Ninja Selling Podcast

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

Larry Kendall is back again to join Matt and Garrett on today's episode. In addition to his many, many achievements, Larry, as most of you will already know, is the creator of Ninja Selling, so you can be certain that he has a massive amount of experience, knowledge, and advice to share. This time around, he and our hosts explore great migrations of the past and present as well as their impact upon the world of real estate. Larry starts by discussing great migrations throughout the years all the way up to the most recent one where COVID and lockdowns have triggered early retirements, cultural shifts, and people moving from the city to smaller communities, and vice versa. He also emphasizes the importance of your database, the power of realtor referrals, and the adjustments that home builders are making these days. Larry finishes up by delving into how kids' education has been diminished by COVID, identifying what drives the real estate market, and reminding everyone that helping people make good decisions is part of our responsibility. Each and every time that Larry joins the podcast there is just so much wisdom to soak up, and, as you will hear, today's episode is no exception. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The First Great Migration in the United States. The Second Great Migration from farms to cities. How COVID has triggered the Third Great Migration. The move from the city to smaller communities. How resort communities are being overwhelmed by the move. The broader economic impact of the move. The Migrations impact on commercial real estate. The effectiveness of remote working. The importance of your database. What people should consider when looking for a place to live. An employee's income and their cost of living. The adjustments home builders are making to floor plans. The importance of the buyer interview. How the quality of education has been diminished by COVID. What drives the real estate market. Quotes: "A lot of people are deciding and realizing 'I can work anywhere. If I can work anywhere, then where would I want to live? I used to have to go to work. Now work comes to me, and I can live anywhere.'" "The research that I've read on remote work is that, depending upon the type of work that you're doing, there is less productivity, anywhere from 20 to 30%, less productivity. When people work at home, they get distracted." "If your work was in a big city and you had an hour commute each way, two hours a day, you can make up for that loss of productivity by working more." "63% of the people who were on a Zoom call, even if they have the camera on, they are shopping online." "You need to be more in tune with where your people are migrating to. Are they migrating across town or are they leaving the community? And if they are, you need to set up a referral for them. You also need to replace them in your database." "People are analyzing now more than they've ever analyzed." "Millennials have spent seven years longer in apartments than previous generations before they came out to buy houses. And many of them are in luxury apartments." "We always say the buyers are the smartest people in the market, and when it comes to the product available in a new market, they are smart on the product, but they are not knowledgeable on how that location works for them." "We work with a lot of builders and help them design neighborhoods and houses. We try to keep our finger on the research, and the number one amenity that people want is access to a good place to walk, a walking trail. They would rather have that than just about anything." "We're watching people make a move and realize that it's a little bit different. Their evaluation of this new environment that they're in is happening very quick and it didn't quite fix their pain, and need something a little bit different to make that work. And all of a sudden, two years, one year, they're picking up and moving." Links www.TheNinjaSellingPodcast.com Email us at [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 bring up a great topic in today's episode about 'holes in the boat'. It's a good time to step back and analyze how your business was built, if it needs repair or if you need to add new things to fix it. Many real estate agents don't realize that they have a lot of pieces supporting their businesses that, if repaired and brought up to date, would erase the need to add even more pieces. In light of this, our hosts take this opportunity today to explore ways to keep your business ship-shape and sailing full steam ahead. They begin by explaining that when coaching real estate agents, it is important to look at the foundational activities in the business plan, and clarifying the extent to which social media and its tools are useful to your business. Garrett emphasizes that analyzing your business will help you identify the hole that needs to be fixed and why it is better to fix the hole than to try to add a whole new system. Together, Matt and Garrett highlight Mark Johnson's grading system which can help you step back, analyze the foundation that you already built, and determine if and where any holes might exist. They also go on to emphasize the importance of leaning into the relationships you have and how that can lead to even further relationships. In essence, today our hosts are motivating you to determine how sea-worthy your business is, what kind of vessel it is you're sailing, and where its holes might be, because having certain things patched up properly will ultimately help not only keep your business afloat, but ensure that it maintains its steady course toward personal and professional success. Don't forget to sail on over to the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The importance of analyzing your business. Identifying the holes in the boat. Fixing the holes versus adding new systems. Why you need to build a strong foundation. Mark Johnson's grading system. Your intention behind using social media matters. Why it's important to maximize your relationships. How seaworthy is your business? The type of vessel you're sailing. Where the hole is in your business matters. Why you need to patch things up in order to grow your business. Quotes "How much more stuff do you want me to teach you that you're not going to do? You could very easily go grab more systems that you're really not going to implement all the way." "I enjoy coming up with creative educational content. There's a desire not to necessarily be 'tik tok famous', but to reach more people through a form of education versus looking at strategies as a way to create a business, which might drill another hole in your boat." "Do you have an ocean-going type vessel that can handle the rough season and handle storms and also be out there and enjoy the sunsets, the beautiful calm water? I think it's an interesting way to look at the foundation of your business." "Mark Johnson's grading system becomes very handy because you can start to see and assess your boat, even when you're at speed you can know there's a hole here and you can decide what you want to do with it." "We have people that run really successful businesses without doing all of the systems. They may not have the real estate reviews happening, they might have the notes happening, and, as they're running at speed, they try to fix that hole in the boat and it's not necessarily the best use of energy." "This is what's fun about one-on-one coaching, we get to identify a hole when somebody starts panicking and wants to do different things they've never done before." "Even if you're not doing certain systems, there may not be a hole in your boat which is important to acknowledge. "When I start a coaching relationship with somebody, one of the things I always tell them is my goal is not to get you to do all the systems 100%. My goal is to get you to create a foundation that's going to allow you to create the goals that you want to create, and as long as you are working in alignment and the business is flowing in a direction you want, you're doing the things that are creating calm and peace in your life, hitting the numbers that you want to hit, enjoying this business you're creating, that's a solid built boat." "When you have the vessel built properly, you can go after big goals." "We have a water pump in the boat pumping out the water. If a hole is small, and the pump is good, we won't notice the hole, that makes up for the hole. But if you keep poking out this thing, and the hole gets bigger and bigger and bigger, that pump is eventually not going to be able to pump out all the

