Ninja Selling Podcast

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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @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 [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli