Ninja Selling Podcast

On today's episode, Matt and Garrett explore the appearance of false flats in the current marketplace, including what they are and how they are affecting decision-making in the real estate world. Along the way, they provide tips on navigating a false flat and keeping your business booming during and after its occurrence. Opening up with a discussion about false flats, our hosts provide a cycling example and explain how false flats appear in real estate markets. They also discuss why many realtors and clients are making wrong calls hastily, and explain how to react when there is a false flat and prepare for what comes after by recharging, refueling, and making your clients aware of the marketplace. You can learn more about this topic and so many more by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all our amazing coaches. Episode Highlights: What is a false flat? The false flat present in the marketplace The importance of appropriate pricing and good photography How to react when there is a false flat Refueling from a Ninja aspect How to make your clients aware of the marketplace Quotes: "After the false flat, many things can happen. You can go around the bend, you can go downhill, or you might continue going uphill." "This false flat timeframe, there are so many amazing conversations that you can be having with your clients, your database, and the people you work with." "A false flat can slow things down. And it could lead to some people trying to get ahead and get aggressive which could reduce pricing." "Doing things in a certain way - launching your listings, guiding your buyers, making sure there's clarity - becomes crucially important during this phase. Keep your mindset strong, because if you don't, if there is another incline that we hit, or if there's a downhill, you're gonna be in the back of the pack." "Your job right now is not to predict how you will be successful in the real estate market moving forward. Your number one thing is to figure out how to help your clients be successful in getting to where they want to go." "During times of uncertainty, during times of change, this is where you get to provide fabled service. This is where you get to be somebody that they are going to look at as their trusted adviser who has deep smarts and understands what's going on. You have that opportunity in your hand right now. Don't miss it." Links: www.TheNinjaSellingPodcast.com Email us at [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 importance of personality types in the real estate world. They discuss the four main categories and give advice on how you can create conversation with clients based not only on your personality type but theirs as well. Our hosts begin with a discussion about the importance of understanding personality types. They explain the Power, Peace, Party, and Perfection categories and how people present in these categories behave. They explain why particular categories are top decision makers as opposed to others which are bottom decision makers. Most importantly, they offer solid advice on how you and your team can recognize and work with the different personality types to ensure success in your business. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The importance of understanding personality types of your clients The four personality types Examining the power category How to handle power clients How do people in the party category behave? The peace category What are top and bottom decision makers? The perfection category Working with the four categories Quotes: "A lot of times it comes down to the personality type that you're talking to and you're working with." "People will just define someone based on a specific personality type and I think we all have something that we're stronger in than others, but if you placed a dot on a quadrant matrix like that, people will be stronger in one, but that they still have aspects of the other personality types as well." "Power people are good at delegating stuff." "There are people who can make decisions outside of a process. This doesn't mean that we should change our process, it means that we need to do the process quickly with these folks as well to get them to a decision point." "The perfection personality type is one of the most challenging to work with as a real estate agent." Links: www.TheNinjaSellingPodcast.com Email us at [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 their ongoing quest to guide listeners to success in the current marketplace, Matt and Garrett are back today to discuss the importance of optimizing real estate reviews. Along the way, they touch upon the reasons behind becoming an expert in this area and how you can gather relevant knowledge on issues that are important to your clients. Our hosts begin by looking at how inflation is affecting the real estate market and explaining why realtors need to become experts in presenting real estate reviews to their clients. They review the fact that real estate reviews are just so powerful and can really lead to great conversations and, ultimately, referrals. Bringing theory into practice, Matt finishes up by sharing his five-step-four-touch real estate review system as well as expert tips you can use now to create real estate reviews that effectively speak to your clients. More practical tips can be yours simply by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How inflation affects the real estate world Becoming an expert doing real estate reviews Sources to cite when discussing inflation in real estate You need to be excited when sharing your reviews How real estate reviews lead to referrals Matt's