Ninja Selling Podcast

Today's episode is all about the power of one – one coach and one path. All too often, eager young agents, or more experienced but 'stuck' agents, feel they need more mentors or more coaches to help them improve their business. Matt and Garrett are here today to demonstrate the dangers of having more than one coach and trying to follow more than one path, not just when building your business, but in so many aspects of your life. While they fully acknowledge that having different coaches for different roles can prove highly beneficial, our hosts demonstrate why you must limit yourself to one coach per role, and to follow one path fully and completely. They look at the value of gathering information, but also warn about how to use this information, and the importance of finding the right coach for you who aligns with your core values. They also recommend tracking what you're doing with the system you choose, and share some valuable advice for owners, brokers and managers in the real estate business. Too many coaches and too many paths can lead to confusion and inaction in too many cases - take today's advice from these two experts, and reap the rewards of implementing the 'power of one'. Episode Highlights: The problems with having multiple coaches for the same role Gathering information and how you use it Having different coaches for different roles Finding the right coach for you Tracking what you're doing Advice for owners/brokers/managers Quotes: "You've got to pick a path." "It's like combining two diets." "You're looking for somebody who aligns with what you know and what you want to do." "If you can hire somebody to do something that also helps kind of coach you and educate you, that's probably going to be a winning solution." "If you don't fully take a path…you can actually damage yourself, you can damage the business, you can damage the growth." "Stop following the people that, you know, aren't fully in line with your core values." "You can save some money and accelerate your business." "To have the camaraderie and the unity where everybody in that offices can come and speak the same language and build together and grow together is so incredibly powerful, but, again, pick a path, not multiple paths." Links: www.TheNinjaSellingPodcast.com Email us at [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 massively low inventory currently available, the buyer's market continues to be strong, and Matt and Garrett are beginning to witness some agents get a little sloppy and skip some steps of their process as a result. Today's podcast is all about the need to complete all of the steps, especially the pre-listing inspection, regardless of the marketplace. Our hosts begin by showcasing the many benefits to this inspection, including protecting yourself and the seller, the moral responsibility that agents have to ensure a thorough representation of the property, and the opportunity to relieve some of the stress inherent in each of these transactions. They also stress the necessity of having a set plan for how you do real estate which you implement regardless of the type of marketplace, as well as the dangers of skipping steps, and the importance of making things easy for all involved. As they note, this market is going to change at some point, and today they share their valuable advice on how to ensure that your process remains complete and effective both now and in the future. Episode Highlights: The benefits of the pre-listing home inspection Protecting yourself and the seller Moral responsibility Eliminating some of the stress of the transaction Having a set plan of how you do real estate in good times and in bad The dangers of skipping steps Making it easy for buyers Quotes: "Don't you want to sell a good quality product?" "They're going to feel more confident to make higher offers." "I think there's a moral responsibility that we, if we're going to put somebody into a house, it's not just about making that paperwork come together." "If a listing agent is doing their job exceptionally well, they're teaming up with the seller and they're making it super easy for a buyer to come buy that house." "Setting yourself apart in the marketplace from other real estate agents who are skipping steps." "At the end of the day, this marketplace will shift, things will change." "Don't drop the basics, don't get sloppy here as we go into these times right now." "Provide the best service you can." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

