose not to hire me. Third is, I may choose not to take your listing if I feel I can't help you. Shall we proceed and see what happens?” “This just takes all that off the table and levels the playing field and says, No, we're working together.” “Essentially what we're doing here is we're showing that everybody has an option here. Sellers have an option to choose who they want to work with. And the realtor has an option to choose who they want to work with.” “It's a great question to ask somebody, but it also opens up an entire dialogue with them about what if we miss fair market value and what can that look like and what are the damages that can happen?” “We need to ask more questions and get more clarity for these guys. So they have clarity, and I think that's a really important thing. It's so they have clarity, not us.” “Clarity allows people to move so fast.” “A lot of these questions can spark conversation to help you have those conversations with your seller, which also reinforces how great you are as an advisor.” “If you can get all the way through this, you are in a very, very, very clean relationship with a seller.” “When you get that chance to be in front of that seller, hit it out of the park… Don't skip any steps. Don't mess around with it. Show them that you're a professional and give them all the information they need. And then again, this also will make sure that once you have that opportunity, then you're going to have the best chance of actually selling this house.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

As realtors, we need to be educated and pay attention to trends in the economy that may affect our clients. Today Matt and Garrett dive into an issue that’s having a huge impact on our industry at the moment - supply and demand. They explain the role that rising costs are playing in real estate, why contractors are leaving prices open-ended or even abandoning jobs altogether, and the impact that other factors could have on homeowners, such as inflation rates and tax policies. Understanding the current situation comes back to knowing your industry and knowing your product, and will help you serve as a trusted advisor to your clients. Our hosts highlight the importance of doing your research, and talking to business owners and trusted experts around you to find out what’s truly going on in your area, rather than relying solely on the news or information provided on social media. Becoming an expert on what’s going on in the industry, and knowing how to guide your clients through potential pitfalls and challenges is just one more crucial way to demonstrate your value. The more knowledge you can provide, the more powerful your position will be in their world. As Garrett points out, if you’re uneducated, you’re just another number in their database. You can avoid this by educating yourself on all aspects of the business, and today’s episode will lay out how to do just that. Tell us who your go-to experts are, ask questions, and share ideas for future episodes by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Current supply and demand issues Real estate plays a huge role in the economy Costs are going way up and contractors are leaving prices open-ended Comparison to ordering a plate of food without knowing how much it costs, then getting a bill for $100 afterward Realtors need to be educated about this situation and pay attention to trends in the economy that affect business Comes back to knowing your product and knowing your industry Role of inflation rates, tax policies Warren Buffett’s comments that inflation is already here Inflation does not necessarily mean doom and gloom, but it does mean we need to educated about it and how it could affect homeowners This opens up the conversation with your clients We’re in the middle of a sunny day, not remembering how cold a rainy day can be Need to be prepared for these situations and pull our head out of the sand Look at the data, but also talk to local business owners and experts Content producers on social media are becoming the source of information for young people Need to be careful that you are getting news from reliable sources Do your research and be an expert for your clients If you’re not educated, you’re just another number in their database   Quotes: “There are some trends starting to happen out here right now that are making me step back and go, Okay, this could get really interesting, really fast.”  “It also happens to be one of our basic human needs as well, shelter. So it plays a big role.” “I start hearing about builders saying, Yeah, we'll accept your contract to build a house for you, but you know, the price is going to be open-ended until we can actually buy all the supplies because we can't give you a price.” “I think we are starting to come into an interesting time right now where we're going to see some stuff like this start to go on.” “I need to be financially smart about what is going on. What does this all mean? How is it going to affect my people and where can I guide them to go get more information? Because we're going to need to be really trusted advisors for people coming up here.” “People will figure out how to buy or sell, and this is why we need to be trusted advisors.” “Just as if you were going to run a grocery store, you're going to pay attention to what's going on with diesel prices, because your trucks are moving stuff around all the time, and that's going to impact your inventory.” “If you look at the data of just inflation - ending in April, we've hit the highest trailing 12 month of inflation rate numbers at 4.2 than we've seen since 2011 and 2008.” “Everybody's talking about, What if we have inflation? And [Warren Buffett] said it's already here. If you're not noticing that inflation is already starting, you're behind on what's going on.”  “It’s hard to remember how cold the rain is when it’s a sunny day.” “My best education comes from the people that I know right around me and asking more questions, more so than the news.” “That's why I talk to people I know in finance when I want to understand certain things. That's why I talk to doctors when I want to understand things about health. That’s why I talk to personal trainers when I want to understand things about fitness. That's why I talked to Garrett when I want to understand things about real estate.” “If you can get into the actual relationship with somebody, where you are trusted advisors for each other, and you come together and you talk about what's going on and what you're seeing out there, those can be extremely powerful.” “Be that source of information for them, be that source of knowledge.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching  Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

If you’re a new agent looking to grow your business and thrive from the outset, you'll definitely want to tune in to today's episode. Matt and Garrett give their advice for building a solid foundation for success, tell us which habits to instill early on and which to avoid, and explain why flow should be your number one priority. They discuss being 'new' and why it’s actually an advantage in creating relationships as you are ready to learn and do not have to rebrand yourself, and they encourage agents to skip the fancy websites in favor of postcards and personal calls in the beginning. Our hosts talk about untapped resources like Toastmasters and special interest clubs as a way to connect with new people, and clarify that we can initiate real estate conversations as soon as we make those connections. If you purposefully dedicate time to building flow and new relationships, drop your preconceived notions about what it means to be a realtor, and go out there in full force as yourself, you’ll be amazed at how quickly you can build your database and see big results. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can ask questions, discuss episodes, and share tips with other Ninjas. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Some new agents develop bad habits from the beginning, some start with rock solid foundations and thrive from there State of marketplace when you start will affect how you build your business This is a great time to start as it will force you to develop a solid foundation and avoid bad habits You can build a sustainable business if you keep up with it as you go along Being new can be an advantage as you are ready to learn and build relationships Building flow and relationships with people is your biggest priority right now, should be your number one focus starting out Find a process that works, like Ninja, trust it, get in flow with your people, and share what you’re learning This will start to establish you as an expert in the field and open up your Sphere of Influence without looking like a salesperson New agents should skip the CRM and fancy website and go directly to postcards Advantage of being a new agent is starting relationships without any baggage - you don’t need to rebrand yourself New relationships often lead to better referrals than your existing contacts Purposefully dedicate time to connect with new people and make sure to put it in your calendar Big missed opportunity for new agents is Toastmasters, a group of ambitious people who are looking to improve their public speaking skills Meetup.com or any special interests groups/clubs are also a great resource for connecting with new people who have similar interests Ninja Philosophy is to give people information, give them value - and you can do that immediately after making those connections Sending postcards and calling is less invasive than email Don’t buy into the idea that it will take six months to make your first sale A lot of agents find success with open houses, but don’t rely on them entirely Number one focus should be getting in flow with as many people you can and building a database, blocking out time to take action and reach out Make goals and double them Drop preconceived notions of realtors - go out there and be yourself   Quotes: “How can a new agent take the Ninja Selling System and build a thriving business as soon as they get licensed?” “The agents that started in 2008, 2009, 2010 are like hardened war veterans. They’re no joke, no messing around. They have fundamental set-up in their business because they had to figure it out to make the business work.” “I feel like we’re in that type of market right now… If you learn how to grow and build this business, and build your foundation right now, you will be an extremely successful long-term real estate agent.” “This is an amazing time, if you’re serious about starting your business right now, because you’re not going to have any bad habits.” “There’s so many places you can go grab information that I think being new is not that big of a deal.” “Flow with people is your number one. Biggest, biggest, biggest thing you need to focus on right now… Write down the word ‘Flow.’ That is your number one focus. Flow is the driver.” “If you’re inexperienced in this business, and you want to go bigger, flow is the answer to everything.” “The best thing about being a new agent is you know what you don’t know, which is a lot. You get to go dive in and do research and learn a lot of stuff and start sharing that.” “You can’t be a secret agent at all.” “That branding of yourself as a new agent is one of the most messed up things that people just botch all over the place.” “A lot of times it’s new relationships and applying the branding, the postcards, and all that into growing those relationships and those connections. Those sometimes can be better referrals than the people who have known you for a long time. But a lot of people get twisted on that. They think the old group would be your best referring group.” “You have to purposefully dedicate time to connect with new people… I think that’s got to be in the calendar.” “They’re going to go to the people that they like and trust, and they can see themselves in. That’s why I like these affiliate groups.” “The Ninja Philosophy is, give them information, give them value. And as a new agent, a lot of times people go, When can I start mailing them? When have I bridged that gap? ...And the answer is immediately. The minute you make that connection with them.” “It’s amazing how fast it can progress. This is where I go back to where everybody goes, Oh, new agent, it’s going to take you six months to get your first sale. Don’t buy into that. Don’t listen to that.” “You can put together a transaction very, very fast.” “Everybody you meet becomes a new relationship.” “You’ve got to let that stuff go of, This is what it means to be a realtor, and be you. And go full force a hundred percent.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode looks at John Assaraf’s four stages in the journey toward growth: Comfort Zone, Fear Zone, Learning Zone, and finally Growth Zone. Being in your Comfort Zone might feel familiar and safe because you have control over your situation, but no real growth or change can come from there. Matt and Garrett explain why so many people find themselves stuck in their Comfort Zones, and what they can do about it. The first step is acknowledging what is holding you back, and analyzing your fears to the point where you can push through them to learn new skills. Matt cautions against becoming a Success Zombie, though - only accumulating new knowledge or designations without putting any of it into practice. Real growth can only happen when you take action and set goals that are connected to a purpose.  Seeking out motivation, talking ideas out with others, and learning from masters can help lead you away from your Comfort Zone and Fear Zone. Garrett also talks about the inherent nature of making mistakes within the Learning Zone, and reminds us that every failure is a learning opportunity. Matt explains the importance of believing that you can get to the Growth Zone, letting go of excuses, and he and Garrett point out that you don’t have to go through this process by yourself. Surrounding yourself with people who ask more of you will allow you to see things from a different perspective and help push you to the Growth Zone, oftentimes faster than if you had embarked on the journey alone.  Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can ask questions, discuss episodes, and wish Garrett and his beautiful wife, Sarah, a Happy 20th Wedding Anniversary! You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: John Assaraf’s The Answer and the idea of moving through your Comfort and Fear Zones into the Learning Zone, then finally to the Growth Zone Comfort Zone is where you feel safe and in control, even if you don’t particularly like the situation you’re in Fear Zone is characterized by a lack of self confidence, finding excuses, letting other people’s opinions affect you  First step in to acknowledge what you’re afraid of and analyze what you’re truly concerned about Analyze it to death Seeking out motivation, inspiration, or a guide to help move you out of Comfort and Fear Zones Going back and doing something you understand versus pushing yourself to go learn something new The Fear Zone is internal, which is why speaking to others can help you push through fear into the Learning Zone Getting to the point where you’re open to learning so that you can seek out people to learn from and grow with Learning from masters is key, but you also don’t want to become a Success Zombie and get stuck in the Learning Zone, where you are taking in abundant information without putting any of it into practice Growth happens when you take action Setting new goals should come after Fear Zone - once you’ve moved past your fear, you’re ready to learn and figure out how to achieve them Make sure what you are learning is aligned with specific goals  Connecting your goal with a purpose How to tell you’re actually in the Growth Zone versus just thinking you’re there Trial and Error of being in the Learning Zone - not everything will work, but you can’t let that set you all the way back to your Comfort Zone The belief system and not making excuses for why you can’t get to the Growth Zone Take a step back and look at how you can move yourself along this process and come up with a plan Don’t feel like you have to do this alone   Quotes: “What is this Fear Zone that stops a lot of people from growing?” “I think Comfort [Zone] - your subconscious mind gets it. It’s comfortable with it. You know it. You know what to expect.” “I think the first thing is acknowledging what you’re afraid of, I think that’s the best way to move kind of through that Fear Zone.” “Analyze it to death.” “Finding somebody that can almost be a guide for you to go through the Fear Zone so that you know you’re not the only one, right? Everybody’s been there. Everybody goes through it.” “There are so many places you can go besides taking a step back and doing something you understand.” “We get a lot of people that...they’re like, Okay, I’m a bit in my Comfort Zone. I know all the stuff that I’m kind of fearful of and now I need help. Now I need something that can kind of get me to the Growth Zone. I think that’s what you need to get through to that Learning Zone, to be open to talking to a master, to talking to somebody that has the knowledge.” “That’s the part of where it shuts you down from being a learner, is if you’re not willing to learn from other masters around you.” “The Growth Zone is finding purpose, living those dreams, setting new goals, conquering objectives. And so all things that have to do with action.” “Once you are breaking through to the Learning Zone, now you can actually have the opportunity to set a goal that has purpose.” “When they get into the Growth...this is where miracles happen. It’s like all of a sudden there are results produced that are beyond what you could have dreamt.” “There is no failure. Every failure is just a learning opportunity.” “At some point you have to trust. Trust leads to belief, and then that’s what’s going to allow you to take action. Because if you don’t believe, then it’s going to be hard to push past the Learning Zone.” “It’s right there in Mastery, to surround yourself with those kinds of people who ask more of you than you do, and that’s going to help push you along this journey.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group   John Assaraf’s The Answer

Today’s episode opens with a question for you - if your business is a vehicle, which seat are you in? Are you in the driver’s seat, making every decision about where you want to take your business? Or are you in the passenger seat, making a few calls but largely handing control over to others? Matt and Garrett discuss the importance of accepting your current reality so that you can make the necessary changes to get back in the driver’s seat, even if you’re starting from the back seat or worse, the trunk. They talk about having creative input and control over your marketing, rather than relying on Autoflow Marketing strategies. And they acknowledge that while you may not want to be in the driver’s seat for every aspect of your business, you still want to be in control of the process. Being a navigator from the passenger position can be equally important, as Matt and Garrett point out with the example of rally car racing. And if you’ve found yourself relegated to the back seat of the car, our hosts explain how communication can help you get back in control of the wheel.  Connect with other Ninjas, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: If your business is a vehicle, which seat are you in? If you feel like you’re in the passenger seat, it’s time to acknowledge that so you can make some real changes, get back in the driver’s seat, and take control of your business again So much power in accepting your current reality Don’t hand the steering wheel over to others and let them decide where you’re going Being in the driver’s seat means having creative input in your marketing Autoflow Marketing point is a great example of being in the passenger seat It’s okay if you don’t want to be in the driver’s seat for every aspect of your business, but you still want to be in control Hiring someone does not mean you need to relinquish all control and move to the back seat The passenger can also serve an important role as navigator - rally car racing is an excellent example of this Knowing your process keeps you out of the back seat Communication is crucial and can help you move back to the front of the car Look at your systems and analyze where there might be a challenge or breakdown in communication This can even be applied to your personal life and relationships Are you moving toward your goals and dreams with your business? If not, you’re probably not in the driver’s seat Be aware of your position and be purposeful about what you need to do to change   Quotes: “Your business is a vehicle - which seat are you in?” “You wonder why you’re so confused about how you ended up here - it’s because you’re sitting in the back seat. You’re in the trunk! Somebody else is driving.” “I think the majority of people are in the passenger seat.” “You can’t make changes usually in your business or in your life unless you acknowledge where you’re at right now. And I think it’s time to stop and acknowledge.” “Do you have a say in what’s being put together? Do you have a voice in the type of marketing that’s going out?” “I think for some things in your business, you don’t want to be in the driver’s seat of it… When it came to staging a house, I did not want to be in the driver’s seat. I am not that person. I hired someone else to drive that car.” “When you go and you hire somebody or you bring in an expert, you technically are in the driver’s seat. You can let that person go if you want to, if you don’t like what they’re putting together.” “With hiring people, that’s also where a lot of people end up in the back seat. They relinquish too much control.” “If your hands are not in it, if you’re not checking in periodically, you do run that risk of all of a sudden going, How in the world did we get here and why are there only three wheels on the car?” “This comes into knowing your process. I think if you know how your business operates, if you know your process, so you know what’s coming next, you’re immediately pulling yourself out of the back seat. If you’re in reaction mode...you’re totally in the back seat.” “When you start to analyze your business and start to break down all the pieces of it, I think there actually are the right spots that you need to be in the passenger seat and there are the right spots where you need to be in the driver’s seat. What you don’t want is to be in the back seat.” “If you find yourself in the back seat, communication will fix that. That means you need to pick up the phone, you need to talk to people, you need to figure out what’s going on. And the minute you do that, you’ve moved yourself back up the passenger seat position.” “If you acknowledge that you’re in the back seat, you’re now also acknowledging that there is a communication issue that is happening with yourself, with your team, with your clients potentially. And so find that challenge and figure out what’s the best way to solve that problem as quickly as possible, and you’ll move yourself into the front portion of the vehicle.” “I have no communication anymore and I’m on the back seat… I think that there’s lots of different places here that people are going to stop and be like, That’s where the issue is.” “Hopefully the result there is that you’re in the driver’s seat of the entire business… We want to end up in that driver’s seat because this is your future. This is your goal. These are your dreams that you’re building with this business. And so if the business isn’t moving you towards that, then you’re probably not in the driver’s seat.” “This doesn’t take long to figure out, and it doesn’t take long to change. But you have to be aware of it, and then you have to be purposeful about what you’re doing to do to make the change. And then go do it.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Knowing your product is a crucial part of running your business. But many agents are getting caught up in today’s fast-paced market and neglecting this key step. Today’s episode looks at the importance of doing your research, taking the time to truly understand the properties in your marketplace (not just the homes, but the neighborhoods, nearby schools, parks, trails, and stores), and how this skill can help you expand into more luxury areas and price points. Matt shares his experience visiting every single listing as a new agent, and tells Garrett why even experienced agents can benefit from educating themselves on new products and areas. They challenge us to designate weekly time blocks focused entirely on learning something new, and Garrett shares his advice to “slow down to go fast.” Share what you’re learning, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Knowing your product is a crucial part of running your business A lot of people in Sales only research a product in the moment, after a client asks Need to take the time to really understand your product and learn as much as possible Pick new types of properties, do research and analysis, and make predictions to see if you hit the mark Matt’s early experience learning about every single listing at his company Value of knowing the products on the marketplace  Knowing not just the homes, but the neighborhoods, nearby schools, mountain biking trails, grocery stores Experience does not necessarily mean expertise Multitasking and making predictions Planning time blocks for learning will help you be more productive If you want to get into higher, more luxury products in the marketplace, take the initiative to educate yourself about them - arrange a private walk-through, do an analysis of the properties Your research will also open the door to interesting conversations and details to share Agents are neglecting to do this research in favor of riding the crazy market pace Knowing your product is equally important for new and experienced agents Garrett’s advice to “slow down to go fast” Matt’s challenge to give yourself an hour per week to learn something new, and slowly increase that with time   Quotes: “With knowing your product, this is an interesting piece that a lot of people - they get caught up in doing the business.” “You need to take some time to really get to know, on a deep dive, your product - what you’re selling, what you’re working with. And I just don’t see it done enough.” “If you want to get into a different neighborhood, or a different price point, or a different style of home, get out there into those areas and learn it.” “Know your product and what you’re doing.” “It provided me with so much value. Also, I got to learn some of these homes that I had never been in - the different styles of home, and talking to the listing agents about how those homes could be used… Just getting out there and learning.” “That’s where I think the value is… This is about knowing the products that are out there on the marketplace. I think when you’re a newer agent, everything is fair game.” “You become the expert.” “A lot of people, particularly in real estate, go to, just experience - I have 30 years in the business. More and more people don’t care. I’m sorry. They care about what you know!” “If you know your product and you’re the expert, these are the types of things you can start to do. And people will look at you as the expert versus just someone who can open doors.” “You have the opportunity every day to learn more things. And you have the time to do it.” “One of the best things I’ve ever seen to get people to sell a higher end or more luxury type of product in their marketplace, is being educated by it.” “Let them know, I’m doing some analysis right now. I’m trying to figure out this marketplace and what is going on here. I love your property, I love this listing… Would you mind if, me personally, if I went, and just used this as part of my analysis?” “It does take time to do this research, but if you put it into your day, you’re going to be a better agent for it. You’re going to have new knowledge that also gives you opportunity to have conversation.” “In this marketplace, what we’re watching is people are not taking the time to really, really, really do a little bit more of a deep dive. They’re just kind of running at this crazy pace, trying to get deals done… You still need to be an expert to your people. You still need to really have a deep understanding of your product and what’s going on.” “Even experienced agents - they’re getting pushed out of their normal areas.” “You can up your knowledge really fast. It’s not like you’ve got to go get a Masters Degree in a particular part of the marketplace.” “My favorite saying is, Slow down to go fast. Just take a moment to pump the brakes every once in a while. Slow down, look around. Because when you’re just running all the time, sometimes you will fly right off a cliff and you didn’t even see it coming.” “The more you know what’s going on and what’s happening, now you can be an expert for your clients.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett are diving deeper into the idea that your clients don't need you, they should want to work with you - because you can actually take this to the next level, and turn that “want” into a “need”. Once you have established your expertise and given your client the best experience possible, clients will not only want to work with you, but they will recognize just how much they need you moving forward on all their real estate decisions.  Our hosts break down this cycle, and how the Ninja Process can help you become the person your clients just can’t buy or sell their house without. They explain the importance of building relationships with your clients, getting to know them on a deeper level while maintaining professionalism, and understanding the reason why they are selling their home, rather than just the details of the house itself. Once you truly understand your clients’ needs and put them first, they will go from not knowing they needed you in the first place, to wanting you, to finally feeling like they will always need you in their lives. Share the ways you have managed to go from a need, to a want, back to a need again, by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Revisiting the idea of, ‘They Don’t Need You, They Should Want You’ Recognizing that once people want you, they actually realize that they do need you because of the value you bring to their experience This often happens after the transaction has taken place - how can we help clients realize this earlier in the process? Ninja Process allows you to do this by creating communication, creating dialogue, identifying common interests, and focusing on clients’ needs Turning yourself into the person clients must have in their life when they are making real estate decisions Putting other people’s needs ahead of your own rather than searching for the next sale Need/Power Dynamic Getting to know your clients on a deeper level while maintaining a professional relationship Transition from wanting to work with someone to truly needing them Asking clients what their home means to them, and learning what’s important to them so you can do the best job How soon to start the process of building relationships and asking deeper questions Understanding why a client wants to buy or sell, not just the details of the home Similarities to Matt and Garrett’s approach to coaching - taking the time up front to really get to know who that person is This can be applied to every profession and relationship   Quotes: “That want starts to turn back into a need… I cannot do it without you. I need you.” “They don’t need you, they should want you. And now that they want you, they’re going to recognize that they need you.” “It takes that progression of, I didn’t know I needed it, and then all of a sudden, it’s like, Oh, I want it. And then it’s like, Now my life will always have that in it. I will always have this item, or this thing, or this person in my life moving forward because now I need it.” “We don’t necessarily recognize that need until we’ve used the product or service, and we go back and say, This has really enhanced my experience, my life, whatever it might be. And that’s when we recognize, I wouldn’t have this experience, I wouldn’t be where I am if it weren’t for that. And therefore, I did need it.” “Look at some of the stories and testimonials that agents get after the transaction, when there’s reflection and the clients go, Man, Garrett, we couldn’t have done this without you. I didn’t even recognize it until we were signing the papers, and it all started to come to me...without you, this wouldn’t be possible.” “This is why the Ninja Process works so well, because it starts with getting to know these people.” “What you described is basically releasing a focus on the transaction… As soon as you take that away from yourself and say, It doesn’t matter to me whether this transaction goes through or not, as long as it’s the best thing for my clients, all of a sudden you no longer need that deal, which shifts the power in your favor.” “If you don’t get attached to the outcome, then you have a lot of power in negotiations, in conversations, in relationships. And all of a sudden, people start to feel like they need you.” “If you really get good at figuring out these people on a very deep level, that’s the thing that will turn you from the, I want this agent, to, I need this agent in my life. And it’s just a layer of going deeper of understanding, that a lot of people kind of skip over.” “It’s the nuances and the conversations that you have with a professional service advisor that make the difference. It’s not necessarily just the result of what you get at the end of the day.” “The one question that I always go to, which I think is great and can work in any sales situation, is, What does this mean to you? What does this home mean to you? What does this transaction mean to you? What does this car mean to you? Then listen.” “That’s what my house means to me. If somebody can pull that out of me and understand, This is what I’m selling, This is what I’m leaving behind right now… That’s that piece that’s going to make me say, Okay, this person - if I’m going to go and sell my house, I need them in my life because they understand me, they understand what I’m selling, they understand this much bigger picture than the house.” “To go from that not needing, to wanting, to back to needing, so many people don’t understand that this is actually the heart of where it comes from.” “Professional relationship involves relationship - it’s not just, I’m going to do this service for you and see you later.” “I think it starts right at the moment that they say, We’re thinking about buying or selling… I now get this chance to learn everything if I want to ask the right questions.” “It’s so not the nuts and bolts - it is a much greater picture of Who Are You?” “Everybody’s going to have their own unique method and process for this.” “This works in all scenarios, all places.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s podcast is about...podcasts! Join Matt and Garrett as they discuss how podcasts are being used in the real estate community, how they can help build your brand and create professional relationships, and whether an Arts or Science format is the best approach. They’ll help you decide if starting a podcast is right for you, and share their tips for doing it successfully. They talk about finding a topic, releasing episodes on a consistent basis, and including entertainment value into your show. Other tips include investing in quality microphones and sound equipment, reaching out to local business owners to feature them on the show, knowing your audience, and banking several episodes before finalizing distribution. Most importantly, have fun and don’t take it too seriously! You will get better over time. Share your thoughts and get in on the conversation by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: How podcasts are being used in the realtor community - what works, what doesn’t work Using podcasts to raise your profile, expand your brand Starting with your community, even if it’s a very small group, and building energy from there Making sure you include entertainment value and personality in your podcast versus simply sharing market stats Deciding on your topic and format Matt’s experience using John Lee Dumas’ Free Podcast Course Importance of releasing episodes on a consistent basis Successful purposes of a podcast Podcasts are a brand-building tool that also allow you to get a little more personal Invest in a good microphone and equipment Start by recording several episodes before worrying about distribution Podcasts can be timeless, timely, or whatever you want them to be You can use your podcast to grow relationships with clients and other professionals Know your audience and the direction you want to go in Have fun with it, build relationships through it, create a little bit of impact Remember podcasts are not for everybody - but if the idea excites you, it may be worth pursuing   Quotes: “I am amazed, still today, how many people listen to podcasts.” “You get to talk! Which is the number one thing that every human loves to do, is hear the sound of their own voice!” “I think you need to sit down and brainstorm - what is the information we want to give out, and who do we want to be affecting?” “Community has got to be your first place that you want to start off with. And when I say community - that is your audience at first. That’s where you should be focused on, that’s where you should be starting it. And that might be 100 listeners… And that’s okay. It might be a very small group up front.” “But that group, as they tune in regularly and they get the information, it just starts to grow and build some energy around it, which can be very fun.” “If you’re going to go into the podcast space, too, there’s got to be an entertainment value to it, there’s got to be a personality to it.” “Find what you’re passionate about talking about, and that will become the best place to start.” “You can reach out and ask if they want to be on a podcast, and I have really seen some pretty awesome results of people saying yes to that. You know, very rarely will business owners turn down an opportunity for free marketing.” “The opportunities for how you want to structure it are truly endless, but you do want to have some type of format.” “If you want people coming back, the consistency has got to be there. People need to know what to expect… If you have consistency to your podcast, you're going to develop listenership over time.” “Podcasts are actually a tremendous way to engage with a lot of people in, really, not a lot of time.” “As a real estate agent, obviously the more people you can have being aware of who you are, what you do, the elements you bring to the table, the novelty behind you - you're not like every other real estate agent. I mean, how many other real estate agents out there are interviewing local businesses and educating people on how awesome the community is, as well as educating people on what’s happening in the real estate market right now?” “It is a brand-building tool, just like everything else that you do, only - I think the cool thing with podcasts is people expect it to be a little bit more personal.” “The other cool thing - your podcast becomes little pieces of content that can be shared out… You can take one episode and chunk it down into audio grams. If you're recording it on video, it can be video chunks that can then go to all different places as well to distribute and share that value.”  “Don't take it too seriously, by the way, because you're going to get better over time. If your first episode is no good, who cares? By episode 100, you're not going to even remember that episode.” “Come up with what you want to talk about, how frequently you want to do it, how is that going to fit into your schedule or your routine, and time block that time because it can catch up to you real fast.” “There's so many things that you can do. The opportunities really are endless. You’ve just got to choose what you want to do and drive into it, and keep that accelerator down.” “It's fun, so that's a big opportunity. But I also just think that this can be a great asset to any business, quite frankly, not just real estate. Any business owner, if you would like to engage in conversation, if you're good at asking questions, you can start a podcast.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

If your marketing strategy is all about you, you, you - your accolades, your tricks, your success - Matt and Garrett are here to tell you, you need to make some major changes. It’s not about you, it’s about the client and how you can make their world better. On today’s episode, our hosts discuss the pre-listing packet, and how you can use this promotional tool to showcase what you can do for your clients, how you will help guide them to their hopes and dreams, and demonstrate your value by outlining everything involved with your process. They talk about the marketing trap that so many agents fall into - focusing on their own biography, rather than on the amazing experience they provide. Matt and Garrett share tips on how to make the most of your pre-listing and buyers’ packets, including the use of flow charts and pictures, explaining current issues in the marketplace and how you will protect clients from them, and emphasizing why your service is important, rather than just something you do. They discuss other marketing strategies, like postcards and social media posts, and reminisce about car brochures as an example of how to show people what a product can do for them. Garrett points out that simply having a pre-listing packet is enough to set you apart, but today’s episode will help you take it to a whole new level by shifting the focus away from you, and onto what you can do for the client.  Share your pre-listing packet ideas and get in on the conversation by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Marketing - focus on how you can make someone’s life better versus gimmicks like free appetizers Information to include in your pre-listing packets and buyer packets Flow charts that illustrate the entire process and everything you are doing behind the scenes Updating pre-listing packets to reflect current market trends Dan Smith’s FAQ Sheet for buyers’ agents Challenges of being a buyer in today’s marketplace Demonstration of your value in pre-listing packet Showing clients how you can put them in the best position to buy the home they fall in love with Helping people understand why they want a certain service or product, and what it will do for them Keep the focus on the process, rather than on you as a realtor Is your buyer’s packet a biography of your success, or about how you’ll guide clients to their hopes and dreams? Garrett is blown away by how many agents still do not use a pre-listing packet Car brochures as an example of how a product will make your life better Using pictures and visual imagery to show what clients can achieve by working with you Invitation to share examples of how you make the most of your pre-listing packet on the Facebook group   Quotes: “If you were to hire someone to do some marketing for you, you need to look at that as like, How is it that someone is going to walk away from this moment that we’ve been able to interact with them with something that’s going to improve their world?” “If you can create an element of information that they’re going to want to sit down with a spouse, maybe with a friend, and maybe even come back to you and be like, Tell me more about that. I want to know more about that because I think that that could make my life better. I think that’s very powerful.” “If I look at the average person’s pre-listing packet, it is not focused necessarily on the client very much. It’s not focused on making their world better. It’s all these tools and tricks and stuff that I have to offer. And unless I can connect to how I can make their world better...it’s lost. It’s just stuff. It’s just things.” “I think every market that we go through, we learn more about, what are the different levels of services and experiences that we want to highlight into these pre-listing packets, and buyer packets, by the way, to show that this is going to be an amazing experience for these people.” “Having a flow chart of what this process is, and the journey that sellers and buyers are going to go through, with you as their guide, I think is the most important piece that I most often see left out of these packets.” “To realize that there’s all these things that you’re doing when they’re not with you… I think those flow charts are great to make them go, I didn’t realize there were these many moving parts in making me go from listing my house to the closing table. I didn’t realize there was this much stuff that happened before we even put the home on the market.” “That’s the power of the pre-listing packet, when you make it about them, is that it’s not all you, you, you, Here’s what we’re going to do, here’s my accolades, here’s what I’m great at… It’s, Here are the problems of this marketplace right now, here’s how it’s going to directly affect you in all these different ways, and here’s how I’m going to protect you from it. That is the piece that needs to be inside a pre-listing packet that is missing a lot.” “Or somebody creates their pre-listing packet, puts a stamp on it, and five years later, they’re still using the same one. If it’s done right, it shouldn’t work anymore!” “[Dan Smith] created this FAQ sheet that basically has the Magic Wand Scenario for his sellers, and he talks to his sellers now about, Hey, this is what we're going to do to make sure that our buyers’ agents are bringing the best offers to the table, and then we'll take a look at those and see what we need to tighten up with certain terms to make sure that we lock in a good contract. And the buyers’ agents are thanking him because he's providing an explanation of the services to the sellers that are going, Oh man, I don't have to deal with that now and that's going to help me get the best offer.” “Those are the little things that you can tweak into your pre-listing packet, depending on how the markets are operating, that demonstrate that value and showcase to the sellers, like, I want that. I really would like to have that service.” “Let's talk about how we're going to put you in the best position so that when you find the home you fall in love with...you don't have to watch it be sold to somebody else.” “My favorite question when somebody is sharing with me all the services that they provide, is, Why? Why do you have that service listed? What does it do for me?” “In basic sales, you get shot down more often because people don't understand why they want that service or that product.” “I'm not saying don't share your services - just give me a reason why it's important because that's when you make it about them. That's when, all of a sudden, you turn the corner and it's about them now, rather than just something you do.” “If you make it about you, the realtor, then you have the biggest opportunity to become a roadblock in their process. Whereas if you outline the process, and how it will help them achieve their goals and dreams, then you no longer become the roadblock if, operationally, you’re running everything smoothly.” “Open up your buyer’s packet, look at your marketing and ask yourself… Do you feel that, if you're looking at it from a client's perspective, that you are engaging with somebody who's going to guide you to victory, it was going to guide you to your goals and dreams? Or do you feel like you're reading a biography of someone's success? And if it's the latter, then we probably need to make some tweaks.” “Because you’ve hired us, this is what we're going to give to you so you don't have to be stressing out.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode looks at the Law of Influence - what it means to truly have influence over other people, how it can lead to greater professional and personal success, and the way it evolves over time as you continue to build your business. Having influence comes down to how abundantly you place other people’s interests first. Matt and Garrett discuss how you can build influence with others by asking questions, expressing empathy, and truly caring for them. Having this genuine connection creates trust, and people pay more attention to your suggestions or advice once you have this relationship. From there, success is inevitable! Social media can give the illusion of having influence, but our hosts explain that real influence isn’t about the number of followers you have - it’s about the quality of your one-to-one connections and how you use a given platform to create relationships. Matt and Garrett talk about making the most of your Sphere of Influence, even if it’s only a small group, and Garrett shares his thoughts on whether technology has actually improved the way we create influence. They discuss the importance of scaling influence, being pure and genuine with people, and giving to others without sacrificing your own goals. Matt breaks down Bob Burg and John David Mann’s Five Secrets of Genuine Influence from their book, The Go-Giver Influencer: A Little Story About A Most Persuasive Idea, and they end by encouraging us to embrace a core of caring in all our interactions to become a true person of influence, the foundation for any good Ninja. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, discuss episodes, and enjoy the amazing conversations taking place. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Go Giver’s definition of influence - how abundantly you place other people’s interests first Influence can change over time Sphere of Influence - a group of people (or sphere) that you have influence over regularly Trying to grow the group of people you have influence over, and how this can yield success and results Examples of local businesses that have taken care of Matt and Garrett beyond simply doing a job (Meyer Crane and Passion Heating and Air)  Influence begins with asking questions, expressing empathy, taking care of clients’ needs  People pay more attention to your suggestions and trust your advice when you have influence over them Scaled influence Number of followers on social media does not necessarily translate to having influence Revisiting Luca Alboretti’s visit to the podcast and his ability to build connections by truly caring about people The Go-Giver Influencer and the Five Secrets of Genuine Influence True influence starts with a core of caring   Quotes: “Do people really understand what influence means? And the level that this can go to?” “Your influence is determined by how abundantly you place other people's interest first.” “Influence can be situational and occupational as well. So I believe you can have influence over someone as their trusted real estate advisor, but you may not have influence over someone when it comes to other things.” “Real, true influence is when you put the other people first. It has nothing to do with you building your business… Truly being an influence in their life, and connecting with them, and knowing what’s important to them, and knowing what makes their world light up - that’s where I think influence becomes really amazing to watch. And when you start to get into those roles with people, success is inevitable.” “If you have influence over me because you paid attention or you had great customer service when I called your company… All of a sudden, I’ll pay attention to other things because now I trust you.” “Well, who am I going to pay attention to? Obviously the people who have influence over me are going to take a higher priority.” “I think that's where a lot of people get confused, too, they think influence has to do with the numbers, right. There is scaled influence. You can scale your influence, and you can have a massive audience that you have influence over without necessarily having one-to-one interactions. But influence always starts with the one-to-one interactions because when you scale it, you can have interactions that scale, that help you change your message or deliver your message.” “It doesn't matter how many people follow you on social media. It doesn't matter how many people you have in your database. Start with the people that are there. If you can develop influence over them, which, like you said, it's not a switch you can flip, but it is something that you can start practicing right now and you can start going after it.” “It’s how you show up to use and create influence in those venues.” “Sometimes we look at all these cool pieces of technology and we go, Well this is the answer. Now I get to do this. But really, what I find, is the most successful people that I'm around take that time to shake the hands, kiss the babies, be involved with people's lives, understand what's really affecting them, really get into that.” “That was the catalyst that allowed the relationship to create the influence.” “This is a very important point because a lot of people say, Well I place other people's interests first all the time, but sometimes are doing that, never thinking about themselves, which is okay. But then the relationship just becomes kind of like a martyrdom… It's okay to have your own motivations. It's okay to have your own goals.” “But when you really care, that's when it gets crazy. That's when that influence really starts to set in, and it's like a fire hydrant that you're drinking out of all of a sudden. It's like, Where did all this business come from? It's that core that you created - this caring and influence, that makes it just go to insane levels. “Influence isn’t determined by what happens in your business, it's who you are. And so when you're at the grocery store, when you're driving down the road, whatever it is - practice these secrets: Breathe, listen, smile, be gracious, trust. Think about how you are being a person of influence, and really, how abundantly are you placing other people's interests first?”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group The Go-Giver Influencer: A Little Story About A Most Persuasive Idea by Bob Burg and John David Mann

“Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen.” Many of you have said this without realizing it’s the official Realtor’s Prayer. But instead of waiting around for another boom in the marketplace, Matt and Garrett encourage us to recognize the opportunities that are right in front of us every day to optimize success. In today’s episode, they explain that there is always a boom if you know how to look for it. People will always fall in love, grow their families, switch careers, and go through other life changes that warrant the need to sell their homes. The Ninja Mindset helps you take advantage of these opportunities, rather than hoping for the marketplace to heat up again. Matt and Garrett share how to create your own real estate boom by connecting with people over the phone, sending postcards, and conducting real estate reviews. Matt points out that even if your prayers are answered with a boom, you still need to take action to see results. Our hosts discuss the importance of commitment and consistency, speaking to clients and other agents frequently so that you’re always top of mind, and give examples of how you can set yourself apart. Your boom is here. You just need to get out there and make it happen, and Matt and Garrett are here to show you how. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, discuss episodes, and learn more about the Ninja Mindset. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Realtor’s Prayer and the idea that you need one more real estate boom to improve success Instead, recognize and take advantage of every opportunity in front of you regardless of the market There is always a boom if you know how to look for it People are constantly going through life changes and the need to sell their homes will never go away Market value versus emotional value of a home For most people, there is a certain price that they will sell their home for, even if they are emotionally attached  Real estate reviews, connecting with people on the phone, and sending postcards will help you create your own boom Fishing analogy where people think there is only one way to garner success -- you need to be able to adapt and look for new solutions Commitment and consistency Frequently calling and interacting with people (every 30 days)   Quotes: “Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen.” “Many of you have said it out there without realizing that it is actually an official prayer.”  “I have a feeling there is going to be a good amount of people that are going to realize after the fact what this marketplace is right now, and how they engaged it… and go, ‘Oh crap, give me another run.’” “Let’s not get to that point where we’re reflecting on that… Also, recognize the opportunity that’s in front of you every single day no matter the market.” “When you’re working with relationships, there’s always a boom. So if you’re sitting around and waiting for the next one, you’re really not taking advantage of the moment that you’re in right now.” “Inventory is way down, but that doesn’t mean that  homes aren’t selling. And if homes are selling, that means there are homes for people to buy.” “Buying and selling a home, if it’s not an investment property - even sometimes if it is, is an emotional decision. It’s emotional.” “If you want an activity to take advantage of a real estate boom -- real estate reviews!” “There’s always a boom. There’s always opportunity. People always need help.” “Commit to showing up for your business… Commit to following through, to making that work in a comfortable Ninja Way.” “You can embrace the people that you are frequent with right now and get into deeper relationships. Your active clients - you’re talking to them at least once a week. So those are great resources for you right there. Take advantage of this.” “Your boom is here. God will give it to you if you take action… Get out there and make it happen.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching  Ninja Events www.NinjaSelling.com/Events   Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today Matt and Garrett are excited to discuss the common misconception that people need to use you as an agent – instead, they should want to work with you because of the guidance and expertise you bring, not just the service. They talk about having conversations early on to create relationships and build a foundation that shows your value, asking F.O.R.D. questions (family, occupation, recreation, and dreams) to engage and genuinely connect with people, and how this process sets clients up to actively want you in their corner when real estate needs come up. Using the examples of milk, cars, dating, and tires, our hosts explain that there really is no need for certain products or services over another. But if you can show people what you bring to the table, they will want to work with you even if they don’t necessarily need you, and refer you to friends and family as well. By bringing joy to the selling process, making it an enjoyable experience, and solving problems for your clients, you can eliminate commission objections and establish yourself as an important resource that people will want to use time and time again. How do you ‘drive the want’ and make sure clients seek you out to be part of their real estate journey? Matt and Garrett invite you to share your ideas on the Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast, where you can also ask questions and discuss episodes. You can check out https://ninjaselling.com/events/ for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights:       People don’t need you – they should want to work with you       Creating conversations with the right people        Building relationships for long-term success       Selling wants versus needs       Building value through F.O.R.D. questions (family, occupation, recreation, and dreams)       Focusing on people’s wants, rather than needs       Bringing joy to the selling process and making the process easier for clients       How genuine connections can also lead to referrals   Quotes: “I think it's a big misconception a lot of people have is that they think people need them this much.” “It makes so much sense. We need food and water, right, everything else is a desire. We've qualified different levels of need, I guess, as we advance in society.” “The average person can Google all the stuff they need to be able to sell their home on their own. They don't need you… But it's different when you show up in their world as such a resource to make it easy for them, to help guide, to bring education, and smarts, and the expertise that you've gained over the years… You bring all this with you to the point that then they're going, ‘Okay, I want Matt Bonelli in my corner when I'm going to go sell my next home.’” “I look at it as having a professional in your corner... I want to have him supporting me and guiding me as I'm buying new property.” “That's the level that we need to be focusing on building and growing, and this happens through F.O.R.D. (family, occupation, recreation, and dreams).” “Even people who do the cold call stuff, and they're really good at it – they aren't driving need, they're selling value in driving the want and the desire to work with somebody.” “When you ask those questions, when you engage somebody like that, it makes them want to move towards you. They want to talk to you more.” “If you're selling real estate, if you're selling anything, your job is to figure out, ‘How do we get them to want us, to be involved in this world?’ And I think a lot of it comes down to relationships.” “There are certain things I buy in my world because of the person that’s selling the product almost more than the product itself.” “People will pay money for two things: Something that brings them joy, like a Ford Raptor or a Tesla, or something that solves a problem. Now the unique position of being a realtor is that you can do both.” “This is just this massive referral source you create as they're going around and telling the world that you're unlike any other service they've ever used.” “None of these people necessarily need you. And I think that that's a great mindset to kind of get into, is ‘How can I create a relationship where they want to have me in it when real estate is happening? They literally want me to be in their friends’ real estate world when they need help with real estate. It's a want thing. They need to want you to be involved with it. There is no need.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching   Ninja Events https://ninjaselling.com/events/    Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett discuss the backup offer, an overlooked opportunity in today’s marketplace that holds so much potential. Even when a property is listed as pending, the percentage of transactions that fall through is probably higher than you realize, and sellers often move to backup offers to secure a sale. Matt and Garrett discuss why sellers do not remark properties as active again, and having a backup offer in place can help you use this to your advantage. They discuss why you should still view properties that are under contract, how the backup offer can benefit both buyers and sellers, and how it can prove useful even if your buyer has lost out on a multiple offer. In this marketplace, you can expect the unexpected. But today Matt and Garrett show us that even when things do not go as planned, there is still opportunity. The backup offer leaves as many potential options open as possible, lets you get creative with solutions, and puts your clients in a better position for success. So grab your beakers and enjoy as our hosts break down the facts and figures of this very fun topic! To discuss episodes, ask questions, and share advice, join our Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Backup offers and initial buyer search Looking at homes that are already under contract Percentage of transactions that end up going back on the marketplace is higher than you think Why people do not remark property as active Role of backup in multiple offer scenario Complete the full Buyer Process Stigma of putting home back on the market Earnest Money   Quotes: “I’m seeing so much great potential over just taking that time to be in the backup position.” “This is a ‘small percentage opportunity,’ but it is larger than it should be in this market. “I’m hearing many stories of backup offers all of a sudden coming into play, and people getting the house that they really wanted, which is really exciting.” “When we’re doing the initial buyer search, we always suggest...include the Under Contracts because it will give your buyers a perspective of what’s going on in the market.” “Even if you are not seeing things fall out, they are. People just aren’t remarking the property as active for many reasons.” “A lot of these properties that are under contract and going to backups, if you’re not a backup, you would never know.” “My initial mindset was, ‘That one is not available,’ but that’s not true.” “The amount of homes moving through the pipeline is very high. Inventory is very low.” “So why not get a backup offer in place with a home your buyer really loves, and if it comes back to them, then they have the opportunity?” “It allows you to kind of play that field a little bit.” “There’s just so many opportunities around these backup offers right now that are just not being taken advantage of.” “The damage of having to go back on the market and incur more days on market… A lot of people just see it come back on the market and go, ‘Oh, there must be something wrong with that home.’” “I would much rather have a backup position for my seller than to have to go hit the marketplace again.”  “When things are moving really fast and big changes are happening, people will do things that you never thought they would do.” “Expect the unexpected in this marketplace and prepare your buyers by looking for creative and unique opportunities to put them in a position to get something cool.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett revisit a question that keeps coming back around – what adjustments do we need to make to the Buyer Process in this fast-moving market? In short, nothing! They discuss the importance of continuing the 10-Step Buyer Process and the clarity that each step provides. Matt explains why reviewing the Buyer Process is actually more important than ever, and likens it to preparing your buyers for the battle that lies ahead. Our hosts share how the Buyer Process prevents getting blindsided later on, and how to initiate the process immediately to give buyers a sense of guidance and security from the start. Garrett points out that, much like you would hire an experienced guide on a trip to the Amazon, the 10-Step Buyer Process allows you to map out exactly how you’re going to make the experience successful for your buyers. If you’ve ever considered adjusting or skipping this important exercise, Matt and Garrett are here to set the record straight: Please, please, please do not change the Buyer Process, regardless of the pace of the marketplace. It’s a simple conversation that allows you to collect all the information you need, clarify details like financing, build connections, and ultimately help your buyers find the right home. No need to change a darn thing. To discuss episodes, ask questions, and share advice, join our Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights:     People are not searching for the whys, but the whats, because the whys take time     Following the 10-Step Buyer Process even in today’s fast-paced market     Making connection and developing control     Preparing buyers for battle     Adjusting the pace of the Buyer Process by initiating immediately     Offer review dates     Buyer Process gives buyers security and guidance     Garrett’s analogy of hiring a guide in the Amazon   Quotes: “What are the things we should adjust in this fast-moving market with the buyer process?” “One of the biggest adjustments that we’re having right now is the speed of how we’re having to work with people.” “Sometimes we get so stuck looking for what they want instead of why they want it, and that is what the 10-step Buyer’s Process is designed for.” “The reality is…the time is there.” “As it’s laid out, when you look at the 10-step Buyer Process…I don’t see anything on here that you would skip, because everything gives you clarity.” “Don’t change anything! …This needs to be kept exactly in the format that you currently have it in.” “I think the Buyer Process is important at all times, but in this market, it becomes even more important because it’s like you’re preparing your buyers for battle!” “These are the things you don’t want to get blindsided with later in the process.” “If anybody wants to adjust anything, adjust how fast you can take somebody to initiate the 10-Step Buyer Process if they say they want to buy. I think you could initiate it immediately.” “Basically, you’re kind of fast-forwarding Steps 1 and 2.” “If you’re not doing this process, you’re probably…out there looking at homes that are not the right home for your buyers.” “This is where you get to have all these great conversations with these people and set them up about what to expect as we’re going out into this crazy world of buying a home right now.” “Do not change the 10-Step Buyer Process. Please, please, please!” “Think of it like a trip to the Amazon. You’re their guide. Here’s how we’re going to do this to be successful.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett sit down with certified Ninja Coach, Gretchen Adams, to discuss the Scratch Pad Solution and why it’s so important in today’s fast-paced market. The Scratch Pad Solution (sometimes referred to as the Scratch Pad Close) is used to help clients who are on the fence about whether to place an offer. It allows them to sketch out the details of an offer and take the time to consider whether certain terms and conditions truly fit with their long-term goals. Gretchen explains how this can prevent future fallout for clients, and takes the pressure off to sign an offer they may not fully understand or feel comfortable with. Gretchen reviews the five most negotiated points of a contract (price, terms, dates, inclusions/exclusions and contingencies), and shares the advantages of slowing down the offer process for both client and agent. Our hosts talk with Gretchen about using the Scratch Pad Solution as a tool for buyers and sellers to ensure they are making decisions that align with their initial objectives, and how it can help agents demonstrate their knowledge and experience. Garrett awkwardly drops the mic as they discuss the “Magic Wand Offer,” and Matt explains how using this tool can help limit your stress and be more present with clients. The Scratch Pad Solution is one of Larry Kendall’s top Ninja tips, and today’s episode will leave no doubt in your mind as to why. To discuss episodes, ask questions, and share advice, join our very active Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: The Scratch Pad Solution and how it can prevent later fallout with clients Gives them time to review contract Winner's Curse Intrinsic value of a home for each client The Scratch Pad Solution as a tool to refer back to for buyers and sellers Not all negotiation points are created equal Magic wand and dream scenario Demonstrating control and limiting stress for agents  Agent mindset/client mindset Quotes: “One of the things that I just simply love about Ninja is that it fits in every market. So all of these systems and processes work no matter the market that we’re in.” “Typically the Scratch Pad Close, we’re talking about it when we have a buyer who’s on the fence and doesn’t seem to be able to...write that offer. So we offer up the Scratch Pad Close to sketch out those terms of the contract.” “Since things are moving so fast, this is an opportunity for a client to see everything before it goes off for digital signature.” “It’s really giving them that sense of how to use this tool, and what it is, and how we’re going to use it to help them be successful.” “There’s an opportunity for the agents to gain a little bit more control of the process, too, and it allows them to go faster.” “I provide, you decide.” “It allows you, before you get into that heat of the moment, to be able to say, ‘Hey, let’s figure out what is a reasonable offer to you,’ and that’s different than what we think the home is worth.” “It gets them out of that whirlwind...and puts it into a little more perspective.” “Any time you delay that conversation, it just builds anticipation and greater disappointment.” “If you could wave a magic wand, and have this go any way you want, and based on these five things, what would you like to see in an offer?” “This is another part of the process where we can demonstrate control, where we can keep them focused, and for you as a busy agent, it gives you the opportunity to be present.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today’s episode looks at one of Matt and Garrett’s least favorite phrases: “Let’s be realistic.” They explain how this expression is often followed by a list of excuses that hold people back from seizing opportunities, simply because they are afraid of being let down. But is the outcome you’re afraid of even based in your own reality, or are you afraid of repeating someone else’s mistakes? “Let’s be realistic” can easily lead to a negative belief system, which then becomes an affirmation. Matt and Garrett show us how being “realistic” actually prevents you from being the person you want to be, and why you need to change this belief system immediately. Our hosts warn against accepting the average as standard, and the danger in basing your goals around statistics. They explain how getting stuck in “reality” blocks you from seeing all of your options, and Garrett shares how his experience coaching with Jen Sincero (“You Are A Badass”) made him realize that he was falling back on certain truths as excuses. Matt recounts the importance of removing things in your environment that are limiting, and “Let’s be realistic” absolutely makes the cut. If you are looking to grow, evolve, and change your mindset to optimize success and opportunity, Matt and Garrett will show you why letting go of “reality” should be your first step. Don’t forget to join the Ninja Selling Podcast group on Facebook to discuss episodes, ask questions, and share advice. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights:       Being realistic and making excuses       How you hold truth in the world       Accepting what is “average” and how it negatively affects your goals       Subjective interpretation of statistics       Safe goal and stretch goal   “Reality” as a fixed term and how it blocks you from seeing other options       Matt’s experience coaching with Jen Sincero       Reminder to remove things in your environment that are limiting, to encourage growth and change                   Quotes: “When people start saying, ‘Be realistic,’ usually that means I’m about to hear a long chain of excuses that follow after that phrase. That’s a real big reason why I don’t like that phrase.” “You need to really step back every once in a while and ask yourself, ‘Is that story right? …Can I produce a different result?’” “Just because everybody else is being average, why in the world do we have to be average?” “Usually you can pull stats from anywhere you want to in order to paint a picture.” “If you hold it as truth, as reality, you’re literally not allowing your brain to see any other options… You’re stuck in a pattern that is holding you back from being the person you want to be…” “The reality is you can change that! You can change everything.” “Don’t use that term to put you in a box. Instead be aware of it so we can work on changing the belief system.”            “Is this all true? Am I okay with it? Am I okay just succumbing to that being realistic in reality, or do I want to let go of that?”  “The best way to change, the best way to grow, the best way to evolve is you have to set the reality off to the side for a second and you’ve got to take a look at the world from a different angle.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

With the market heating up all over the place, and real estate moving so quickly these days, one topic that seems to increasingly arise in Matt and Garrett’s conversations with realtors is how to ‘ask for the business’. Recognizing that the real questions here are how to become a trusted advisor and when and how to offer your assistance, in today’s episode our hosts offer their seasoned advice, augmented with a useful time frame that has been successfully implemented by one of the agents with whom Garrett works. They begin at the beginning, which is, of course, the need to become a trusted advisor for your people, and then they introduce Tara Tooley’s ’36 hour window’ and the steps to follow within it, highlight the ‘act as if…’ approach, and review the ‘magic wand’ question. Garrett also explains one of his pet peeves, and then they finish up by emphasizing the formal or informal implementation of two valuable Ninja processes, and the importance of asking foundational questions. By following the sage advice and Ninja processes discussed here today, the perceived need to ‘ask for the business’ will be supplanted by the natural progression of your people toward making the decision that the path you so professionally offer is the one that they ultimately want to take in their journey to make their dreams come true. Don’t forget that the Ninja Selling Podcast group on Facebook continues to grow and you are invited to join and discuss episodes, ask questions, and support one another. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/  for information on open installations, which sell out quickly. Remember, as well, that there is a new hotline number where you can share feedback – even negative comments will be used as a growth opportunity toward mastery! Send in your thoughts on the voicemail service at (208) MY-NINJA.   Episode Highlights:   Being a trusted advisor   Tara Tooley’s ‘36 hour window’   Steps to take in those 36 hours   ‘Act as if…’   The ‘magic wand’ question   One of Garrett’s pet peeves   Implementing The Buyers Process and The Pre-Listing Interview formally or informally   Asking foundational questions   Quotes: “For the most part, when it comes to real estate itself, you need to understand you are their expert.” “The thing that drives you crazy is when people are like, ‘I’m just going to give them some space’.” “We didn’t take that 36 hours to solidify our professional relationship.” “I’ve got 36 hours right now to ask the right questions, engage them in the right processes.” “You’ve got to move fast, and you need to be smart in this marketplace.” “You need to be their ‘go to’ and you need to make it easy for them.” “Do you have anybody helping you with this?” “This is why it’s so important to have buyer and seller packets ready to go.” “If you do it right, and you provide the value…very often, they’re going to naturally go, ‘This is the path we need to take, this is the route we need to go’.” “It’s not salesy if you’re helping them do something they want to do.” “These people need my help and they need clarity.” “I’m involved in a process that’s going to help me succeed.” “Processes produce predictable results.” “Tell me your story.” “When you have that initial conversation, when you’re like, ‘Ooh, there’s potential here’, set your clock and look at how can you ask the right questions to move that conversation forward to get you to the point where you can ‘ask for the business’ by moving into your process.” “People are up for an adventure right now.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Today Matt and Garrett dive into one of the core foundational documents of Ninja Selling: Stewart Emery’s Mastery, and the idea that we must commit to excellence, consistently go beyond our limits, and remove anything in our lives that promotes mediocrity, whether it be professional or personal, mental or physical. Matt and Garrett dissect each powerful paragraph in Mastery and remind us what we can accomplish when we refuse to accept the ordinary. The pandemic has led a lot of us to accept average as “good enough,” but it’s time to redefine excellence and commit to making a change. Maybe it’s time to get out of those sweatpants, or maybe you’re ready to get back to the gym. Mastery will give you the mental boost you need to stop making excuses and start taking action. Matt describes the cleansing experience of reading Mastery, and how it reminds him that we are all a work in progress, with more opportunities to grow and improve each day. Our hosts explore the two ideas that resonate most for them in Mastery – how the world suffers from “terminal normality,” and the importance of having people in your life who push you to the next level of success. We can also learn from masters who are crushing their goals way better than we are, as long as we can let go of resentment and be receptive to what they have to teach us. Our hosts explain how we can embrace our “ordinariness” to find the extraordinary, and the humbling experience of realizing that even the wildly accomplished are just normal people who have decided to work beyond their limits. Matt discusses Tony Robbins as an example of “Correct, don’t protect,” and the uncomfortable experience of growth. Garrett shares how this relates to his sandbag workouts and gives some advice on how to approach someone you feel may be holding on to limiting beliefs. A big thank-you to Sandy McMaster and Kevin McCarthy for inspiring our hosts to finally explore Mastery on the podcast, and of course to Stewart Emery for his moving affirmation. Matt and Garrett encourage you to read Mastery every morning and watch as it changes your worldview completely. You can find it in full at https://ninjaselling.com/resources/ and click on “Mastery Slick”. As always, our hosts invite you to join the Ninja Selling Podcast group on Facebook to discuss episodes, ask questions, and support one another. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/  for information on open installations, which sell out quickly. And Garrett gives listeners a new hotline number where you can share feedback – even negative comments will be used as a growth opportunity toward mastery! Send in your thoughts on the voicemail service at (208) MY-NINJA.   Episode Highlights:     Reading of Mastery in full     Cleansing experience of reading the affirmation     Not making excuses     Individual standards for ordinary     Pushing beyond your limits     Committing to excellence     Removing everything in your life that promotes mediocrity     Surrounding yourself with masters and people who push you to excel     The uncomfortable experience of growth     Gratitude and compassion for yourself     Correct, don’t protect     Helping others let go of limiting beliefs   Quotes: “Mastery is a product of consistently going beyond our limits.” “Mastery, at the core, is not a weak document… It’s very strong, it’s very powerful.” “There’s another limit that we need to push beyond.” “Guaranteed change is coming if you commit.” “Don’t let great be good enough.” “If I’m spending time with a certain group of people a lot…I regress. Whereas if I’m with another group of people, I progress.” “If you are the weakest person in a fitness group, for example, you’re going to get a lot stronger.” “Who are the people who want to see you grow?” “You have to be able to be in the presence of people who are way better than you and not have resentment.” “We are all ordinary, and it just kicks you in the face with humility.” “Extraordinariness is built on humility.” “Embracing that ordinariness is the power. That is what opens everything up.” “That’s the beauty of creating miracles, is it all comes from our ability to push beyond those limits.” “If that’s what you want, go after it.” “Sometimes we don’t see ourselves. We need the right people around us, and we need to be open to making the adjustments ourselves.” “Are you creating a limit for yourself? How can we remove that?” “If you read [Mastery] every morning, it will make you look at the entire world differently.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/  Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group For your copy of Mastery, go to https://ninjaselling.com/resources/ and click on “Mastery Slick”

Today’s episode comes with a big disclaimer from Matt and Garrett – they’re not saying to go out and re-enter the world the way we once did pre-pandemic. What they are saying, is that the world is beginning to open up again at different levels in different areas, and that means the potential for face to face meetings is increasing. Given all that, it’s time to start planning for this return, while still following the guidelines in your area and your own comfort level as well, and find ways to make these powerful interactions happen in everyone’s best interest. Matt and Garrett begin by encouraging listeners to identify both those who you feel safe around and those who trust you, and they then share some examples of how the return to face to face interactions has already begun for some realtors. They review the notion that the pandemic has caused people to dream extensively and they are ready to talk about these dreams, as well as the importance of the energy transfer that occurs when you meet someone in person. Key conversations, database growth potential, and planning for the return of face to face interactions and events are also explored. There is no denying the power of meeting people and sharing energy in person – let Matt and Garrett show you how to return to this level of connection safely, effectively, and comfortably. And, speaking of connecting, don’t forget that, in response to many requests, our hosts have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Matt and Garrett will be in the group as well to do some fun things and serve as resources for members of the group. If you’re interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today!   Episode Highlights:   The people you feel safe around   The people who trust you   Getting back to face to face   People sharing their dreams these days   The energy transfer in face to face meetings   Key conversations   Database growth potential   Planning for the return of face to face opportunities   Some ideas for upcoming events   Quotes: “The people that are getting out are getting better results.” “I have actually seen people fill up lunches on their Monday Morning Agendas.” “They’re fully present…which makes those interactions, I think, more powerful.” “It’s amazing…how fast you can fall out of flow with people.” “There’s something about the face to face that is so incredibly powerful.” “Once you meet somebody in person, your energy is now connected forever.” “This is an opportunity that is coming back online for us, and we need to lean into it.” “Be careful of, you know, moving your business and being completely remote.” “We’re not forcing anybody to come to our event.” “You need to get creative…people are craving this interaction.” “It’s really about being proactive.” “Results are synonymous with your impact.” “Look for all these opportunities, folks.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett discuss a roadblock that so many of us are facing right now: How do we fit in the systems when we are running out of time? In this busy marketplace, it’s easy to get swept up in your day-to-day business, but it’s more important than ever to prioritize and schedule activities that lead to future growth. In the hustle and bustle of all your listings, big offers, and multiple closings, you want to make sure you are still in control of your success rather than riding the market wave, which may dry up.  How can we ensure we are still producing on the other side, once things cool off? Our hosts review weekly planning and the key to maximizing time spent on business-building systems, like phone calls and writing thank-you notes. Hint: Preparation allows you to make the most impact with the limited time you have! Commit to an hour-long time block each day to make it happen, otherwise Garrett will happily provide you with a dunce cap as punishment. They discuss the importance of a proactive, high touch-point hour every day, and how to approach it with purpose so that you do not fall victim to the next “culling of the herd.” Matt and Garrett gently remind us that we are not unique butterflies experiencing this time crunch, and explain the value in reframing challenges as opportunities for growth. They invite you to share how you are using your time blocks effectively and going full throttle each day. Today’s episode will give you the tools you need to set yourself up for consistent business regardless of the market, and make sure you are the cause of your own success, not the effect! Episode Highlights:     Systems dropping off in the industry as a whole     Realtor activities that use your time and energy wisely     Parkinson’s Law and approaching goals with full throttle     Prioritizing systems that create business     Weekly planning and scheduling non-negotiable time block     Hour of Power     Future Growth     Being proactive in the face of marketplace shifts     Cause versus effect of your business     Culling of the herd     High touch-point systems and on-purpose communication     Preparing for quiet times     Making the most impact with the time you have Quotes: “It’s not do more, it’s do it smarter!” “If that’s your only thing, do it 100%. Go at it full throttle, go at it full force.” “The times need to be scheduled. We need to show up. We need to be on purpose.” “Are you the cause or the effect of your business?” “If you’re worried about your business right now, then you’re the effect.” “It doesn’t have to be that way – get ahead of it, pick your systems and be very, very on point with them” “Imagine what you could produce in an hour a day.” “When you get that limited hour to do something, smash it out of the park!” “Set yourself up for success right now. You can make it happen.”    Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Larry Kendall’s most recent visit to the podcast was so jam-packed with information that Matt and Garrett decided they needed to have him back again to continue the discussion, and lucky for all of us, today is that day! In this episode, Larry picks up where he left off by delving into the concept of negotiating home plate in an effort to reverse the cancelled contracts that some realtors are experiencing in the current market. When Larry speaks, it’s wise to listen closely, and today is no exception! He and our hosts begin by emphasizing the importance of researching the frequency of cancelled contracts in your marketplace, defining ‘home plate’ and when to negotiate it, and the necessity of counseling your seller or buyer early on, particularly about the 5 negotiating points in a contract. They then explore some of these points, including contingencies and dates, stress the need for you to control the process, and offer some strategies to help you win contracts. The ‘magic wand’ approach, the concerns with electronic negotiations, and the value of backup contracts and showing up at ‘moment of truth’ are discussed as well. The episode concludes with a review of the components that go into the right listing, getting the ‘perpetual motion machine’ going, and a recommendation to attend Ninja Installations whenever possible. As they note, there is so much information presented here today, you will want to run through it a couple times just to ensure you haven’t missed any of the priceless pieces of wisdom shared. And, don’t forget that, after receiving many requests, Matt and Garrett have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Our hosts will be in the group as well to do some fun things and serve as resources for members of the group. If you’re interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today!   Episode Highlights:   Researching the number of cancelled contracts in your market   What ‘home plate’ means and when to negotiate it   Counseling your seller or buyer   The 5 negotiating points of a contract and educating your clients about them   Contingencies and dates   Controlling the process   Some ideas to help win the contract   Larry’s example of using the ‘magic wand’ approach   Electronic negotiations and the ‘faceless other’   Backup contracts   The components involved in presenting the right listing   Showing up at ‘moments of truth’   Getting the ‘perpetual motion machine’ going   Ninja Installations   Quotes: “There’s a lot of damage that happens around this.” “Ninjas are about efficiency and having a process and high income per hour and customer satisfaction.” “We recommend that you negotiate ‘home plate’ at the time you have all those offers on the table.” “You need to negotiate as much as you can up front.” “I’m not watching the listing agents...and sellers understand the power that they have.” “See what the options are…ask the questions.” “These discussions need to happen up front so that you’re negotiating ‘home plate’.” “Pre-inspections are absolutely God’s gift to realtors.” “As the listing Ninja, you’ve got to control that process on behalf of your seller.” “If you want to win the contract, take a look at the 5 negotiating points.” “Don’t stick your head in the sand.”  “If your seller could wave a magic wand and have this transaction go just the way they want it, tell me about that.” “Price isn’t everything to all sellers.” “Pick up your phone - that is your best negotiating technique, in my opinion.” “How many offers do you really have?” “Your next listing is embedded in this one.” “My goal is to put you in the strongest negotiating position possible.” “Top producing Ninjas who really bring their A-game are not having a problem with inventory right now.” “Don’t ever sacrifice process or service because of what the marketplace is doing. Always be at this high level.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group

Matt and Garrett have planned a really fun episode all about the referral process for today. They’re seeing a tremendous amount of referrals happening out there currently which is great, but they’re also seeing some frustration around the process when it’s not taken seriously. Referrals can be a source of great success for all parties concerned, and today our hosts outline how to ensure that is the case each and every time. They discuss extensively the importance of taking some time to get to know your client before referring them to another realtor, the need to put some work into these referrals and to follow up on them, and the prospect of becoming a master of giving referrals. They finish up by demonstrating proper introductions, and stressing the value of maintaining a realtor database and keeping track of referrals. Taking referrals seriously and putting in the effort to ensure the clients’ needs are met will prove rewarding for all parties, and Matt and Garrett show you how to do it here today. Speaking of connecting people, our hosts have a truly exciting announcement today as well. After receiving many requests, they have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Matt and Garrett will be in the group as well to do some fun things and serve as resources for members of the group. If you’re interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today!   Episode Highlights:   Getting to know your client before referring them   Taking referrals seriously   Following up   Becoming a master of giving referrals   Making a proper introduction   Building a realtor database   Keeping track of referrals   Quotes: “Ninjas like to refer to Ninjas.” “If you’re going to get paid, do a little work.” “This is actually the highest dollar per hour activity they can have in their business if they choose to handle it correctly.” “Let’s take this seriously.” “So why am I paying them a referral fee?” “And if you can’t make that connection, then maybe be honest about that and don’t take the referral fee if you’re just going to lob something out there like that.” “You’re almost like a relocation department at this point in time.” “Realtors love to get together with other realtors and talk.” “The potatoes have been the main driver!” “When you’re receiving a referral, don’t now wait for that person to call you…you’ve got to call.”   Links: www.TheNinjaSellingPodcast.com Email us at    TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Just about every one of Matt and Garrett’s coaching calls these days at some point turns to the topic of time management, so they figure the time has come to address it on the podcast as well. As the world works its way through the pandemic, the return of the ‘24/7 realtor’ seems to have begun, and today’s episode will show you how to restore some balance in your lives by helping you understand and manage your time and business so they fit the lifestyle you want to live. Our hosts begin by stressing the importance of, and steps involved, in understanding both your time and your business, calculating your P dollar per hour and making sound decisions based upon it, and the necessity to really explore your processes and systems. They also delve into the factors involved in hiring the right person to join your team, if that is the action you determine needs to be taken, and the importance of, and strategies for, tracking your time. Given all the information and advice they share today, Matt and Garrett would also like you all to really come to an understanding of your time over the coming month(s). They are also asking you to contact them with your ‘aha moments’ and feedback on what you discover along the way - as they say, ‘it will dramatically change the way you look at your business’.   Episode Highlights:   Understanding your time   What P time is   Calculating your P dollar per hour   Making decisions based on your P dollar per hour   What I time is   Looking at your processes and systems   Higher dollar per hour for P time   Increasing your I/P ratio   Hiring the right person   The importance of I time   Tracking your time   Quotes: “Your P time is time that you’re actually in a selling situation.” “Calculate your P hours for the month, take your monthly income that you made, divide it together, and boom you get your dollar per hour.” “If you are not having enough I hours, then we need to hire somebody to do some other things so that you can build your I hours back in.” “It felt good because it was realtor stuff.” “I time creates P time.” “How can I improve my I to P ratio?” “Higher dollar per hour for the P time is directly correlated to how well you’re doing your 10 Step Buyer Process and your Sweet 16 Listing Presentation and your Pre-listing Interview.” “I can get that same outcome in less amount of time.” “You want to understand the time and free up time, you’ve got to understand your business before anything at all.” “Do not be cheap!” “People are…sacrificing the time with their loved ones, trying to, like, chase this around.” “They are going to make my business and my world start to function here properly.” “If you’re using the Planner, it’s right there!” “There are so many benefits to looking at your time.” “Get control of your time by giving yourself awareness of your time.” “It will dramatically change the way you look at your business.”   Links: www.TheNinjaSellingPodcast.com Email us at   TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Joining Matt and Garrett on the podcast this week is Garrett’s great friend since his junior year in high school, Chad Wold. Currently Louisiana Pacific’s General Sales Manager for the entire West Region, Chad has 14 years of experience in the construction material industry and a vast amount of knowledge about supply chain issues and what exactly is going on in new home construction these days. Today, he gives listeners a behind the scenes glimpse of the impact that the pandemic has had upon so many aspects of new home constructions. Chad begins by sharing what he is seeing in his industry these days, the causes and many effects of the pandemic, how home builders have responded to these challenges, and the rise in new home construction and material costs. With our hosts, he then explores the many factors that are involved in trying to predict the future of home building, ‘catching up the supply’, and the overall economic impact. Chad’s unique insights provide a vast amount of information that so many in the general public just do not have, and today is your opportunity to learn all about them right along with Matt and Garrett.   Episode Highlights:   What Chad is seeing these days   The causes and effects of the supply shortage   How home builders responded to the shortage   Current new home construction and materials costs   The current and future impact upon home building businesses   Carrying costs   Catching up the supply   Multi-family vs. single family projects   Changes to mill production   The many factors involved in the future of home building   The impact upon employment in the industry   Exploring different building materials   Building codes   Quotes: “COVID really had spurred a building boom – one that the industry was just not ready for.” “Production for the most part ceased.” “This is stuff that we’ve never seen before.” “The big builders are getting bigger…unfortunately, the smaller home builder is fighting for what’s left in the market in terms of available materials.” “If you have a house that’s finished, you’re going to command the price.” “Is this something that’s, you know, a bubble right now?” “I see this thing continuing on…there’s a need for housing out there.” “Multi-family projects have come to a grinding halt.” “They want to have their own space, largely because of the fears around COVID.” “All of a sudden, you’re like, ‘Stop taking new accounts’.” “Their livelihoods are based off of our ability to produce wood for them.” “How can we just go into, like, relationship maintenance mode?” “I think cinder block would be something very sexy.” “This is getting really hard to figure out.”   Links: www.TheNinjaSellingPodcast.com Email us at  TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