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

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

We're 10 days into the new year and Matt and Garrett have a question for you: "Are your actions reflecting the plans you set for the new year?" In today's episode, our hosts highlight the power of compound effects and frequent check-ins with yourself on how far you have come with your goals. Matt and Garrett discuss the importance of putting in the work, those actions that will get you to achieve your goals for the year. They also review setting health goals and applying this technique to other areas of your life. The power of checking in and evaluating if you're in alignment with the goal you have set is necessary, and Matt and Garrett touch on this subject as well as shared goals and the power of compound effect. You owe it to yourself to check into this important episode and make sure you are on the right track for personal and professional success in 2022 and beyond. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Why your actions should reflect the plans you have made for the year Setting health goals for the year and checking in frequently The power of shared goals The compound effect of the little things Quotes: "Are your actions speaking on behalf of that plan you set or are they speaking about something else?" "Your actions are speaking so loud, I can't hear what you're saying." "If you want to make excuses, that's fine, but your goals don't give a crap about your excuses." "If the future is all made up, what do I want to create? How do I want this to look?" Links: www.TheNinjaSellingPodcast.com Email us at [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 the referral tree, a handy little system that helps your flow and helps you discover who your true raving fans are. Real estate agents running a referral-based business have a way of keeping track of the people that have taken care of them in their business, but many people do not have a clear way of going back to all the people that have given them these gifts over the years. It's important to analyze what has caused your business to be what it is, what has caused referrals to pour in, how you can take care of these people, be in their world and reconnect with them, and that's precisely what our experts run through with you here today. Our hosts explain that managing a database can be hard enough, depending on how you do it, but it is something you definitely need to keep track of. They explain referrals and introductions, as well as the risk that the person is taking by handing you a referral. They delve into how we should treat the people who refer business to us, what the foundation or structure of the referral tree or garden looks like, and which people should get your real estate reviews every year. Matt shares a book called Embracing the N.U.D.E. Model, explains that the number one reason people make referrals is that they know you are going to make them look good, and encourages you to look for opportunities to create social proof without looking for sales. Today's conversation highlights that these referrals are an opportunity to show rather than tell, and emphasizes the importance of starting to make your referral tree and, just as importantly, to keep taking good care of it. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to discover your raving fans. A way of keeping track of the people that have taken care of them in their business. Managing a database and drawing lines between relationships. What is a referral? The difference between a referral and an introduction. The intention and need of the person being referred. How we should treat the people referring business to us. What does the foundation or structure of the referral tree or garden look like? The simplest thing you can start to do with a referral tree. Embracing the N.U.D.E. Model. The reason people want to refer. Creating social proof without being looking for sales per se. Referrals are an opportunity to show rather than tell. Getting down to making a referral tree. How referrals are made versus word of mouth versus introductions. Taking good care of the referral tree. Quotes "The more connected you are, the more social you are." "What I love about the referral tree, per se, is you get to go back and say, 'Okay, Matt Benelli just gave me a referral. How in the world did I meet Matt? Matt was referred to me through somebody interesting.' Another branch like this is a new offshoot going back towards the trunk." "The stronger a referral is made, the better the referral is handed off. Word of mouth versus actually making the connection creates social proof around why Garrett is referral-worthy." "Where I usually watch referral-based businesses grow exponentially every year without getting very expensive to run, is because those referral bonds do get stronger and stronger. The more social proof they have, the more that they can see the good work done." "There's an underlying structure, that if you choose to take the time to go figure it out, to slow down with your database, to look at all the people on there, you will find this support structure that lies inside there." "If you were to set aside 5% of your gross commissions specifically to take care of the people that are referring you and support your business to do something nice for them out of the blue, this would give you a group to love on." "These people value your business; they see it as a value to other people. So continue to give them reasons to value it." "Real estate reviews are a great place to lean into this, have that opportunity to talk about real estate and continue to be their person." "If you focus on your referral tree and focus on those people who have sent you referrals you get to create a different level of energy with that group of people that are connected to your business." "You are the trunk of this tree, the stronger this trunk is the more people understand who you are, what your value is." "Every single person here has put their stamp of approval on you." "Take good care of that tree, make sure it has plenty of water, some good nutrients, plenty of sunlight, all the good things that a tree needs to be healt