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

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

While everything Matt and Garrett say makes perfect sense to them, they have come to realize that it may not be as clear in the minds of others, and today's episode provides a perfect example of this fact. Thanks to a request sent in by Liz Davis of North Bend, Washington, our hosts devote the entire show today to more fully explaining the use of talking points which they have mentioned in previous episodes. To begin with, they explain what they mean by a talking point, offer some examples, and demonstrate how they are different from data points. They then offer numerous possibilities for talking point topics, emphasize the importance of using them to educate your people, and explore the possibility of using your own internal data to generate them. As you will discover, preparing informative talking points for every venue and platform will go a long way toward rendering you the 'go to' expert in your field - an enviable position which will prove both personally and professionally valuable. Episode Highlights: What Matt and Garrett mean by a 'talking point' Examples of talking points Talking points vs. data points Talking point topics Educating your people Using your own internal data Preparing talking points for every venue/platform Becoming the expert in your field Quotes: "You've given them a chunk of information that's so valuable…that somebody else says, 'Where did you hear that from?'" "A talking point can lead to a story…leaves them wanting to learn more." "Mortgage industry's got a ton of talking points around it right now." "I never looked at it that way." "You're taking something that was just kind of information, and turning it into education." "These kinds of talking points set you apart…some of us take this game a whole lot more seriously." "The more you become that expert, you become the 'go to' person when it comes to anything that has to do with real estate." Links: www.TheNinjaSellingPodcast.com Email us at [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 world continues to change so quickly these days, and the marketplace changes right along with it, Matt and Garrett's coaching calls are increasingly dealing with one particular topic. Agents across the country are wondering exactly how they get on the listings side of the market given the current inventory situation, and, happily, our hosts have the insight and advice to get them there. They begin by reviewing real estate reviews and the importance they hold, the quality conversations that these reviews generate, and just how crucial it is to have the correct intent when engaging in them. They then offer strategies around how to respond to questions regarding the current marketplace, look at the value of making adjustments to homes to address what buyers are looking for in a post-COVID world, and recommend ways to become a trusted 'Home Ownership Advisor' for your people. Throughout all of their advice today runs an emphasis on the importance of affirmations, of believing in yourself, and of having the proper mindset. Regardless of the state of the marketplace, this episode offers a timeless guide to becoming an effective, efficient, and successful listing agent. Episode Highlights: Real estate reviews and why they are so important The conversations that these reviews generate Having the proper intent Responding to questions about the marketplace these days Making houses more appealing for future sales Becoming a Home Ownership Advisor The importance of affirmations, believing in yourself, and having the proper mindset Quotes: "People are struggling now with trying to attract sellers." "Real estate reviews are one of the most powerful ways that you can be a trusted adviser for somebody with the current real estate that they own right now, and…they are your sellers." "Through that conversation is where the magic happens." "You can't go into it looking for listings, you've got to go into it with the intent of educating your people and showing them what's happening, but it will produce listings." "From a seller's benefit right now, because of low interest rates, there are more people that can buy your house than there was six months ago." "Before you put any money into this house, we should talk about what's going to make this house incredibly appealing to people in the future." "There's no reason why you can't come out of the chutes being a listing agent." "I am a listing agent. I am a listing agent. I am a listing agent." Links: www.TheNinjaSellingPodcast.com Email us at [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 was actually recorded before COVID-19 hit, and it's been sitting on the shelf until Matt and Garrett found the right time to release it. That time is now as it marks the final installment in their 'buyers series'. One of the agents that Garrett has coached for many years, Deborah Lysyshyn from Virginia Beach, Virginia, joins our hosts today to discuss her many years of experience in working with buyers, and how the process she has created recently resulted in her remarkable achievement of winning her office's High GCI Award without hitting the top volume in the office. Deborah begins by sharing her background in real estate and as a Ninja, and describes the 'buyer presentation' which she created years ago, and which she continues to hone today. Throughout the episode, she describes the various elements of the process she follows with buyers, providing proven and practical tips that you can start implementing immediately, and emphasizing the need for thorough preparation, being businesslike, knowing your worth and feeling confident in it. She also introduces listeners to her concept of 'future pacing', a key component in setting expectations for yourself and for your buyer. The vast amount of experience, expertise, knowledge, and advice which Deborah shares today truly renders this episode a master class which must not be missed. Episode Highlights: Deborah's background in real estate and as a Ninja The Buyer Presentation that she constructed The Buyer Contract and setting expectations Knowing your value and charging appropriately The value that Deborah provides and how she handles her fees 'Future pacing' The importance of running your business like a business and preparing yourself and your buyer Deb's effective and efficient process for helping buyers and her advice for new agents Quotes: "Nobody gets in my car if they haven't signed a Buyer Contract…they want me to do the best for them, and I want them to do the best for me." "One of the most important things I can tell people is, 'You know you're going to do whatever it takes, you have no idea how long it's going to take to get there, why don't you make sure that you're getting well paid?'" "I always put them in the position of understanding that none of us are embarrassed that we get paid." "The buyer, basically, can hold that realtor even more accountable, in my mind, than they could if they don't have a contract…there's a benefit to the buyer signing a buyer agency." "I'm spending an hour, hour and a half with them setting expectations, learning about them, finding out what it is they need from me to help serve them at the highest level." "You're answering before you're listening." "The more time I put in with the buyers…the quicker they buy." "Deborah, you are a master at setting expectations." "The thing that makes this work is that you feel it, you understand it, and you know your worth, and you deliver it with confidence." "Prepare, prepare, prepare." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