This week, Matt and Garrett return to the issue of the low visible inventory in homes that absolutely everyone seems to be talking about lately. By taking a step back and looking at the mindset that people are bringing to this topic, it becomes readily obvious that so many are coming from the scarcity side rather than that of abundance. In today’s episode, our hosts offer some ideas and strategies to help you flip that mindset and take advantage of the unique opportunities available out there these days. During their conversation, they delve into some stats that Matt has about the number of deals that are actually taking place these days, and then go on to explain the pond analogy regarding property availability, and emphasize the need to change the current dialogue and mindset. They also look at where and how to find inventory, review the power of affirmations and introduce their affirmation challenges for us all, share a couple of excellent resources, and highlight the importance of having an abundance mindset. As Matt and Garrett make clear, you are going to see exactly what you’re looking for, so it’s time to adjust your mindset, train your sites on the inventory that exists, and make even more of your peoples’ dreams come true.   Episode Highlights:   Jim Kwik’s Limitless   Matt’s stats about deals that are happening   The Pond analogy   Changing the dialogue/mindset   Finding inventory   Matchmaking   The power of affirmations   The opportunity available to you now   Talking to those you are in flow with and other realtors   Matt and Garrett’s affirmation challenges   Pam Grout’s E-Squared   Having an abundance mindset   Quotes: “If we’re so focused on something, we’re going to miss the opportunity that we could clearly see in front of us if our mindset, if our brain, allowed us to see it.” “Your mind can drive so many things in the right direction and the wrong direction.” “Just because inventory is visibly low, doesn’t mean that deals are not happening.” “That way that we've been doing it for so long is not how the inventory is showing up.” “It’s just not where you’re looking.” “This is your opportunity to converse with your database and see if there’s opportunities to matchmake.”  “When you can all of a sudden get your head wrapped around that there’s inventory there, you see it everywhere.” “I’m starting to have more dream conversations.” “This works way better when you’ve been talking to them normally.” “I’m going to fix this inventory problem all by myself!” “There’s no time frame on how affirmations work.” “You’re seeing exactly what you’re looking for.” “There is an abundance of opportunity all around you no matter what.”   Links: www.TheNinjaSellingPodcast.com Email us at  TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Some interesting buyer scenarios are beginning to pop up, and Matt and Garrett have chosen one in particular to examine today. Given the low level of visible inventory these days, they are hearing about realtors who are putting themselves into the position of making decisions for buyers by indicating that they are paying too much for their property. This is a situation that really needs to be addressed, and our hosts do so by giving a clear warning about the dangers of this practice. They begin by defining fair market value and reviewing the dangers of installing limiting beliefs in buyers and trying to predict the future. Determining what is ‘too much’, the value of staying on the process side of things, supplying all the information for buyers to make their own decision, and how buying a home is different from buying mayonnaise regardless of the brand you feel is the best, are all discussed as well. Matt and Garrett finish up by exploring the intrinsic value that a house may have for buyers, the best way to protect your clients, and the potential buyer’s remorse and reverse buyer’s remorse that realtors can be generating by making decisions for their clients. There are no two ways about it, the role of the realtor is not to make decisions for buyers – you’re headed for a world of trouble when you start down that road. Instead, ensure that you provide all the information for the buyer to make their decision on fulfilling their dreams, and in the end, you’ll both be much happier.   Episode Highlights:   Defining fair market value   Installing limiting beliefs in buyers   Predicting the future   “How do we determine what’s too much?”   Covering yourself by staying on the ‘process side’   Supplying all the information to allow them to make their decision   How homes are different from even the best mayonnaise   Intrinsic value   Protecting your clients   Buyer’s remorse and reverse buyer’s remorse   Quotes: “Let the market do the talking.” “We’re literally installing limiting beliefs in our buyers, and I have a problem with that.” “You could squash some dreams potentially, and I don’t want to put us into a position to do that.” “It’s not for us to make the decision on…it’s about giving them enough information so they can make decisions for themselves – that’s what your role is.” “We can’t tell them what to do.” “Building costs are going through the roof!” “You could be scaring them into a much scarier situation.” “Every single piece of property is unique.” “Only they can determine what that’s worth to them.” “If anybody says they can predict what the real estate’s going to look like in the future, they’re lying to you.” “We have to be careful what we’re saying as realtors.” “If you are worried about them, give them more information.” “You have just lit buyer’s remorse on fire.” “At the end of the day, they’ll be a lot happier if they’re the one making the final decisions either way.” “The plus side is you don’t get blamed.” “We’re here to serve, we’re not here to decide.”   Links: www.TheNinjaSellingPodcast.com Email us at  TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   Settling Wilmington’s Great Mayo Divide: Duke’s vs. Hellmann’s

Next up in Matt and Garrett’s series featuring special guests is the creator of the @actuallyagents real estate meme page, Luca Alboretti. After a few years of being in real estate, but lacking a real passion for it, Luca has gone on to achieve huge success by fully committing to making friends and injecting his own hilarious personality into his work. Today, you have the opportunity to learn exactly how he made this all happen, and how he found joy and passion in his work along the way. Luca shares the beginning and growth of his meme page, the similarities between this work and his real estate work, the importance of perseverance, and the role that the relationship process played in throughout. He also discusses what he has brought from his page into his business, his excitement about the growth of the referrals aspect and bringing on new people, and the importance of being flexible in taking advantage of opportunities as they arise. As our hosts point out, Luca’s story of finding success and happiness by being genuine and authentic has inspired so many agents, and the same will undoubtedly be true for you as well as you listen in to this informative and entertaining episode today.   Episode Highlights:   The start and growth of Luca’s meme page   The similarities in his meme page and real estate work   The importance of persevering   Building the page through the relationship process   What he brought into his business from the page   What he’s excited about now   Moving beyond memes to referrals   How he has inspired other agents   Bringing new people into Luca’s business   Taking advantage of opportunities   Quotes: “The truth is sometimes the funniest thing that’s going around.” “Probably the biggest growth explosion we had was during this quarantine.” “When you’re running these pages, you’re looking at the engagement.” “The page has bled into my real life and vice versa.” “You just have to stick with stuff.” “Real estate is fun again because I get to be myself.” “If I make some people angry, then the ones who care don’t matter, and the ones who matter don’t care.” “If I have one regret, it’s that the bigger the page gets, the less of that person-to-person interaction I deal with.” “Really, the jumping off point was just making as many friends as possible.” “I started learning and it really changed things.” “It’s the Monday Guy!” “It’s a net positive feeling.” “God bless the haters.” “I don’t deal with people who don’t have a sense of humor…the people I end up dealing with are just a joy.” “This is a lot of work, but, again, if the passion’s behind it, it’s okay.” “You’re being as genuine as you possibly can be.” “You’ve just got to ride the wave, because the Universe…doesn’t care about your plans at all.” “If you or anyone you know is looking to buy or sell real estate – commercial oriented – please contact me.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   Connect with Luca: Instagram and Twitter: @actuallyagents

This week, Larry Kendall, the man who literally wrote the book on Ninja Selling, joins Matt and Garrett on the podcast once again. Always a wealth of information and keen insight, Larry is here today to talk about ‘The New Abnormal’ that has resulted from the pandemic, and how agents can unlock the market that has arisen within it. This is ‘The Larry Kendall’ we’re talking about here, people, so get ready to start taking notes! Larry begins by discussing off market transactions and the tools for finding them, including The Ninja Nine and the ability to recognize change. He also shares his formula for these transactions which involves some ‘magic questions’, sales syntax, the proper mindset, and really listening to the people’s responses to FORD questions. He and our hosts also explore the difference between dabbling with Ninja as opposed to really engaging with the system, and Larry concludes with an enlightening and inspiring tribute to the power of relationship and grace. Privy to the strategies that the most successful Ninjas are employing to unlock this current market, Larry’s advice in today’s episode is pure gold, and following it will have an absolutely incredible impact upon your business and your life. You’re going to want to listen to this one a couple times!   Episode Highlights:   Off market transactions   Tools for finding them   The Ninja Nine   Recognizing change   Larry’s formula for off market transactions   The ‘magic’ questions   Sales syntax   The 4 stages of the buying process   The realtor mindset   Asking FORD questions and listening   Dabbling vs. engaging with the system   The power of relationship and grace especially these days   Quotes: “The market is what I call ‘locked up’ right now.” “This is not a new concept, but it works so well in this new market.” “They’re going to go find them on their own if we can’t do it for them.” “You’ve got to be more creative, and you’ve got to be more proactive.” “What drives real estate is change.” “You’re going to find pain, and you’re going to find a whole lot of pleasure, and both of those will cause movement.” “It’s not just what you do, it’s doing it in the right order or the right sequence.” “You don’t have to buy, but you always have to look.” “Don’t be…talking to them about moving mechanics until you’ve gotten them into the process.” “58% of homeowners in the United States have 60% or more equity…trillions and trillions of dollars of ‘tappable’ equity.” “The chance of change is so high right now…you need to be reaching out to them.” “It’s not ‘salesy’ at all – it’s conversational.” “All of a sudden, they’re selling themselves.” “If the matches don’t happen, now they have inventory.” “He’s creating the market.” “You’ve got to be systematized and have the long view.” “This is as authentic as it can get.” “A polite and thoughtful way of behaving.” “Helping people get from the life they have to the life they dream about.” “Let me get this straight, you just want me to be nice to people?” “’Commission breath’ stinks – it’s really bad.” “Stop selling and start solving.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Matt and Garrett welcome a very, very special guest this week, one that they have talked about in previous episodes, and one whose story is an inspiration for us all. Sarah Johnston is a Ninja Agent currently working in Calgary, Alberta, who, after experiencing a significant setback in her career, has found her secret to flattening the curve in her business through authenticity, consistency, and humor – a lot of humor. She begins by sharing the story of the ups and downs in her early journey through real estate, her discovery and implementation of the Ninja system, and the day that changed her business and her life forever. Sarah goes on to offer her perspective on authenticity, branding, and ensuring business consistency throughout the year, all while sharing the strategies she employs to achieve her massive success. She concludes the episode by discussing her excitement for moving to a new market, and sharing some sage advice and a valuable resource for all listeners. Sarah’s story is a fascinating one which she relates with a passion, energy and self deprecating humor that will instantly draw you in, and proceed to educate and inspire you in the process.   Episode Highlights:   Sarah’s journey in real estate   Discovering and implementing Ninja Selling   The importance of being authentic   Sarah’s moment of ‘getting out of her own way’   Her perspective on branding   Ensuring business consistency throughout the year   Sarah’s client communication calendar   Her pop-by strategy   Moving to a new market   Quotes: “It was the worst, like, 3, 4, 5 years of my life…it kind of blew up my life.” “I feel like I’ve been in the business for 85 years already.” “It all came down to client communications.” “Make it easy, not automatic.” “The minute it gets generic, people are going to see it from a mile away.” “I keep it short and sarcastic because that is literally me.” “That moment made me realize that the authenticity comes from who you are and not who you’re trying to be.” “The years since then have been absolutely amazing.” “You could just tell that it resonated with a lot of people.” “It’s who and what you are, and so people…they gift you that brand.” “As soon as that connection is made, that becomes your brand.” “We have way more control over this than we think we do.” “When people get busy, they stop doing the prospecting, and that’s the number one biggest problem.” “It’s really about client care…you just keep that engine going.” “The industry average for emails that are opened is 13% which is, like, gag inducing…mine, right now, sits at 67%.” “I’m going to see if I can be gifted my brand in another market.” “I clearly just like to be my own crash test dummy.” “I’m starting with a database of 12, which I’m super excited about…I know it’s going to work.” “Keep that client care and that communication steady because that is how you’re going to flatten the curve.” “Make it easy for yourself, guys. Don’t be too hard on yourself.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   Sarah Sarah’s Instagram and Facebook: @adventuresintealestate adventuresintealestate.com theninjasellingpodcast.com/adventuresintealestate

Ensuring that people understand the value you bring to the table has never been more important than in these times of extreme low inventories. Matt and Garrett are witnessing an increasing number of situations where agents are in danger of having buyers and sellers go around them simply because they are unaware of the true value of working with a professional. There are definitely ways to ensure that this doesn’t happen to you, and today our hosts tell you exactly how. Throughout the episode, they stress the importance of consistently and authentically bringing value to clients well in advance of any transaction. Along the way, they share some of the best ways to educate consumers these days, the incredible value of testimonials, watching for signs of selling, and sharing with others what the current marketplace means to them. Giving up the fear of sharing your knowledge and tools as well as outlining the many steps involved in a successful real estate transaction, becoming an expert for your people, and sharing your value in your autoflow are all discussed as well. There is no denying that times of low inventory can be challenging, but if you are consistent in demonstrating your value to others at all times, true personal and professional success will be yours – it’s guaranteed. Matt is also excited to announce that an open Ninja Selling Installation is coming to his hometown of Charleston, SC, April 5-8, 2021 - a rarity which is far too valuable to pass up. If you are able to attend, be sure to check out the link below or go to the ‘Events’ section of the Ninja Selling website for more information and to register.  Sadly, low inventory of available rooms at Matt’s house means you will have to keep an eye out to find your own accommodations during this highly treasured event.   Episode Highlights:   Consistently and authentically bringing value to clients before the transaction   The best ways to educate the consumer these days   Testimonials   Watching for signs of selling   Sharing what the current marketplace means right now   Sharing your knowledge and giving people tools to use right now as homeowners   Becoming the expert for people   Outlining the many steps it takes for a successful real estate transaction   Sharing the value of what you do in your autoflow   Quotes: “If your clients are discovering how good your customer service is during your transaction, we’ve missed the mark.” “It really should be done a couple years before these people are actually thinking about buying or selling.” “We’ve got to first lean into the conversations that we’re having right now.” “They’re loaded with these pearls…they share this great opportunity of what it was like working with you.” “It’s so much better when it’s not your words.” “You’re seeing more and more brands talk about their customers.” “When you’re out driving around, pay attention to potential sellers.” “When they find a home without you, they’re like, ‘Well, why did we have a real estate agent?’” “Find them before they actually go on the MLS.” “You’re starting to deliver customer service before they are even ‘customers’.” “We need to recognize that people pay for convenience, they pay for advice, they pay for guidance.” “If you can’t show your…value to these people, they can’t perceive what your value is, you’re going to be sitting around wondering why people are going around you. And it’s starting to happen right now.” “The pitch is that you’re there for them, and if they have questions, you’re available.” “That’s where it becomes amazing, is when people are sharing and talking about you.” “Come from your heart.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   Charleston Ninja Selling Installation

It will come as no surprise that Matt and Garrett are discussing the importance of relationships – the heart of Ninja Selling – once again in today’s episode. However, their focus this time is on a situation which has been uniquely magnified by the pandemic, and which concerns those people in your database who may have been, and continue to be, pushed to the side. This simply doesn’t have to happen, no matter what the circumstances, and today, you’ll learn how to address this situation head on. Stressing the overall importance of relationships, our hosts look at how to use your ‘Hour of Power’ correctly, how to break down and audit your database, and how to recognize this time as one of massive opportunity for establishing those coveted long term relationships. They look specifically at how to help condo owners in the current market, the need to lean into the relational base right now, and to develop a plan to have personal interactions with all people in your database. They conclude by reinforcing the need to be genuine with touch points and by revealing the beauty of exploring peoples’ dreams - which are so prevalent in this moment – together with them. You know that the secret to Ninja success is based firmly in the relationships you build. Don’t let them slip away due to these unusual times, strengthen them instead with the ideas and strategies offered in this critical episode today.   Episode Highlights:   Using the ‘Hour of Power’ correctly   Breaking down and auditing your database   The massive opportunity that is open to establish long term relationships   Helping condo owners in this market   Leaning into the relational base right now   Developing a plan to have personal interactions with people in your database   Being genuine with touch points   The beauty of exploring people’s dreams with them   Matt’s example of a dream becoming reality   Quotes: “The ‘Hour of Power’ is not about highest potential, it’s not about who’s going to give you the best results here, for the most part.” “The more simple it is for me, the more likely I am to be able to stay in the flow with people that I need to stay in flow with.” “You can give them some value…around something that they’re experiencing pain with.” “I just want to thank you for being in my world.” “Right now…you do need to get a little bit more creative so those people don’t fall out of your world.” “There is no one way to do this…ultimately it comes down to an awareness of your relationships.” “Planning and action is starting to take effect.” “They’re not going to forget that moment, which is then how you really establish that long term relationship.” “It’s also where a lot of referrals come from.” “People have been dreaming a lot.” “Don’t neglect your people out there, don’t look at them just transactional-based, look at them as people and relationships…listening for the pain and pleasure in people’s lives.” “These are the opportunities, right now, that sit in front of all of you.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

One of the many lessons that 2020 taught us all is the power of community and just how much we may have taken it for granted in previous years. It has left many of us hungering for its return, and wondering how to achieve it now, and just what that might look like. Matt and Garrett have been watching this evolve and have witnessed some agents who are embracing the changes and are coming up with very creative ways to manage them, and they share some examples with you here today. They begin by stressing the need for a mindset that is open to change, especially the changes in community these days, and they explore the notion of joining, leading, or creating your own community at this critical time in history. They look at some examples of agent and broker communities that they are seeing, the current hunger for community, creating one for those with whom you have done business, and the reasons why ‘Clubhouse’ is so popular these days. As they point out, the ‘good old days’ version of community is not going to be returning. Now is the time to acknowledge that and get on board with the future of community and the many benefits that can come your way once you embrace it.   Episode Highlights:   Starting with the mindset to be open to change   A new look for community   Joining or leading a community   Turning your audience into a community   The importance of having and fulfilling core values   Agent and brokerage communities   Agents finding other agents and creating communities   What kind of community do you want to join or lead?   Creating a community for those who have done business with you   The current and future hunger for community   Why ‘Clubhouse’ is doing so well these days   Quotes: “We’re watching some people right now that are embracing this change, they are embracing this new world.” “Community is going to be changed forever in how we thought community looked.” “This is a platform I want to be involved with, these are people that I want to be involved with.” “There is a place for everyone.” “By the way, my marriage is great.” “The model is kind of going through some very big changes right now.” “Here’s a space that you can create to build out a real community where there is dialogue happening.” “All of a sudden, you get these engagements happening.” “Now’s the time!” “People are starving for community right now.” “Don’t just sit and wait for the ‘good old days’ to come back.” “Do it with a lot of passion and intent, and it’s going to work out pretty well.” “I want to go over there.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Now that we’re one month through this new year, we are rapidly approaching that magic number of days that will test the initial effectiveness of our 2021 business plan. The 45 Day Rule is something that Matt and Garrett covered in detail back in 2019 (the episode is linked below), and is something whose importance cannot be overstated, particularly during these unique times. A key indicator of the level of consistency you bring to your business and your plan for it, the 45 Day Rule can be applied at any time of the year, although it  is particularly well suited to the beginning of February, and this year is definitely no exception. Matt and Garrett begin by explaining exactly what the rule entails, the causes of traditional ‘slow times’, and the tipping point and the ‘taking of ownership’ inherent to the rule. They also explore the importance of monitoring your Hot Lists, checking your results against your actions, analyzing routines and foundational activities, and determining your next action. They conclude by examining the very bedrock of the rule which is the amount of consistency which you bring to your business. The world may have changed considerably over the past year, but the effectiveness of the 45 Day Rule has most definitely not, and our hosts are here to remind you of that fact and to help you use it to its full potential.   Episode Highlights:   45 day rule   Traditional ‘slow times’   The tipping point   Taking stock and taking ownership   Watching your Hot List   Checking your results against your actions   Analyzing your routine and foundational activity   Determining your next action now   Consistency   Quotes: “You have to be honest and analyze what actions are we putting in?” “It is a progression.” “Why don’t you send things through the holidays?” “It works in either direction.” “People do not give themselves enough credit for how much power they have in creating things around them.” “It opens up other activities we can do in parallel.” “If they’re seeing results, I guarantee you there is something that they’re doing consistently.” “Consistency is the X-factor to your success.” “I am choosing to focus on the things that directly relate to where I want to go.” “You can start at any point.” “What can I work on today and everyday?” “That’s not in my business plan right now.” “If you engage this market and you do the right activities, I am watching miracles happen right now in the very first part of this year.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The 45 Day Rule Podcast 2019

A lot of Matt and Garrett’s conversations these days have to do with agents wondering when it’s the right time to bring in an assistant to their business, and how to find the right person. There are many aspects to consider when looking into this prospect, and our hosts, as always, have a wealth of experience, advice, and examples to share that will help clarify this all important decision for you. They begin by sharing some of the cues that will indicate to you that it’s time to take the plunge, and then look at the ways to prepare for bringing someone on board, looking at it as an investment, creating the job description, and the different levels of assistant, especially virtual ones. Spending time on your high dollar activities is discussed, as is the first step to take in finding the right person, the power of affirmations in this process as well as some excellent resources for you to consult as you move in this direction. Getting the right person to join your business at the right time can result in greater business success and quality of life overall. Let Matt and Garrett show you the way in today’s fascinating and practical episode.   Episode Highlights:   The cues that tell you that you need to bring someone into your business   Preparing to take someone on board   Treating this as an investment not a cost   Creating the job description for an assistant   Different levels of assistants - especially virtual   Spending time on your higher dollar per hour activities   The first step in the process   Finding the right person   The power of affirmations in the process   Some excellent resources   Quotes: “This business, if you’re doing it right, will create you more business than you know what to do with.” “Hiring an assistant is like buying a washing machine.” “You’re basically buying time back.” “Anything that’s basically not in the important category, needs to be offloaded to someone else as best as possible.” “I make a list of everything that I hate doing in my business and that list turns into a job…then I enjoy my job more because I’m doing the things that I like.” “A transaction coordinator, usually, is paid by the transaction, and they only get paid when the transaction closes.” “If you can spend 1 hour a day managing your freelancers versus 4 hours a day doing the work, then you are already getting time back.” “Experiment with it…one task, one job.” “It should propel growth.” “It’s not just a cookie cutter thing.” “You want somebody who you’re invested in and they’re invested in you.” “I recommend paying slightly over market value.” “What you focus on expands.” “Let the reins go a little bit.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli Who Not How The 4-Hour Workweek

Continuing on from last week’s episode, Matt and Garrett are still seeing some steps that are being skipped by agents due to the current flurry of activity in the markets these days. This week, they take a look at one of the most important time blocks of every agent’s week, second only to their weekly planning, and that is the customer service call. So often pushed off the schedule, or not even scheduled at all, these calls are critical to building those lasting relationships that are so mutually rewarding, and our hosts have some great examples and advice about them to share with you all today. They start by reviewing the long term relationship at the heart of the Ninja system, highlighting the many benefits of making regular customer service calls when building these relationships, and demonstrating the dangers of allowing them to lapse. Controlling your time, The 5-Step Calling Process, unlocking referrals and generating social proof are also discussed. As you will discover, you really don’t need a huge database if you take great care of your people, and the customer service call, explained in vivid detail here today, provides the key to achieving just that.   Episode Highlights:   Building a long term relationship   Relieving stress for all parties   Scheduling the calls   The importance of regular communication especially in times of low inventory   The dangers of letting communication lapse   Controlling your time   The 5-Step Calling Process   Unlocking referrals and the compounding effect   Social proof   Quotes: “This is one of your key areas to get time back.” “It’s a really healthy way to have a relationship with the people you’re working with.” “It opens us up to being able to ask questions.” “Everybody’s getting high quality attention.” “We will show up better for others than we will show up for ourselves.” “I felt their energy come back.” “What is my realtor doing?” “Right now, buyers need to know that they’ve got somebody in their corner.” “You can keep them focused.” “You want to know what they’re doing.” “I find that people who do the regular customer service calls asking these FORD questions, start to get more referrals from their active clients.” “If you got 2 solid referrals from every single person you did a transaction with last year, what would your year of 2021 look like?” “I’ve never had a real estate agent that took this much time to get to know who we are.” “You don’t need a massive database to have a huge business if you are staying in communication, and it starts with the customer service call.” “Your clients will love them.” “The referral floodgates are open right now, and it’s available to everybody. But you’ve got to be doing the right stuff.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com  @ninjaredding Matt matt@ninjacoaching.com  @matthewjbonelli

With the speed at which things are moving these days, Matt and Garrett are seeing some agents skipping some crucial steps in ‘The 10 Step Buyer Process’ and experiencing a lot of frustration as a result. Taking a few minutes at the start to ask these clarifying questions of all the decision makers involved is vital to avoiding disappointment further down the road. While they have discussed this process in previous episodes, today Matt and Garrett will look at its increased importance, as well as some creative ways to implement it, in the unique times in which we find ourselves. They begin with a quick review of the process before delving into the different types of buyers, the need for you to maintain control of the process, and understanding the buyer’s previous experiences with purchasing real estate. Addressing the buyer’s 4 greatest fears, talking to them without engaging FOMO, understanding intrinsic value, and the difference between a financial investment vs. a lifestyle investment are all explored as well. In the end, you need to know your client’s ‘why’ for buying a property, and the small amount of time it takes to do that upfront with the Buyer Process will not only save everyone a lot of time later on, but will also allow you to attain that role of trusted advisor that will enrich the lives of all involved.   Episode Highlights:   The 10 Step Buyer Process   The different types of buyers   Controlling the process   Understanding the buyer’s previous experience with buying real estate   Addressing the 4 greatest buyer fears   Talking to buyers without engaging FOMO   Intrinsic value   Financial investment vs. lifestyle investment   Asking questions to become clear on the buyer’s ‘why’   Quotes: “It helps you understand if you’re working with a real buyer.” “It turns people into buyers!” “At the end of the day, I would like it if you guys get paid.” “Why is this not always with you?” “We don’t skip steps here.” “It allows you to establish who’s in charge of the process.” “I’ve never seen the fear of paying too much being elevated to where it is right now.” “We want to give them information, but we don’t want to make their decisions for them with what to do with that information.” “Exploring options has to be part of this conversation.” “We need to get creative right now in terms of finding inventory.” “Paying too much is a moment in time opinion and it’s arbitrary.” “Those are conversations that must happen with your folks when you’re getting into these scenarios.” “You have no idea what that house was worth to them.” “Be careful talking about a primary residence as an investment, because it can come back and get you.” “Dig deeper on some of these questions.” “Your job is to just ask questions and learn.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

One thing that is coming up in a lot of conversations that Matt and Garrett have been having lately, especially as people are looking at their goals for this upcoming year, is the topic of mindsets. Given that they possess the power to generate great success, or conversely, put up seemingly insurmountable roadblocks, it’s critically important to understand mindset and how to manage it to your advantage.   Our hosts begin by discussing the danger of having a negative mindset, and then take a deep dive in exploring belief systems, mindsets, visualization, and the connection between these three important concepts. They share examples of those who have made great gains through their understanding of this connection, and offer some strategies to help you address the collective truths that may have been holding you back from enjoying the benefits of a growth mindset. Gaining an ability to address and manage the beliefs that you currently hold, and which that little voice at the back of your head expresses, can have an enormous impact on your life in general and make the difference between reaching great heights or staying right where you are. Today’s episode is a powerful one which may very well change not only your business, but your life overall.   Episode Highlights:     The impact of bad mindsets   Knowing your belief system   The little voice at the back of our heads   Collective truth   Dave Pepin’s use of vision boards with his family   The first step in attempting to change your mindset   Limiting beliefs   Beliefs of abundance   Belief systems demonstrated in 2020   Gratitudes and affirmations   Showing up and being present   Tony Robbins   Big goals as inspiring or as an excuse   Addressing limited beliefs   Acting on beliefs   Getting to the belief that ‘This is who I am’   Creating visualization space for yourself   Trying to protect yourself   Quotes:   “Why are you thinking what you’re thinking?”   “It contaminates the systems so they’re not being done 100%.”   “Sometimes it’s really, like, ingrained deep stuff that we have decided that this is the truth.”   “Some of the stuff is just limiting beliefs that have been imposed upon us by our environment, by other people, and so we may not even now they’re there.”   “That’s how we collectively start to build this belief system of how the world works, how we operate, how we act.”   “We’ve got to accept responsibility.”   “Any time you blame something, an external factor that you have no control over, you are now placing a limit on yourself.”   “They didn’t give you limiting beliefs. They gave you their beliefs.”   “If you want to expand your belief system, set big goals and then chunk it down into those little actions that you can do to achieve it.”   “You handle it differently when you start with gratitude.”   “I’m giving my full self to this.”   “Confidence, I think, is one of the core cornerstones of growth…it’s basically your self-belief.”   “Whatever you give energy to, grows.”   “Start visualizing yourself showing luxury property while you’re showing the properties that you show now.”   “You really have more power than you think you do.”   “You’ve been given at birth everything that you need to succeed however you like to define that…it’s what you make of it.”   “Have faith and take action.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

If there’s one thing that 2020 has taught us, it’s that a lot can be accomplished virtually through the use of technology such as Zoom. The issue that Matt and Garrett address today is that too much virtual connection will negatively impact the relationship basis of any Ninja business, so they try to determine that fine line between virtual and in-person. As you will hear, it’s not an easy question to solve, but the conversation around it certainly offers a great deal of valuable perspectives, information, and food for thought. They begin by discussing this notion of trying to find the sweet spot between virtual and in-person connections, an example of going too far on the virtual side, and emphasizing the core value of relationships within any successful business. They spend much of the episode trying to determine which activities are best suited for virtual and which in-person ones must be maintained. Technology has introduced many different ways to do business these days, but the rock solid foundation of relationships must remain intact if we are to enjoy success both professionally and personally – join the debate here today with Matt and Garrett, and see if you are able to find that sweet spot between the two that works best for you.   Episode Highlights:   Finding the sweet spot with connecting virtually   Matt’s example of business being too virtual   The relationship side of the business   This window of opportunity   Maintaining those personal relationship areas where Ninja shines   Ted Bash’s Christmas event   Personality matters   Celebrating with your people   Determining what can’t be done virtually   Showing up   Quotes: “The real estate industry, particularly the sales part…has always been behind everybody else when it comes to technology.” “There’s no way I’m going to hire a landscaper who’s never seen our property.” “If it goes too far in one direction, it could bite people.” “If we remove ourselves from that part of the process…you’re basically removing services from what you do for people.” “Is just getting to ‘Sold’ or getting to a contract with a buyer, is that all we’re trying to do?” “We’ve got the incredible relationships with people and if we automate it too far, if we’re not involved with the process, well, the relationship all of a sudden can suffer there.” “Intention matters, systems matter, people matter, and process matters.” “Don’t eliminate all opportunities to be with your people.” “The response coming out the backside of it was incredible.” “Ted had the best year he ever had!” “You can’t take it too virtual.” “There are still elements you need to be there with them for in a real life situation.” “The minute the clients think you’ve checked out and you’re gone, they’re like, ‘Oh, they don’t live here anymore’.” “Be very, very, very aware.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

While the ink is still drying on some business plans out there, Matt and Garrett are already seeing some agents get distracted by the many shiny objects that come their way every year, and, really, every day. There will always be some new app, program, approach or even just an email coming your way that will endeavor to draw you away from the plan you have carefully put together. No strangers to these impulses themselves, our hosts have figured out some steps to follow in maintaining a planned course while also exploring these perceived distractions, and are only too happy to share them with you here today. They begin by encouraging you to carve out a time outside of your daily business routines to explore these enticing objects, and to ensure their ‘urgency factor’ doesn’t override the seemingly less urgent but, in reality, far more important steps laid out in your plan. They go on to offer a number of tools and strategies to help you achieve this, so that you can continue to pursue your planned route to success while also having the freedom to delve into those others interests in your life and in these shiny objects. Learning how to manage these objects as they come into your life is one of the keys to enjoying overall success, and Matt and Garrett’s ‘PSA on Shiny Object Syndrome’ here today teaches us all how to do just that.   Episode Highlights:   Give yourself time to explore outside of normal daily business routine   Don’t give into the urgency factor   The time management matrix and maximizing your productivity   Daily shiny objects   Expectations and calendar/time blocking   Using Ninja Journals   Having little blocks of time to pursue other interests   Using shiny objects to our advantage   Quotes: “The key is to not let these things interrupt your normal daily routine and the big things you have set aside for your business plan.” “When you have a set appointment that you know is there…you don’t get distracted by the shiny objects.” “You need to understand the importance of the activity.” “Where can I fit this in, because this is becoming important to me?” “You have a plan, there’s actions there that you need to take, or you get to take, I should say, in order to achieve all those goals that you have. So, make those the priority, and don’t let the shiny objects distract you from that.” “You need to have a place to just accumulate that information so that you can come back to it later.” “Nobody’s immune to this…the ones that can control it the most…this is what allows you to get to your goals, build the life you want, have the freedoms that you want.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

As we progress through this new year, Matt and Garrett are noticing two distinct groups when it comes to the business plan. There are those who have completed and are already implementing their plans, and then there are those who are still talking about completing them – today’s episode is for this second group. At some point you’ve got to ‘put a bow on what you’ve got and run with it’, and, today, our hosts help you do just that. Employing road trip and guided missile analogies, Matt and Garrett emphasize the importance of taking action, knowing where you are in your plan, as well as the dangers of getting stuck in the planning loop. Examining the reasons why you haven’t completed your plan, and using the Ninja Nine, Larry Kendall videos, and life lists to help you plan are all discussed as well. If you are one of those agents who is still talking about completing your business plan for 2021, today’s message is both clear and crucial - it’s time to move on and act on what you have.   Episode Highlights:   Their road trip analogy   The importance of action   The Ninja Nine   The Guided Missile analogy   Knowing where you stand with your plan   Getting stuck in the planning loop   Examining why you haven’t completed your plan   Breaking down items on your life list   Accessing previous podcast episodes and Larry Kendall videos Quotes: “Your plan is a way to help you stay focused throughout the year.” “Success only happens because of action.” “We need to adjust a little bit to bring some self-awareness in.” “This is the time for action…taking forward momentum.” “You don’t want to get stuck in the endless planning loop.” “If I don’t have a plan that’s an excuse not to do it.” “Scarcity can creep in real fast when we start to fear losing certain things that we really enjoy or keep us sane, so to speak.”  “It allows me to maximize the time that I’m running my life right now.” “Identify what are the little things that you would need to do to help accomplish this bigger thing in your plan.” “Dreaming about it, sitting around and not doing anything about it, is actually sitting there in disbelief that those things are actually possible for you.” “I’m so excited for 2021!” “Stay on your toes. Be willing to adjust. Be willing to move quickly.” “Let’s go!”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com  @ninjaredding Matt matt@ninjacoaching.com  @matthewjbonelli

For this great first week of the new year, Matt and Garrett want to review a process that can make your entire year great as well: real estate reviews. Looking back at last year, they can see that so many people enjoyed a lot of success with these reviews and put some creative spins on them to be able to run them under the most unique circumstances. Today, our hosts will look at these successes, the creativity involved, and show you how to move forward to implementing them and making this new year as amazing as possible. They begin by sharing some statistics about real estate in 2020, the two approaches to real estate reviews, and highlighting Kevin McCarthy’s ‘Real Estate Well Check’. They then look at the value of these reviews, what they are designed for, how they can potentially backfire, and some resources you can use when starting them. Matt and Garrett finish up by reminding you that this is your way to become that trusted advisor that everyone needs during these changing times. Take advantage of this moment in time to listen to this instructive episode, educate yourself so you can then educate your people, and proceed to improve all your lives in the process.   Episode Highlights:   Some statistics regarding real estate in 2020   The two approaches to real estate reviews   Kevin McCarthy’s ‘Real Estate Well Check’   The potential value of annual estate reviews   Face-to-face and virtual/Zoom reviews   What a real estate review is designed to do and how it can backfire   Employing the fhfa.gov data, tools, and home calculator   Showing up as an advisor   Easy ways to get started   focus1st.com   Ninja Planner offer reminder   Quotes: “Real estate is…one of the basic needs.” “Over 8 million people have bought a home since the pandemic started…that’s nuts!” “The whole value is me being with them, talking to them, having the conversation about their real estate so that they’re in the best position possible at any point in time.” “You are pre-planning your live-flow as well.” “All of the things that we want to do within the Ninja system can happen with just even a focused plan on real estate reviews.” “The Ninja Nine can be done virtually.” “This is a golden opportunity that’s been given to people.” “You can do a video tour of somebody’s house.” “Now, you’re going to bring up real estate, but you already have permission because these are your people.” “It’s bringing up real estate, but in their best interest.” “People need a trusted advisor when it comes to real estate right now.” “What does this market mean right now?” “The best thing that she’s ever seen attract listings…is the real estate reviews, and consistency with it.” “The opportunity is there in front of you.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com  @ninjaredding Matt matt@ninjacoaching.com  @matthewjbonelli

For this first episode of the new year, Matt and Garrett are excited to welcome Erik Hardy, creator/developer of the Ninja Planner, to the podcast. Given that so many Ninjas have noted the difficulty of maintaining a routine, particularly during 2020, this planner may very well prove to be the solution, and our hosts take advantage of having its creator here today to learn how to use it to its full potential. Be sure to stay tuned to the very end of the podcast for a very special bonus offer coming your way as well! Erik begins by sharing how he started in both real estate and Ninja, and how the Ninja Planner was developed. The rest of the episode presents an examination of its many features, how it integrates with Ninja practices, and Erik’s advice about how to use it not only as a planner for business, but for your life in general. As mentioned, there is also a bonus offer detailed at the very end of the episode, so make sure you stick around for that. 2021 has all the potential of being an incredibly successful year, and the information and advice shared here today about this remarkable tool will play a huge part in achieving that success. Listen in and take advantage of all that these three experts have to share and top it all off with the generous bonus they are offering as well. Episode Highlights:   Erik’s start in real estate and Ninja   How the Ninja Planner was developed   Erik’s advice for using the Ninja Planner   A comparison of the benefits of paper planners and digital planners   Using the planner for tracking and planning   Its most powerful features   Using the Monday Morning Agenda Worksheet with the planner   Using the monthly part of the planner   Some of the peripheral features   The value of keeping all or some of it with you   Using this as a life planner   The special bonus offer  Quotes:  “Holding a routine together in 2020 was a beast.”  “It took seven years working in real estate to get all the knowledge to try to put into developing the planner…from there it really came together pretty quickly.”  “There are training videos on how to use this planner online on the website ninjaplanner.com.”  “There’s real power in putting pen to paper and writing things down and having some space and really thinking about how you want things to go.”  “There’s a level of permanence when you do put it in your paper planner that way with pen that I think locks it into your brain.”  “At a glance you can tell how you’re doing for your week, what you haven’t done yet, and where you’re going to fit that in.”  “We’re never ‘done’, we’re just leading into the next.”  “It’s not the complex that makes the big results for the Ninjas that I know out there. It’s actually the simplicity of some of the systems that makes the big results for people.”  “This keeps it real in a lot of ways, if you’re using it correctly.”  “There’s a very big difference between being busy and being productive.”  “Any relationship-based system…this lays out all you need to do.”  “This is a place to really plan out your entire life.”  “Don’t only think of this as a business planning tool, really think about it as a life planning tool.”  “Time is not a renewable resource…using it as wisely as possible is critical.”  Links:  www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

On this final day of 2020, Matt and Garrett take a look back at the year that was, and the amazing journey it provided. While this past year threw a lot of challenges at everyone, there were some remarkable success stories out there, and today our hosts take an in-depth look at the strategies and processes that garnered so much success, and how they can work for you at any time of any year in any market.   They begin with their ‘holes in the boat’ analogy and the benefits of both gratitude and of breaking the pattern of always waiting until the next year for things to get better. They then look at the different responses agents had to the pandemic, and explore the best of them such as phone calls, handwritten notes, gratitude, photography, videography, and the ‘pop by’. Bringing commitment, creativity and heartfelt sincerity to these Ninja systems resulted in great rewards both personally and professionally for so many agents during this pandemic year, and they can do the same for you no matter when you implement them.   Episode Highlights:     Matt and Garrett’s ‘holes in the boat’ analogy   Breaking the pattern of waiting for the next year to be better   Different responses to the pandemic   The need for human interaction   Discovering the power of gratitude, the phone call and hand written notes again   Checking in on your people in times of need   Social media opportunities   Making the Ninja systems work virtually when necessary   Photography and videography   The ‘pop by’ and reverse engagement   Quotes:   “The year mark is nothing but a psychological moment for people that starts this new time. That’s it.”   “We can create our own happiness. We can choose it.”   “Actions lead to results.”   “I like to start new things on Thursdays.”   “Let’s look at the big picture here…it’s okay to pause and breathe.”   “Lead with your heart. Forget real estate.”   “People like to talk on the phone.”   “That works in any marketplace, by the way.”   “2020 also emphasized that need for human interaction in some way, shape, or form.”   “When these things are pitched up to you, swing at them.”   “Realtors have been selling houses, sight unseen, for a long time.”   “This is a whole different level of connection with my people.”   “It leads to real estate conversations.”   “That’s why they’ll work in any market during any time.”   “It’s in your hands here. Let’s go and have some fun.”   “We believe in all of you.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today, Matt and Garrett have a couple of incredible stories of just what it means to be an advisor in real estate and the benefits that arise from that role. As trusted advisors, you may forfeit the sale directly in front of you, but you will gain that raving fan that will result in those incredibly valuable referrals. For Ninjas, forging relationships is paramount, and today’s episode shows you how a couple of agents have taken that to heart, and how you can do the same.   Stories from Sonia Guardado of Round Rock, Texas, and Paul Schnaitter of Fort Collins, Colorado, are offered as prime examples of the power of being a trusted advisor in this episode, with our hosts highlighting the reasons behind this power. Along the way, they emphasize the importance of forming lasting relationships, unlocking referrals, shifting your mindset from selling to advising, and asking the right questions and then really listening to the answers. In this episode, you will learn from our two experts just how taking on that trusted advisor role can result in a lasting relationship with your people, and miracle business for you.   Episode Highlights:     Sonia Guardado’s story   The goal of being an advisor   Unlocking referrals   Paul Schnaitter’s story   Looking for relationships   The mindset shift from selling to advising   Asking the right questions and really listening to the answers   Quotes:   “You telling me that it’s okay to stay makes me feel so much better.”   “Within the next week, Sonia got two really good referrals, I think maybe even 3.”   “He ‘s now got a total raving fan that knows that he’s not just about the sale.”   “The number one complaint from working with real estate agents is that the real estate agent disappeared after the sale.”   “Don’t get attached to the outcome.”   “You’re not looking for the sales, you’re looking for relationships.”   “You create these raving fans, and that’s where miracle business comes from.”   “We’re helping people through a transaction…we’re not selling anybody anything at all.”   “It’s a mindset shift…a belief system shift about who you are and what your role is in this business.”   “Ninja is 100% set up to allow you to be the advisor, but you have to ask the questions.”   “The need for your services and in an advisor role in this time right now is one like I’ve never seen at any time I’ve been involved in real estate.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli    

One thing that Matt and Garrett are noticing over and over again as people review the past year and make their business plans for the coming one, is the interest in running an ‘8 in 8’. When done at the right time with the right purpose and thorough follow through, this can be a highly impactful practice for both your life and your business. Today, our hosts walk you through the process of running a basic version, and offer a number of suggestions and examples to take the process to a much higher level.   They begin by explaining exactly what an ‘8 in 8’ is, and from there share the reasons behind it, the process involved, and how it seamlessly integrates with your current Ninja systems. They also examine the key components to making it manageable, and offer examples of how this process can go to a much higher level that can be a lot of fun and rewarding for all parties involved. When done correctly, the ‘8 in 8’ is a highly effective system that can result in great success, and this coming year is particularly well suited to this level of contact with others, especially given what the past year has been like. Today, let Matt and Garrett show you how to achieve great things using the ‘8 in 8’ in 2021 and beyond.   Episode Highlights:     What is an ‘8 in 8’?   The process involved   The reasons behind keeping the group small   Planning out the high value information you’ll be sending out   Some examples of high value information pieces including timeless content   The different levels of ‘8 in 8’   Reasons for running this process   How it integrates with your current Ninja systems   Giving experiences through mail   Having a system to simplify it   Quotes:   “8 points of communication with a particular person or group of people over 8 weeks.”   “Anytime you actually have a system of follow up, that, technically, is kind of what this is.”   “You can set this up to happen at any time, too.”   “If you don’t finish it all the way out, you’ve wasted all your money on the marketing.”   “They don’t realize those touch points…we don’t want to lose that energy. That’s why the phone call is so incredibly important.”   “We’re never asking for business.”   “Timeless content is what you want to be thinking about.”   “It’s not ‘salesy’. You are being more of an adviser, you’re giving quality information.”   “A lot comes down to the language you use on the card versus what is the topic of it.”   “You can’t make it about you at all.”   “My wife wants to meet you to find our who’s making us feel so welcome.”   “You bring in the tip, and your c0mmunity all in together.”   “I think it’s brilliant right now to experiment with something like this.”   “It really solidifies the relationship of you with that person once a year.”   “This is not on top of everything else in all the other systems that we would talk about through Ninja Selling.”   “I stay away from texts, I stay away from email.”   “It needs to be relatable.”   “Don’t overcomplicate this thing.”   “I had them all preprinted, ready to go, in big stacks on my desk.”   “It’s a great system – have some fun with it.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli    

It’s no secret that the best way to get really good at something is to practice a lot, and real estate is no exception. Matt and Garrett are often asked how they and Larry are able to demonstrate the many aspects of the Ninja system so effortlessly and effectively, and the answer is simple – they have been doing it so often and for so long that they are very well practiced in bringing them to life. Today, they take the time to share the importance of incorporating practice time into your business along with some tips they have picked up along the way about how to make it as productive as possible.   They begin by looking at the value of committing to set aside regular time for practice, and some Ninja set plays that can be practiced, as well as how to practice them. They also explore engaging with a skills group, some key recommendations to implement when doing so, and the many situations that can be practiced in these groups. They finish up by offering some immediate steps you can take, highlighting the fact that practice doesn’t necessarily need feedback, especially when just starting out. In so many areas of life, practice plays a more valuable role than talent in achieving success, a point which our hosts effectively drive home in today’s highly informative episode.   Episode Highlights:     Committing to set aside time for practice   Some Ninja set plays that can be practiced   How to practice them   Suggestions for practicing with a skills group   Establishing ‘The Rules of the Game’   The real reason for practicing   Regularly scheduling a ‘Pit’   The many situations that can be practiced   Some immediate steps to take   Not asking for feedback   Quotes:   “Imagine if you set an hour aside everyday just to…master a skill. It wouldn’t take very long to get really good, by the way.”   “Don’t ever practice on your client.”   “Practice saying them so you don’t get tongue-tied when you’re there with a client.”   “Put a mirror in front of your desk when you’re making sales calls, when you’re talking to people, because it makes you feel like you are talking to somebody.”   “You could have everybody sign a little contract.”   “You’re not practicing for you.”   “You’re going to learn stuff from each other…everybody gets better, everybody grows.”   “It’s practicing for the surprises that might happen.”   “Planting referral seeds in your conversations.”   “You need to get comfortable saying those words…because otherwise it comes out awkward.”   “You’re going to fumble – that happens.”   “We did a lot of recording and erasing.”   “Practice, practice, practice.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli        

These days, as Matt and Garrett are watching everyone working on, and hopefully wrapping up, their business plans, they have an important message about auto-flow. All too often, they are noticing that there is too much art and not enough science in it, which is a huge concern when attempting to build a business based upon referrals. Today, they explore this topic in depth with their trademark wisdom, humor, and valuable advice.   First, they demonstrate the difference between showcasing your value and simply being ‘top of mind’, and then move on to discussing the importance of building a business around referrals. Offering a number of examples of using science or even a combination of art and science, they clarify the difference between the two approaches and highlight the possibility of using science to remain consistently ‘top of mind’. They finish up by reviewing the value of data campaigns done properly, the danger of only using art, and Matt’s postcard campaign test, which he is about to undertake. If you want to take your business to the next level, and by tuning into this podcast it’s obvious that you do, Matt and Garrett are here to help you achieve precisely that and avoid the perils of ‘lazy auto-flow’.   Episode Highlights:     The difference between showcasing what you do and being ‘top of mind’   Building a business around referrals and the benefits is offers   Art vs. Science   Some examples of using science and combining art and science   Becoming consistently ‘top of mind’ by using science   Some examples of data campaigns   Matt’s postcard campaign test   The danger of only using art   Quotes:   “Because the mailers that she sends were science-related - there was a good amount of science and value - that person called.”   “This is when we’re talking about going to that next level.”   “It also creates an exponential curve in your growth.”   “It’s a real big safety net you’re building for yourself.”   “Science is anything that directly correlates with the value that you have around your business.”   “I think there’s a whole line of postcards you could create about just being a great homeowner.”   “Every single time they see their house, you are now top of mind because of the science that you shared with them.”   “I want to see better auto-flow out there.”   “You’re going to sharpen your skill set with this.”   “There’s so many opportunities to make connections with this, too, when it’s science related.”   “Take a little bit more time with this and it will change your business.”   “We’re happy to support you any way that we possibly can.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

It may only be the middle of December, but that doesn’t mean you can’t be getting yourself set up for the coming year. To help you hit the ground running in January, Matt and Garrett have a number of ideas that you can put into place immediately, and they share them with you here today.   They begin by highlighting the benefits of taking advantage of this time of year to get a jump on next year, and reviewing the steps to follow in acting on your business plan now especially looking at your first quarter, populating your calendar, and identifying any physical needs of your business. They also explore the 45 Day Rule with listeners and its connection with ensuring that your January is as crazy as you want it to be. Today’s PSA from our two experts arrives just in time to offer you the springboard you need to make this coming year one of your most successful ever.   Episode Highlights:     Taking advantage of this time of year to get ahead for next year   The steps to follow now in acting on your business plan   Looking at your first quarter   Populating your calendar   Identifying physical needs of your business   The 45 Day Rule   Quotes:   “You’re basically looking at November to November.”   “Your business thrives on the actions that we do each and every week with our relationships.”   “The end of the year kind of is a universal time to get ahead.”   “What are the things I need to do in order to accomplish these big tasks that I’ve set out for myself for each quarter?”   “Don’t put it on a shelf. Don’t let it collect dust. Not now, not ever!”   “The actions that we’re taking right now will produce results in 45 days.”   “Right now is the determiner if you are going to have a slow first quarter or a crazy first quarter, and I want everybody to have as crazy of a first quarter as you want.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As we roll through December, Matt and Garrett have decided it’s time to have a little discussion about the Warm List. All too often, they are seeing this list get built, but then get ignored when other distractions present themselves. Today, they share with you everything you need to know about your Warm List and how it can literally change your business and your career if you handle it correctly.   They begin by emphasizing the ‘why’ behind taking care of this list and having the proper intention when contacting the people on it. They also offer some suggestions for breaking the ice, and review the value of the 5-Step Calling Process, the importance of pain and pleasure indicators, and a scavenger hunt analogy which reinforces the sense of fun that you can bring to these interactions. Our hosts finish the episode by sharing strategies and timelines for staying in flow with your Warm List. The impact and influence that your Warm List exerts and the many referrals it can generate are far too great to be left to chance. Let Matt and Garrett show you how to make the most of this valuable tool here today, and be prepared to experience greater success in both your business and your life.   Episode Highlights:     The ‘why’ behind taking care of your Warm List   Having the right intention when contacting people on the list   Breaking the ice and making it about them   The 5-Step Calling Process   Pain and pleasure indicators   The scavenger hunt analogy   Keeping them within 2 weeks   Bringing up real estate solutions for them   Strategies for staying in flow with the Warm List   Quotes:   “We have to get past some of that awkwardness.”   “He purposely called just to talk to me and see how I was doing.”   “At some point, they’re picking up the phone because you’ve made it about them every time.”   “You’re calling to check their pulse.”   “Focus on your Warm List daily.”   “Gamifying it is such a good idea, though, because now we can have fun with our database.”   “When you save somebody from their pain, they will become the best raving fan you’ve ever, ever, ever had.”   “We are here to help provide solutions, and that solution happens to be real estate.”   “There’s lots of ways you can communicate with the people on your Warm List if you get creative.”   “Are these people on your auto-flow?”   “This group is just full of opportunity around it, too. You’ve got to have the right intention though.”   “There’s no better tool in your toolbox than the Warm List in terms of building great relationships and a great system of referrals.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

If you have ever had that experience where you just kind of lose control of your week and where you just can’t seem to get to all the things you want to (and, really, who hasn’t?), then this episode is for you. Today, Matt and Garrett take a close look at the Monday morning meeting that you should be having with yourself each week to help you manage such situations, revealing the many reasons for having it, and exposing the many excuses offered for not doing so.   They begin by reviewing that feeling of not being in control, the apparent ‘Catch-22’ involved in resolving it, and then engage in an extensive discussion of the many, many benefits of having this weekly meeting with yourself. Along the way, they also explore the agenda for these meetings, when best to schedule them, the importance of your business plan and your ‘why’, and using your calendar to plan out your week. As they clearly demonstrate, a keen awareness of your business is paramount to your success, and they have so many great ideas and examples to help put you in the driver’s seat and achieve this in today’s very important episode.   Episode Highlights:     The feeling of not being in total control   The ‘Catch-22’   The many benefits and power of the weekly meeting with yourself   The ‘going on vacation’ analogy   Scheduling the meeting at the best time for you to succeed   The meeting agenda   Your business plan and your ‘why’   Finding out what’s working and what’s not   Use your calendar to plan out your week and then execute   Analyzing your systems   Raising and maintaining awareness of your business   Quotes:   ‘I do find Monday is your highest point of success.”   “I think you’ll actually end up saving more time in the long run.”   “Make some time today, if you can.”   “Am I planning a business that supports the mission?”   “Where are we going and why are we doing it?”   “The people who have that ‘why’ clearly defined for themselves…they’re the people that have successful weeks, week over week.”   “A good time blocking schedule will help you, you know, achieve things…action is what leads to success.”   “My goal long term is to help you build a big enough ‘why’ that you’re not showing for anybody but yourself.”   “You’ve got to have that kind of check and balance with each individual system as you go through planning.”   “It’s all these little steps along the way to make sure that you can get to that final product – that’s the power of this meeting you’re going to have with yourself.”   “You’ll be better prepared for everything.”   “You have to sit down and take the time to analyze it and understand it for your own personal self.”   “It’s hard to make decisions about where you want to go with your business and what actions to take if you don’t have that awareness.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Sandy McMaster of McEnearney Associates in Alexandria, Virginia, is Matt and Garrett’s special guest today. One of Matt’s coaching clients, Sandy is a ‘rock star’ who has created an incredible brand that has greatly improved both her business and her life. In this episode, she shares her fascinating brand journey and offers valuable insights and advice for listeners to help them do the same.   As she recounts her journey, Sandy emphasizes the need for authenticity and knowing your ‘why’, and describes the ‘unlock’ that more than doubled her business. She also discusses the team she has built, some resources that have proven helpful, the importance of understanding how others interpret you and being able to articulate your value. The tactics she uses, such as her highly popular videos and how she started them, are explored as well. Sandy McMaster has gone from experiencing a decade of relative frustration in real estate to absolutely loving it through her commitment to branding, enjoying great success along the way. As she so clearly demonstrates today, the same can be true for you, and listening to her story here today could very well be the first step on your own journey.   Episode Highlights:     Sandy and her brand journey   Three questions to answer when determining your brand purpose   The importance of authenticity and knowing your ‘why’   The ‘unlock’ that more than doubled Sandy’s business   Reviewing your business plan and life list   Sandy’s team   Gino Wickman’s book, ‘Traction’   Storybrand   Understanding how others interpret you   Some of Sandy’s tactics   Articulating your value   Quotes:   “I want so much to make this business not just financially fulfilling, but personally fulfilling.”   “Bless Ninja!”   “You’ve got to be authentically you.”   “Every single person listening has a personal brand.”   “Not everybody is your client.”   “This takes time, effort, creativity - you cannot stop.”   “I get one life. I’m going to live this without wasting any of my potential.”   “I spent a decade really spinning in this business.”   “Get it, want it, capacity to do it.”   “So long as you’re genuine, it’s okay if it’s not perfect…just put it out there.”   “Your tribe is looking for you. You have to allow yourself to be found. Go for it.”   “In real estate, I know who my people are. And if you’re not for me, I can find your person.”   “When you stop being for everybody, you can literally help anybody.”   “Stop advertising, start branding. Build the businesses you love.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli     Sandy’s homepage:   https://www.sandymcmaster.realestate/   Authentic Agent homepage:   https://www.authenticagent.realestate/  

As we approach the end of November, ‘Business Planning Month’, it’s time to look at how to put these plans into action for the coming year. Far too often, these plans are created and then relegated to a drawer where they are seldom, if ever, looked at again.  Today, Matt and Garrett are here to show you how to make sure that this valuable document remains an active component of your business, allowing you to enjoy the success you so richly deserve.   They begin by examining the need to consistently review the plan, and offer an insightful road trip analogy which demonstrates the value in making incremental changes as necessary throughout the year. They also offer some ideas on how to ensure your plan remains a priority, including accountability partners and quarterly breakdowns. They finish up by sharing yet another analogy, this time about guided missiles, which neatly sums up the value of keeping your business plan active all through the year, and checking on it regularly so that you can adjust your course when needed to reach your desired destination. Listen in today and plan on making next year a huge success.   Episode Highlights:     Consistently reviewing your business plan   The road trip analogy   Making incremental adjustments to the plan as necessary   Some ways to ensure you prioritize your plan   Accountability partners   Quarterly breakdowns   The guided missile analogy   Quotes:   “You need to go into the year with that really solid plan.”   “This is the journey that we’re going to go on, on this final destination we have twelve months out from now.”   “They get so far off course that they’re not even on the trip anymore.”   “Have somebody that is kind of involved in the journey with you.”   “Use the calendar to your advantage when you’re looking at your business plan.”   “Where am I right now, and where am I going?”   “You’re in control of this whole thing.”   “Be excited and don’t be scared of it.”   “You’re in the driver’s seat.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Matt and Garrett want to wish all their listeners a very Happy Thanksgiving, and welcome everyone to their podcast today, which is all about gratitudes. As clichéd as that might seem, this is about so much more than simply giving thanks one day a year, but building this noble act into your daily schedule, consistently through both good times and more challenging ones. As you will come to understand today, they can have a profoundly positive impact upon your life and business, and need to become a permanent component of our day-to-day activities.   Our hosts review the need to structure gratitude into your day, and share the many benefits that will result, as well as some examples of Ninjas out there who are enjoying great success through this commitment, and an exercise that you can implement immediately. They also recommend revisiting both a previous episode of great relevance as well as Mel Robbins’ YouTube video, and share some of the many things we can be thankful for in 2020. Far from being optional or an afterthought, gratitudes are a key component to success in life and business – science and experience support this fact fully. On this very special day of giving thanks, let’s all commit to making gratitudes a part of our lives every single day.   Episode Highlights:     Structuring gratitude into your day   The physical effects of gratitude   Not being tied to the outcome   Andrea Tuell’s remarkable example of gratitude   A gratitude exercise   Changing your energy   Maintaining your gratitudes consistently   Things to be grateful for in 2020   Opening up your vision and looking at your business differently   Revisit the August 6 episode   Reinventing holiday traditions   2020 as a positive turning point   Mel Robbins’ Foggy Day YouTube video   What Matt and Garrett are grateful for   Quotes:   “There’s a lot of power and science behind that.”   “It’s a state of being…you’re trying to change your core being.”   “You actually feed off that energy from other people.”   “Gratitude can even be structured throughout the day.”   “We know that gratitude can actually reduce stress hormones.”   “All of a sudden, confidence grows.”   “Why don’t I do this more often?”   “This is going to be a fascinating generation, and I actually think it’s going to be for the good.”   “This is giving them tools that a lot of us never have ever experienced.”   “A lot of people were very grateful for the health of the real estate market.”   “Being grateful for those challenges is important.”   “Is this happening to me or is it happening for me?”   “How can we look at this differently?”   “What about ‘Thank you, 2020’?”   “Have a wonderful, wonderful Thanksgiving.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Today, on this 200th episode of the podcast, Matt and Garrett take a look at the topic of change. Throughout each person’s life, change is going to happen – as 2020 has clearly demonstrated - and listening for signs of these changes when reaching out to your people can provide you with a unique opportunity to strengthen your relationship with them. During the episode, our hosts examine the importance of listening skills, asking questions, learning about how best to communicate with each of your clients, and, above all, making your conversations all about them. Garrett provides an enlightening example of the dichotomy of change, and together he and Matt explore the notion of the ‘carousel in our life’, talking about dreams, pain and pleasure levels, and, of course, listening for change. They conclude by reminding everyone that you can search their website for topics from previous episodes that you’re interested in – there’s a lot of quality information and advice to be found in these 200 episodes! If this past year has taught us anything, it’s that change is inevitable. What today’s episode teaches everyone is how you can deepen your connection with others by being there for them in these important times and beyond.   Episode Highlights:     Listening skills and asking questions   Garrett’s example of the dichotomy of change   The many changes people are going through these days   Learning how best to communicate with each client   Carousels in our life   Talking about dreams   Listening for change   Pain and pleasure levels   Searching for topics on previous episodes   Quotes:   “Everything’s great. How about you?”   “Don’t make this about you.”   “Your stock in that relationship goes way up because you’re providing value by simply listening.”   “Do I truly understand what people are going through in my sphere of influence?”   “You’re going to get golden information.”   “You have to disconnect yourself from that becoming a transaction.”   “It’s not the person right in front of us, it’s all the people that are just beyond them. That’s where miracles happen.”   “All of a sudden the dreams come out.”   “Where do you recreate?”   “Dream questions are so, so powerful.”   “Listen for these moments where you can...go to that deeper level with people.”   “If you’re really listening for this change, that warm list is going to start to populate pretty quickly.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Through the uniqueness of 2020, a lot of creative ideas have been generated to enhance or replace the events that are just no longer possible for us all to run for our people. Matt and Garrett have been keeping their eyes out for some of the most creative, and today they share some that will help you strengthen your relationships not just for 2020 or the holiday season, but for absolutely any time of year.   Throughout the episode, our hosts run through a list of these great ideas and offer valuable suggestions about how you can implement them both now and in the future. Emphasizing that the overall goal is to create some fun energy and environments for your people, they demonstrate just how these ideas can help you build those strong relationships that will not only enrich the lives of all involved, but also allow transactions to ‘just fall out of the sky’ for you. We all agree that 2020 has brought some significant changes to our world – let Matt and Garrett show you how to make these changes work for you and your business.   Episode Highlights:     Pumpkin carving and coloring contests   Calling each person to explain why you’re not having your event this year   Reviewing the value of your annual events   Scavenger hunts   Polaroid wars   Celebrating your brand and other clients’ brands   Adjusting traditional events such as Pie Parties   Matterport Open House Scavenger Hunts   Creating fun energy and environments for your people   Quotes:   “If you’re doing the pumpkin, you get the pop-by, and you get the interaction, and it can potentially replace an in-person event.”   “The lowest cost event she’s ever done…she could pretty much link it back…to two new pieces of business.”   “The interaction that I had with my people was priceless.”   “The big picture here is we’re looking for human interaction.”   “You as the organizer of it, you’re going to get a lot of communication, you’re going to create an experience for these people.”   “Everybody’s going to get a better understanding of what that area that you live in is.”   “The more touch points you can get, the more frequency you can build during this time, it’s going to be easier to keep a level of frequency going as you get through holiday season.”   “Have some fun with it.”   “The purpose is to just build relationships, build some fun.”   “Transactions just fall out of the sky when the relationships and the connection is correct.”   “Relationship strengthening is better than any time I’ve seen because people are craving it.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

One topic that just doesn’t seem to get enough attention, even from some of the best Ninja’s, is the potential value of understanding learning modalities. Knowing how a person learns best enables you to share ideas and information with them in a way that will make most sense to them, and result in establishing a deeper connection for you both. This is truly a fascinating topic with striking implications for building relationships, and Matt and Garrett are excited to share it all with you today.   They begin by explaining the three learning modalities in order of prevalence, how books can be designed to appeal to these modalities, and how to determine the dominant modality in another person through questioning. Our hosts then engage in a thorough examination of ways to deepen your relationship with others once you know their dominant modality, and also how to ensure that all of your processes incorporate all three modalities in order to connect with the largest audience possible. Once again going far beyond the realm of real estate, Matt and Garrett share information and advice here today that will, of course, improve your business, but more importantly, effectively deepen the relationships you have with your people overall.   Episode Highlights:     Visual learning   Kinesthetic learning   Auditory learning   How books can be designed to appeal to the three modalities   Asking questions to determine the dominant modality of your clients   Formatting your questions to appeal to their learning modality   How knowing modalities will affect relationships in your business and personal life   When to appeal to all three learning modalities   Restaurant menus and learning modalities   Phil Greely’s use of iPads with clients and the many referrals it generated   Why postcards do so well   Checking all of your processes to see if you can incorporate all three modalities into them   Quotes:   “The biggest one is visual.”   “Showing is better than telling.”   “The last one is auditory.”   “Just because we’re dominant on one…doesn’t mean that we can’t use the others.”   “If you talk books with people you can actually kind of get a sense of who they are.”   “If you know the learning modality you can ask those questions in that format.”   “You will help them engage more.”   “Mark this down on your contacts.”   “How do I change that question to their learning modality?”   “Naturally, people will say things that are geared towards their primary learning modality.”   “When you send a postcard, you’re able to hit on visual and kinesthetic right there, which encompasses a lot of people.”   “Every auditory person, their second modality is either kinesthetic or visual.”   “You’re going to increase your chances of communicating well if you’re using all three in your auto-flow.”   “This is one of those components that you start to practice when you’re focused on being elite.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

  Knowing precisely why your client wants to buy or sell a house is critical to your relationship, and can, at times, become a fairly complex task. In today’s episode, Matt and Garrett look at the tools available for you to help your client understand their why especially when the reasons may not be on the surface and may require some deeper questioning. Until they understand their why, it may very well be impossible for you to help them find precisely what they are looking for, so let Matt and Garret help you out.   They begin by reviewing some of the tools available to help understand your client’s why, and they perform a brief role play that illustrates a ‘what and why’ conversation. They then focus upon strategies to employ when you’ve done everything properly, but a client is still hesitating to act, which, as they point out, could have deep emotional roots. With an emphasis on when and how to help clients find clarity, our hosts offer valuable advice in this potentially sensitive area as well as the possible results. Going a little deeper may cause some level of discomfort but the mutual rewards of helping one of your people clarify what they want goes far beyond real estate, and will ensure a long lasting and fruitful relationship for you both.   Episode Highlights:     Some tools available to help find surface level to intermediate whys and deeper whys   Matt and Garrett’s role play of a ‘what and a why’ conversation   Asking questions, really listening to answers, and watching body language   The Ten Step Buyer Process   Having conversations to uncover the deep, serious emotions which may impact a buyer or seller’s decision   When and how to help clients find clarity   Mutually putting a client on hold   Asking questions, and checking their pulse   How this results in referrals   Steve Sim’s book, ‘Bluefishing: The Art of Making Things Happen’   Quotes:   “It’s amazing how much just asking the question ‘Why?’ can really help, especially right up front, whether we’re talking about a seller or a buyer.”   “It’s also about how they answer with their body language.”   “I think in-person is the absolute best way of doing it, or zoom in today’s world, I think, could work really well.”   “Some of the best Ninja’s I know are not afraid about talking their client out of moving sometimes.”   “Now you’re really helping these people with life, not just real estate.”   “Is there some deeper question that I could be asking that’s going to take these people to a different level of clarity that we’ve all missed?”   “These are people. These are relationships. These aren’t transactions.”   “Once I started actually building relationships and paying attention to the people in my business, things took off.”   “People’s criteria can change, for sure, really quickly too. I mean, so don’t ever be afraid to do the reset.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

There are a couple reasons why this is the coolest part of the year, and the main one that Matt and Garrett talk about today concerns the many opportunities available in this season to call and connect with your people. This has been a year like no other, magnifying the importance of this contact, and the coming season offers even more opportunities to continue to demonstrate your care and concern for the people in your life.   Our hosts begin by reviewing the impact of calling up people in times of collective stress to sincerely check in on how they’re doing, as well as the advantages that live-flow offers, the power of human connection, and the difference between Ninja and many other systems. They then discuss the nature of these calls, the specific opportunities available now, and increasing the frequency of touch points through combining communication methods. They finish by sharing the process for determining who you could consider contacting, and precisely where the real connections happen. As Ninjas, sincere concern for others and learning more about them is a cornerstone upon which to build the types of relationships that will prove beneficial to both your life and business. Today’s episode guides you in the process of ensuring you achieve this throughout the entire year, and especially in the coming months.   Episode Highlights:     Calling people in times of collective stress   Auto-flow vs. live-flow   Helping people beyond real estate   The power of the human connection   The difference between Ninja and many other systems   Making conversations all about them   The opportunities that are out there right now to call people   Combining methods of communication to increase touch point frequency   Creating your list of who to contact   Where the real connections happen   Quotes:   “When this year started it was a normal year.”   “Take care of your mindset, get on the phone.”   “When we’re all dealing with stress…these are the opportunities to make sure your energy’s in a great place, and pick up the phone and make a phone call.”   “We all have the opportunity to just build this human connection together through the power of a simple phone call.”   “All these phone calls are not trying to find out where the deal is, the phone calls are really trying to connect with people and understand the world that they’re living in right now, and to show care and concern for what’s going on.”   “Do not get attached to the outcome.”   “Our job is to keep them talking.”   “This is an opportunity to check in with them and see, are those traditions happening the same way through December?”   “Celebrate with them!”   “Make sure your warm list is included in this action program.”   “Have some fun with it.”   “This will come back to you in first, second, third month of 2021.”   “There’s people out there that will need your help at this time with too many life changes coming on.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli    

Calendars for both business and personal scheduling have become indispensable, and yet, Matt and Garrett are seeing some Ninja’s who are struggling with them, particularly when they are doing so much business these days. Today’s episode takes a moment to look how effective scheduling and ‘calendaring’ can maximize your time, keep you from ‘flying by the seat of your pants’, and simply make your life better overall.   The entire episode is devoted to how to control your calendar starting with how to set it up, establishing protected times, allowing for some exceptions when absolutely necessary, implementing some tips that will enhance its effectiveness, and, above all respecting it. Calendars are not just for setting listing appointments - they can be so much more, and have such a greater impact upon both your personal and business life. You owe it to yourself to listen in on Matt and Garrett’s sage advice today, and if you have any further questions, remember that they are only too happy for you to contact them to discuss.   Episode Highlights:     The steps in building your calendar the way you want   Being specific when getting started   Listing what you want most days to look like   Establishing protected time   Controlling the calendar   Planning properly   Making exceptions   Understanding long term repercussions of calendar items   Using the calendar invite option   Building in CRM’s   Respecting your calendar and the appointments on it   Quotes:   “If something doesn’t get on my calendar, don’t expect me to be there.”   “When you start putting things on your calendar, you also start to recognize the time that you don’t have.”   “The better you are and the more high demand that people see you as, and the more value you bring to the table, people will wait for you.”   “Create what you would like your ideal schedule on most days to look like, and then we can start to calendar things, and put it on, and then fill in all the other…urgent appointments around those things.”   “When you push off your family enough, it’s not an immediate repercussion, but it will come back and bite you at some point.”   “The likelihood of distractions coming in will fade away over time as you learn to respect your calendar better and better and better.”   “When you decide that it’s important enough that it gets that hour of your life, and gets that time set aside specifically for it, that’s when it can go back on. But until then, don’t put it back on your schedule.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