five-step-four-touch real estate review system Quotes: "People who are doing real estate reviews, this second half of the year, consistently are going to put a big gap between them and the competition" "People want experts in these areas. They want somebody with the deep smarts who can sit down and say 'here's what's going on. I'm not telling you to buy or sell right now, I'm not telling you to do anything. But if you ever had to make a decision about real estate, at least you have the information to make a smart decision.'" "Part of the role of being an advisor is looking for information from multiple sources, understanding what that information says and sharing." "Real estate reviews lead to great conversations, which is going to lead to great referrals from your people." "All you have to do for these real estate reviews is show up, put some information together, call your client and get together." Links: www.TheNinjaSellingPodcast.com Email us at [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 many of you will be well aware, the marketplace continues to see a tremendous change and Matt and Garrett are back to offer more advice about how to survive in the current situation. Today, they talk about the importance of becoming an expert and turning your clients into raving fans that bring new business to you. They begin by running through the present issues seen in today's marketplace, and then move on to talk about the fact that many agents are switching businesses and trying to find the easy way out instead of honing their present skills. Matt and Garrett offer their sage advice to chase the hard business and also provide some steps on how to turn your clients into raving fans resulting in an increase in customer loyalty and referrals. Today's episode proves once again, that, in these days of significant change, our hosts remain reliable sources of calm, consistency, and infinite wisdom. Even more wisdom can be found by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The issues present in the current marketplace Getting new business The importance of honing your present skills Getting raving fans out of your clients How to chase the hard business Embracing learning opportunities and sharpening your skills How to negotiate for your raving fans Quotes: "There are so many moving parts that are happening in our marketplaces right now." "All the new business you want is inside your people, you just need to know 'who are the people I need to be paying attention to?', 'Who do I need to be giving more time to?' And this leads you to people that need your help." "If you want to create maximum raving fans in your business, figure out where the odds are low for your client to get success and become or understand how to help them navigate through that so they can have success." "For longevity of a business, you're actually going to do better by not chasing the easy business because the competition is going to be less at the hard business." "If you want to create raving fans, one of the highest value things that you can do for your clients is go to battle and negotiate for them." Links: www.TheNinjaSellingPodcast.com Email us at [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 importance of building your skill set for a lasting business. The current marketplace has many people shifting their business models and giving reactionary responses to what is going on in the world, however, Matt and Garrett explain that honing your skill set over time and not when there are gaps can improve your business and life. They start the discussion by sharing some reasons as to why you need to sharpen your skill set continuously, and then go on to explain that changing your business model often to adjust to the current marketplace prevents you from becoming an expert. Together, our hosts share a step-by-step model on how you can build a strong skill set through practice, research, and being accountable – excellent practical advice that is as insightful as it is timely. More great advice can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Sharpening your skill set The problems that come with shifting your business model often How to build a strong skill set The importance of practicing your skills How to research the marketplace How to practice accountability Quotes: "In any marketplace, there are certain times that are mindset times, there are certain times to take action and get going, and there are certain times to sharpen your axe, to ensure that your skills are honed in and functioning on a high level." "The truth is, if you have the skills, anything's easy." "I am a questioner. I question everything almost to a fault." "The way I can help guide them is by providing them with all the information so that whatever things are going on in their life right now, they can make a smart decision. That was my number one goal." "If you want to be skilled in this marketplace, get educated right now." "Build that skill set, combine it with that vision that you have, that belief system that you have that your business and your life is going to be what you want it to be, regardless of the rest of the world." Links: www.TheNinjaSellingPodcast.com Email us at [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 society as it is today and how this affects you and your business. They explain both what a reactionary society is and how important it is to not let anything take you away from the path that you want to be on to achieve what you want to achieve. Our hosts start off by discussing the realities of living in a reactionary world - reacting to everything that happens in the society, both the good and bad. They then go on to look at how often what is shared about the marketplace has left many realtors feeling hopeless and downcast simply because they are reacting to negative information. Together, they encourage listeners to concentrate on those things they actually have control over and to get involved if they're passionate about changing the status quo. Matt and Garrett end the episode with a step by step approach on how you can pull yourself out of a reactionary society and focus on the goal you want to achieve, in business and in life. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Living in a reactionary world How to care for your business despite what is happening in society The importance of dismissing the negative Worrying less about what you have no control over Steps to pull yourself out of a reactionary society Quotes: "There's no reason why society and what happens out there has to detract and take you away from the path that you want to be on to achieve what you want to achieve." "We are bombarded by information that's coming in so fast. The way that information enters our world, we can overwhelm ourselves on a daily basis about things that we don't have control over." "I think this is the biggest thing that I want people to take away is don't let the world and society take your belief system away." "What you need to focus on right now is that people need your help." "If you don't understand how to navigate to this marketplace and how to help people be successful when they need to buy or sell? Yes, be scared." "We watched people thrive, their businesses just took off because they realized, "People still need my help right now. I need to be in their world." Links: www.TheNinjaSellingPodcast.com Email us at [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 discuss launching listings, a topic raised by Garrett which hearkens back to an earlier episode. Together, they emphasize the fact that the way people see you do business in launching a listing will represent you and your business. In addition, our hosts discuss how to use your listing opportunity to showcase how great of an agent you are. First, the pair describes what constitutes a superior listing and the benefits of an excellent listing launch. Next, Matt highlights an overarching benefit of a listing launch: it clearly shows your clients that there's a process to what you are doing. Furthermore, you will learn that having a process that you never deviate from is vital as it assures your clients of consistent results and builds brand integrity. Finally, Matt walks through a formula you can use to create an iterative step-by-step process to provide clarity and drive consistent results with your clients. Another way to get positive results is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or, if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What constitutes an excellent listing launch Things to consider in your listing launch Bad habits in launching a listing Benefits of a fantastic listing launch Why process and clarity are paramount in your listing How to create an effective listing plan Quotes "Your next listing is embedded in this listing. How people see you do business in launching that listing is going to be representative of you, of your business. If you don't take care in that listing launch, if you decide that 'Well, maybe we don't need this', people notice." "There's so much more that you do that people should be aware of. Let's not give them a reason to balk at something, to then not have a conversation with you down the road." "This is your marketing piece as a listing agent. When you don't fully launch a listing and just throw it out there, you have the general population say, 'No, I'm not going to use it. I'm paying them how much commission for that? No. Not happening.'" "The other benefit to a listing launch, doing it in a certain way, it highlights you have a process. It also helps you reduce errors that can occur." "Process makes this thing run so much better, which also helps give clarity to the buying market." "If you never deviated from your plan, if you always provided that high level, you're protecting your client so that as you go, whatever marketplace happens, we have this plan that produces consistent results." "Why do those businesses never deviate on their service? Because they know that experience is going to echo out there to either bring that client back or send another client in. And they also want to have brand integrity, and it's easier for them to run that process every time." "If you're going to create fabled service for your clients and you're looking at this as a long-term business, no matter what the marketplace is doing, you need to always stay consistent with the services you're providing." "If you have a process that you haven't been using, go back to your process and use it. If you don't have a process, if you're new to this industry, or maybe you've been around for 30 years and never been consistent, sit down and write out what you would want the ideal experience to be if you were selling your home." Links: www.TheNinjaSellingPodcast.com Email us at [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

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

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