As the second half of 2020 begins to unfold, Matt and Garrett are seeing some people who are hitting some pretty big wins, possibly even achieving their goals for the year already, while others aren't enjoying quite that same level of success. Today's episode is all about the dangers of falling into the complacency trap that big wins can generate, and stepping back to ensure that everyone is enjoying the journey that they are on in life and business. Starting with the basic question 'What is your goal/mission?", our hosts proceed to look at the dangers of complacency, the value of 'happiness checks', and the importance of enjoying this journey that you are on, personally and professionally. Revisiting your business plan is recommended as you analyze just what is making your business shine, determining where you are in your journey currently, and adjusting your goals as necessary. It is critical for everyone to keep the bigger picture in mind as they build a life as well as a business, and Matt and Garrett share their valuable advice about how to achieve all of this in today's very special episode. Episode Highlights: What is your goal/mission? The dangers of complacency Happiness checks Enjoying the journey Revisiting your business plan What's making your business shine? Working with your goals based on where you are in your journey Quotes: "I find people, when they really get the Ninja systems working for themselves, a lot of times it doesn't turn into an income goal anymore, it turns into a type of business person I am as it comes to real estate. The income is just a crazy by-product of it." "Get addicted to your own journey." "This is the time to re-evaluate." "This thing just keeps growing on itself." "You guys are in the driver's seat of this one." "This is way bigger than real estate." "Enjoy the journey." Links: www.TheNinjaSellingPodcast.com Email us at [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 want to revisit the foundation of Ninja selling – relationships. Whether you are new to the business or have been in it for years, relationships can make or break you - particularly during this pandemic - so sharing information and strategies regarding them is always a beneficial exercise, and that's just what they do in this episode. Matt and Garrett share stories of those out there who are thriving during this pandemic thanks to the systems and relationships they had in place heading into it. They also look at the many different forms of relationships, the need for having the proper intent, how to really make full use of your database, and the concept of 'Flow 360'. They finish by exploring the power of diversification, offer some systems for remembering information about people, and relate the joys of 'the harmonization of life and business'. All businesses are based on relationships, and real estate is no exception. Let Matt and Garrett demonstrate how you can make your life, and by association your business, so much better by fostering sincere and lasting ones between yourself and your people. Episode Highlights: Thriving through this pandemic with relationships The many different forms of relationships Having the proper intent Really using your database Flow360 Diversification Systems for remembering things about people The harmonization of life and business Quotes: "If you stick to your relationships, you'll be totally fine through this time." "You've got a lot of people that have had the best year they've ever had…already hitting their annual goals right now." "I can tell who's really in flow with their database…because right now they're having record breaking months for themselves back to back to back, back." "When you combine all these little touches together, magic happens." "Now that you're caring, now that you're paying attention, now that you know all these cool things, now we can take action." "You have created a perpetual motion machine." "We are in a people business, and enjoying people is a very important part of that." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