The season for sending out mailers and information is approaching, and so it’s time for Matt and Garrett to talk about auto-flow. Sparked by an excellent question from Colleen Yoo with The Group in Fort Collins, Colorado, our hosts have a great deal of advice and information to share about how to ensure that your auto-flow is as effective and efficient as possible.   They begin by explaining why mailers continue to be effective, offering some ideas for simplifying your database, and both having and advertising a national presence/network. Numerous value added content ideas, the potential of customizing for certain groups, leveraging your local businesses, as well as the creation and distribution of timeless postcards are also explored. Now is the time to start thinking about all of these strategies so that your first quarter of the coming year can be everything you want it to be. Let Matt and Garrett help set you up for even greater success here today.   Episode Highlights:     Why mailers are still effective   Simplifying your database   Having a national presence/network and advertising it   Value added content   Customizing for certain group(s)   Leveraging your local business   Timeless postcards   Quotes:   “The reason your first quarter’s so slow, is you sleep through the holidays.”   “We’re occupying somebody’s brain space, is what we’re doing…whoever’s showing up more is who’s going to get that top space.”   “I can help you find somebody anywhere.”   “We need to start to think about how we are presenting your brand to your sphere.”   “No one is generally offended by mailing lists.”   “Start big and work your way down, and you’ll figure out who your groups are.”   “How can I make this, you know, more compliant with my brand, and really adding good value to the people through the law of authenticity, and…sharing a little bit of me with my people?”   “Storytelling brings the situation to life…whether I’m local or not.”   “How do you buy an investment property to pay for a kid’s college education?”   “I love timeless postcards.”   “Start with the physical mail because you get 100% open rate with that.”   “This will change the beginning of your year and it will add simplicity to your entire database and your entire business, so get serious about it.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today, Matt and Garrett are here to remind you of what you need to be focusing on, not just part of the time, or during certain parts of the year, but all of the time, and that is ‘wowing’ and ‘loving on’ the people you are currently working with. Not only does it make the real estate transaction process more positive and enjoyable for them, it also has great potential for increased referrals for you as well, and today’s episode is filled with practical suggestions to make this happen.   Our hosts begin by discussing the remarkably important statistic regarding the number of opportunities for referrals throughout the entire transaction process, move on to looking at how the ‘80/20 Rule’ helps your focus, and then share numerous inventive and practical ideas you can implement immediately and build into your process to show your current clients ‘the love’. They also explore the importance of making connections with these people, the two times during the transaction that they are likely to make a referral, and the mutual benefits inherent in ‘wowing’ them. Any time one of our hosts is taking notes while listening to our other host during the podcast, you can be certain that golden nuggets of advice are being shared, and that is precisely what happens here today, making this yet another ‘must listen’ episode.   Episode Highlights:     The four opportunities for referrals during each real estate transaction with current clients   How the ‘80/20 Rule’ helps your focus   Some ideas for ‘loving on’ your current clients and those in front of you   The importance of making connections with current clients   The two times when the referral is most likely to come   The mutual benefits of ‘wowing’ your current clients   Quotes:   “During the real estate transaction…they will have four, and the word ‘opportunity’ is the really big word here you’ve got to remember, four opportunities to refer said real estate agent.”   “You don’t ever want to base your relationship off of ‘What’s my highest return?’ It’s not a healthy thing to do.”   “That is fun stuff that just propels your business on such a bigger level.”   “We’re wowing them through this process.”   “Think of what your business would look like if every single person you’re working with gave you at least 1, maybe 2, and, oh my gosh, what if you got 3 referrals from every person?”   “This is turning into a very lovely ‘love on each other’ podcast.”   “Most of my referrals that I got from active clients when I was listing and selling real estate came at the beginning of a relationship.”   “That is what really creates value, is the connection, because it shows you’re paying attention and it shows you care.”   “Prove them right that they made the right decision.”   “Let’s do more than just the transaction with these people, because they’re going to benefit more from it as well.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Welcome to Part 2 of Matt and Garrett’s Q & A celebration to recognize surpassing 200,000 downloads. Once again, they want to sincerely thank all of you for your incredible support each week, and for sending in such excellent questions for them to address. Unfortunately, there just isn’t enough time to answer all that were received, but don’t stop sending them – you never know, you might get an email response, or even see your question become the topic of a future episode. As with Part 1 of this series, time stamps are provided below to allow you to more easily focus in on, or revisit, one specific question if you so choose. These are always the most popular episodes of the podcast, and today’s will be no exception. Thank you all again, and enjoy!   Episode Highlights:   (0:24)     What are the best Ninjas doing to say that they are running their business like a                   business?   (10:35)   How can you be a Ninja in a commercial or any other professional setting?   (20:46)  How do you develop a good ‘8 by 8’ (a program where you set up a series of 8                   touches to an individual over 8 weeks)?   (33:37)  When is it time to change brokers?   Quotes:   “Should I have fired myself last week, or should I have given myself a promotion?”   “Starting right there with the Ninja Nine, and saying, ‘Hey, am I doing this every week?’”   “Would your boss say that’s okay?”   “Each week, are we monitoring our cash flow and are we focused on our customers?”   “Don’t beat yourself up.”   “The relationship part of it is still the same.”   “A lot of commercial business is done behind the scenes. It’s who you know.”   “The realtor to realtor relationship on the commercial side is huge.”   “It’s just understanding who your audience is and then making sure you’re talking to them in the right way.”   “The systems cross directly over.”   “You know when you walk into a Ninja business.”   “It is not just a real estate system.”   “In the right place at the right time with the right information, it’s golden. If done wrong, it’s a disaster.”   “An ‘8 by 8’ is done with specific individuals so that it can be personalized somewhat.”   “You need to organize this in a way that’s manageable.”   “One thing that we really encourage people to do are the real estate reviews.”   “It can’t be spam.”   “Crank up the personal side a little bit.”   “Are you excited to wear your company colors?”   “Our mission is to help them be better at their individual business, not to tell them, ‘Hey, you should go to broker x, y, or z’.”   “Usually, I find more often than not, most people will move and change a brokerage, and I recommend it, if the culture is not aligned with who they are and where they’re going.”   “Find a culture that resonates with you.”   “You’ve got to really understand what’s driving your excitement.”   “Surround yourself with ‘players’.”   “Don’t leave without having a conversation.”   “You’ve got to put your problems on the table and say, ‘Hey, how can you help me?’”   “Thank you to everybody out there who submitted questions, who’s allowed us to have this episode celebrating 200,000 downloads.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

To celebrate surpassing 200,000 downloads (currently over 225,000!) and also to thank their incredible podcast community for this honor, Matt and Garrett have decided to host a Q & A episode where they answer listener questions directly. So many great questions have come in that they have actually had to break this celebration into more than one episode to ensure they can give each question the attention it deserves.   While all of the questions are excellent, if there is a specific one you want to zero in on or return to in the future, you will notice that time stamps have been provided below. These are the issues that are uppermost in the minds of the remarkable Ninja community complete with the corresponding advice of these two Ninja Masters, rendering this yet another episode of The Ninja Selling Podcast that you absolutely cannot afford to miss.   Episode Highlights:   (3:05)  What does that conversation look like, when you’ve followed the process, done              everything perfectly, but the client isn’t moving forward and you don’t know              what to do next?   (12:50) How do you get to a higher level/number of deals?   (19:39) Is social media necessary, and if so (or if not), should I consider doing it, and                can it help my business?   (29:58) What are some things I can do before moving to a new location/marketplace to                 enter that marketplace successfully?   Quotes:   “More often than not, you will find new confusion that wasn’t there before or maybe wasn’t shared with you before.”   “Let’s actually identify if the client is serious.”   “I want to make sure we’re making the best use of your time.”   “This may not be your market…otherwise, we need to be ready to move forward.”   “It all goes back to communication.”   “How can I be in better flow and better flow frequency with these people so I can start to attract one more deal, two more deals, from this current business?”   “How can I create more value for the people here?”   “What’s the problem currently that we’re looking at?”   “I have found that if you get better with your systems, it will allow more opportunity to become more efficient with your clients.”   “It’s not about meeting more people, it’s about bettering the communications you have with the people that are already in your world.”   “I’d look for ways to share your brand. I would look for ways just to bring value to your community, and look at your social media channels as a community.”   “You’ve got to be careful and not be all real estate all the time and not just do the ‘Hey, here’s a new listing, here’s this, here’s that’…share who you are within real estate.”   “Be careful of the trap of social media.”   “If you’re enjoying it and you’re having fun with it, post it and share it.”   “Social media is not going to solve your problems if there are problems in your business. The Ninja Nine is going to take care of your business.”   “Build your foundational knowledge, because if you have that entering a marketplace, it’s going to be a lot easier.”   “There’s nothing wrong with amplifying your flow with your current database where you currently live, and then leveraging those habits into building a database when you move. I think that’s one of the most powerful things.”   “Start a database down there…slowly start collecting your network.”   “Move that energy and that momentum to a new location.”   “Some great questions.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today, Matt and Garrett welcome a very special guest, one of those Ninjas who just really crushes it year in and year out, Dave Pepin, of United Real Estate in Sioux City, Iowa. Dave has been one of Garrett’s clients for a little over 6 years now, and he is a model of the power of committing fully to the Ninja system. He is truly the ‘poster child’ for the concept of consistency, and he is here today to describe precisely how applying this quality has changed his life.   He begins by sharing his journey to the world of real estate, his business both before and after adopting the Ninja model, and a summary of his business over the past two years. He then discusses exactly how he carries out this business, the systems that have been so successful for him, the importance of his time with his family, and the notion of repurposing funds to align with his work philosophy. Dave concludes today’s episode by offering his valuable advice to all listeners. If ever there was proof that by working the system, the system will work for you, Dave is most definitely it, and his story of enormous success in business and in life which he shares today will undoubtedly inspire you to make sure you consistently do the same.   Episode Highlights:     Dave’s journey to real estate   His business pre- and post- Ninja   Dave’s business from last year until now   His reasons for working on his own   His core sphere of influence   The importance of his time with family   Dave’s systems and how they work   Repurposing funds   Dave’s advice on the one ‘non-negotiable’ for himself and other realtors   Quotes:   “35 deals, $6,000,000 in volume.”   “I didn’t want to be middle ground, I wanted to be a really good agent and be successful, so I took the step of giving a call to that number, and got connected with Garrett.”   “I want it done the way I want it done.”   “The better your relationships get, just more opportunity’s going to keep coming in.”   “You don’t have to do any more, it just grows.”   “It’s mostly referrals.”   “I defend my time with my family, because it is as precious as there is anything in my life.”   “It’s been one of the secrets of your success is just doing the right things and doing them over and over and over again.”   “I just detest phone calls…to me, face to face is where it’s at.”   “This isn’t about business, this is friendship, this is relationship.”   “I’ve been really consistent in making sure that I’m always in front of people.”   “I don’t like receiving emails from any companies, so I don’t do it.”   “Your people love you.”   “It’s a testament to how well Ninja works anywhere.”   “It’s not an incredible hard job as long as those systems stay consistent.”   “Get comfortable with either the phone or with being in front of people in person.”   “I guess I’ve always…tried to treat everybody like, at some point, we’re going to be really good friends, if we aren’t already, and I think that’s…really helped me in the years I’ve been doing this.”   “People always have changes happening in their life. They’re going to need to move for one reason or another, and as long as I’m in touch with them, and they know me, like me, and trust me, they’re going to give me a call.”   “The results that you get are because of the care and concern you have for the people that you’re working with.   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Well, it’s finally happened – Zillow has decided to open their own brokerage and have started hiring agents. What Matt and Garrett want you to know is that this is a time to be excited (not freak out), and to view this development as encouragement to shake off any complacency, to take a good look at your business, and to make doubly sure that all your systems are up and running and firing on all cylinders.   They begin by emphasizing the fact that if you are confident in your business, systems, and relationships, you have nothing to fear from big companies or anyone else starting up their own brokerages. They also stress that you need to ensure that you and all in your sphere understand your value and why you do the things you do, and to know your audience and market to them accordingly. Getting creative with your business and keeping up your Ninja systems are cited as keys to ensuring that you have nothing to fear from new brokerages being formed, and that sticking with Matt, Garrett, and the Ninja system will go a long way to ensuring that you control your successful future in the real estate business.   Episode Highlights:     Being confident in your business, systems, and relationships   Big companies starting their own brokerages   Ensuring that you, your clients, and those around you understand your value and why you do all you do   Know your audience and ensure your marketing resonates with them   Getting creative with your business   Keeping up your Ninja systems   Quotes:   “It doesn’t matter what big companies do for you if you’re confident in your business and your systems and your relationships.”   “If you’re not paying attention to how you’re doing your business, if you’re not innovating, then, yes, companies and programs and automation will come in there and replace you because it can.”   “I think it’s exciting. I think it’s actually really cool.”   “The only reason this stuff should scare you, is if your clients don’t see any value in what you offer.”   “You’re only going to focus on the why’s that actually mean something to that person that’s sitting in front of you right now.”   “I think that this is a wonderful time to get creative with your business.”   “Zillow…found a marketplace and they’re going to be with us…but it’s not your people.”   “People in those upper price ranges, even more so, want a trusted adviser and a professional that’s holding their hand through the process and watching out for dangers.”   “It doesn’t mean the end of the game.”   “If you want to have a job in the next 5 years as a realtor, that’s totally on you.”   “Making sure that you’re sharing your value consistently and at a very high level with your people so they understand and they feel the value.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today’s episode is all about abundance – not only that there is plenty of business to go around for everyone, but also that there are plenty of great realtors with whom you can form powerful (and lucrative) relationships out there as well. Too often, Matt and Garrett hear from realtors that they feel they can’t trust their clients to the care of others, and in today’s curiously evolving conversation, our hosts will demonstrate not only that there really are quality agents out there, but that it is actually in everyone’s best interest for these ‘players’ to link up and work together.   They begin by stressing the importance of being in flow with your people and creating a database of great realtors to work with. As the conversation progresses, they also explore the value of building relationships with these ‘players’, setting time to regularly communicate with them just as you would with your clients, and really opening your mind to abundance and cooperation. They finish by reviewing the fact that corporate real estate agents routinely establish such relationships to ensure success. Follow along with our hosts today as they start by discussing the many superstars there are in the real estate world these days, and move through to revealing the endless possibilities out there when these superstars unite to improve the lives of all involved.   Episode Highlights:     Being in flow with your people   Creating a database of great realtors and working together   Building relationships with other realtors   Setting times to talk with other realtors   The advantages of knowing and working with other ‘players’   Opening your mind to abundance and cooperation   Commercial real estate agent relationships   Quotes:   “Part of being a good realtor is being in flow with your people.”   “Having other great realtors in your area is such a good thing.”   “You’re all going to lift your game up.”   “There is plenty of business for everyone.”   “They work together to get better.”   “They want to perform for you because they like you, they trust you, and they want to make sure they’re doing a good job because they want to look good.”   “Realtor to realtor relationships are incredible for getting these offers accepted.”   “Off market sales are higher than I’ve ever seen right now.”   “You’re going to make some money at the end of the day, too.”   “When we started this topic out, this is not where I thought we were going to go to.”   “Abundance first…build your relationships internally with your fellow realtors…and just think about serving your people at a high level.”   “The whole goal is to watch you guys…be the best you possibly can be.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli    

Matt has brought forward a great topic, especially for the weird times that 2020 has brought to the world, and that is raising your baseline. He doesn’t mean raising your financial baseline, of course, but rather that baseline of what you expect from yourself, the greatness you demand from yourself, and the steps you need to take to maintain and grow it.   He and Garrett begin with an analogy for today’s topic using exercise and personal fitness, then look at the differing baselines that agents may have over their careers in terms of deals each month, and explore the concept of the stepladder of the new baselines you create. They emphasize the importance of acknowledging your current baseline, recommend areas in which to concentrate, as well as building your foundation, and hitting the Ninja Nine to unlock opportunities. They also discuss the internal changes that will take place if you do this baseline analysis and work, and finish the episode with their Ninja Nine Challenge for all agents. As they point out, you need to know where you are so you can plan out how to get to where you want to be, and today’s episode about acknowledging, maintaining and building on baselines will provide you with the tools to construct the solid foundation necessary to achieve all of this.   Episode Highlights:     Exercise and personal fitness baseline analogy   Differing baselines according to deals each month   The stepladder of new baselines you create   Acknowledging what your baseline is now and what it takes to maintain or build on it   Recommended areas to concentrate on with baselines   Building a foundation to reach higher levels   Hitting your Ninja Nine and unlocking opportunities   The internal change that happens   Matt and Garrett’s Ninja Nine Challenge   Quotes:   “They have a different baseline than you…that they’ve built over time and they’ve grown themselves to.”   “It’s no different than going and working out everyday.”   “The hard becomes easy, and then there’s a new hard, and that becomes easy.”   “This is the type of consistency that I need to put together in order to bring my baseline up.”   “You have to know where you’re at right now to know what you need to do to get you to that destination.”   “It gets easier and more fun.”   “The agents that are crushing 100 contacts a week, it’s easy for them. They get excited about it.”   “How can I make this a habit that is fun to show up for?”   “They could give that baseline, that platform to a rookie, and the rookie would make $100,000 their first year in the business.”   “It just continues to grow…they’re stronger and stronger and stronger…it takes less effort, less force, to produce bigger and better results.”   “How can we be 1% better today?”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

In a year filled with starts, stops, closings, openings, and just about everything else imaginable, all of a sudden, the time to start looking at business plans for next year, and whatever that will hold, is on the horizon. And, while it’s true that everyone needs to have a plan, as Matt and Garrett demonstrate today, not everyone needs to start theirs over from scratch.   They begin by looking at the 3 categories of people heading into business planning, the importance of determining the category that applies to you, and the wisdom of simply fine tuning what’s working rather than overhauling it all. They share some questions to ask yourself when getting ready to plan, explore the value of addressing your internal mission statement and life list, and encourage you to revisit a previous episode about reevaluating your ‘why’. The episode concludes with perhaps the most important recommendation for your business plan – make sure it’s exciting and productive. Believe it or not, the time for business planning is just around the corner already, and today, Matt and Garrett share the ideas and advice you need to get them started on the right track.   Episode Highlights:     The 3 categories of people going into business planning   Answering ‘Who am I?’ before planning   Fine tuning what’s working   Questions to ask yourself when getting ready to plan   Your internal mission statement and life list   Revisit the ‘Reevaluating Your Why’ episode from September 21   Creating a plan that excites you and produces results   Quotes:   “There are people who have been in this industry decades and have never done a business plan, and are in desperate need of one, by the way.”   “Sometimes if we start the business plan too early, we start focusing on the next year too early which means that…we’ve wrapped up 2020.”   “A business plan is like a foundation…if you have this strong foundation, why would you change it?”   “I would be totally okay making a little bit less money and having a whole lot more fun.”   “Take some time in November to get set, reevaluate, and just be excited about launching into 2021.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Matt and Garrett are excited to address a topic that’s coming up in their conversations a fair amount lately – building your database during these unusual times. Even though agents may not be able to do lunches or drinks with people the way they used to, the potential remains for them to build their database and today our hosts explain it all.   They begin by looking at building up your database with the people you already know, sharing an example of an extremely successful agent with a relatively small database, explaining the 80/20 Rule, and discussing the Database Challenge. They then explore building a high quality sphere of influence during this special moment in history, the notion of the Ten Minute Window, the necessity to be genuine when learning about others, and Matt’s suggested exercise for listeners to undertake. They finish up the podcast with a reminder to everyone to submit questions for their upcoming special Q&A episode. Whether you feel that you are stuck in your efforts toward building your database these days, or you feel that everything is going along just fine, this is an important episode which will not only improve your business, but, more importantly, your entire life, as you solidify genuine connections with so many incredible people in your life.   Episode Highlights:     Growing your database with the people you already know   An example of a successful experienced agent who only needs 200 people in her database to accelerate her business   The 80/20 Rule   Building a high quality sphere of influence in this special moment   The Database Challenge   The Ten Minute Window   Being genuine when learning about others and letting down your agenda   Matt’s suggested exercise for listeners   Reminder to send in questions for the upcoming Q&A episode   Quotes:   “You can grow it through the people that you already know.”   “Who are the 20% that brings me 80% of the referrals…that’s where you can unlock a lot of great stuff.”   “The rate at which those relationships can grow is way faster than anything I’ve ever seen.”   “Even your sphere of influence has levels of quality – everything does.”   “We really have a special moment right now.”   “You’re going to have some great conversations, and there’s going to be some business that comes out of it, too.”   “There are hidden raving fans inside your database that you don’t even know about that you can easily activate.”   “This all comes down to flow.”   “Why not just start highlighting who are the people that you really enjoy having that flow frequency with and start enjoying that relationship a little bit more.”   “Be open to thinking in a different way.”   “There’s only win-win with this thing.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Today, Matt and Garrett welcome a very special guest, Stacia Weishaar, for an equally special episode that is a must-listen for real estate agents, lenders, and actually anybody who’s running a business these days. Stacia is an incredible Ninja mortgage coach with a deep understanding of the market whose focus and process, as you will hear today, are at a level that renders her truly a model for others to follow.   Stacia begins by sharing her perspective on what’s happening in the market these days, comparing 2020 with 2006, and reviewing her process for connecting with her database, especially annual reviews. She and our hosts also discuss forming mortgage broker and real estate agent teams, being a go-giver, her chocolate chip cookie analogy, and her non-negotiable personal habits, particularly her affirmations and gratitudes. Stacia goes into detail about her process for ensuring full communication with listing agents on behalf of her buyers, and the importance of her buyer’s presentation. Woven throughout their conversation is Stacia’s emphasis on relationships and connections and having the mindset to help people, as well as golden nuggets of advice for lenders and agents alike. There is no doubt that this is a time of volatility in the market, which makes Stacia’s excellent example and advice more valuable than ever. As Matt and Garrett suggest, this is an episode to not only listen to, but to share with all others who need to hear it as well.   Episode Highlights:     Remember to send in questions for the upcoming Q & A episode   Stacia’s perspective on what’s happening these days   Comparing 2020 to 2006   Stacia’s process for connecting with her database including annual reviews   Forming mortgage broker and real estate agent team relationships   Being a go-giver   Stacia’s chocolate chip cookie analogy   Her non-negotiable person habits   Affirmations and gratitudes   Stacia’s process regarding contacting listing agents   The importance of the Buyer’s Presentation   Quotes:   “It’s just this volatile rollercoaster…especially in the financial markets.”   “The predictors are just really kind of off whack, so to speak.”   “People have great equity positions in the market currently…we’re in a healthy market from my opinion.”   “A lot of people want to get out of their current shelter situation and move out.”   “Lenders right now are busier than they’ve ever been.”   “It’s really about making sure you’re talking to people.”   “It’s about relationships and connections.”   “I like to surround myself with very intelligent people.”   “Your focus is on other people.”   “I am also very, very focused on what I am grateful for.”   “That mindset to help people is really important to me, and, you know what? Helping somebody doesn’t necessarily mean that you’re selling them a house or getting them a loan.”   “I don’t let people write offers if I don’t think we’re going to be able to execute them.”   “I want to make sure that we’re a good fit to work together.”   “Is their job stable in this season of COVID?”   “What an incredibly powerful phone call that sets the stage to have a successful transaction!”   “Make that phone call…help the clients win!”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As you may have heard, there is an election coming up in the U.S. and that has led to a question about agents becoming involved in helping spread the message of the party whose policies about which they feel strongly. While there is a school of thought that says agents should steer clear of this topic altogether, Matt and Garrett are here to discuss the quality that allows you to be yourself and demonstrate your beliefs in any aspect of life - authenticity.   They begin by pointing out that, when working with strangers, it can prove difficult to be completely open about all your beliefs, but that by building a referral based business, surrounded by those who know, like, trust, and understand you, being yourself is actually the best thing you can do. They explore the core of authenticity, the example to be found in Gary Vaynerchuk, the dangers of being fake or of compromising your values, and the wisdom in taking care with how you share information about yourself. Their overall message of being and sharing who you are while also being open to others doing the same, and possibly disagreeing with you, represents yet another lesson from our hosts that is beneficial not just for your business but for your life in general – another glowing example of the value and power of the Ninja philosophy.   Episode Highlights:     Working with strangers   The great thing about building a referral based business   The core of authenticity   Gary Vaynerchuk   The danger of being fake or compromising your values   How you share things   Who are you surrounding yourself with?   Being open to the thoughts of others     Quotes:   “You can be authentically you in the craziness that you are.”   “Everybody knows what your belief systems are when you are building that tight group of people in your database and your sphere of influence.”   “I think it’s awesome when people volunteer to help spread a message that they believe in. That’s actually the core of authenticity, isn’t it?”   “You can still be good at what you do and have different political opinions.”   “The more you’re building a business around people that know, like, and trust and understand you, and you know, like, and trust and understand them, you can authentically be yourself and not only will it not hurt your business, it will make your business thrive.”   “Be authentic to who you are.”   “Be unafraid to share and be who you are…be prepared for other opinions to come in…embrace it.”   “Be open to learning more. Don’t close yourself off where you’re not experiencing other people’s thoughts.”   “The greatest gift you have to give is yourself.”   “Don’t change to be like others…be authentic and build the people around you that appreciate your authenticity and who you are. It’s a much more fun business, it’s a much more fun life to go down that route.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

One issue that Matt and Garrett are seeing with increasing frequency in their clients these days is the need to confirm or re-evaluate their ‘why’. When all is going well and people are moving through their typical day to day, they don’t really concentrate so much on this aspect, but when things change or become uncertain, as they have during these past 6 months or so, it’s high time to re-evaluate your ‘why’, and our hosts walk you through that process today.   They begin by reviewing the difference between goals and your ‘why’, the reasons that it is so important, and what specifically Matt is seeing with his clients in this regard these days. They then go on to discuss the notion of the big picture, the legacy you want to leave behind, and using real estate as a vehicle for achieving happiness. Some practices surrounding re-evaluating your ‘why’ are introduced, especially the Life List, along with some resources to consult such as the four quadrants. They conclude by encouraging listeners to really determine who they are and who they want to be at their core, and by sharing the importance of giving yourself space in order to achieve this. This is yet another inspired episode where our hosts go far beyond the world of real estate to address your overall well-being, which will, in turn, improve all aspects of your life, including, of course, your business.   Episode Highlights:     Questions for the upcoming Q & A episode   The difference between goals and the ‘why’   Why the ‘why’ is so important   What Matt is seeing these days regarding his clients’ ‘why’   Your impact and legacy   Real estate as a vehicle to achieve happiness   Re-evaluating your ‘why’   The Life List and some Life List resources   The quadrants of to do, to have, to be, to give   Who you are at the core   Giving yourself space to put on your emotional armor   Quotes:   “Goals are different from the ‘why’. The ‘why’ is like the journey.”   “Step into this really small word with massive impact.”   “When you protect your purpose, your purpose protects you.”   “Without the ‘why’, the ‘why’ just turns into ‘work harder’.”   “What are people saying about you at your funeral?”   “My ‘why’s may not be the things they were last year – the things that really drive me.”   “It’s an exercise that we don’t do often enough.”   “We start to put some purpose into our action.”   “This is what’s important to me in my life right now. This is where I’m at.”   “We all need to made sure we’re putting on our emotional armor at the beginning of the day and use that time to connect with ourselves.”   “I want everybody to think about that also, as you’re putting down the things on your life list, really stop and analyze what part of these four quadrants does this give to. And it might show up on more than one.”   “If you have a great ‘why’, lean into it even more.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Matt and Garrett are both extremely excited to welcome a very special guest to the podcast today. Stacey Brown Randall is the author of Generating Business Referrals Without Asking, a fantastic book that Larry Kendall actually recommended to our hosts, and which they have then gone on to recommend to others with whom they work. In addition to writing her award winning book, Stacey runs programs that provide road maps to help people take control of their business, hosts her own podcast, ‘Roadmap to Grow Your Business’, and is a three-time entrepreneur.   Stacey begins by clarifying just what exactly a referral is, what it isn’t, and what people often confuse it with. She and our hosts then explore the importance of the human factor, of being authentic, and of really caring for the people you are helping. Stacey then shares the first of her ‘aha’ moments, and together they discuss the curious history of asking for referrals, the many forms this takes, Stacey’s ‘secret sauce’, and they review  the first step to follow in her process. The conversation wraps up with suggestions for answering the number one question every real estate agent is asked, and Stacey shares her sage advice for listeners. Throughout this dynamic and informative episode, you will undoubtedly note the similarities between the Ninja System and Stacey’s process, and come to fully understand the power they both hold, not only in helping improve your business, but in improving the very lives of all involved.   Episode Highlights:     The reasons why people want referrals   The two key parts that a referral always has   The confusion some people have around the definition of a referral   The importance of the human factor and being authentic   Stacey’s first ‘aha’ moment   The history of asking for referrals in all its many forms   Stacey’s ‘secret sauce’   How to get started in receiving referrals without asking   Responding to ‘How’s the market?’   Stacey’s advice for listeners   Quotes:   “Everything about a referred prospect is usually easier with the closing process and getting them to say ‘Yes’ to becoming a client.”   “The referral source is a human being, not a system, not a program, not your flyers going out there. That stuff is marketing.”   “If you have the willingness to care for the other person, that is ultimately why somebody is going to feel connected to you…but here’s the thing, it’s got to be real.”   “We’re going to release the expectation of the outcome in the beginning, and we’re going to truly focus on doing the right work, which is taking care of those people, and then it will come.”   “You just shouldn’t have to ask.”   “The language piece is kind of what makes it all work.”   “You’re going to care about people who make your business easier, and they help you grow your business. Like, what could be more simple than that?”   “The conversation I want to have with you 3 years from now or 5 years from now, is how much better your life is.”   “Of all the steps, the first step is the least sexy. It’s the most work.”   “If you are dead inside, do not apply.”   “People make referrals when they know they’re going to look good at the end.”   “You’re also answering it in a way that allows you to plant a referral seed.”   “It’s just like I needed that tiny little reminder that I really do good work, and that people really do trust me, and that I really matter.”   “The longer you do it, the better you grow these relationships, the stronger your connections get, it’s an exponential growth. It gets better and better and better every year…it’s where miracles happen.”     Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli     Stacey’s homepage:   https://www.staceybrownrandall.com/   Stacey’s book:   https://www.amazon.com/Generating-Business-Referrals-Without-Asking-ebook/dp/B07D99KJ6H/ref=sr_1_1?ie=UTF8&qid=1540925029&sr=8-1&keywords=stacey+brown+randall   Stacey’s podcast:   https://www.staceybrownrandall.com/podcast/  

At times during our lives, and particularly now with all that the world has been through, as well as the current busy-ness arising as we emerge from lockdown, it can become easy for us to lose sight of all the behind the scenes pieces that make our life and ourselves work. Matt and Garrett are beginning to have a lot of conversations about this topic lately, and that has resulted in today’s episode which looks at the need to bring to light the pieces of our lives that we need to be focusing on to be our best, healthiest selves.   They begin by reviewing the need to take care of ourselves, particularly maintaining physical, financial, and personal relationship health. They examine the notion of non-negotiables in our lives and how the changes to routine have impacted them. The ’75 Hard’ initiative is discussed (and you are invited to join Matt in completing it), as is the sense of urgency created by our current circumstances which can keep up from focusing on ourselves. The episode concludes with our hosts’ challenge for listeners to make a list of one non-negotiable to implement for each of the areas of physical, financial, personal relationship, and business health. Ninja Selling is all about the complete package of ensuring a better life overall, and today’s episode provides the information, insight, and advice to both reflect and act upon this key concept, making this is yet another episode that everyone needs to hear.   Episode Highlights:   Taking care of yourself behind the scenes The importance of maintaining physical, financial, and personal relationship health Non-negotiable activities How the change to routine has impacted our non-negotiables The 75 Hard and how it curbs excuses The sense of urgency created by current circumstances in the world Focusing on ourselves right now Making a list one non-negotiable for physical health, financial health, personal relationships, and business Joining Matt in completing the Hard 75   Quotes:   “If your heath is on point, it’s going to be a lot easier to get your business on point as well.”   “Ninja Selling…is a much bigger picture than, ‘Let’s just make more money and do more business’…this is a whole package we need everybody focusing on.”   “This is where the non-negotiables can kind of get pushed off the side if we’re not careful about it.”   “You’re rewiring your brain is what’s really going on when you go through this.”   “You need to be disciplined to get through it.”   “This is the time to do the easy stuff consistently to make sure that we’re continuing to grow in the way that we want to grow.”   “We’re always on a journey…There’s always a new, better version of ourselves that we’re building and striving towards.”   “It is a mental challenge…to see if you can strengthen that will power internally.”   “We’re all in this together.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli     Mel Robbins video:   https://www.youtube.com/watch?v=Tikrn8ZaKQA    

While they fell away somewhat during the pandemic, cases of ‘for sale by owners’ and use of discount brokers are beginning to rise once more. Particularly in the past couple weeks, Matt and Garrett have been noticing an uptick in this area, and so today’s episode is all about preparing for potential conversations with people regarding these topics.   Our hosts begin by reviewing the 15/80/5 Percent Model, and the need to prepare yourself to be able to explain your value to potential clients. They look at a case study out of Girdwood, Alaska, and then explore the steps to follow for identifying and speaking with those who might be considering ‘for sale by owner’ or discount brokers. After sharing a professional tax accountant analogy from their past, they go on to review the questions to ask up front, the power of storytelling, and the importance of having answers and samples prepared which demonstrate your value. Matt and Garrett conclude the episode by announcing a very special milestone along with an upcoming episode to celebrate it. As they point out, 80% of people will go with perceived value in a transaction, and today’s show is filled with advice to help ensure that your true value is on full display making you the trusted real estate advisor who is so very much needed these days.   Episode Highlights:   The 15/80/5 Percent Model Preparing your ‘for sale by owner’ tools and being able to explain your value A case study from Erin Eker in Girdwood, Alaska The steps to follow when identifying and speaking to those considering ‘sale by owner’ Their professional tax accountant analogy The questions to be asking people up front The power of storytelling Having answers and samples prepared which show your value A very special milestone and a special upcoming episode   Quotes:   “Historically, ‘for sale by owners’ have only been…about 10% of the overall market at, kind of, the high, typically hangs around 8%.”   “Then we have 80% in the middle that will always go to where perceived value is, but if perceived value is not shown, they will go to the cheapest.”   “I would want everybody out there to be able to explain their value.”   “I’m looking at protecting the client.”   “You’re worth every single penny, but if the client doesn’t understand, you’re not.”   “Identify the current perception that they have about this process, and then see if we can inspire further thinking that might change the perception.”   “This is why you’ve got to ask a lot of questions, have the conversations, tell stories, and allow them to benefit from your experience and the experience of others so that they can make the most appropriate decision for them.”   “This will only make you better.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As the markets start to play out, Matt and Garrett find that their attention is being drawn toward the disparity between headlines in the media and what they are actually hearing from the agents with whom they work. If you were to believe the headlines, cities such as New York, San Francisco and Seattle would be ghost towns, which is obviously not the case, so it’s time to review the importance of researching the actual data and educating your people.   Our hosts begin by examining the unreliability of the media when reporting about real estate, stressing the need to educate your people with the actual facts, and looking at a potential opportunity for cities that may yet unfold. They confirm the facts that a housing shortage continues to exist and that there is a population shift occurring within the United States. They also emphasize just how critical it is to focus on data to educate yourself and to become the trusted advisor that so many people need, particularly these days. After all that has occurred throughout the United States and the world in the past few months, people are excited to move again, and they are looking for you to be the expert that cuts through the rumors and misinformation, and gives them the straight goods. Let Matt and Garrett show you how to become that valued and trusted advisor in today’s timely and highly informative episode.   Episode Highlights:   Unreliable real estate news Educating your people An interesting potential opportunity for cities The current housing shortage The population shift in the United States Focus on data not opinion Being a trusted advisor   Quotes:   “This is real estate review time.”   “The media can drive that fear and cause the problem to happen.”   “Without education…literally the education is the media and…there’s some holes in that information.”   “It almost has this potential to make cities just a little bit more affordable for the people who really want to live there.”   “Maybe you hit the pause button for a little bit. Maybe you find a new opportunity. Who knows?”   “In any market you can sell homes. In any market you can buy homes.”   “If you’re a trusted advisor, you’re going to be able to get things done for your clients.”   “We’ve got to set opinions aside, and just focus on the data.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Matt and Garrett are both extremely excited about today’s episode which features a very special guest that all Ninja’s are going to recognize. Bob Burg is the author of a number of books on sales, marketing and influence, with total book sales approaching two million copies, and is a co-author of The Go-Giver, a book which has sold over 950,000 copies, and which anyone attending a Ninja Installation receives. He is also a highly sought after speaker who has shared the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.   He begins the conversation by sharing the background of The Go-Giver and reviewing both its main message and its congruence with Ninja Selling. He then goes into great detail about the 5 Laws around which the book is built, complete with explanatory examples. Throughout this analysis, such notions at the difference between price and value, being in flow with your entire database, Psycho Cybernetics, and the ways in which people can shift their mindset into the giving mode are explored. Bob and Garrett’s first meeting is also held up as exemplifying one of these laws. The parallels between Ninja Selling and Bob’s book and the success to which they both lead are revealed in this episode today, confirming the fact that ‘leading with your heart’ is not just the right thing to do, but that, in the end, it is also the most profitable.   Episode Highlights:   The background on The Go-Giver and its main message Its congruence with Ninja Selling The 5 Laws the book is built around and some examples of them The difference between price and value Being in flow with your entire database How Bob and Garrett met Psycho Cybernetics by Dr. Maxwell Maltz What people use to shift their mindset into the giving mode   Quotes:   “Shifting your focus from getting to giving, and when we say ‘giving’ in this context, we simply mean constantly and consistently providing immense value to others…is not only a more pleasant way of conducting business, it’s the most financially profitable way as well.”   “When you are absolutely laser-focused on making their lives better…you’re creating that benevolent context for the sale or for the listing to take place.”   “In a free market based environment, there should always be two profits with every sale. The buyer profits and the seller profits.”   “Money…is the thunder, if you will, to value’s lightning.”   “The more people whose lives you touch with the exceptional value you provide, the more money with which you’ll be rewarded.”   “All things being equal, people will do business with, and refer business to, those people they know, like, and trust.”   “You will, indeed, have what we call an ‘army of personal walking ambassadors’.”   “When you…show up as yourself, day after day, week after week, month after month, people feel good about you, people feel comfortable with you, people feel safe with you because they know who they’re getting.”   “It will unleash your business.”   “Giving and receiving are not opposite concepts, they’re simply two sides of the very same coin, and they work in tandem…you’re a giver and a receiver.”   “You have to be open to receiving when those opportunities show up.”   “I think every realtor should be a Ninja salesperson.”   “You are a great model of success for everybody.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli     Bob’s homepage:   https://burg.com/   Bob’s Facebook:   https://www.facebook.com/burgbob   Bob’s Twitter:   https://twitter.com/bobburg   Bob’s free mini-course:   https://thegogiver.com/selling/  

