Ninja Selling Podcast

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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