As many realtors are discovering, changing times offer the opportunity to step back, take a look at their business and determine if maybe there is something new or different they can do to keep moving forward successfully. One trend that seems to be emerging in this area is that of agents hosting their own podcast, and given their experience in this field, Matt and Garrett have a great deal of valuable information and advice for those considering following in their podcasting footsteps. In today's episode, they discuss some important aspects to consider before starting a podcast, especially having passion and proper intent. They also look at the factors involved in creating a local podcast, how to structure it, and identifying and addressing failure points. Tips for getting started, looking at the merits of offering audio, video, or both, and subtly building your business information into the podcast are all explored as well. The power and reach of a podcast can be formidable – listen in today to determine whether or not hosting one is right for you to continue your quest to share your passion with the world. Episode Highlights: What to think about before starting a podcast Having the right intent Making a local podcast Identifying and negotiating around failure points Structuring a podcast Tips for getting started Audio, video, or both? Subtly building your business information into the podcast Quotes: "It's really easy to get started." "You better have a passion about what you're talking about, and what you're sharing." "There is an opportunity to attract some business through having a podcast…it's massive." "I think you should do everything that you can and feel comfortable with it." "The audio quality is what makes a great podcast." "The value is in the content, not in the fact that you're a realtor." "I think it's just an amazing way to set yourself apart out there, and be able to provide some great value on a very large platform." Links: www.TheNinjaSellingPodcast.com Email us at [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, there are a lot of people out there who are refinancing or buying real estate, and many lenders who have so much to offer. Matt and Garrett are seeing a lot of successes in this area, but also some frustrations, so in today's episode, they've decided to explore the lending side of the real estate business and how to make it a positive experience each and every time. They start by comparing the relative advantages and disadvantages of both online and local lenders, and by looking at the importance of trust and helping clients understand their options when it comes to lenders. They also share some suggestions for what lenders can do to set themselves apart, and how they can work together with agents to ensure expectations are clearly communicated with the buyer, resulting in a successful interaction for all. The ability to generate trust and comfort, particularly during times of stress, is a valuable gift, and today's episode shows you how you can acquire this gift and use it to benefit all of the parties involved in each of your real estate transactions. Episode Highlights: Comparing online lenders with local lenders Helping clients understand their options when it comes to lenders The importance of trust What lenders can do to set themselves apart Ninja for mortgage professionals Quotes: "There are so many more checks that are happening, there are so many more, you know, requirements that lenders have." 'When we find a problem, you need to reframe it as an opportunity." "They need to see a path about how you are going to protect them through this time, or guide them through this time." "Communication needs to go up, especially during high stress situations." "You have such a great opportunity to make so many people look good which is going to make them so happy, which means they are going to refer you as well." "There's things that build comfort into people and we need to…take those steps." Links: www.TheNinjaSellingPodcast.com Email us at [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 world continues to work its way through these unusual times, Matt and Garrett are hearing a lot of information and predictions out there which don't always seem to be based upon hard facts and evidence. That's precisely why today's episode is all about education – educating yourself and your clients - so that you will always have the perfect response to that age old real estate question: "How's the market?". They begin by reviewing some of the opinions they're hearing out there and then dive right into the importance of conducting one-to-one real estate reviews which can provide actual evidence as opposed to the ever popular 'hearsay'. They also share the importance of educating yourself, particularly about your own neighborhood, offer some resource recommendations, and outline what information should go into your real estate reviews. The world has, indeed, offered you the opportunity to contact your people and to educate them about the real estate market these days. Today's episode will prove invaluable to you as you make the most of this moment in history to inform and support them with the absolute best of intentions. Episode Highlights: The importance of conducting one-on-one real estate reviews with your people Reasons to contact your people Educating your people Starting in your own neighborhood Resource recommendations The information to include in your real estate reviews Quotes: "There's very few marketplaces I could put my hands on right now that are seeing a drop in price ranges." "The world has given us another reason to call." "Your intent very much matters here." "This is what makes you the trusted adviser." "It's about looking at facts, sharing information, real numbers, and…opening up a conversation." "Take the opportunity out here right now. Your people want it. They don't understand what's going on, they don't understand how this affects them…educate them, and be their source of information, be their expert." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/

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

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

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

Think you know all about Hot and Warm Lists? Think you've got the perfect set up for managing them? Well, think again, because Matt and Garrett are here today to teach you how to work miracles in your business by showcasing the importance of these lists in generating amazing success. They begin by offering quick definitions of Hot and Warm Lists, and then reveal some common issues that they hear from agents in (mis)using them. Most importantly, they delve into the best practices for managing, storing, and regularly re-creating these lists. As you will discover, this is an area of real estate sales which is all too often misunderstood or underutilized, but by listening to Matt and Garrett's advice in today's podcast, you will learn the keys to creating more value for your clients and connecting to them with a deeper energy. Essentially, you will learn just how to unlock the miraculous power of these highly valuable tools. Episode Highlights: Quick definitions of Hot Lists and Warm Lists Some common usage issues with these lists Managing and storing these lists The Business Tracker Handwriting your list weekly Quotes: "Your Hot and your Warm List is, if understood properly, is like a fish finder." "You don't even have to bring up the real estate, you just have to be involved in their life!" "The opportunity for a referral coming through people who have change is higher, on average, than people who are not going through change." "I have 3 lists that I say are the most important lists to focus on: Hot, Warm, and your Core Sphere of Influence." "Thinking about people…can transfer energy that…might get them to think about you, reach out to you." "Put an hour in, and this could cause miracles to happen in your business." "It's a way to make you highly effective with the time you're given each week." Links: www.TheNinjaSellingPodcast.com Email us at [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 topic is another great one, and it's both short and super important – how to introduce the fact that you are in real estate when establishing relationships with people. While there is no specific script that Matt and Garrett can provide, as always, they have a great number of ideas that can certainly help those out there who find themselves asking this very question. In today's episode, you will discover that asking questions of others, and being sincerely interested in their responses is actually at the heart of overcoming this somewhat 'weird roadblock'. The importance of reciprocating interest, formulating genuine questions, and practicing these questions is also covered, and you will learn more about F.O.R.D. (family, occupation, recreation, dreams) questions and how they work. With the right intention and mindset, actively learning more about the people you meet, and being all in on this learning, will ultimately result in them wanting to learn more about you, generating both real relationships and real interest in you and your business. Episode Highlights: Asking questions and listening to learn about each other Reciprocating interest Formulating genuine questions How F.O.R.D. questions work Practicing asking questions Quotes: "This is a great Ninja thing to do, is to let these people just talk, and learn." "People are naturally reciprocal beings…we're equity sensitive." "Be genuinely interested." "When you let go of the transactions and you focus on the relationship, all of a sudden you get bombarded with business." "We don't talk about real estate unless the other person brings it up first." "The more intrigue and the more interest you show in somebody, at some point it will come back to you." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

Have you ever experienced a level of service so good that it seemed like magic, and you were left wondering just how they did it? Well, that's precisely what Matt and Garrett discuss in today's episode, as they pull back the curtain and let you in on how the highest level of real estate magic and mastery is achieved. Looking at examples of those who are experiencing amazing success in today's market, our hosts reveal that the magic these people are demonstrating now is actually the culmination of a great deal of preparation on their part, as well as working the systems for many years in advance. Matt and Garrett also emphasize the importance of researching your client as thoroughly as your market, and committing to get to a higher level of mastery in the 'tricks' and processes you have already established. Magic is all about the actions and preparation you don't see, but as you listen to today's episode, all will most certainly be revealed. Episode Highlights: Working the systems leads to 'magic' Mastering this art and the proper mindset The time, effort, and work you don't see behind the 'magic' The importance of researching the people you are working with Getting to a different level of mastery in your 'tricks' and process Quotes: "Magic's the feeling – mastery is the talent or skill sets, if you will." "It's not an accident…it's about what you don't see." "How did you find the perfect house for us the first time we went out?" "The way you get the raving fans, the way that people start talking to other people about your show, your process, is to exceed expectations." "Let's shoot for that top, top tier of service so that people do feel like it's magic what we're performing." "What do you want to improve in your business right now?" Links: www.TheNinjaSellingPodcast.com Email us at [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 is one aspect of real estate that is clearly playing out in real time these days, it is that of control – control of your time, control of your business, and especially, control of your process. In light of this fact, Matt and Garrett's topic today is all about the importance of 'pulling in the reins' and taking advantage of the environment in which the world finds itself at the moment to focus in on your process in helping buyers find the property that is just right for them. Our hosts dive right in by discussing the importance of knowing your process, controlling that process (complete with an enlightening 'stagecoach ride' through Garrett's mind), and asking the right questions to ensure that this process will result in success for both the buyer and yourself. They also explore the Ninja Selling tools which can help you establish and implement your process, and they stress the value in addressing the buyer's fears and adjusting your processes to help alleviate them, particularly as the circumstances surrounding the current pandemic evolve now and in the future. People love a process, particularly during times of uncertainty, and today's episode is full of information and advice to help ensure that you take this opportunity to firmly establish yours, and that you maintain control of it so that it will prove highly beneficial to both you and your clients moving forward, no matter what your business. Episode Highlights: Pulling in the reins/controlling the process Knowing your boundaries and your processes Regaining control and asking the right questions Using Ninja Selling tools Addressing buyers' greatest fears and adjusting processes accordingly The opportunity available now to create the best process for you and your clients Quotes: "The highest dollars per hour I think we're ever going to see right now from people's businesses – that's what I'm watching if you pull in the reins." "No matter what business you're in, get control of a process because that's going to help you move people through your service or your product, or whatever it is." "You need to get control. You need to tell these people what the process is." "Own what you're creating right now and make this your new process of how you work with people." "You have so much more control when you have a relationship-built business." "Use this as an opportunity right now to build your processes, get control of your game, and let's go forward." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

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

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

This week's episode can be summed up in one word: empathy. At all times, especially throughout the pandemic and now that everyone might soon be 'released back out into the wild', empathy is, as every Ninja knows, something that needs to be employed sincerely and consistently. It is so important, especially during these uncertain times, and in the times ahead when people will working alongside others again, to put yourself in others' shoes and be understanding and respectful of their situation. In this episode, Garrett and Matt review the importance of employing empathy and understanding with everybody, particularly those with whom you are currently or may soon be doing business. They also offer some practical examples of how you might demonstrate empathy towards these clients when you are able to work with them again, and encourage everyone to build on their empathy practices throughout this pandemic and beyond. Being empathetic and understanding the situation of those with whom you interact will make your business so much easier to handle, and will probably even result in an increase in that business as well. Episode Highlights: The importance of employing empathy and understanding with everybody Some examples of how to show empathy in your business Practicing empathy during the pandemic Quotes: "As a Ninja, the best way to run our business is to make sure that you're using empathy when you're engaging with your clients, and your potential clients, and just everybody in your database." "We don't know what's going on in their history or their family…be very, very, very understanding." "Setting expectations is going to be incredibly important." "Listen, and understand where they're coming from, and vice versa." Links: www.TheNinjaSellingPodcast.com Email us at [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, Matt and Garrett are having a lot of conversations with people who are wondering about their own long-term goals - whether or not they should even maintain them, and if so, how to do it. Today's episode presents our hosts' response to these questions as they emphatically recommend maintaining long-term goals, but focusing on some short-term ones for the next 30, 60, or 90 days, which will continue to help ensure forward progress. As part of their response, they look at ways to break down long-term goals into short term ones, and emphasize the importance of setting goals that are controllable. They also share some of their own short-term goals and reiterate just how crucial it is to continue leaning into relationships these days. While the information and advice shared here today are highly relevant during these unusual times, rest assured that they are just as relevant at any time and for any aspect of life. No one can predict what life and business will look like on the other side of this pandemic, but today's episode offers yet another step forward in helping ensure that you are as prepared as possible for whatever comes. Episode Highlights: Breaking down long-term goals into short-term goals Setting short-term goals over which you have control Some of Matt and Garrett's short term goals Planning to become 'financially fit' Leaning into relationships these days Quotes: "Don't get too locked on the goal. Enjoy the journey." "This is a golden time right now to be playing with the short-term goals." "Start there - the to do, to be, to have, to give - and just start throwing some ideas onto paper." "How can you respond to those situations that you're not in control over and turn it into something that now you can control?" "I don't think there's any time where learning better communication and asking better questions there can be roadblocks, and so if there is, it's ourselves, and we've got to address that." "These are the times that we really need to be internally growing." Links: www.TheNinjaSellingPodcast.com Email us at [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 topic is both a simple and very important one, particularly given the current situation throughout the world: alcohol. As everyone adjusts to the altered lifestyle that has been thrust upon them, alcohol sales and consumption are off the charts, leaving Matt and Garrett more than a little concerned about just how well everyone is doing out there. In this episode, Matt and Garrett review the current statistics and their own observations regarding the rise in alcohol usage, and debunk the myth of alcohol's contribution to business. They also discuss the impact that alcohol has upon so many aspects of a person's life, encourage listeners to find other ways to decompress, and recommend that they take a pause, analyze their own situation, and course correct if necessary. While they fully understand that drinking in moderation is something that is part of so many people's lives, including their own, today's show is their little 'Public Service Announcement' encouraging everyone to exercise self-awareness and to approach alcohol consumption responsibly during this pandemic and beyond. Episode Highlights: Some statistics and observations about the current rise in alcohol sales and consumption Debunking the myth of alcohol's contribution to improving business Finding other ways to decompress It's time to step back, evaluate, and be self-aware and responsible The effects of alcohol on sleep patterns, recovery, weight loss, motivation and productivity Quotes: "Alcohol is not a performance increaser or enhancer when it comes to business." "Is my thought of what might help me decompress impacting my ability to be better energized so I can perform better the next day so I'm not as stressed, and don't need all that alcohol by the end of the day?" "How can I be the sharpest I can possibly be right now?" "If you take the average realtor and you send him to a party, the average realtor will leave with a buzz. You take a Ninja and send him to a party, they'll leave with leads." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