Today, Matt and Garrett chat about price sensitivity and how to position yourself properly when the marketplace seems unbalanced. They also explore the importance of pricing your listings properly and how to adjust as soon as the marketplace shifts. To kick off the conversation, Matt and Garrett talk about the necessity of pricing properties, and Matt goes on to explain his 'using the freeway' analogy of pricing. Noting that the market is currently a seller's market, our hosts outline the tools you need to position yourself properly in the market and why you need to gather knowledge about price sensitivity and the role it plays. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The skill of pricing properties properly The freeway analogy What happens when you price wrongly? Important tools to position yourself in the market Understanding price sensitivity Quotes: "The necessity of pricing properties properly has never gone away." "We're seeing a lot of issues around price sensitivity because people aren't paying attention to their position on the market." "Be aware of the sensitivity, gather information, use the tools." "Positioning matters, because the prices are sensitive." "This is good knowledge for you to have. It puts you in the top echelon of your realtor colleagues, for sure." Links: www.TheNinjaSellingPodcast.com Email us at [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 explore a topic which was brought up in the Ninja Selling Facebook community - the right way to network. Together, they review the perks of networking and how professionals can use networking groups to their advantage. Our hosts also go on to talk about using Ninja strategies to grow in members only, exclusive groups, and share with listeners the importance of finding ways to help others in these groups and not just center only on having referrals. Lastly, Matt and Garrett offer advice to those looking to join similar groups and those already in them on how to make the best use of these groups. Today's episode exemplifies just how valuable joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook can be. This is a community where you can share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Examining members only, exclusive clubs How to use Ninja philosophy when you join these groups The importance of helping others in the group Advice to those networking in exclusive groups Quotes: "If you're joining that group, are the people in there people that you would be proud to refer your people to?" "These types of groups are great platforms to take everything that we have in Ninja and apply it to the groups." "If everybody's there just to collect referrals, we've got a problem upfront." "This is all about business-to-business connections, business-to-consumer connections." Links: www.TheNinjaSellingPodcast.com Email us at [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 discuss the stress and anxiety levels found in business owners due to lack of tracking of their business data. They review the importance of knowing where you stand in business, how the pandemic has affected many business owners, and more importantly, how to track your business data. Our hosts open with a discussion about why many business owners battle with stress and anxiety. They share why many are scared to know where they stand in business and why this is ineffective and affects them in the long run. Together, they close out this timely and timeless episode by sharing tips and advice on how to check your business data regularly and why you should start now. You can't afford to miss this one! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to reduce your stress and anxiety levels concerning your business The importance of knowing where you stand in business Why you need to check your business data regularly How to track your business using the Ninja Selling Business Tracker Dismantling the bad habits created during the pandemic Quotes: "People rely more on the people they know, like, and trust. Rather than just going to a stranger, they would much rather talk to a friend and get a referral." "If we were paying attention to where our business was going all the time, then we would be better aware, and we'd be able to control the emotions associated with that." "You're not going into your data to find problems. You're going into your data to find successes." "We get attached to the outcome of everything, and we shouldn't be attached to the outcome of anything." "Having systems, having processes, makes everything easier. If you're not tracking the results of your business, you may not be setting up your autoflow appropriately, you may not be organizing your warm list appropriately. And if you are conscious and aware of the results, you're going to be more aware of what's leading to those results." Links: www.TheNinjaSellingPodcast.com Email us at [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 discuss why buyers tend to wait for price drops and how you can offer them clarity by asking the right questions. They cover events that cause massive movements in the market and how to discover the 'why' when buyers ask "What if the price drops?" In exploring this topic of price drops, our hosts explain that massive drops in the market are usually a result of economic downturns and other events. They also break down why buyers play the 'what if' game and how you can ask questions that will help bring clarity to your buyers. In fact, looking at buyers' questions as a fun opportunity to explore with them will provide greater transparency and clarity on any topic, and will only help to strengthen your all important relationship with them. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What happens when prices drop? The 'what if' game buyers play Answering the right questions about price drops Questions to ask buyers when they opt for waiting for price drops How to offer your clients the clarity they seek Quotes: "If prices go way down, there's probably something else going on with the economy." "Once you understand that real estate is not a commodity, you only lose the money if you sell." "As their realtor, you're not there just to search for homes for them. You're there to help their whole game plan." "You're talking to your buyers like 'Let's go and look and see how can we get you in a home if that's what you really want to achieve. And let's take a look at this wish list. And maybe we don't need all those things right now, because you're probably not getting them with what you're renting anyway.'" Links: www.TheNinjaSellingPodcast.com Email us at [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 are back with another episode, and this time they're discussing the market scooch and how sellers and buyers alike affect the market. They cover the importance of listening to activity levels in the market and why sellers need to adjust prices according to the market. Together, they explore the ongoing market scooch and the learning experience that is being sped up for younger agents. Our hosts also talk about the need for sellers to set suitable pricing depending on whether they are getting offers or not. They then go on to advise sellers to also discuss with buyers and their agents whenever they do and do not write offers, in order for this to inform their next strategy. Listen in today as Matt and Garrett provide guidance that will allow you to navigate the current market scooch, and continue to work toward your own personal and professional success. And don't forget to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How sellers affect the ongoing market scooch The rate at which new agents are gaining market experience Listening for activity levels Making adjustments after following the market closely What does pricing on the bridge mean? Understanding why buyers decide whether or not to write offers Quotes: "You need to listen to the buyer pool and you can't hear the buyers talk until you are playing the game. Until you're out there now." "The learning opportunity for younger agents by years in the business is so incredibly steep right now." "Buyers are smart. And this is why we want to listen to them. Because they know the marketplace better than everybody else." "This is just being the best agent you can be." "Appreciation is still happening. Properties are still selling." Links: www.TheNinjaSellingPodcast.com Email us at [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 a quick episode today as they speak to you from the past (it'll make sense when you listen)—from about two weeks ago—regarding a trend they're currently seeing in the marketplace. They are confident that their topic today will still be relevant when you listen so make sure not to miss it! Matt refers back to the previous episode where "market shift" was discussed as a term that neither he nor Garrett like, or that they believe is happening, opting instead to call it a "shimmy". And one of the "shimmies" our hosts are both seeing in today's market is the return of contingency sales. They are coming back onto the scene, and they are not flukes; they are happening more and more frequently again. So pay close attention and let Matt and Garrett remind you why the Ninja Path and the processes Ninjas establish will work, regardless of any "shimmies" or "shakes" in the market. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You'll find a community of over 8000 Ninjas who collaborate, ask and answer questions, network, and more. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: Understand why noticing the lily pads on Day 15 (versus Day 28) is key Be open to contingency offers Why this is a good time to work your warm list Why buyers' agents should partner with listing agents The offers being made and entertained Stop being lazy with negotiations Quotes: "One of our jobs as a Ninja is to see if we can get ahead of seeing the change happen so we can really be a true trusted advisor to our clients." "Contingent sales are starting to come back into the offers that are being written. And this is going to change the game a little bit." "You just need to start to open up the conversations with them because buyers love to buy, but they won't buy if they're confused. And this marketplace has been super confusing for buyers out there… Show them a path, show them an opportunity here." "The longer people sit on life changes, the more pain it creates, the more they want to make that move happen… You give them a solution." "I'm super interested in watching the different types of offers that are now starting to come on the table, and being entertained… Don't blow them all out of the water. Just because you haven't seen them in two years doesn't mean they're bad offers." "Go explore that. What is that home sale contingency? Learn about it. This is just stuff you should be doing as a good negotiator anyway… Some people have gotten a little lazy with their negotiations over the past couple of years because the offers have just been so darn good, so darn clean, that it has made it easy to negotiate." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Leave a voicemail at (208) MY-NINJA Featured Article https://constructionphysics.substack.com/p/is-there-a-housing-shortage-or-not?s=r Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Today's episode was inspired by a conversation with Kevin McCarthy, an agent in Austin Texas, who experienced an 'aha moment' at a recent installation. Kevin came away from that installation with the idea to 'five-step everybody', not just when making outbound calls, but really with as many people as he can in his daily encounters. So, what is the five-step calling process, and what's the impact it can have on your business and your personal life? Listen in today, and Matt and Garrett will explain it all to you. They begin by discussing exactly what the five-step calling process is and what the different steps are. They go on to emphasize that the process can work not only for business calls, but for casual interactions as well. The five-step calling process is a tried and true Ninja strategy, and today you can enjoy your own 'aha moment' as Matt and Garrett lay it all out for you and provide you with an interesting perspective on it that can enhance all of your interactions immediately. More great 'aha moments' can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What is the five-step calling process? Can the five-step calling process work for inbound calls? How the process causes you to ask direct questions The benefits of using the process for coaching Quotes: "I'm just going to five-step everybody." "What it forces you to do is ask questions. At some point, at least twice in this interaction, you're going to be asking pointed questions about them." "This is the opportunity that allows you to grow so quickly in your relationship categories." "Every single coaching call should be looked at as a five-step calling process." "It's a totally different relationship though when you ask the FORD question on both sides of this information that you're giving them." "Maybe instead of calling it the five-step calling process, we should now rebrand it the five-step conversation process or the five-step interaction process or something like that." Links: www.TheNinjaSellingPodcast.com Email us at [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 episode of Ninja Selling, Matt and Garrett discuss offer review deadlines and how they impact the realty industry's integrity and operation. The topic came up during one of Garrett's coaching calls with Liz Davis up in North Bend, Washington, and turned into such a great conversation between our hosts that they decided it just had to be recorded and shared with listeners here today. Referring to offer review dates in relation to the frustration that buyers and their agents experience when a house on the market is under contract before its deadline has come around, Matt and Garrett weigh in on why realtors need to be upfront with their policies and practices when working with sellers. They acknowledge that, while the client and agent benefit from deadlines that promise that a house will be under contract within a shorter, finite period of time, it's also true that poor communication between the seller and real estate agent can prohibit these standard practices from taking place. They discuss what to do if a review date yields no offers and subsequently how to enforce boundaries with sellers so that they don't jump on an offer prior to your agreed upon date. Matt and Garrett close today's podcast with a brief note on referral based businesses and how you can use success as an agent to delineate boundaries and set transparent, upfront expectations with the seller. You can find the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join a community of Ninjas sharing ideas, asking questions, and networking. If you want to leave more direct feedback, leave a voicemail at 208-MY-NINJA. For additional information about upcoming open installations, visit Ninja Selling Events. Lastly, Ninja Selling Podcast also offers coaching. You can learn more about the program and sign up at Ninja Coaching. Episode Highlights: How to maintain realtor integrity in the industry What an offer review date is Buyer Frustrations when a house is under contract before the deadline Why we have offer review deadlines Why sellers and realtors need to be more up front Pros and cons of offer review dates The importance of up front communication How to enforce boundaries with sellers Quotes: "Is there a conversation that comes up about what does it mean to truly have an offer review date? Do we want to honor and follow it? I think that conversation needs to be had up front." "If you put it out there, this is the game that's being played here right now, and then all of a sudden, the rules change halfway through the game; what it makes people not do is trust the game. They don't trust the game anymore." "The golden reason that the offer review date was started was basically saying, "Look, we can get this wrapped up in three days, you know, we can put it out there, we'll review all offers on this date, we'll have a group that we can look at a batch, we'll pick the best one, and we'll be done." "Even if your seller went around you, they're still going to blame you. I mean, the agents always are the ones that get blamed." "Look at the auction versus offer deadlines scenario here too, because part of having offer deadlines, a lot of buyers might be assuming, 'Okay, this is it. We're going to submit our offer, and then we're gonna hear a yes or no.' But then the counter offer comes back.—and what are the expectations of these offer deadlines?" "It almost gives more flexibility as a listing agent and a seller to get a property on the market and see how it starts. Then, you can establish some new rules, because then you can negotiate things as they come in." "As a buyer's agent, you've got to be aggressive. As a listing agent, you've got to be transparent." Links: www.TheNinjaSellingPodcast.com Email us at [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

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

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

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

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