One of the trends that Matt and Garrett are seeing these days is the number of people looking to move away from a few of the cities across the United States that are currently going through some changes. This has led them to take this opportunity to review the importance of the buyer’s packet and how it is always beneficial to all involved, and particularly so these days.   They begin by looking at this trend in more detail, and reviewing the two types of packets, as well as what information and resources should go into each one. They explore the notion of becoming the lifestyle expert for your area, especially for the second home market, and they stress the value of the packet as well as the need to have both physical and digital versions of it. The idea of a buyer quiz is introduced, as are the reasons that developers generate these packets, and the suggestion is made to access local experts in your area when creating your own version. In the end, there are so many benefits to be had in setting yourself apart from other agents, and today’s episode is brimming with information and ideas to do just that through an item that is all too often a missed opportunity for agents - the buyer’s packet.   Episode Highlights:   Current trends across the country The two types of Buyer’s Packet and what should go into each one Promoting the lifestyle of your area Second home markets and lifestyle The value of the buyer’s packet Having physical and digital versions of the packet The buyer quiz Why developers prepare buyer packets Leaning in on local experts to help build the packet Setting yourself apart from other agents   Quotes:   “There are some areas of the United States that are going through some changes.”   “What is unique to your area?”   “You can become the expert on the lifestyle in your area.”   “When you are not dead set on one place…this is where the information becomes extremely valuable to make decisions.”   “We need to get it out into people’s hands.”   “All of a sudden, you’re the one that steps up with more value, more information…it’s that novelty piece that sets you apart.”   “It better be spectacular.”   “Lean into your own database, too...learn from your people what their favorite things are of the town that you live in.”   “You don’t want to blend in with the rest of the crowd.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Matt and Garrett are super excited to welcome one of Garrett’s coaching clients, Paul Schnaitter, to the podcast today. Paul is an agent with The Group in Fort Collins, Colorado, and, as Garrett states, is ‘spectacular in every way you can imagine’. Paul’s commitment to the Ninja philosophy, particularly the practice involving gratitudes and affirmations, is truly remarkable, and he is here to share his story with you today.   He begins by explaining how he extended the use of a tracker with which Garrett provided him to generate data on many aspects of his life, and some decisions he made based upon that data, in particular, those involving the correlation between his successful days and his affirmations and gratitudes. He then describes his routine involving these aspects of his practice, who benefits from it, the challenge Garrett set for him that started it all, and the success which one of his colleagues, Andrea Tuell, has enjoyed since following his Ninja recommendation. Paul and our hosts also discuss the notion of ‘non-urgent, high-importance’ activities, the power of an ‘attitude of gratitude’ and being present, Garrettt’s ‘boiling pot of water’ analogy, and the influence our hosts have had upon Paul. They finish their conversation by reviewing Paul’s belief that investing in Ninja Selling is actually an investment in quality of life, a realization which you will undoubtedly come to as well as you listen to his remarkable tale of commitment and success here today.   Episode Highlights:   Paul’s use of a tracker for many aspects of his life Making decisions based upon that data The correlation between affirmations and gratitudes and the successful days Paul was having Paul’s affirmations and gratitudes routine and everyone who benefits from it Garrett’s challenge for Paul Matt and Garrett’s influence Andrea Tuell’s remarkable success Non-urgent, high-importance activities The power of an ‘attitude of gratitude’ Being present Garrett’s ‘boiling pot of water’ approach to affirmations Ninja Selling as an investment in quality of life   Quotes:   “You are somebody who loves to analyze anything.”   “Health and how that translates into business success is, like, a huge area of study for me.”   “Mindset, as we all know from Ninja, is the foundation that everything is built on.”   “Don’t turn on your electronics, don’t look at that stuff, until you’ve had the opportunity to sit down and do these activities.”   “Setting that foundation for your mindset every single day…there is nothing more powerful than that, in my experience, for my life and for my business.”   “Don’t break the chain.”   “I’ve really started to meditate a lot more.”   “You’ve now turned this into a habit.”   “I feel like I’ve become more of myself.”   “Everything happens for a reason…what an incredible opportunity to shine a light on ourselves…what we do with every moment of everyday makes a difference.”   “You have this perspective of what I like to call ‘life-work harmony’ versus this ‘work-life balance’.”   “The most successful coaching we can do is when we have somebody that is willing to be coached and willing to work with you.”   “It’s all you…when the results come…you should be thanking yourself.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

With the general shake up that recent world events have caused, Matt and Garrett have noticed some agents are experiencing difficulties in maintaining effective marketing. While those who have made their marketing about relationships have been doing tremendous business in these times, others who have let some of their marketing drop off, become nonchalant about it, or even returned to some old school approaches, demonstrate that this is the perfect time to address this critical aspect for everyone once again.  Our hosts begin by looking at the importance of the language used in marketing, expressing their concerns about the typical ‘call to action’, and sharing what they consider to be the best marketing on the planet. They also address the notion of asking for referrals, and then explore what they feel is appropriate marketing, including ideas for getting creative with content, postcards and videos. Marketing is undoubtedly a critical element in any business, and real estate is no exception. The value of today’s episode is that you will walk away with a number of effective and practical suggestions in this area that you can begin to implement immediately as business returns to normal in the coming months and beyond. Episode Highlights:  Marketing language The ‘call to action’ The best marketing on the planet Asking for referrals Getting creative with marketing content Recommendations for appropriate marketing Postcard and video ideas Quotes:  “This wonderful testimonial, blow it up so people can see what other people are saying about you.”  “If the answer to your question or the call to action is ‘No’…you’ve just shut down communication, you’ve closed the door.”  “If I hound them too much, it shuts down that relationship.”  “If you’re presenting yourself as an expert open to connecting, then people are going to ask you questions.”  “Stop talking about yourself. It’s not about you.”  “There’s a lot of confusion out there right now, give them some clarity.”  “I would want to be the voice of our community and our marketplace.”  Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today’s episode is all about the power of one – one coach and one path. All too often, eager young agents, or more experienced but ‘stuck’ agents, feel they need more mentors or more coaches to help them improve their business. Matt and Garrett are here today to demonstrate the dangers of having more than one coach and trying to follow more than one path, not just when building your business, but in so many aspects of your life.   While they fully acknowledge that having different coaches for different roles can prove highly beneficial, our hosts demonstrate why you must limit yourself to one coach per role, and to follow one path fully and completely. They look at the value of gathering information, but also warn about how to use this information, and the importance of finding the right coach for you who aligns with your core values. They also recommend tracking what you’re doing with the system you choose, and share some valuable advice for owners, brokers and managers in the real estate business. Too many coaches and too many paths can lead to confusion and inaction in too many cases - take today’s advice from these two experts, and reap the rewards of implementing the ‘power of one’.   Episode Highlights:   The problems with having multiple coaches for the same role Gathering information and how you use it Having different coaches for different roles Finding the right coach for you Tracking what you’re doing Advice for owners/brokers/managers   Quotes:   “You’ve got to pick a path.”   “It’s like combining two diets.”   “You’re looking for somebody who aligns with what you know and what you want to do.”   “If you can hire somebody to do something that also helps kind of coach you and educate you, that’s probably going to be a winning solution.”   “If you don’t fully take a path…you can actually damage yourself, you can damage the business, you can damage the growth.”   “Stop following the people that, you know, aren’t fully in line with your core values.”   “You can save some money and accelerate your business.”   “To have the camaraderie and the unity where everybody in that offices can come and speak the same language and build together and grow together is so incredibly powerful, but, again, pick a path, not multiple paths.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

With the massively low inventory currently available, the buyer’s market continues to be strong, and Matt and Garrett are beginning to witness some agents get a little sloppy and skip some steps of their process as a result. Today’s podcast is all about the need to complete all of the steps, especially the pre-listing inspection, regardless of the marketplace.   Our hosts begin by showcasing the many benefits to this inspection, including protecting yourself and the seller, the moral responsibility that agents have to ensure a thorough representation of the property, and the opportunity to relieve some of the stress inherent in each of these transactions. They also stress the necessity of having a set plan for how you do real estate which you implement regardless of the type of marketplace, as well as the dangers of skipping steps, and the importance of making things easy for all involved. As they note, this market is going to change at some point, and today they share their valuable advice on how to ensure that your process remains complete and effective both now and in the future.   Episode Highlights:   The benefits of the pre-listing home inspection Protecting yourself and the seller Moral responsibility Eliminating some of the stress of the transaction Having a set plan of how you do real estate in good times and in bad The dangers of skipping steps Making it easy for buyers   Quotes:   “Don’t you want to sell a good quality product?”   “They’re going to feel more confident to make higher offers.”   “I think there’s a moral responsibility that we, if we’re going to put somebody into a house, it’s not just about making that paperwork come together.”   “If a listing agent is doing their job exceptionally well, they’re teaming up with the seller and they’re making it super easy for a buyer to come buy that house.”   “Setting yourself apart in the marketplace from other real estate agents who are skipping steps.”   “At the end of the day, this marketplace will shift, things will change.”   “Don’t drop the basics, don’t get sloppy here as we go into these times right now.”   “Provide the best service you can.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

There is a trend that Matt and Garrett are noticing these days, and it is the overwhelming level of satisfaction that buyers and sellers are showing their real estate agents these days. Given the increased amount of anxiety that clients are experiencing in these unique times, the efforts of agents who are able to reduce the level of stress involved in selling or buying a home are being recognized, and our hosts have some great advice to ensure that you fall into this fortunate group.   They begin by reviewing the importance of relieving some of this stress, and the negative impact that will result should you actually increase it. They then look at the relationship between referrals and FORD questions, as well as customer service calls and making connections. The fact that current circumstances represent the perfect opportunity for creating ‘wow’ moments, establishing relationships, practicing language to use with clients, and setting yourself apart from other agents is also emphasized. Finally, Matt and Garrett explore the notion of matching a client’s energy before guiding them, and making the best use of everyone’s time. If you are one of those agents whose praises are being sung by clients these days, then congratulations – keep up the great work, and listen in to see if any of today’s advice can make it even greater. If you’re finding that you’re not part of that group, take a moment to sit back, reflect on your practices, and let our hosts guide you to reaching that level of success.   Episode Highlights:   Relieving and the increased level of client stress these days This opportunity can go in both directions Referrals and FORD questions Customer service calls and making connections The perfect opportunity for creating ‘wow’ moments and establishing relationships Practicing language to use with clients Setting yourself apart from other agents Matching client energy before guiding them Making the best use of time   Quotes:   “When somebody makes it go smooth, and seamless and makes the pieces all fall together, oh my gosh, the appreciation level goes through the roof!”   “If you’re not providing that value, that customer satisfaction can go in the complete opposite direction just as fast as it’s getting really, really good.”   “Right now, those FORD questions are so incredibly important because people want to talk, they need to talk, they have so much stuff going on behind the scenes.”   “Follow the system…put a little bit more work up front with your clients…use the appropriate language with them to bring this stress down just a little bit.”   “Time is, like, one of the most valuable things we have in our life.”   “Is there something I could be doing to step my game up here?”   “This is not just one transaction. This person, potentially over the next 10 years, might be 20 transactions…just slow it down.”   “I’m not here for the transaction. I’m here for the relationship, and to be your realtor for life.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

With so much business going on these days, and with so many changes in society, Matt and Garret are hearing more and more about people who are stumbling a bit and saying that they have run out of the time and/or motivation to get their systems done each week. This can be the start of a slippery slope so today our hosts set their focus on some tips to help you get back on track and keep your business and your life moving forward.   They begin by looking at the importance of setting priorities and improving by 1% every day, as well as the dangers of the ‘all or nothing’ attitude. They then explore our relationship with time, offer some ideas on how to manage it, and emphasize the power of having the proper mindset toward your work and your systems. The concepts of gratitude, failure, plugging the holes in your boat, and Net Forward Energy Ratio are also discussed just before Matt proposes another one of his challenges, and they both offer some book recommendations. Whether you’re an experienced agent who’s been unable to keep up with your systems, or you’re new to the profession and are just trying to figure out how to get up and going in this unique marketplace, Matt and Garrett have the advice to get you on track and moving forward.   Episode Highlights:   Setting priorities Becoming 1% better every day The danger of ‘all or nothing’ Our relationship with time and some tips for managing it ‘I want to’ vs. ‘I have to’ mindset The power of gratitude Integrating Ninja activities in your process Learning through failing Plugging the holes in the boat Net Forward Energy Ratio Matt’s challenge Some book recommendations   Quotes:   “You don’t always have to do everything, but you’ve got to do something.”   “I’ve had to creatively remove myself from other things that were distractions and taking my time.”   “Find joy in the activity.”   “90 seconds of gratitude can rewire your brain to be focused in a different direction.”   “The deal will never end on my…side of the table.”   “If you’re not doing something to keep it rolling, it will give you a wakeup call.”   “Stop blaming the marketplace.”   “When you stumble…start really focusing on a tremendous amount of self-awareness and start to take ownership for things, because that’s what going to allow you to do the 1% things each day.”   “There are so many people that need your help…give a little bit of throttle now and it will be so rewarding for your business.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

The episode today covers the very important topic of precisely how to take in the vast amount of information that is circulating as the world works through these unprecedented times. As Matt and Garrett point out, the mindset that is brought to bear when receiving  this information is key, and, as always, they have a great deal of advice to share to ensure the best possible outcome for both your business and personal life.   Throughout today’s conversation, they stress the importance of filtering the vast amount of information presented to us through a ‘for me’ lens as opposed to a ‘to me’ one. The Ninja concepts of ‘player mentality’ and ‘abundance mindset’ are reviewed, and the effect of ‘shoulding’ on yourself are discussed as well. Surrounding yourself with those who bring positive energy into your environment, and inspiring others to adopt a ‘for me’ attitude are also emphasized by our hosts. In times when so very many changes are occurring, and so much new information is presented, your mindset can be the key to thriving, and Matt and Garrett share the strategies to employ to do just that in today’s episode.   Episode Highlights:   Asking ‘Why is this happening for me?’ instead of ‘Why is this happening to me?’ Handling the information that is coming into you these days Learning from micro-moments The importance of the ‘for me’ mentality Player mentality vs. victim mentality  Abundance mindset vs. scarcity mindset ‘Shoulding’ on yourself Managing the extensive energy that is out there now The importance of your environment and the energy within it Inspiring others to adopt a ‘for you’ perspective   Quotes:   “What can I learn from this situation?”   “There’s some reason that you’re getting the results that you’re getting.”   “Everything is a growth experience.”   “When you have that ‘for me’ mentality, you begin to see opportunity all around you.”   “The need for a highly qualified real estate agent that is highly trained and knows how to get you from contract to closing safely – this is the ‘for you’ moment right now. Like, this is your time to stand up and shine if you want to take the opportunity to do it.”   “What is the value I bring to the table?”   “This is a time right now that’s making us just stop and reanalyze everything, and it’s good.”   “Take this and go fuel your lives so you can share it with others.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today, Garrett and Matt go back to their Ninja roots to review one of the systems that was sidelined during the pandemic, but is now back and more important than ever – the handwritten note. Writing notes to demonstrate that you care about others and are thinking about them is so very important at all times, and recent world events have only magnified just how powerful they can be for both the sender and the recipient.   Noting the need for social interaction that the recent lockdown has generated throughout the world, our hosts go on to stress the necessity of having the proper intent when writing these notes, and offer examples demonstrating the power these notes possess. They also discuss opening up channels of energy, spending time to improve your handwriting if necessary, and Matt presents a unique and valuable challenge to all listeners. To care for your people, to demonstrate that you are sincerely thinking about them, and to open up a positive flow of energy with them, is of paramount importance not only in life, but in business as well. Let Matt and Garrett show you how you can achieve all of this in today’s episode.   Episode Highlights:   The current need for social interaction Having the proper intent in your notes The power of the handwritten note Opening up channels of energy Some success stories of realtors and companies sharing handwritten notes Spending time on your handwriting Matt’s challenge   Quotes:   “A handwritten note can carry so much great energy, and I think that people need to double down on it.”   “It’s a personal note.”   “The intention is to share energy, not get business.”   “Give the gift of that energy out there, so that you can receive it back in.”   “A really good note will start a volley.”   “Consistency here is going to be the key.”   “We want them to know that we’re here for them.”   Links:   www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

While everything Matt and Garrett say makes perfect sense to them, they have come to realize that it may not be as clear in the minds of others, and today’s episode provides a perfect example of this fact. Thanks to a request sent in by Liz Davis of North Bend, Washington, our hosts devote the entire show today to more fully explaining the use of talking points which they have mentioned in previous episodes.   To begin with, they explain what they mean by a talking point, offer some examples, and demonstrate how they are different from data points. They then offer numerous possibilities for talking point topics, emphasize the importance of using them to educate your people, and explore the possibility of using your own internal data to generate them. As you will discover, preparing informative talking points for every venue and platform will go a long way toward rendering you the ‘go to’ expert in your field - an enviable position which will prove both personally and professionally valuable.   Episode Highlights:   What Matt and Garrett mean by a ‘talking point’ Examples of talking points Talking points vs. data points Talking point topics Educating your people Using your own internal data Preparing talking points for every venue/platform Becoming the expert in your field   Quotes:   “You’ve given them a chunk of information that’s so valuable…that somebody else says, ‘Where did you hear that from?’”   “A talking point can lead to a story…leaves them wanting to learn more.”   “Mortgage industry’s got a ton of talking points around it right now.”   “I never looked at it that way.”   “You’re taking something that was just kind of information, and turning it into education.”   “These kinds of talking points set you apart…some of us take this game a whole lot more seriously.”   “The more you become that expert, you become the ‘go to’ person when it comes to anything that has to do with real estate.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As the world continues to change so quickly these days, and the marketplace changes right along with it, Matt and Garrett’s coaching calls are increasingly dealing with one particular topic. Agents across the country are wondering exactly how they get on the listings side of the market given the current inventory situation, and, happily, our hosts have the insight and advice to get them there.   They begin by reviewing real estate reviews and the importance they hold, the quality conversations that these reviews generate, and just how crucial it is to have the correct intent when engaging in them. They then offer strategies around how to respond to questions regarding the current marketplace, look at the value of making adjustments to homes to address what buyers are looking for in a post-COVID world, and recommend ways to become a trusted ‘Home Ownership Advisor’ for your people. Throughout all of their advice today runs an emphasis on the importance of affirmations, of believing in yourself, and of having the proper mindset. Regardless of the state of the marketplace, this episode offers a timeless guide to becoming an effective, efficient, and successful listing agent.   Episode Highlights:   Real estate reviews and why they are so important The conversations that these reviews generate Having the proper intent Responding to questions about the marketplace these days Making houses more appealing for future sales Becoming a Home Ownership Advisor The importance of affirmations, believing in yourself, and having the proper mindset   Quotes:   “People are struggling now with trying to attract sellers.”   “Real estate reviews are one of the most powerful ways that you can be a trusted adviser for somebody with the current real estate that they own right now, and…they are your sellers.”   “Through that conversation is where the magic happens.”   “You can’t go into it looking for listings, you’ve got to go into it with the intent of educating your people and showing them what’s happening, but it will produce listings.”   “From a seller’s benefit right now, because of low interest rates, there are more people that can buy your house than there was six months ago.”   “Before you put any money into this house, we should talk about what’s going to make this house incredibly appealing to people in the future.”   “There’s no reason why you can’t come out of the chutes being a listing agent.”   “I am a listing agent. I am a listing agent. I am a listing agent.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

  Today’s episode was actually recorded before COVID-19 hit, and it’s been sitting on the shelf until Matt and Garrett found the right time to release it. That time is now as it marks the final installment in their ‘buyers series’. One of the agents that Garrett has coached for many years, Deborah Lysyshyn from Virginia Beach, Virginia, joins our hosts today to discuss her many years of experience in working with buyers, and how the process she has created recently resulted in her remarkable achievement of winning her office’s High GCI Award without hitting the top volume in the office.   Deborah begins by sharing her background in real estate and as a Ninja, and describes the ‘buyer presentation’ which she created years ago, and which she continues to hone today. Throughout the episode, she describes the various elements of the process she follows with buyers, providing proven and practical tips that you can start implementing immediately, and emphasizing the need for thorough preparation, being businesslike, knowing your worth and feeling confident in it. She also introduces listeners to her concept of ‘future pacing’, a key component in setting expectations for yourself and for your buyer. The vast amount of experience, expertise, knowledge, and advice which Deborah shares today truly renders this episode a master class which must not be missed.   Episode Highlights:   Deborah’s background in real estate and as a Ninja The Buyer Presentation that she constructed The Buyer Contract and setting expectations Knowing your value and charging appropriately The value that Deborah provides and how she handles her fees ‘Future pacing’ The importance of running your business like a business and preparing yourself and your buyer Deb’s effective and efficient process for helping buyers and her advice for new agents   Quotes:   “Nobody gets in my car if they haven’t signed a Buyer Contract…they want me to do the best for them, and I want them to do the best for me.”   “One of the most important things I can tell people is, ‘You know you’re going to do whatever it takes, you have no idea how long it’s going to take to get there, why don’t you make sure that you’re getting well paid?’”   “I always put them in the position of understanding that none of us are embarrassed that we get paid.”   “The buyer, basically, can hold that realtor even more accountable, in my mind, than they could if they don’t have a contract…there’s a benefit to the buyer signing a buyer agency.”   “I’m spending an hour, hour and a half with them setting expectations, learning about them, finding out what it is they need from me to help serve them at the highest level.”   “You’re answering before you’re listening.”   “The more time I put in with the buyers…the quicker they buy.”   “Deborah, you are a master at setting expectations.”   “The thing that makes this work is that you feel it, you understand it, and you know your worth, and you deliver it with confidence.”   “Prepare, prepare, prepare.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today marks the second installment in Matt and Garrett’s series focusing on buyers in which they look at one of the possible reasons for such a high percentage of deals falling out these days – the dreaded ‘Winner’s Curse’. It is a very real phenomenon which is covered in Ninja installations, and seems to be more prevalent in the current market, so the timing is perfect to take a look at both the curse, and the way to avoid it, in today’s episode.   Matt and Garrett begin by explaining what the curse is, and the important role that communication and the Buyer Process play in avoiding it. They also explore the common buyer fear of paying too much, and the importance of patience and educating your buyer about current market conditions. They finish by discussing the value in both sharing ‘pendings’ with your buyers as part of their market education, and in keeping an eye on these listings on their behalf. If ever there was a time to become a Buyer Process expert, this is it – you and your buyers will enjoy great success if you do.   Episode Highlights:   What the Winner’s Curse is The important role that communication and the 10 Step Buyer Process plays The fear of paying too much Educating your buyer about the current market conditions Being patient with them Watching and sharing ‘pendings’ with your buyers   Quotes:   “So, you’re telling me that 29 other people…thought that maybe what I’m offering is too much, and didn’t decide to go this high.”   “A lot of times we’re taking an offer kind of in the middle, knowing that that’s a person that can perform to the end of the transaction.”   “If you’re running a good process, none of your buyers should really fall out unless there is, like, catastrophic things that come up on a home inspection report or, you know, something changes in life during that transaction.”   “This all goes back to the 10 Step Buyer Process, and it goes back to doing it extremely well from front to back.”   “What a great time to hone your skills as a buyer agent because your value, your stock is going way up in value right now because people are looking for a true expert that can help them find that home.”   “This is the time to be absolute experts in the Buyer Process for your clients.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Across the country, and actually throughout the world, the state of the real estate market is causing a number of buyer challenges which are resulting in far too many properties falling through on contract these days. Happily, Matt and Garrett are here today to review with listeners the Ninja Buyer Process, which, when followed thoroughly, helps buyers understand the market and determine their true goals while also allowing agents to efficiently and effectively guide these buyers.   Stressed throughout the episode is the need to follow the buyer process completely without skipping steps or cutting corners, and our hosts offer their sage advice on how to carve out the time to run through the process with buyers. They also demonstrate how this process addresses the common buyer fear of missing out on their ‘dream house’, and they also review a case study of the success of an agent who followed the process faithfully. Matt then invites interested agents to participate in a ‘showing’ to ‘under contract’ comparison tracking exercise, before he and Garrett clarify just what constitutes a ‘showing’, and direct listeners to a previous podcast to learn all about the most overlooked step in the Buyer Process. There is a massive movement throughout the world of people changing their surroundings in response to the recent world events, affecting real estate markets everywhere. The result is certainly not a ‘child’s play market’ – a fact that renders the timeless information and advice offered in today’s episode more relevant and valuable than ever.   Episode Highlights:   The importance of following all steps of the Buyer Process Creating the time to run through the process The fear of missing out on the ‘dream house’ A case study of the benefits of faithfully following the process Matt’s ‘showing’ to ‘under contract’ comparison tracking proposal What constitutes a ‘showing’ The most overlooked step of the Buyer Process   Quotes:   “This process is for the buyers.”   “You need to follow the process if you want to see great results.”   “We sometimes get lulled by our own perceptions of how things are done.”   “She had a moment of seeing that it could be done better.”   “How many properties are you showing to a buyer before they go under contract?”   “Clear buyers commit.”   “Know that you have the best tool you could ever imagine in your back pocket right now if you choose to use it.”   “This works in any market.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   ‘How to Cure Buyer Confusion’ (Episode 128 from March 19):   http://theninjasellingpodcast.com/podcast/how-to-cure-buyer-confusion/  

  As the second half of 2020 begins to unfold, Matt and Garrett are seeing some people who are hitting some pretty big wins, possibly even achieving their goals for the year already, while others aren’t enjoying quite that same level of success. Today’s episode is all about the dangers of falling into the complacency trap that big wins can generate, and stepping back to ensure that everyone is enjoying the journey that they are on in life and business.   Starting with the basic question ‘What is your goal/mission?”, our hosts proceed to look at the dangers of complacency, the value of ‘happiness checks’, and the importance of enjoying this journey that you are on, personally and professionally. Revisiting your business plan is recommended as you analyze just what is making your business shine, determining where you are in your journey currently, and adjusting your goals as necessary. It is critical for everyone to keep the bigger picture in mind as they build a life as well as a business, and Matt and Garrett share their valuable advice about how to achieve all of this in today’s very special episode.    Episode Highlights:   What is your goal/mission? The dangers of complacency Happiness checks Enjoying the journey Revisiting your business plan What’s making your business shine? Working with your goals based on where you are in your journey   Quotes:   “I find people, when they really get the Ninja systems working for themselves, a lot of times it doesn’t turn into an income goal anymore, it turns into a type of business person I am as it comes to real estate. The income is just a crazy by-product of it.”   “Get addicted to your own journey.”   “This is the time to re-evaluate.”   “This thing just keeps growing on itself.”   “You guys are in the driver’s seat of this one.”   “This is way bigger than real estate.”   “Enjoy the journey.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today, Matt and Garrett want to revisit the foundation of Ninja selling – relationships. Whether you are new to the business or have been in it for years, relationships can make or break you - particularly during this pandemic - so sharing information and strategies regarding them is always a beneficial exercise, and that’s just what they do in this episode.   Matt and Garrett share stories of those out there who are thriving during this pandemic thanks to the systems and relationships they had in place heading into it. They also look at the many different forms of relationships, the need for having the proper intent, how to really make full use of your database, and the concept of ‘Flow 360’. They finish by exploring the power of diversification, offer some systems for remembering information about people, and relate the joys of ‘the harmonization of life and business’. All businesses are based on relationships, and real estate is no exception. Let Matt and Garrett demonstrate how you can make your life, and by association your business, so much better by fostering sincere and lasting ones between yourself and your people.   Episode Highlights:   Thriving through this pandemic with relationships The many different forms of relationships Having the proper intent Really using your database Flow360 Diversification Systems for remembering things about people The harmonization of life and business   Quotes:   “If you stick to your relationships, you’ll be totally fine through this time.”   “You’ve got a lot of people that have had the best year they’ve ever had…already hitting their annual goals right now.”   “I can tell who’s really in flow with their database…because right now they’re having record breaking months for themselves back to back to back, back.”   “When you combine all these little touches together, magic happens.”   “Now that you’re caring, now that you’re paying attention, now that you know all these cool things, now we can take action.”   “You have created a perpetual motion machine.”   “We are in a people business, and enjoying people is a very important part of that.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Both Matt and Garrett are watching a trend in the marketplace these days where realtors are showing up in two different groups: they’re either incredibly busy or not busy enough. Regardless of which group you fall into, the importance of maintaining ‘on the business’ time and planning for future business is crucial to continued success, and is the topic of today’s episode.   Our hosts begin by emphasizing the importance of maintaining this ‘on the business’ time, looking at your calendar to plan appropriately, and then they review some of the activities involved and how to get them done even when you are at your busiest. They look at examples of ‘doing your business while you’re in the business’, the impact of setting a positive mindset, structuring your morning routine, and the critical role that planning plays in all of this. ‘On the business’ activities are essential to success and cannot be sacrificed, especially during your busiest times. Today’s episode will show you how to effectively build these activities into your regular routine, allowing you to keep the bigger picture in view and plan for future business as well.   Episode Highlights:   The importance of maintaining ‘on the business’ time Looking at your calendar to plan ‘On the business’ activities and how to get them done Doing ‘on the business while you’re ‘in the business’ Setting a positive mindset Structuring your morning routine The importance of planning   Quotes:   “If they don’t start getting serious and slow things down a little bit, make sure they’ve got that ‘on the business’ time, it’s going to whack you.”   “You can build a Ninja business directly out of the craziness of what this business is, but you need to be aware of it.”   “Don’t just get stuck in business mode of who’s a potential client. Everybody around you needs some interaction.”   “The world will give you free time. It will slow things down for you tremendously if you don’t slow yourself down.”   “Look ahead and start to plan…make the most out of the time you have right now…fit in the extra times…[do] your session to plan…and execute that week with just positive, positive energy.”   “It’s time for today. It’s time for action. Don’t beat yourself up about yesterday.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As they so often do, Matt and Garrett are talking about the phone again today. This time around, they take an in-depth look at something that can be misunderstood or overlooked, but which has incredible potential for you, your relationships, and your business: the customer service call.   First of all, they define what this call is, why it needs to be done, and emphasize the importance of following through on this very important commitment. They go on to share the benefits of these calls, offer some tips for structuring them, review the referrals that can result from them, and stress the value of employing the FORD questions. They finish by outlining the two steps everyone should complete when preparing for these calls. Today’s episode includes information, insights, and advice which can immediately and efficiently improve your relationships and your business, and it’s all free – you owe it to yourself and your people to listen!   Episode Highlights:   What the customer service call is and the reasons for doing it The importance of following through on this commitment How it benefits agents Customer service calls tips Referrals and the reticular activating system Including FORD questions in your service calls 2 steps to preparing for these calls   Quotes:   “Don’t ever, ever, ever let your customer service calls slide.”   “Communication is the root of, like, all happiness, and it can also be the root of all evil when communication falls.”   “That repetition, and the routine, and the confidence that they know that you said you’re going to do something, and you’re doing it is a very, very big piece in the referral side of this business.”   “When you exceed expectations of what people think a realtor is there to do for them, that’s when they start talking about it.”   “We refer people that we know are going to make us look good.”   “During the time of the transaction, the people you’re working with have four opportunities to refer you…and if you’re not receiving at least one of those that means that you’re not connecting with them in the right way.”   “Two hours a week to invest into your business to help you run your process better and collect more referrals? Come on, guys, this is great, great stuff!”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As many realtors are discovering, changing times offer the opportunity to step back, take a look at their business and determine if maybe there is something new or different they can do to keep moving forward successfully. One trend that seems to be emerging in this area is that of agents hosting their own podcast, and given their experience in this field, Matt and Garrett have a great deal of valuable information and advice for those considering following in their podcasting footsteps.   In today’s episode, they discuss some important aspects to consider before starting a podcast, especially having passion and proper intent. They also look at the factors involved in creating a local podcast, how to structure it, and identifying and addressing failure points. Tips for getting started, looking at the merits of offering audio, video, or both, and subtly building your business information into the podcast are all explored as well. The power and reach of a podcast can be formidable – listen in today to determine whether or not hosting one is right for you to continue your quest to share your passion with the world.   Episode Highlights:   What to think about before starting a podcast Having the right intent Making a local podcast Identifying and negotiating around failure points Structuring a podcast Tips for getting started Audio, video, or both? Subtly building your business information into the podcast   Quotes:   “It’s really easy to get started.”   “You better have a passion about what you’re talking about, and what you’re sharing.”   “There is an opportunity to attract some business through having a podcast…it’s massive.”   “I think you should do everything that you can and feel comfortable with it.”   “The audio quality is what makes a great podcast.”   “The value is in the content, not in the fact that you’re a realtor.”   “I think it’s just an amazing way to set yourself apart out there, and be able to provide some great value on a very large platform.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

These days, there are a lot of people out there who are refinancing or buying real estate, and many lenders who have so much to offer. Matt and Garrett are seeing a lot of successes in this area, but also some frustrations, so in today’s episode, they’ve decided to explore the lending side of the real estate business and how to make it a positive experience each and every time.   They start by comparing the relative advantages and disadvantages of both online and local lenders, and by looking at the importance of trust and helping clients understand their options when it comes to lenders. They also share some suggestions for what lenders can do to set themselves apart, and how they can work together with agents to ensure expectations are clearly communicated with the buyer, resulting in a successful interaction for all. The ability to generate trust and comfort, particularly during times of stress, is a valuable gift, and today’s episode shows you how you can acquire this gift and use it to benefit all of the parties involved in each of your real estate transactions.   Episode Highlights:   Comparing online lenders with local lenders Helping clients understand their options when it comes to lenders The importance of trust What lenders can do to set themselves apart Ninja for mortgage professionals   Quotes:   “There are so many more checks that are happening, there are so many more, you know, requirements that lenders have.”   ‘When we find a problem, you need to reframe it as an opportunity.”   “They need to see a path about how you are going to protect them through this time, or guide them through this time.”   “Communication needs to go up, especially during high stress situations.”   “You have such a great opportunity to make so many people look good which is going to make them so happy, which means they are going to refer you as well.”   “There’s things that build comfort into people and we need to…take those steps.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

As the world continues to work its way through these unusual times, Matt and Garrett are hearing a lot of information and predictions out there which don’t always seem to be based upon hard facts and evidence. That’s precisely why today’s episode is all about education – educating yourself and your clients - so that you will always have the perfect response to that age old real estate question: “How’s the market?”.   They begin by reviewing some of the opinions they’re hearing out there and then dive right into the importance of conducting one-to-one real estate reviews which can provide actual evidence as opposed to the ever popular ‘hearsay’. They also share the importance of educating yourself, particularly about your own neighborhood, offer some resource recommendations, and outline what information should go into your real estate reviews. The world has, indeed, offered you the opportunity to contact your people and to educate them about the real estate market these days. Today’s episode will prove invaluable to you as you make the most of this moment in history to inform and support them with the absolute best of intentions.   Episode Highlights:   The importance of conducting one-on-one real estate reviews with your people Reasons to contact your people Educating your people Starting in your own neighborhood Resource recommendations The information to include in your real estate reviews   Quotes:   “There’s very few marketplaces I could put my hands on right now that are seeing a drop in price ranges.”   “The world has given us another reason to call.”   “Your intent very much matters here.”   “This is what makes you the trusted adviser.”   “It’s about looking at facts, sharing information, real numbers, and…opening up a conversation.”   “Take the opportunity out here right now. Your people want it. They don’t understand what’s going on, they don’t understand how this affects them…educate them, and be their source of information, be their expert.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli     Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/  

While acknowledging that opportunity exists in every market in these times, the one in particular that Matt and Garrett take look at today is the second home market. This time of year is typically an active time for this market, and with the added dimension of the reopening of society that is occurring across our country, our hosts have some extremely valuable observations and advice for both second home and larger city agents alike.   Much of the information shared in today’s episode is based upon the fact that so many people are emerging from their time in ‘isolation’ with dreams of what they do and do not want for their lifestyle. In light of this, the discussion turns to the notion of selling lifestyle in this ‘new normal’, highlighting your area’s many benefits that enhance this lifestyle, and building connections with agents in larger cities whose clients may be looking for such a transition. Matt and Garrett also offer advice for maintaining contact with second home/seasonal clients year-round which would prove beneficial for all agents out there. So many people are re-evaluating just exactly what they want their life to be like in this post-pandemic world, and today’s episode clearly demonstrates how to build your warm list with these people and, to ultimately help make their dreams come true.   Episode Highlights:   Building your warm list with those with lifestyle dreams Selling lifestyles in the ‘new normal’ Maintaining contact with second home/seasonal clients Showcasing what your area has to offer, particularly using video Larger city and second home market agents linking up   Quotes:   “I’m watching people come out of this time dreaming.”   “You guys get a chance right now to sell a lifestyle of living up in these second home markets.”   “They’ve got a lot of friends that are dreaming also…I think there’s referrals all around these people.”   “The doors are opening up into a lot of different areas of where people can move to, where people can make a lifestyle out of, a permanent lifestyle.”   “It’s all about stimulating these people that are connected to you to think about what could life be like…you have the keys to that vision.”   “If you are looking for a change of pace, if you are looking for a little bit more space in your life, if you are looking for a place to have a little bit more of a getaway, this is what it looks like living here.”       Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/

What are you looking for out there right now? What are you deciding to focus on that you want to see more of? These are the two questions that Matt and Garrett address in today’s episode, as they explore the core Ninja concept ‘what you focus on expands’.   They start by looking at the mindsets that emerged at the start of the pandemic and how those mindsets have impacted the success experienced by those adhering to them. They also emphasize the importance of affirmations, a forward-thinking mindset and a return to deep gratitude, and share a valuable resource from New York Times best-selling author, Pam Grout. Making a conscious decision to focus on what is positive and what will improve your personal and professional life is a key to success, and Matt and Garrett are here to show you how.   Episode Highlights:   The two prevailing mindsets at the beginning of the pandemic What are you choosing to look for? The importance of affirmations, a forward-thinking mindset, and a return to deep gratitude ‘E-Squared’, by Pam Grout   Quotes:   “If we are looking for one thing or the other, we will find it.”   “When you wake up in the morning too, what do you want to go seek?”   “Don’t change that much right now…people still need our help.”   “If you want to find business, there’s business everywhere.”   “Your job does not depend on whether the market’s going up or going down. What it…depends on is how many people need our help, and that’s what you choose to focus on.”   “Don’t feel alone in your confusion.”   “There’s so much stuff that’s happening with our mind and what we’re programming ourselves to look for.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli     Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/

Joining Matt and Garrett for a very special episode today is Gretchen Adams, a fellow Ninja Coach who is also one of the most positive people you will ever meet. Gretchen and the guys take this opportunity to look at some agents who enjoyed great success during the month of May, and discuss the factors that led to this success, their ‘dancing in the rain’.   The episode begins with each of our coaches sharing the common factors they found with the agents enjoying the greatest success, as well as a description of what it means to be ‘hungry’ in the Ninja sense of the word. They go on to explore Gretchen’s strategies to help stay positive during difficult times, introduce an important resource from author Ryan Holiday, and finish by sharing specific examples of agents who have ‘danced in the rain’ in May. A lot of people thought that selling real estate was simply impossible during the past few months, but today with Gretchen’s help, Matt and Garrett prove that just wasn’t the case, and provide you with the lessons learned which can generate similar  success for you as well.   Episode Highlights:   The common factors found in those who have experienced great success in May Being ‘hungry’ Ninja style Gretchen’s strategies to stay positive ‘The Obstacle is the Way’ by Ryan Holiday Some agents who have ‘danced in the rain’ in May   Quotes:   “Most of them didn’t falter from the Ninja Nine.”   “This is where Ninja shines…it’s always awesome, this is where it produces miracles.”   “They really did stick with their ‘why’, and they learned to pivot around their ‘why’ and not their ‘what’.”   “I really, really, really gravitate to that morning routine. I call it ‘Your Mental Breakfast’.”   “What stands in the way becomes the way.”   “The mindset leads to a miracle May with the morning routine…and this is the same thing that will carry you through to make a miracle any month.”   “She ended up with a $127,000 May, with an average selling price of $475,000.”   “TSW…the system works, and it works extremely well.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli   Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/  

Think you know all about Hot and Warm Lists? Think you’ve got the perfect set up for managing them? Well, think again, because Matt and Garrett are here today to teach you how to work miracles in your business by showcasing the importance  of these lists in generating amazing success.   They begin by offering quick definitions of Hot and Warm Lists, and then reveal some common issues that they hear from agents in (mis)using them. Most importantly, they delve into the best practices for managing, storing, and regularly re-creating these lists. As you will discover, this is an area of real estate sales which is all too often misunderstood or underutilized, but by listening to Matt and Garrett’s advice in today’s podcast, you will learn the keys to creating more value for your clients and connecting to them with a deeper energy. Essentially, you will learn just how to unlock the miraculous power of these highly valuable tools.   Episode Highlights:   Quick definitions of Hot Lists and Warm Lists Some common usage issues with these lists Managing and storing these lists The Business Tracker Handwriting your list weekly   Quotes:   “Your Hot and your Warm List is, if understood properly, is like a fish finder.”   “You don’t even have to bring up the real estate, you just have to be involved in their life!”   “The opportunity for a referral coming through people who have change is higher, on average, than people who are not going through change.”   “I have 3 lists that I say are the most important lists to focus on: Hot, Warm, and your Core Sphere of Influence.”   “Thinking about people…can transfer energy that…might get them to think about you, reach out to you.”   “Put an hour in, and this could cause miracles to happen in your business.”   “It’s a way to make you highly effective with the time you’re given each week.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Today’s topic is another great one, and it’s both short and super important – how to introduce the fact that you are in real estate when establishing relationships with people. While there is no specific script that Matt and Garrett can provide, as always, they have a great number of ideas that can certainly help those out there who find themselves asking this very question.   In today’s episode, you will discover that asking questions of others, and being sincerely interested in their responses is actually at the heart of overcoming this somewhat ‘weird roadblock’. The importance of reciprocating interest, formulating genuine questions, and practicing these questions is also covered, and you will learn more about F.O.R.D. (family, occupation, recreation, dreams) questions and how they work. With the right intention and mindset, actively learning more about the people you meet, and being all in on this learning, will ultimately result in them wanting to learn more about you, generating both real relationships and real interest in you and your business.   Episode Highlights:   Asking questions and listening to learn about each other Reciprocating interest Formulating genuine questions How F.O.R.D. questions work Practicing asking questions   Quotes:   “This is a great Ninja thing to do, is to let these people just talk, and learn.”   “People are naturally reciprocal beings…we’re equity sensitive.”   “Be genuinely interested.”   “When you let go of the transactions and you focus on the relationship, all of a sudden you get bombarded with business.”   “We don’t talk about real estate unless the other person brings it up first.”   “The more intrigue and the more interest you show in somebody, at some point it will come back to you.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Remember what life was like back in March this year when, all of a sudden, the world started shutting down and people couldn’t meet each other in person anymore? Remember the sheer number of emails that started appearing in your inbox back then as a result of this lockdown? Matt and Garrett certainly do, and that experience is the catalyst for today’s discussion on the practice of email marketing.   In this episode, you will hear differing perspectives on email marketing, opinions as to how much is too much, and some ideas on how to get people on your email list. Most importantly, you will hear a great deal of valuable information and advice on how to use email marketing in a way that continues and builds stronger relationships. It takes work to ensure that this form of marketing adheres to and promotes the Ninja philosophy of relationship-based business, and, while they are admittedly not experts in the field, Matt and Garrett do have a vast network of talented professionals who consistently share with them best practices. Today’s show is your unique opportunity to listen in and benefit greatly from their collective wisdom.   Episode Highlights:   Differing perspectives on email marketing How much is too much? How to use email marketing in a way that continues and builds stronger relationships How to get people on your email list Some best practices regarding email marketing   Quotes:   “If you don’t have the good value, and it’s just something coming in, it’s a very false sense of us making a connection.”   “I’ve watched people break their name in an email service with the person’s actual subconscious mind.”   “It’s all connected to value.”   “Make it some personal stuff in there.”   “Think about what your people are looking for and deliver it to them via this email.”   “Just like all the other Ninja systems, this is something that’s easy to do, easy not to do.”   “If it doesn’t have your energy attached to it or your personality put into it, we’re missing the boat on really developing a very, very, very strong relationship.”   “You have to have the one-on-one in order to make the one-to-many communications much more valuable.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

During times of uncertainty such as we are experiencing now, referrals take on even greater importance as buyers and sellers seek reliability in an agent by turning to those they trust for recommendations. Precisely how to earn these referrals and enjoy the insane success that some agents are experiencing during this pandemic is the topic of today’s episode.   Matt and Garrett begin by looking at the importance of referrals during uncertain times, exploring the different levels of getting referrals, and offering their perspectives on actually asking for them. They also define true value as it relates to real estate advisers, emphasize the merits of maintaining relationships with clients, and offer some examples of best practices in this process. This is a unique time in history which provides an equally unique opportunity to step back, take a look at your business, and determine just how many true referrals you are currently getting. Today’s podcast encourages you to build on that analysis, and use the keys of value and relationship to unlock those referrals and consequently increase your business significantly throughout the second half of this year and beyond.   Episode Highlights:   The importance of referrals during times of uncertainty Different levels of getting referrals Asking for referrals Defining true value as a real estate adviser Maintaining relationships with clients   Quotes:   “You need somebody who knows what they’re doing right now and can figure this game out, and that’s where referrals will go through the roof.”   “Providing so much value that it makes people want to run around and talk about you.”   “There is definitely a time and place to be asking for the business, but you don’t necessarily have to ask for referrals.”   “Wait a minute, these people are working less, serving more people, making more money, and they don’t have to ask for referrals?”   “The focus is delivering value first.”   “When you combine those two things in, that’s where the referrals unlock - great value, great service for what you do as a real estate agent, and then this connection with these people.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

  Have you ever experienced a level of service so good that it seemed like magic, and you were left wondering just how they did it? Well, that’s precisely what Matt and Garrett discuss in today’s episode, as they pull back the curtain and let you in on how the highest level of real estate magic and mastery is achieved.   Looking at examples of those who are experiencing amazing success in today’s market, our hosts reveal that the magic these people are demonstrating now is actually the culmination of a great deal of preparation on their part, as well as working the systems for many years in advance. Matt and Garrett also emphasize the importance of researching your client as thoroughly as your market, and committing to get to a higher level of mastery in the ‘tricks’ and processes you have already established. Magic is all about the actions and preparation you don’t see, but as you listen to today’s episode, all will most certainly be revealed.   Episode Highlights:   Working the systems leads to ‘magic’ Mastering this art and the proper mindset The time, effort, and work you don’t see behind the ‘magic’ The importance of researching the people you are working with Getting to a different level of mastery in your ‘tricks’ and process   Quotes:   “Magic’s the feeling – mastery is the talent or skill sets, if you will.”   “It’s not an accident…it’s about what you don’t see.”   “How did you find the perfect house for us the first time we went out?”   “The way you get the raving fans, the way that people start talking to other people about your show, your process, is to exceed expectations.”   “Let’s shoot for that top, top tier of service so that people do feel like it’s magic what we’re performing.”   “What do you want to improve in your business right now?” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

If there is one aspect of real estate that is clearly playing out in real time these days, it is that of control – control of your time, control of your business, and especially, control of your process. In light of this fact, Matt and Garrett’s topic today is all about the importance of ‘pulling in the reins’ and taking advantage of the environment in which the world finds itself at the moment to focus in on your process in helping buyers find the property that is just right for them.   Our hosts dive right in by discussing the importance of knowing your process, controlling that process (complete with an enlightening ‘stagecoach ride’ through Garrett’s mind), and asking the right questions to ensure that this process will result in success for both the buyer and yourself. They also explore the Ninja Selling tools which can help you establish and implement your process, and they stress the value in addressing the buyer’s fears and adjusting your processes to help alleviate them, particularly as the circumstances surrounding the current pandemic evolve now and in the future. People love a process, particularly during times of uncertainty, and today’s episode is full of information and advice to help ensure that you take this opportunity to firmly establish yours, and that you maintain control of it so that it will prove highly beneficial to both you and your clients moving forward, no matter what your business.   Episode Highlights:   Pulling in the reins/controlling the process Knowing your boundaries and your processes Regaining control and asking the right questions Using Ninja Selling tools Addressing buyers’ greatest fears and adjusting processes accordingly The opportunity available now to create the best process for you and your clients   Quotes:   “The highest dollars per hour I think we’re ever going to see right now from people’s businesses – that’s what I’m watching if you pull in the reins.”   “No matter what business you’re in, get control of a process because that’s going to help you move people through your service or your product, or whatever it is.”   “You need to get control. You need to tell these people what the process is.”   “Own what you’re creating right now and make this your new process of how you work with people.”   “You have so much more control when you have a relationship-built business.”   “Use this as an opportunity right now to build your processes, get control of your game, and let’s go forward.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Larry Kendall joins Matt and Garrett once again for another very special discussion.  This time Larry is celebrating the recent release of the audiobook version of his ‘Ninja Selling’ book. While classes and Installations have been offered for decades, and the book itself was published in 2017, this just-released audiobook represents even greater accessibility to the Ninja philosophy.  Larry is here to share some nuggets about the story behind it all. Listen in to hear Larry recount the journey and process he followed to get the original book published and the subsequent process and steps it took to make the audiobook come to be.  Larry shares the many coaches and advisors who helped him accomplish both projects along the way, offers insights into how he translated the energy from the workshops into the book, and emphasizes the importance of following established processes, without deviation, throughout. Today’s episode is all about Larry’s legacy project, his ‘real estate Bible’, and the mindset of perseverance he maintained during his journey to share it with the world.   Episode Highlights: Larry’s journey, process, and mindset when writing his book, ‘Ninja Selling’, and recording the audiobook version The people who guided Larry along this journey Translating the energy from the Ninja workshops into the book The importance of following established processes    Quotes:  “I actually sat down and started to put words to paper in 2007…and it hit the bookstores in January of 2017, so it took 10 years, basically.”  “For me, it’s a legacy project.” “A lot of the sales books that are out there are very combative and they use combat language…Ninja is very soft, and it’s very Zen, and it’s really selling without selling.” “To have an audiobook where I can move and I can be active, and I can listen - I can actually absorb that information better.” “It’s a process that, if you follow, you’ll get predictable results, and if you deviate from it, you don’t get those results.” “If real estate were a religion, this would be the Bible.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Sellingwww.NinjaSelling.com@ninjasellingofficial Learn About Ninja Coachingwww.NinjaCoaching.com@ninja.coaching Garrett Frey, co-host / Founder of Ninja Coachinggarrett@ninjacoaching.com @ninjaredding Matt Bonelli, co-host / Certified Ninja Coachmatt@ninjacoaching.com@matthewjbonelli

Matt and Garrett are fully aware of the potential irony to be found in using an audio podcast to promote the value of employing video in building relationships and your brand, but that doesn’t stop them from doing just that in today’s episode. A great deal has changed in the world since the last time they explored this topic with listeners, and this opportunity to revisit the use of video will demonstrate just how much it has evolved as well.   After reviewing the benefits of using pictures and especially videos to capture interest and attention, our hosts go on to provide some examples of the creative ways they are seeing video being used these days. They also provide some valuable tips for making and distributing your own videos and offer some personal insights into just how powerful the use of the one-to-one video can be. It is a Ninja mainstay that the best way to connect is voice to voice or face to face, and, while video will not replace this connection, as you will discover today, it can go a long way in creatively and effectively reinforcing it.   Episode Highlights:   The benefits of using photos and videos Examples of how people are embracing the use of video Valuable tips for creating and distributing videos The power inherent in one-to-one videos    Quotes:   “The most valuable gift that you have to offer is yourself.”   “The video quality is actually not as important as the sound quality.”   “If you can cover sound and lighting then you’re good to get started and really move forward on your video.”   “You can’t put out too much video, but you can if you’re not delivering value.”   “You can start to get videos built into your process.”   “I don’t think you should do video in place of face-to-face, or necessarily in place of phone-to-phone, because those are live interactions.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

‘Equity’ is the word of the day for today’s episode, particularly as it relates to the strength of the current housing industry. Looking back at the ‘Great Recession’ of 2007-08, Matt and Garrett pinpoint the main differences between that time and the times we find ourselves in now as a result of the COVID-19 pandemic. They begin by examining some highly revealing statistics comparing these two events, and explore the ‘pad of equity’ which currently exists as well as its impact upon the market. They also look at ways that equity can be used, and encourage listeners to investigate their local markets further so that they are in a position to create clarity for their clients when making decisions. Today’s discussion is a very important one for a lot of people, assisting them in becoming better educated about the state of the real estate industry in general. While this is no time to make predictions for the future, it is the perfect time to learn more about the past and the present, and, as a result, become an even more valuable resource to your clients. Episode Highlights: A comparison of equity statistics from ‘The Great Recession’ and today The current ‘pad of equity’ and the impact it can have Some ways that equity can be used Creating clarity for your clients Quotes: “We watched people just leave homes and walk away because they could not see how they would ever be out of that hole.” “The environment is completely different.” “We’re not sitting here making a prediction that the housing market is going to drop in price.” “There are some very creative ways this can all be handled.” “Thank God I was a homeowner!” “Be very careful making long-term predictions right now because things are changing so darn fast.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Sellingwww.NinjaSelling.com@ninjasellingofficial Ninja Coaching:www.NinjaCoaching.com@ninja.coaching Garrett Freygarrett@ninjacoaching.com @ninjaredding Matt Bonellimatt@ninjacoaching.com@matthewjbonelli

Who would have ever imagined an episode of Ninja Selling to focus on the age-old concept of ‘cold calling’, especially during these unusual times? Well, on today’s show, Matt and Garrett do just that, but, as you would expect, they give it their own unique treatment and reconfigure it as ‘Value Added Outreach’, which as they say, is ‘not your Grandpa’s cold calling’.   Emphasizing the intent behind the calling, our hosts review the importance of building quality relationships, and offer suggestions how this might be done during this period of isolation in which the world finds itself. These are not ‘salesy’ contacts, but opportunities to reach out to those about whom you truly care, find out how they’re doing, and look for ways you can help them. With sincerity and honesty, these opportunities will allow you to grow as a person, develop those quality relationships, and possibly even increase your database and business.   Episode Highlights:   Calling with proper intent Building quality relationships Opportunities during this unique time ‘Value Added Outreach’    Quotes:   “Do not ‘dial for dollars’ cold calling right now.”   “The more quality relationships you have, the more business you will have.”   “Learn what everybody’s dealing with right now, with an open heart.”   “Our business is people.”   “Your intent is what always matters.”   “I still have yet to find a marketplace that Ninja Selling does not work in…believe in it, embrace it, have fun with it, don’t overthink it.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

This week’s episode can be summed up in one word: empathy. At all times, especially throughout the pandemic and now that everyone might soon be ‘released back out into the wild’, empathy is, as every Ninja knows, something that needs to be employed sincerely and consistently. It is so important, especially during these uncertain times, and in the times ahead when people will working alongside others again, to put yourself in others’ shoes and be understanding and respectful of their situation.   In this episode, Garrett and Matt review the importance of employing empathy and understanding with everybody, particularly those with whom you are currently or may soon be doing business. They also offer some practical examples of how you might demonstrate empathy towards these clients when you are able to work with them again, and encourage everyone to build on their empathy practices throughout this pandemic and beyond. Being empathetic and understanding the situation of those with whom you interact will make your business so much easier to handle, and will probably even result in an increase in that business as well.   Episode Highlights:   The importance of employing empathy and understanding with everybody Some examples of how to show empathy in your business Practicing empathy during the pandemic    Quotes:   “As a Ninja, the best way to run our business is to make sure that you’re using empathy when you’re engaging with your clients, and your potential clients, and just everybody in your database.”   “We don’t know what’s going on in their history or their family…be very, very, very understanding.”   “Setting expectations is going to be incredibly important.”   “Listen, and understand where they’re coming from, and vice versa.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

These days, Matt and Garrett are having a lot of conversations with people who are wondering about their own long-term goals - whether or not they should even maintain them, and if so, how to do it. Today’s episode presents our hosts’ response to these questions as they emphatically recommend maintaining long-term goals, but focusing on some short-term ones for the next 30, 60, or 90 days, which will continue to help ensure forward progress.   As part of their response, they look at ways to break down long-term goals into short term ones, and emphasize the importance of setting goals that are controllable. They also share some of their own short-term goals and reiterate just how crucial it is to continue leaning into relationships these days. While the information and advice shared here today are highly relevant during these unusual times, rest assured that they are just as relevant at any time and for any aspect of life. No one can predict what life and business will look like on the other side of this pandemic, but today’s episode offers yet another step forward in helping ensure that you are as prepared as possible for whatever comes.   Episode Highlights:   Breaking down long-term goals into short-term goals Setting short-term goals over which you have control Some of Matt and Garrett’s short term goals Planning to become ‘financially fit’ Leaning into relationships these days    Quotes:   “Don’t get too locked on the goal. Enjoy the journey.”   “This is a golden time right now to be playing with the short-term goals.”   “Start there - the to do, to be, to have, to give - and just start throwing some ideas onto paper.”   “How can you respond to those situations that you’re not in control over and turn it into something that now you can control?”   “I don’t think there’s any time where learning better communication and asking better questions there can be roadblocks, and so if there is, it’s ourselves, and we’ve got to address that.”   “These are the times that we really need to be internally growing.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Today’s topic is both a simple and very important one, particularly given the current situation throughout the world: alcohol. As everyone adjusts to the altered lifestyle that has been thrust upon them, alcohol sales and consumption are off the charts, leaving Matt and Garrett more than a little concerned about just how well everyone is doing out there.   In this episode, Matt and Garrett review the current statistics and their own observations regarding the rise in alcohol usage, and debunk the myth of alcohol’s contribution to business. They also discuss the impact that alcohol has upon so many aspects of a person’s life, encourage listeners to find other ways to decompress, and recommend that they take a pause, analyze their own situation, and course correct if necessary. While they fully understand that drinking in moderation is something that is part of so many people’s lives, including their own, today’s show is their little ‘Public Service Announcement’ encouraging everyone to exercise self-awareness and to approach alcohol consumption responsibly during this pandemic and beyond.   Episode Highlights:   Some statistics and observations about the current rise in alcohol sales and consumption Debunking the myth of alcohol’s contribution to improving business Finding other ways to decompress It’s time to step back, evaluate, and be self-aware and responsible The effects of alcohol on sleep patterns, recovery, weight loss, motivation and productivity    Quotes:   “Alcohol is not a performance increaser or enhancer when it comes to business.”   “Is my thought of what might help me decompress impacting my ability to be better energized so I can perform better the next day so I’m not as stressed, and don’t need all that alcohol by the end of the day?”   “How can I be the sharpest I can possibly be right now?”   “If you take the average realtor and you send him to a party, the average realtor will leave with a buzz. You take a Ninja and send him to a party, they’ll leave with leads.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

While, naturally, there are some good things happening out there these days in real estate, it’s also true that some people are struggling as they find themselves in the many new situations arising from the pandemic. One glaring example of this can be found in the act of contacting clients during these uncertain times without being ‘called out’ for insincerity or appearing ‘salesy’. Today’s episode looks at this important issue and, as always, offers quality advice for listeners which can be implemented immediately. Proper intent, growing solid and comfortable relationships, asking quality questions, and using this unique time wisely are all discussed in this crucial episode since, together, they will render your contact with clients genuine and show that you truly want to know how they are feeling during this unprecedented event and beyond. Garrett and Matt also offer some advice around the most appropriate words to use when contacting your clients so that your good intentions are clear from the very start, and so that their responses will help you understand more fully how you can help. Far from feeling discouraged about contacting your clients during this stressful time, you need to be using this time to sincerely demonstrate just how much you think and care about them. People want to talk these days – be there to listen.  Episode Highlights: Contacting clients these days with the proper intent Leaning into the relationship side of your business Asking quality questions that appeal to each person’s prevalent learning style Using this time wisely   Quotes:  “We need to forget that we’re in real estate, and we need to remember that we’re in the relationship business.”  “Embrace what this time is right now…lean into the relationship side more than you’ve ever leaned into it.”  “Focus on the people and the transactions will take care of themselves.” Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli “It’s important to acknowledge what the relationship is.”

Abraham Lincoln’s quote, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe”, provides the foundation for today’s episode as Garrett and Matt take an in-depth look at the important role that preparation plays in our business lives. Taking the time now to sharpen the tools and skills you bring to your business will help ensure success for you and your clients both during this pandemic and throughout the ‘new normal’ that will exist once it is over.   Today, our hosts offer a number of strategies to help you sharpen your business skills including employing some of the Ninja Selling tools, and to build that all important trust with clients by asking the right questions and really listening to their needs and goals. They also demonstrate the importance of collecting and using data to identify trends which will ultimately benefit agents, buyers, and sellers alike. These trying times may very well bring about a ‘culling of the herd’, but following the advice presented by Matt and Garrett in today’s show will allow you to not merely survive the cull, but to ensure that you, your business, and your clients continue to thrive.   Episode Highlights:   Sharpening your business tools and skills in order to succeed during the pandemic and beyond Using this time to practice and hone your skills involving The 10-Step Buyer Process, The Pre-Listing Interview, and the Listing Presentation Building trust with clients Collecting and using data to help prepare yourself and educate your clients    Quotes:   “Most of the places in the United States are still going multiple offers!”   “If we’re ready for anything, then we can adjust right there on the fly.”   “Be the hub, be the one collecting the data so you can be the smart one for your clients.”   “If you really take that time to get to know their situation…before you ever walk in the door and do a listing presentation, it’s going to separate you from all the people that are kind of winging it out there.”   “Get ahead, be thinking ahead - don’t be looking right at what’s happening today – that’s how you’re going to thrive through these times.”   Links: www.TheNinjaSellingPodcast.com Email us at NCC2C@ninjacoaching.com   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli    

At all times, and especially during times of uncertainty, surrounding yourself with as much positive energy as possible is a key to success, and that’s why choosing this topic for today’s episode of the Ninja Selling podcast is so very important. Garrett and Matt are both enthusiastic believers in the power this energy holds and they have a great deal of knowledge and advice regarding it to share with listeners.   In this episode, our hosts discuss the importance of surrounding yourself with people who will help you move forward, introduce ways to set yourself up for attracting these people into your life, explore the concept of both giving and taking energy, and identify a variety of different energy sources. Overall, they paint a picture of the many benefits of positive energy and its remarkable ability to generate happiness and success in our lives - precisely what we all need during these trying times and beyond.   Episode Highlights:   The importance of surrounding yourself with people who will move you forward Giving and taking energy Setting ourselves up for attracting the right people into our lives The effects of good energy Finding energy in a variety of sources    Quotes:   “Find people you can spend a little more time with who are contributing to your positive mindset, your energy.”   “It takes one bad, weird client out there to sometimes derail an entire week, and it’s hard to let go of it.”   “You all have an incredible positive energy to you.”   “These are Ninjas…these are the people you want to surround yourself with.”   Links: www.TheNinjaSellingPodcast.com Email us at NCC2C@ninjacoaching.com   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli    

Today’s episode is one about which Matt is particularly excited since it is all about the importance of working on your mental and physical health, especially during trying times. As we all maneuver our way through the uncertainty which this pandemic generates, it is crucial that we continue to lean into learning how to take care of our bodies and our minds, and Matt and Garrett have some tried and true methods to help you do just that.   Throughout this episode, you will learn about the importance of maintaining your personal health and your habits surrounding gratitudes and affirmations, the power that an abundant mindset offers you, and some examples of strategies that our hosts employ to positively impact their physical and mental health which you can immediately implement yourself. Matt and Garrett also highlight the connection between your personal health and its impact upon your wealth, sharing examples of those who are using this knowledge to continue to enjoy success despite the many changes occurring throughout the world in light of COVID-19 these days. Now more than ever, we all want to just feel better about so many aspects of our lives, and today’s episode teaches us how we can make that a reality.   Episode Highlights:   The importance of addressing personal health and maintaining gratitudes and affirmations during these times The power of the abundant mindset Some of Garrett and Matt’s techniques and strategies for addressing physical and mental health    Quotes:   “Your personal health has a significant impact on your wealth.”   “I am seeing a clear as day difference for the people that are in amazing mindsets to the ones that are not doing their day to day mind activities, and the amount of business they’re seeing right now.”   “We still have to keep our eye on the long term and making sure that we do what we need to do to be in that game and it starts with our own mental wellbeing and our physical wellbeing, for sure.”   “Now is the time that you want to be performing at your best and so you should be paying attention to that nutrition.”   “Go out there and thrive right now.” Links: www.TheNinjaSellingPodcast.com Email us at NCC2C@ninjacoaching.com   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli  

Garrett and Matt are excited to officially welcome everyone to The Ninja Selling Podcast now that the transition to the new title is complete. They are particularly thrilled to revisit a topic they originally discussed in December, ‘aggressive patience’, since it is so very pertinent to this unique moment in history in which the world finds itself.   While the COVID-19 pandemic may offer people some unexpected free time, this is definitely not the moment to ‘just sit on your butt’ and wait it out. Rather, this is the time to continue evolving and adapting, to strengthen relationships with clients and address their needs, to develop new tools which will only make your business more powerful once we all emerge from this crisis, and to take steps in becoming a better real estate agent and a better human being. By all means, embrace this time to spend more time with loved ones and to pursue those interests you just never seem to have the time for, but also be sure to practice aggressive patience and keep moving forward and evolving within your business as well.   Episode Highlights:   Continuing to move forward and adding new tools during the pandemic Strengthening client relationships and addressing their current needs Preparing for the end of this crisis Finding different ways to make your business work during the pandemic    Quotes:   “Make time to work on your business.”   “What do my people need?”   “Adjustments…are going to be made right now that are going to make your business stronger than it’s ever been.”   “Start to innovate from within to create more value on the backside.”   “This is a time to evolve…building on what you have.”   “This is the time I’ve been looking for to create the things that I have not had time for.”   Links: www.TheNinjaSellingPodcast.com Email us at NCC2C@ninjacoaching.com   Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Larry Kendall, author of ‘Ninja Selling’, joins Garrett and Matt for this super special episode which features a very exciting announcement about the podcast. ‘Ninja Coaching Coast to Coast’ and ‘Ninja Selling’ enjoy a long and successful professional and personal relationship which is about to become even stronger, and that translates to great news for everyone, especially you, the listener. In this episode, Larry and our hosts discuss the history of the relationship between ‘Ninja Selling’ and ‘Ninja Coaching’ which reaches back many years to a time when Larry decided to try and save the real estate sales industry by helping people enjoy success while still being able to ‘have a life’. They also discuss the many benefits of the Ninja Selling system, emphasizing its role as a lifestyle which can impact all aspects of your life, and providing examples of the successes achieved by those who have remained focused upon it. If you are a person who wants to create both career longevity and joy in your life, rest assured that this powerful partnership can teach you how. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

During challenging times, some people choose to latch on to a scarcity mindset. Sometimes the scarcity mindset has always been there and is now just exposed. There is no better time to build the mindset of ABUNDANCE. Today, Garrett and Matt discuss this important topic and how you can attract abundance into your world. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Social distancing is really more like physical distancing. The social aspect does not have to go away. In fact, there is a great need right now to be social. Garrett and Matt discuss their ideas on how we can participate in distant socializing so we can stay well connected and build relationships. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Many of you are finding yourselves with a little bit more available time these days. Without being able to operate as "business as usual," we wanted to share some ways that you can use this time to be incredibly productive. Today, Garrett and Matt discuss several things you can do to build or reinforce the foundation of your business during this period of time. If you have questions or comments, don't hesitate to reach out too us at NCC2C@ninjacoaching.com www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

One thing that can help keep you moving forward is your morning routine. This is an element we've seen help people with their success and get through challenging times. Today, Garrett and Matt talk about a few items of the morning routine that we should be focused on. These elements include gratitude, exercise, affirmations, positive reading or listening, and focusing on your hot and warm lists. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

We are here for you if you need us during this time. Reach out to Garrett and Matt at NCC2C@ninjacoaching.com www.NinjaCoaching.com @ninja.coaching Garrett @ninjaredding Matt @matthewjbonelli

Have a lot of buyers that are on an indefinite timeline? How about buyers who are confused and just can't seem to commit? This could be due to missing a few crucial components to the buyer process. Today, Garrett and Matt dive into one of the most commonly overlooked steps in the buyer process. They also discuss how to handle the buyers that seem to never want to buy and more. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

In today's market, it seems like all you need to do is place a sign in front of a property for it to sell. Is that the reality, though? Are all listings good listings? Today, Garrett and Matt discuss when it might be time to walk away from a listing and how to avoid that challenging decision in the first place. The key here to remember is that Ninja's list sellers, not property. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Maybe you made a 2020 business plan, maybe you didn't. If you did, have you looked at it? If you didn't, do you need one? Garrett and Matt discuss these questions and more for a much needed business plan check in episode. We've found that many people are either not checking in on their business plan or using the lack of a plan as an excuse for not taking action. We have the solution! www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Yes, there is low inventory in a lot of markets and there is still growing demand. Don't freak out, though! It's going to all be okay. Today, Garrett and Matt dive into some current market conditions and how we can better approach it from a mindset perspective. It's incredible how a shift of thinking can change action and results for the better. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Do you know how you are connected to all of your people? We're not talking about just the first layer, but going beyond that. Today, Garrett and Matt discuss a Garrett-ism in the "Referral Family Tree." This is a great way to track how you are connected to people which will lead to better flow, better connections, and added value. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

We've talked about "wow moments" here and there. Now it's time to talk about how you can make this happen within your database. As Garrett and Matt discuss, creating wow moments will lead to having amazing raving fans. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Is work-life balance really what we should be striving for? What about life-work harmony? Today, Garrett and Matt dive into this topic that Matt is passionate about. This has evolved over the years as Garrett and Matt have spent a lot of time discussing it and now we're sharing it with all of you. Would love to hear your thoughts and know if you are living in harmony! Let us know. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

How well do you really know your people? We are dusting off (well, not really because this is still used a lot today) the Mackay 66. Harvey Mackay, author of "How to Swim with the Sharks Without Being Eaten Alive," created this customer profile back in 1983. Today, Garrett and Matt highlight some of their favorite questions and discuss why you should be focused on this. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Every have one of those "did I do that?" moments? Or maybe someone called you and you thought, "that's funny, I was just thinking about them." This is no surprise. Energy can do some crazy things. Today, Garrett and Matt are talking about energy and how we can use it to our advantage. Whether it's attracting more business, creating more happiness, or simply making things a little bit easier on yourself, we do have the ability to make some of this happen. Enjoy! www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

The FORD 50. A common struggle among those committing to the Ninja systems. Who counts? How often? What's the best way to do this? Today, Garrett and Matt dive into this very important part of your weekly routine. The answer may be simpler than you think. Getting to 50, and beyond, should be fun. Let's go! www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Something we hear a lot is, "once I have more business, I'll be able to start doing the Ninja systems..." This is so frustrating! The Ninja Selling systems is what helps you grow the business, so start now! Today, Garrett and Matt discuss how some people fall into this trap of "getting business right now" versus doing the things that will help build business for the long term. www.NinjaCoaching.com NCC2C@ninjacoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

It's awards season! Garrett and Matt give their take on company awards and acknowledgements. What are the metrics that should be acknowledged? Are people being left out? If you have a great (or poor) experience with company awards, let us know! www.NinjaCoaching.com @ninja.coaching NCC2C@ninjacoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