At all times, and especially during times of uncertainty, surrounding yourself with as much positive energy as possible is a key to success, and that's why choosing this topic for today's episode of the Ninja Selling podcast is so very important. Garrett and Matt are both enthusiastic believers in the power this energy holds and they have a great deal of knowledge and advice regarding it to share with listeners. In this episode, our hosts discuss the importance of surrounding yourself with people who will help you move forward, introduce ways to set yourself up for attracting these people into your life, explore the concept of both giving and taking energy, and identify a variety of different energy sources. Overall, they paint a picture of the many benefits of positive energy and its remarkable ability to generate happiness and success in our lives - precisely what we all need during these trying times and beyond. Episode Highlights: The importance of surrounding yourself with people who will move you forward Giving and taking energy Setting ourselves up for attracting the right people into our lives The effects of good energy Finding energy in a variety of sources Quotes: "Find people you can spend a little more time with who are contributing to your positive mindset, your energy." "It takes one bad, weird client out there to sometimes derail an entire week, and it's hard to let go of it." "You all have an incredible positive energy to you." "These are Ninjas…these are the people you want to surround yourself with." Links: www.TheNinjaSellingPodcast.com Email us at [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 one about which Matt is particularly excited since it is all about the importance of working on your mental and physical health, especially during trying times. As we all maneuver our way through the uncertainty which this pandemic generates, it is crucial that we continue to lean into learning how to take care of our bodies and our minds, and Matt and Garrett have some tried and true methods to help you do just that. Throughout this episode, you will learn about the importance of maintaining your personal health and your habits surrounding gratitudes and affirmations, the power that an abundant mindset offers you, and some examples of strategies that our hosts employ to positively impact their physical and mental health which you can immediately implement yourself. Matt and Garrett also highlight the connection between your personal health and its impact upon your wealth, sharing examples of those who are using this knowledge to continue to enjoy success despite the many changes occurring throughout the world in light of COVID-19 these days. Now more than ever, we all want to just feel better about so many aspects of our lives, and today's episode teaches us how we can make that a reality. Episode Highlights: The importance of addressing personal health and maintaining gratitudes and affirmations during these times The power of the abundant mindset Some of Garrett and Matt's techniques and strategies for addressing physical and mental health Quotes: "Your personal health has a significant impact on your wealth." "I am seeing a clear as day difference for the people that are in amazing mindsets to the ones that are not doing their day to day mind activities, and the amount of business they're seeing right now." "We still have to keep our eye on the long term and making sure that we do what we need to do to be in that game and it starts with our own mental wellbeing and our physical wellbeing, for sure." "Now is the time that you want to be performing at your best and so you should be paying attention to that nutrition." "Go out there and thrive right now." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

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

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

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

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

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

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

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

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

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

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

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

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