These days, Matt and Garrett are hearing a lot of talk around inflation, what's happening with money out there, and what people should be doing with their money. In light of this fact, and hot off their discussion about market narratives in the previous episode, today they have decided to chat about inflation and its impact on the real estate industry. Together, they explore the inflation occurring and how that is reflected in the stock markets, and they also discuss why you need to start conversations around financial literacy and investing in real estate, and to seek out a professional when needed. Listen in today to learn some tips for real estate investing, and to understand the importance of financial education and the recent trends in the conversion of commercial properties into residential spaces – you'll be glad you did. You're also invited to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The state of inflation currently in the world How inflation affects the real estate industry The edge real estate investing has Why you need financial education What happens when institutional money piles up in real estate Commercial buildings being converted into residential spaces Starting conversations around investing in real estate Quotes: "The other option is underneath your mattress, that's not a good place to put it during inflation." "If the real estate market goes down, what's the worst?" "If I had some money, I'd probably get into development, it'd be really, really a fun place to build some new homes, make some dreams come true. " "This is one of the ones that is affecting a lot of people out there and it's going to affect a lot of people out there and they are going to be thinking, 'How can I be creative about this and who are my trusted people in my world?'" Links: www.TheNinjaSellingPodcast.com Email us at [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 talk about marketplace narratives. Before 2020, we saw different areas having different marketplaces, everybody was going through something different. When COVID hit and with all the lockdowns happening, the playing field was leveled. The housing market, inventory, multiple offers, and competing bids were all similar, but now at the end of 2021 and beginning 2022, people are starting to build their own stories, and today's episode explains how they are doing that. The hosts begin by clarifying that just because people are creating their own stories in the marketplace does not mean that the marketplaces are now special. A marketplace being different should not necessitate different systems. They talk about what is creating the narrative, what is impacting the housing market, how people are setting the narrative, and how agents are bringing the narrative to their clients. The hosts' major highlights in this episode is what the narrative is, if it matters, comparing it with the past, and when there's a new variable in the marketplace, people need to adapt and adjust. Matt and Garrett finish up by looking at the concept of overpaying when somebody finds enough value to pay a certain dollar amount, noting that attaching value helps in owning your narrative, and highlighting how it is important to have a process in your business so that you do not waste time spinning your wheels. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How marketplaces are developing their narratives The housing market through the years Different marketplaces do not mean different systems The narrative and the collective self-talk impacting the housing market The impact of the water cooler talk What the market looks like when you go out and show homes How to adapt and adjust when a new variable hits the marketplace The concept of overpaying Owning a narrative The importance of processes in your business Leading into stories and understanding them Quotes "No matter how the marketplace is changing, there's always a market to sell homes. There are always people that need help buying or selling to get from point A to point B." "If you're getting stuck on with your clients, go sit down with a couple of agents, go sit down your managing broker, go talk with a lender and figure out what that adjustment and interest rate means to your clients because it's not going to push them out of being a buyer right now." "There's a group of people in every given marketplace that needs help and that's the focus everybody needs to have. That's the energy you need to have." "We have to be careful, when we look at the market and understand the story that the market is telling. We need to buy into a particular part of that story, and make that our narrative, and then expand on that." "Everything has value to the person that has decided to put their money in it." "We have this opportunity to help people set a mindset when it comes to the life they're going to live in their home." "Our role as agents and brokers is to help people get from point A to point B as Larry says, 'From the life they have to the life that they dream about.'" "Your job as a realtor is to help somebody understand the game of real estate currently as it sits in the marketplace and how to be successful." "The reality is that we just get to control the process. Every marketplace is different." "If you're going to be a powerful, trusted advisor for somebody, your job is to figure out what the game is right now, help how you can guide people through it, and find the people that need help being guided through it. And you're going to be great." Links www.TheNinjaSellingPodcast.com Email us at [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

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