How much can you really plan in advance? Quite a bit actually. Today, Garrett and Matt talk about some strategies you can use to plan your flow ahead of time. www.NinjaCoaching.com @ninja.coaching NCC2C@ninjacoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

The digital world is filled with opportunities. Maximizing those opportunities for your business requires taking a different approach towards social media, or what what like to call, social networking. Garrett and Matt admit that they are not social media experts but they talk to several people who do well in that space and have pulled some tips that will help you get started with social networking. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

We all have the same amount of time in the day but we perceive it in different ways. Today, Garrett and Matt dive into time relativity. They talk about how we can better look at and utilize time while avoiding going full on into quantum physics. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Several markets are experiencing high demand and low to no inventory. Sometimes this can make sellers pause before listing because they don't know where they will go. As a real estate advisor, you can help! Today, Garrett and Matt discuss some of the challenges in the U.S. market that give sellers pause. We also talk about some potential solutions and how you can help as their agent. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

You are a global real estate advisor, if you want to be. You have connections all over to other real estate professionals with whom you can send and receive referrals. Are you leveraging this? Today, Garrett and Matt talk about how you can be a connector and how you can demonstrate that to your database. Being a connector is one of the best things you can do for your business. Tap into the resources that are right there in front of you. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

If you are looking to increase your income per hour, simply taking more action is not the answer. Action alone is not what creates value for others. More value is what can help increase your income per hour. Garrett and Matt have some fun with this topic today. They go through several of the Ninja systems to discuss how more value can be created. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Money is always a hot topic. Some people will say that money can change you. Garrett and Matt say that it doesn't. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Do you work hard or do you work smart? Why not both? What does all of this mean anyway? Today, Garrett and Matt discuss the popular concepts of hard work and smart work. What are the myths and truths around this and how should we approach it? www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

"What if I cannot repeat the success from the prior year?" We hear this too often. The simple answer is "absolutely yes!" That's really the only answer you need but on today's episode, Garrett and Matt explore this topic and discuss what you need to know so you can repeat and build on the successes from the prior year. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

We've all heard others and maybe even ourselves say, "I'll be happy when..." Then, either the when doesn't come or it does and the happiness level seems to not really change. Why is that? Happiness creates success, not the other way around. Today, Garrett and Matt dive into the topic of happiness. What does it really mean and how can we get started on achieving it? www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

First off, we do not advocate switching brokerages unnecessarily. However, the culture you are involved in can have an incredible impact on your business and bottom line. Much more so than different commission structures. Today, Garrett and Matt talk about a common question, "should I switch brokerages?" This often comes up when doing the math on GCI versus net income and seeing how much money goes to the broker. There is a lot more beyond those numbers, however. That is the culture. If you can find yourself in an environment with a culture that energizes you, your business and income can thrive no matter what the split. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Happy New Year! On the eve of a brand new year we are talking about, you guessed it, new year resolutions. Why are they great and why do they sometimes not work? Garrett and Matt break down what they like about setting new goals and how to win at accomplishing them. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Two words that don't seem like they go together, but can form tremendous results when combined. Garrett calls this a "Matt-ism," and Matt is completely cool with that, but this really isn't a brand new topic in the world. If you are wondering where the results are in your business (or anything else), deploy aggressive patience and the answer will appear. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

The holidays are filled with a lot of energy. Sometimes that energy can be stressful and if you're in a real estate transaction, the stakes are high. This is the opportunity for every real estate agent out there to be a step down transformer. Today, Garrett and Matt discuss this topic which is not only reserved for the holidays but within the fabric of Ninja. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

This is another masterclass type of session here. Garrett and Matt break down the numbers of how you can analyze how many referrals you should be attracting and how you can unlock them. As I'm sure you may have guessed, we are talking a lot about flow on today's episode but if you want to create exponential growth in efficient ways, tune in. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

In today's world, you would think that everyone is using video in their business. Surprisingly, lots of real estate agents, maybe you, are not and it is a missed opportunity. Today, Garrett and Matt discuss the value of video and how you can simplify the process to get started. Work to bring video into your business and open up new marketing channels for your brand. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninja.redding Matt matt@ninjacoaching.com @matthewjbonelli

EPISODE 100!!! Here is your guide to this incredible Q&A episode: 2:30 - What is the value of a contact in my database? 7:34 - Why focus on the Hot & Warm lists daily? 10:20 - Would we consider interviewing top Ninja agents? 12:35 - What are some morning routine tips for people with kids and busy mornings? 21:38 - What is the single most important thing you can do every day to grow your business? 24:47 - No is a complete sentence; should we say no more often? 32:48 - What is the sweet spot for in person meetings per week? 37:36 - Is there a Ninja way to set up and run an open house? 43:43 - What is the best way to come up with a mission statement? 49:24 - Besides Ninja, what does an agent have to do to succeed? 55:59 - How do you decide on the right goal? 1:07:15 - How do top agents plan their week? 1:15:07 - Why is coaching important? 1:15:48 - How does a Ninja (or real estate agent) approach career development? 1:22:24 - What is P.I.E. (P.I.N.) time? 1:33:26 - What are the best practices for arranging real estate reviews (particularly as a new agent)? 1:44:38 - Is the world a friendly place? Thank you all for tuning in and sharing this podcast. We would not be here without you. We are looking forward to another amazing year ahead! Please let us know if there is anything we can do for you. Sincerely, Garrett & Matt www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

We hear it a lot. The primary excuse as to why business isn't flowing in, "but, everyone knows 12 Realtors!" Garrett and Matt squash this excuse and explain all the reasons why. There is nothing holding you back from this business, opportunity is limitless! www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Believe it not, as a real estate agent, you have a tremendous opportunity to impact others beyond the people you serve in your business. This is what we call the ripple effect. Today, Garrett and Matt explore how helping someone with real estate can create an energy impact beyond just that one person. This is a great one and hopefully helps you identify a new energy behind the purpose of your profession. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Our 100th episode is almost here! We're doing a special Q&A session so please send us your questions. Nothing is off limits! garrett@ninjacoaching.com (@ninjaredding) matt@ninjacoaching.com (@matthewjbonelli) In today's episode, Garrett and Matt talk about why agents tend to have more buyers or sellers and how to change the mix if that's what you want. It comes down to a few simple components that you can adjust today and start attracting the business that you want. www.NinjaCoaching.com @ninja.coaching

Gratitude is the key to unlock everything you want in life. Today is a special episode as Garrett and Matt talk about gratitude. It is Thanksgiving, and we have A LOT to be thankful for. The best part about gratitude is that it is the foundation for attracting the success you seek. Enjoy and thank you to all of you for joining us on this incredible podcast journey. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

The phone is the most important tool in our business. Think about it. If the phone went away, there would be some issues. On our recent business planning workshop (which you can access at www.NinjaCoaching.com), Garrett talked about "owning the phone." There were some follow up questions about this so today, Garrett and Matt clarify why the phone is so important and how you can own it no matter your personality type. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

An assistant can be EXTREMELY useful in your business... if you hire the right one. The thing is, though, it's not just about finding the right person, it's also about training that person. Today, Garrett and Matt talk about bringing on an assistant, what they've seen work and some of the challenges they've seen agents experience. If you are looking for an assistant (not necessarily a transaction coordinator) then listen up. www.NinjaCoaching.com @ninja.coaching Garrett garret@ninjacoaching.com @ninjaredding Matt Matt@ninjacoaching @matthewjbonelli

The database can seem like this never-ending list of people that we need to constantly stay in front of. The truth is that you should trim up your database every year. Get rid of those people that you really don't want to have in there. Garrett and Matt discuss this today and how to approach different sections of your database. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

We've all been there with buyers... they're ready but now just waiting on the "right" home because "they have time." There is a solution to this, and that is to help buyers with clarity so they can have the confidence to make decisions; no matter how that decision impacts us. Today, Garrett and Matt talk about some examples in the market recently about buyers who seem to be sitting on the fence. How can we help these people? The solution is actually quite simple. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

A lot of listing agents distribute their listings through the typical channels and think that's enough. In some markets, maybe that will work just fine, but as inventory grows or if you have a unique property, you need to do something different. Today, Garrett and Matt discuss how you can up your game as a listing agent and bring tremendous value to your seller. Not only that, these strategies help you build better relationships within the industry which will also boost your business in the long run. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Telling the story behind a transformation can be incredible for your business. This is most often done with the use of before and after photos. Today, Garrett and Matt discuss how to share transformations, use before and after photos, and go even beyond that to demonstrate your true value to clients. And don't forget, a business plan can help you transform your business in 2020. It's never too late to join our business planning workshop. Head over to www.NinjaCoaching.com to register. @ninja.coaching Garrett garret@ninjacoaching.com @ninja.coaching Matt matt@ninjacoaching.com @matthewjbonelli

Expenses can ruin a business when not accounted for. They can also spoil an otherwise good year. This is why Garrett and Matt are talking about keeping your "baseline" low and the traps you should watch out for. Don't forget, it's never too late to sign up for the business planning workshop. Just head over to www.NinjaCoaching.com to register. @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

You don't want to wake up in January with a business hangover. This is why today, Garrett and Matt are talking about how you can avoid slipping into a holiDAZE! This is a great time of year to be in flow and maximize your opportunities for the first quarter of 2020. Don't miss out! If you didn't join us for our business planning workshop yesterday, don't worry! Head over to www.NinjaCoaching.com, register and catch up on what you missed. @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Oh No, Godzilla! The battle cry of a "pending" recession... but does it really matter? Garrett and Matt dive into this topic today discussing three types of people and how they look at a potential recession. Which camp are you in? Don't forget our business planning workshop starting tomorrow, October 30th! Sign up at www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

There is a big difference between tracking along with the market and outperforming the market. Which one are you? Today, Garrett and Matt discuss why it's important to know your stats. We also dive into why outperforming the market is necessary if you want to perform at an elite level. Tracking along with the market is nothing more than average. Don't forget our business planning workshop starting on 10/30! www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Faking it until you make it is a bad idea. Particularly when you can just simply make it! Today, Garrett and Matt are breaking down the dangers to "faking it until you make it." We talk about what happens when you fake it and how you can just focus on making it. Would love to hear your thoughts on this topic, feel free to reach out to us by email or on social media. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Does six months of inventory still define a neutral market? Is months of inventory an important statistic to rely on? Today, Garrett and Matt are talking about buyer's, seller's, and neutral markets. What are the key stats you should focus on to help your clients win in ANY market? Sign up for our business planning workshop at NinjaCoaching.com! www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Today is the last day for early bird pricing for our business planning workshop! Sign up at www.ninjacoaching.com. The dirty little secret about online leads... it's actually not much of a secret at all. Think about it, before someone becomes a "lead," there is a relationship with a real estate agent that is not being maintained. Garrett and Matt dive in today, discussing this little secret about online leads and how to change your perspective. If you're looking to build a relationship-based business then having this mindset about leads is important. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Don't forget to register for our business planning workshop at www.NinjaCoaching.com Words matter, but does the method in which those words are delivered matter? We think absolutely YES! Today, Garrett and Matt explore the differences of handwritten notes and text messages and why both of them work in the right situations. This isn't just about putting words out to people but about creating genuine connections. Don't let your words get lost; choose the right medium. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

How fast can things change? Pretty fast actually. That's what Garrett and Matt are focused on for this episode. When you put your energy and intent in the right place, change can happen faster than you think. If you are stuck in a rut or are sitting with a mindset that says, "maybe it's just not going to happen" then this episode is a must listen. We've touched on this topic in prior episodes but during this one we take a deeper dive into the energy and intent behind why it all works. By the way... let us know what your favorite episode is! www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Early registration for the Business Planning Workshop is still open! Visit www.NinjaCoaching.com to sign up. To amplify the impact of your actions, it all comes down to your intent. It's not wrong to want to do deals, to make money, to succeed, etc. But, if your intent at the core is focused on providing value to others, the ripple effect can be incredible. Today, Garrett and Matt are talking about intent and how it impacts other people and your business. The difference between two people, doing the same actions but seeing different results, comes down to intent. We give you a little challenge at the end of the episode so check it out and let us know how it goes! www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Sign up for the Ninja Coaching Business Planning Workshop at www.NinjaCoaching.com. Early registration at a discounted price is open for only two weeks! Today's episode: When it comes to delivering the "tough news," a lot of real estate agents will stop short of what is needed. This is when you are being too nice and need to focus on being an advisor. Garrett and Matt talk about what this really means and uncover the fact that by being a trusted advisor and being tough, will help you be nice in the long run. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Today, Garrett and Matt are talking about customer service calls. Yup, a simple phone call that you make every week to all of your active customers. Easy, right? Then why do so many real estate agents forget this crucial step in the process? Staying on top of a transaction, calling and communicating when things occur is one thing, but have a set day and time to touch base with every one of your customers will change your entire business. It will slow down the amount of random emails, texts, and calls that you get. It will help demonstrate your professionalism. It will help you maintain control of the entire process. AND, it will lead to more referrals from the people who have the BEST opportunity to refer new clients to you. So, make your customer service calls every week! www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

In most jobs, you'd get fired for making a personal phone call during the work day. In real estate, you can actually get a raise. That's right, you can get paid to make personal calls. This is what flow is all about. Today, Garrett and Matt discuss personal phone calls and why (and how) you should make them. This is the power behind the "hour of power." Get on the phone, build relationships, make it about them, make money. A simple and fun formula for success. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

CRMs are fantastic tools, but if you're not careful, it can begin to control you instead of the other way around. Today, Garrett and Matt are talking about the driver of your real estate business, people. How can you place better intent on your database without becoming a slave to your CRM? www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

September is Realtor Safety Month. So, we decided to weigh in on the topic and discuss how a focus on safety can actually boost your business. Utilizing the Ninja systems and processes, you can stay "safe" and increase your income per hour. Listen in as Garrett and Matt discuss how staying safe isn't just about protecting yourself, but also about protecting your business. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Can you actually predict who is going to buy and sell real estate? Perhaps you can. That's the power of your warm list. In general, people should flow from your warm list to your hot list. If people are hitting your hot list before they appear on your warm list, we are doing something wrong. This concept came out of one of Garrett's recent coaching calls. He and Matt explore this idea, discuss the power of the warm list, and how you can use it in today's episode. www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

This episode is all about ACTION. Where do you want to be in 45 days? Are you willing to commit to taking the consistent action that will get you there? Today's topic, spurred by a conversation with an agent in Colorado, is about what consistent action or inaction will lead to in 45 days. Garrett and Matt explore the nuances of this and how to utilize this rule to help you achieve success. There is even a little challenge introduced at the end of the episode. Are you in? www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

It's GO time! With about four months to go in 2019, this is the plan you need to put in play right now. Get in flow! In this episode, we talk about why now is a great time to be in flow and how to do it. No matter what time of year it is, this plan will work if you take action. The time is now! www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

To be the absolute best advisor, you need to be an expert on the market. Today, Garrett and Matt talk about how you can get ahead of market trends and be the provider of information for your clients and sphere. Does it take extra work? Yes, but not as much as you think. www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

Yes, real estate agents can get paid a lot of money for brokering a deal. Is this really a problem, though? Garrett and Matt, today, are talking about why the public seems to have an issue with how much real estate agents get paid. The problem lies within the education of how that money is used and the explanation and demonstration of value when it comes time for the agent to perform. This is a simple problem to solve if you use a process, statistics, and get the conversation started early. www.NinjaCoaching.com Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

What is the solution to burnout? Does burnout really exist? Or is it a symptom for a bigger problem? In this episode, Garrett and Matt explore this topic and talk about how you can prevent burnout before it creates problems in your business and your life. Becoming aware of what's happening and making small adjustments in advance can make a big difference. www.NinjaCoaching.com Garrett: garrett@ninjacoaching.com @ninjaredding Matt: matt@ninjacoaching.com @matthewjbonelli

There is a lot of confusion out there about what coaching is and we want to clear that up. What is the difference between coaching, teaching, training, and accountability? Today, Garrett and Matt discuss these important details. They also explore how coaching can be beneficial and if you even really need a coach. If you are interested in learning more about coaching, please don't hesitate to reach out to us at www.ninjacoaching.com. Garrett Frey garrett@ninjacoaching.com @ninjaredding Matt Bonelli matt@ninjacoaching.com @matthewjbonelli

SHOW UP! This sounds simple but there is a lot more to it than you think. There is a hierarchy to showing up that can help you perform better in business AND life. On today's episode, Garrett and Matt explore this hierarchy, how to look at it, and how it has impacted our lives.

Has the real estate industry become lazy with negotiating? Or is it a lack of training because of the "this is how it's done" mentality? Today, Garrett and Matt are talking about something interesting that is being seen in the market. Deals are falling a part and we believe it's because the agents aren't preparing and negotiating properly. In this episode we dive into how to bring back the lost art of negotiations in real estate. If you have questions, comments, feel free to reach out! Garrett@ninjacoaching.com @ninjaredding Matt@ninjacoaching.com @matthewjbonelli

Loving on where you live is a HUGE missed opportunity for many Realtors out there. You spend all of this time invested in the real estate of your area; are you loving on that area? In this episode, Garrett and Matt discuss the different opportunities that exist here and how going all in on where you live can be beneficial to your business. If you have any ideas, thoughts or comments, please reach out to us: garrett@ninjacoaching.com @ninjaredding matt@ninjacoaching.com @matthewjbonelli

There are some other coaching programs, companies, and other "real estate experts" out there that might tell you that it is impossible to have a 100% referral-based business. This gets extended to say that a 100% relationship-based business is also not feasible. They will tell you that you MUST have some other source of lead generation, either from a specific marketing/script program or simply through buying leads. We call BS on this. Today, Garrett and Matt talk about by this talk is BS and share the truth that there are many systems that work. 100% referral/relationship-based business may not be for you but if you master the systems behind it, it can be incredible for your life.

We love hearing success stories and today, Garrett and Matt share the success of a new agent who followed the listing process to win her first listing. This is just one of many examples out there of what happens when you follow the process, ask all the questions, and show up for your business. If you have success stories that you want to share, let us know! The more we can share, the better impact we all can have on the industry.

Have you ever said, "why didn't that person use me? They know I'm a Realtor!"? This is a common issue among real estate agents and salespeople around the globe. The challenge comes in handling these situations. Too often do we hear that "it's the clients fault." Is it really? Garrett and Matt explore this topic today and discuss how to prevent clients from ghosting you. Not everyone can be saved, but with the right perspective, your business certainly can be saved.

Does your sphere of influence have the right people in it? Are you defining your sphere of influence in the right ways to increase the value of your business and your life? In this episode, Garrett and Matt discuss the importance of creating a strong core sphere of influence. They also explore the concepts behind a sphere of influence, things to look for, and how to keep focus on the business.

It's a serious question because we find that many real estate agents out there are not running their business like a business. Are you analyzing? Are you tracking? Are you making sure that you are operating a quality business? Garrett and Matt discuss the specifics behind starting to look at your role as a real estate agent as a business. If you pay attention to your clients, your relationships, your revenue and your expenses, you'll operate a more successful business that provides you with more life.

We are all in certain situational relationships that we may not recognize as long lasting relationship opportunities. In fact, almost all of your current long term friendships probably originated from some type of situation. Today, Garrett and Matt talk about situational relationships, what they are and how you can use those opportunities to expand your database. Not only that, but how you can have more fun in the moment which may lead to more business as well. Don't discount the conversations you have on the sidelines of your kids' games, at the gym, or even at the coffee shop.

What would your business look like if you did the same amount of business in one month, that you have done in an entire year? This is happened with several Ninjas. Today, Garrett and Matt talk about the mindset requirement to have the type of exponential growth that can create a one year month. These are the types of things that can change businesses and lives. Open yourself to the opportunity because it can happen.

It's pretty hard to get fired in the real estate industry. This can create a complacency trap. Yes, clients can fire you from a listing but the likelihood that your broker fires you for lack of performance is extremely low. Today, Garrett and Matt talk about this interesting situation in the real estate space and how to overcome the mediocre mindset and propel yourself towards success. We go down many paths but hit at the core as to why so many agents don't show up. Let's correct this issue by creating a new commitment to show up and do the work.

Voicemail should be fairly simple, right? As it turns out, a good portion of the real estate community is not using voicemail correctly. In this episode, Garrett and Matt discuss their pet peeves surround real estate agent voicemails and how to fix it. Voicemail can be the first impression of your business, make sure you get it right!

Today, we pose a question. Would you like more solicited OR unsolicited referrals? Garrett and Matt go down the path about the differences between these two types of referrals and what that could mean for your business. There is no true right answer here but each has it's own long term results.

Lots of listing presentations involve a "big reveal" of the suggested list price or current home value. Watch out! This is a trap! Today, Garrett and Matt talk about the best way to have the pricing conversation with sellers and why jumping right to the price can set you up for failure. Use the tools and market knowledge to show your clients and guide them to the right decision.

Gross commission income (GCI) is the gold standard of comparison in the real estate world. While that makes things easy to benchmark, it's the wrong metric to look at for your business. Today, Garrett and Matt talk about net income and why that is the number you should be focused on. Sounds like common sense, but volume and GCI seem to dominate everything from awards to rankings. If you are looking to compare, make sure you have the right perspective.

Incredible interview today with Jill Dellinger, a master transaction coordinator. Real estate agents are often looking for a great assistant but really should start by hiring a transaction coordinator. Today, Garrett and Matt interview an expert transaction coordinator and go step by step into what a TC can do to transform the business of a real estate agent. From expert communication to time saved, this is a must listen episode if you are looking for someone to help free up some time for more business and more life. A huge thank you to Jill for doing this episode. Nothing in this for Jill as her plate is currently full and is not looking for new clients. That said, if anyone listening is thinking about getting into the transaction coordination space, let us know. We have MANY agents looking for a great TC.

Ninja Selling is designed to help agents be more on-purpose instead of on-accident. This ties right into being the cause of what is happening in your world instead of the effect. Today, Garrett and Matt have a timely discussion about interest rates and how you can use this opportunity right now to be the cause of great things in your marketplace. It's not about creating transactions but creating value. Are you creating value to help in being the cause of what happens around you? Or are you waiting for external forces to create situations for you?

Distractions are one thing. Creative avoidance is a whole different animal. We can build barriers around distractions but we need to work out creative avoidance with our non-conscious brain. In today's episode, Garrett and Matt expand on what creative avoidance is, why we fall into this trap and how we can get out of it. This requires a good amount of self awareness and maybe even some outside help. If you find yourself always avoiding those important tasks, listen in and find out why you might be doing it.

Too often do we see basic marketing, with no personality, take the place of "auto-flow" systems. This is a massively missed opportunity to connect with your database on a more personal and valuable level. Today, Garrett and Matt discuss several areas of auto-flow and what we are calling "personal flow." We talk postcards, social media, email marketing, etc. Note that none of this will replace your one-on-one connection via phone calls, lunches, handwritten notes, etc. However, if some of you are doing something special with your marketing to make it more personal, we want to hear about it. Email us at garrett@ninjacoaching.com and matt@ninjacoaching.com

Embracing The N.U.D.E. Model - The New Art and Science of Referral Marketing by Scott Degraffenreid. Buy it on Amazon here: https://www.amazon.com/Embracing-N-u-d-Model-Referral-Marketing/dp/0977173801/ Today, Garrett and Matt discuss this book and the concept behind the N.U.D.E. model and how you can apply this to your business. There are some tremendous insights here on how you can increase the amount of referrals you receive and build a sustainable, predictable business.

This four letter word can be a business killer! It's as if you are cursing at your people and the universe when you say it. Today, Garrett and Matt explore how people use this word in casual conversations and the impact it can have on your business. So what four letter word are we talking about? Tune in to find out.

Something that a lot of real estate agents forget to do is "ask for the business!" Today, Garrett and Matt explore what "asking for the business" really means and how Ninjas can be sure to be present for their clients to really help them when they need help. We're not talking about sales pitches and pipelines, we're talking about helping people's dreams come true. If you are not "asking" for the business, you are missing out on the opportunity to guide someone when they need it most.

Your energy impacts everything around you, including your business. Are you bringing the right level of excitement to the things you do? On today's episode, Garrett and Matt discuss how being passionate about life translates into great energy for your business. No matter if you are introverted, extroverted, quiet, or loud, you have the ability to create an incredible business with just your own personal energy. Thanks to Matt's friend, Mike Contino, for inspiring this episode.

We talk a lot about internal belief systems and how they can impact your world. What about your clients' belief systems? Could your client be impacting the outcome of their real estate transaction? Yes. On this episode, Garrett and Matt talk a bit about how you can help your clients explore their belief systems, handle your own belief systems to attract great clients, and achieve a successful transaction for everyone.

We're trying out a new "quick tip" segment where we take an item that can add value to your business and expand just on that for a moment. In this first installment, Garrett and Matt are talking about how you can use Matterport 3D tours to add value to your clients. We're not simply talking about on the listing side but how this can help your buyers. We are looking for a name for this segment so feel free to send us your ideas to matt@ninjacoaching.com or garrett@ninjacoaching.com.

Experts often have difficulty hiring other experts. This is particularly common within the real estate industry. Have you ever thought of hiring someone to help you with your business and thought, "I can do it myself" or "I'll do a better job anyway"? On this episode, Garrett and Matt discuss the areas in which they see this challenge most often and why you should consider hiring other experts.

Seriously. Are you a professional snoozer? Today, Garrett and Matt are talking about starting the day with the right intentions. Inspired by Jocko Willink and Jim Kwik, we go down the path of setting the right alarms and addressing actions with the right mindset. If you have trouble getting up at the time you want to wake up at or showing up for those business building appointments you put on your calendar, you'll want to take in this entire episode.

What if you simply focused on helping others find solutions to what was going on in their life, generally? Instead of only focusing in on the real estate, or whatever your profession is, focusing in on helping others with their current challenges. This mentality is the art behind Ninja Selling but when you take it beyond what you do as a profession, you open up LOTS of opportunity. So today, Garrett and Matt dive into what it means to be a "solution hunter" and how you can harness that power.

One of the most common questions we get is, "How long does it take?" This is understandable. When you are new to a business or system, you want to know when you're going to start seeing more business flow to you. The answer is not one size fits all. Depending on what you put into it, you will see different tipping points. Garrett and Matt dive into what these tipping points are, how you might achieve them faster, and what to watch out for on today's episode.

The 'Hour Of Power' is a key part of the Ninja Selling systems. It is an activity that can help you attract an incredible amount of referrals if performed correctly. Today, Garrett and Matt discuss what the Hour Of Power is, how it should be used and some tools and tricks that can help you get this going.

Many real estate agents cringe at the thought of competing against "discount" brokers, but is this actually a unique opportunity? Today, Garrett and Matt dive into this topic and explore what the TRUE value of service means to home sellers. If you are looking for ways to win more listings, prevent commission objections, or perhaps even increase your fee and improve results for your clients, this episode is for you.

As a real estate agent, you are in a unique position to take a paid vacation on your terms. This is an opportunity that many miss out on. In today's episode, Garrett and Matt break down exactly how to set yourself up for success when stepping away from the business for a short while. There is a mental adjustment required, but the end result could be a great vacation, paid for by money earned while you are away.

Are you leveraging your expertise for local and global opportunities? Today, Garrett and Matt talk about the opportunities that exist when you stay in flow with your global database and build a strong network of real estate agents. It's not that hard to do and the benefits are massive. During the podcast, Garrett talked about a particular NAR report. It looks as though they may have not produced a county by county report recently, but there are A LOT of great reports here: https://www.nar.realtor/research-and-statistics/research-reports And here: https://www.nar.realtor/reports

You don't have to be someone else to be successful. Embrace your own brand and don't be afraid to share it. Today, Garrett and Matt talk about hearing your "voice" when you are conducting business. You, as a person, are just as important as the services you are marketing. Does your content match your brand?

This episode is PACKED. Today, we talk about vision and how looking far enough down the road can set you up not just for a great business, but a great life. A lot of people are looking right off the front bumper of life, bouncing from side to side, from correction to correction. Lift your head up a little bit so you can handle the real challenges that come your way. Garrett and Matt go pretty deep on this episode and as a bonus towards the end, share their visions for the future.

Perfection is something that we often see people waste time on. The idea of something being "perfect" can lead to analysis paralysis and ultimately inaction. Today, Garrett and Matt talk about perfection. How can perfection be redefined and how should we use it in our business and life to support success, instead of procrastinating.

Ninja Selling recently launched the Ninja Mortgage Installation. This has been a multi-year process, head up by mortgage expert, Rebecca Lorenz. We are excited to have Rebecca, a Master Ninja Coach & Instructor, as our first guest here on Ninja Coaching Coast To Coast. In today's episode we dive into how and why Ninja Mortgage came to be. As you'll find out, Ninja Selling is not just for real estate agents and it's also not just for mortgage loan officers. For more information and to contact Rebecca, visit www.ninjacoaching.com or www.ninjaselling.com

Garrett and Matt get a unique perspective on the market speaking with agents from all around the country. One thing that has recently come up again is multiple offers. Not the same kind of multiple offers as before, which is why the approach from the buyer side and the seller side need to be a bit different.

"Increase your income per hour so you can have a life." This is a core concept behind Ninja Selling. The challenge that we see as coaches, is that most agents are not focused on how to do this the right way. Today, Garrett and Matt dive into what three components you should be focusing on to make sure that your performance hours are being utilized to their highest earning potential.

Many real estate agents have seen success with traditional systems like farming, door knocking and open houses. Many who come to Ninja Selling think they need to give up those methods; is that true? In this episode, Garrett and Matt talk about how to make these systems work with Ninja Selling and why they work. They also explore what to avoid and how not to get involved in methods that do not produce results the Ninja way.

There is a HUGE opportunity in your database right now that you are missing; the vendors that you work with every day. Real estate agents often take the third parties they work with in the industry for granted. Today, Garrett and Matt dive into this topic and talk about how big this opportunity is and how you can capture it. If you have ideas or thoughts on this, feel free to reach out and let us know! garrett@ninjacoaching.com matt@ninjacoaching.com

A perfect follow up to the last episode about fully committing to action. Today, Garrett and Matt discuss the myth of "just do it." Taking action is important but how can we be prepared to do it in the right ways? If we are in a "just do it" moment, is there something else we need to explore beyond simply taking action? That's what we dive into today. Enjoy!

A full commitment means just that; FULL COMMITMENT. If you feel like you are working the Ninja system but constantly come short of the results you are looking for, you'll want to listen to this episode for a shot of motivation. Today, Garrett and Matt talk about commitment without excuses and substitutions. What does it really take to launch or revive a successful business? Listen to find out.

Millennials are a hot topic in the real estate industry and there are a lot of stigmas attached to this generation. Is it really harder to work with millennials than any other generation? Today, Garrett and Matt talk about this and give their thoughts on the tremendous opportunity that is in front of real estate agents (and all businesses for that matter) right now.

There are client events and then there are client events. Today, Garrett and Matt talk about some of their favorite client events that Ninjas have hosted. They also touch on some strategies for invites and making the moments last beyond the event day.

There is something different about people who produce extraordinary results. It's that they put in the right effort to achieve the results they desire. In this episode, Garrett and Matt talk about extraordinary results, how the differ from person to person but that one constant remains; you need to show up and put in the extraordinary effort.

CRM systems are incredibly popular in the real estate industry, not just in practice but also in conversation. Today, Garrett and Matt start by talking about big moves being made by companies like Compass and RE/MAX. That evolves into a discussion about how to best use these tech tools and where agents make mistakes and ultimately become the tool instead.

One of the major components for success in any industry is a complete understanding of your own worth. There are two sides to this; some don't understand their true worth and others overestimate it based on their wants. Today, Garrett and Matt explore this concept as a profound statement to Garrett while making eggs for his daughter.

The Real Estate Review is a core concept and action within the Ninja Selling system. Today, Garrett and Matt dive into the purpose behind this annual review and the opportunities of which few real estate agents take advantage. We are looking for new ideas on what to call this annual meeting. Send your thoughts and comments to Garrett (garrett@ninjacoaching.com) and Matt (matt@ninjacoaching.com).

The energy you give out is the energy you will receive. This isn't something that you can fake. Today, Garrett and Matt talk about short-term and long-term solutions to bring your energy to a HIGH POSITIVE state. Hint, it's more than just saying positive things...

Real estate agents LOVE getting referrals. Who doesn't? But how do you take care of the people who send you business? Today, Garrett and Matt discuss how you can acknowledge the people who positively impact your business so you can keep the referrals coming.

Ninja Selling has a famous concept when it comes to listing consultations that is all about showing is better than telling. Today, Garrett and Matt talk about how this extends into your business and why it is important to show your value up front, instead of just telling your potential clients about it.

There is a lot of talk out there right now about a market crash that could be coming. Garrett and Matt discuss that they are seeing an extremely active market right now but that a "crash" is not immediately likely. However, no matter what the market might be doing, there are things that real estate agents can do to protect themselves. In this episode, Garrett and Matt talk about what agents should be looking for and how they can create and show value in an active and changing real estate market.

Pricing is ALWAYS important when it comes to listing homes. In this episode, Garrett and Matt talk about how to approach a pricing conversation with sellers, what tools to use and how agents can get the job done in any market. Focus 1st is a tool that is talked about; for more on this visual pricing tool visit www.focus1st.com

Today, Garrett and Matt talk about commitment and what that means in real estate sales. If you are looking to build a sustainable business you must first figure out why you want to succeed and then commit to that success.

Money is a sensitive subject for many people but it's important to talk about. Today, Garrett and Matt talk about "the most money" vs. "enough money" and why real estate agents get hung up on this topic. They also discuss why focusing on value creation is the best path towards receiving money.

This episode is truly a master class. Garrett and Matt dive deep into how to build a database, what systems might work for you and how to take ACTION with that database. If you are looking to grow your business, optimizing your database is a must. Today's episode will teach you the basics on how to get started and also advanced methods on how to create strong relationships through better database management.

Creating deep connections will propel your relationships to a whole new level. This is the essence behind Ninja Selling and creating a database of people who are willing to refer you. In today's episode, Garrett and Matt discuss what you should do with the information you receive from having FORD conversations. How can you create a set of care and handling instructions for the people in your database?

Your mind is incredibly powerful. The belief system you create will define your reality. Today, Garrett and Matt explore the different belief systems that real estate agents tend to have. Why can one agent do 100 sides while another cannot even see that as a possibility? This episode will help you unlock the potential within you.

Finding your WHY is a popular topic in business and personal development arenas but what does this really mean? Garrett and Matt explore how to find a WHY that actually motivates you toward success. With the right intent behind your actions (your WHY) you'll be able to accomplish anything.

Most successful people will tell you that a good routine leads to success. But what happens when that routine breaks? In this episode, Garrett and Matt talk about what keeps people from starting routines, why they stop at the first sight of failure and how to overcome those things so you can set yourself on the path to success.

How do you attract referrals without asking for them? How do you get clients to share testimonials? This is a big one for real estate agents and salespeople. Today, Garrett and Matt talk about the right time to "ask" for a referral and how to attract them without asking. They also go into several different ways to grab testimonials from clients so you can share their stories and attract even more referrals.

Don't leave your clients behind after you close a sale. It is your duty to continue to add value until the next transaction. Today Garrett and Matt talk about how to bring value to your people between transactions and how that can lead to more business for you.

Marketing is an area of difficulty for a lot of real estate agents. Many think that direct mail is dead but it's probably because they are using it wrong. In this episode Garrett and Matt talk about the right way to use postcards and a few other marketing tips.

Everyone wants more life, but if you're working 24/7, that can be hard to do. Today, Garrett and Matt talk about how you can manage your time as a busy salesperson in order to create more life. What are the opportunity costs of the decisions we make when it comes to who we work with and how we work?

Real estate agents often don't understand the true value they bring to the table. In this episode, Garrett and Matt explore the true value that Realtors bring to the table; TIME. They discuss the importance of focusing on the clients' timeline and why it is important to helping them achieve their goals.

In this episode, Garrett and Matt talk about Ninja Selling, what it is and why it works. Ninja Selling is a system designed to increase your income per hour so you can have a life. This is done through better business practices, stronger relationships and adding tons of value.

Tune in to our new podcast! Ninja Coaching Coast To Coast features Ninja Coaching founder and owner, Garrett Frey, along with Ninja Coach, Matt Bonelli. Garrett and Matt share their experiences from coaching top producing real estate agents around the country. Although we focus a lot on real estate, this podcast is not just for real estate agents. It is for anyone who is looking to better their business and increase their income per hour in order to enjoy all of the things that life has to offer.