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

Following up on their conversation from the last episode regarding core values, today, Matt and Garrett dive into two aspects surrounding goals – setting them and walking in alignment with somebody who achieves that type of goal. Along the way, they share some goals that might push some people's realities and beliefs, discuss why sometimes people do not want to sacrifice their lifestyle to 'hit the number', and Matt talks of a gentleman that he has coached over the years whose goal was to do $100 million in volume. Together, our hosts highlight the fact that good managers and brokers should be helping people to understand what the limits are out there and to push those limits of what is possible. They also advise that good coaches should constantly ask people what they believe, and what their reality and mindset are, and that you should not be paying attention to the limiting beliefs that come into your goals, but rather setting the goals you want and believing in them. Matt and Garrett also offer the sage advice that anyone who has not been to some of the core classes that are offered through Ninja Selling would do well to check out the Ninja Selling Installations. Another great idea, of course, is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Setting a goal and walking in alignment with it The power of manifestation How some goals push some people's realities and beliefs Jack Canfield's story How do you make sure you're setting a goal and walking in alignment with it? Jette Youngblood's success story Put the goals out there no matter how much they scare you Is the real goal to have the lifestyle or hit the number? A gentleman whose goal was to make $100 million Social proof can both be helpful and challenging The actions that can help you achieve a big goal How good managers, brokers, and coaches should be helping people What is your reality, mindset of abundance versus scarcity? Limiting beliefs that come with setting big goals Quotes "Your power of manifestation causes you to take action in subconscious ways." "If the plan and actions don't align with your core values, then you're going to have a lot of trouble potentially hitting that goal." "You can do this. Believe in this… it's up to us to fill ourselves with that affirmation." "We need to make sure there are certain systems put in place and certain expectations put in place so that you're not walking outside of the lifestyle to hit the goal, but instead, staying true to the lifestyle while the goal is being hit." "If you really, truly believe in it, you're gonna have to put a little extra work into that belief. You're probably going to have to do a little extra work on your affirmations, your visualizations, your vision boards, your meditations, whatever it is, but that work is worth it." "We have been watching an office trying to break a million dollars in residential real estate for years. All of a sudden, they had four people do it." "Choosing one data point to prove a scarcity mindset has sent a lot of waves through a lot of people who are like 'Oh, my goodness, what's going to happen?' You know, instead of either finding another data point that supports a belief system or saying, 'You know what, I don't care. I'm still gonna do it. I believe that I can.'" "Believe in your goals. Set the goals that you want to hit, and believe in them, and you might see some crazy stuff happen." Links www.TheNinjaSellingPodcast.com Email us at [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 are all about core values – a topic they have chosen since they have seen a lot of companies seemingly lacking them. They explain that core values could be something as simple as your belief system and, while many companies have core values, they may not be sharing them in a way that ensures the actual people of the company are hearing them. Our hosts insist that core values should be used as a guiding light in terms of how you interact with your agents or potential clients. They begin by discussing why it's important to stick to your core values, why a lot of people and companies struggle with developing them, and a good way to start developing and defining these core values. Matt and Garrett also explain how core values can perform for you daily, especially if you walk in alignment with them, because when it comes down to hard decisions, those without them will choose money as the decision point versus service, resulting in agents who start to go for whoever will pay them the most. Matt recommends Delivering Happiness, a book by Tony Hsieh that explores the importance of core values, and the episode finishes up with inspiring stories about Zappos and Tim Ferriss – bringing to a close yet another Ninja Selling podcast of infinite value to all listeners. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The lack of core values The definition of core values could be something as simple as your belief system Why you should stick to your core values How clear are the organization's core values being given to the actual people that are the agents of the company? Why do a lot of people and companies struggle with developing core values The core values of Cadillac A good way to start defining core values How core values can perform for you daily Walking in alignment with your core values Service versus Money Delivering Happiness by Tony Hsieh Quotes: "The definition of core values could be something as simple as your belief system." "If you're a leader of a company, have these core values to make sure that you're using them as a guiding light, in terms of how you interact with your agents, with potential recruits, and your staff and everybody." "I think one thing you have to understand is that there is going to be a certain amount of dissonance that's going to happen between your conscious and you're nonconscious when you start exploring core values." "When it comes to me working as a business, my real core value is to help people achieve their goals and build the life of their dream." "We all have fears, but we do not let them stand in the way of our achievements for ourselves and others." "Consistency is showing up and doing the things that you say you're going to do for others." "You can use a core value as an analogy of the bumpers in the bowling alley. When you're steering, heading towards the gutter, and you have a choice to make, you can use your core value as a bumper to set you back on track." "If today is your last day on Earth, and everything that you've done, to create a legacy is gone, any teachings, writings, all those things, they're gone, and you have nothing left. However, you have a pen and paper with you. And you can write down three truths, three things that you know, to be true, that you want people to know, what would they be?" "Understand that energy is contagious, and the energy that you put off is absorbed by others, and vice versa." "When I look at core values, it's a foundation that everything is built off of." "You need core values so that when things like a global pandemic arrive, your core values help you keep your ship on the right path, and it helps you make the hard decisions." "Instead of just running, have a conversation with them, because you might find that the core values still are there." "The best way to explore core values is: one - through self-reflection, then second - through those open conversations with your current leadership, because they might surprise you. And you might surprise them, and you might be able to go down a wonderful path together." Links www.TheNinjaSellingPodcast.com Email us at [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 going to talk all about expenses. They have been asked numerous times about what normal expenses in running a Ninja business are, and they have realized that there are a lot of variables around this question, so that's what they are bringing to you all today. In this episode's discussion about expenses and scalability in the real estate business, Matt explores in detail the value of hiring a good assistant as your business scales and Garrett speaks of how the best assistants are integral to the real estate business and are seen as partners, not just subordinates. The two go on to share how having a great assistant is pivotal to your business, even if it means paying more. Matt delves into how investing in each person in your database creates exponential growth and recommends spending $3 per person in the database. A case in point is Tami Spaulding spending $30,000 a year sending postcards to people in her database and making $700,000. In essence, today, the hosts show how investing one's expenses in maintaining and building quality relationships trumps lead generation tools in creating referrals, and offer their valuable advice about how you can achieve this in your business. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What percentage of income should be spent on expenses in business Why hiring a good assistant is a good idea, even if it means paying more A case in point of a great expense is Tami Spaulding spending $30,000 a year in postcards and making $700,000. Though not easily measured, maintaining and building long-term business relationships creates exponential growth. Expenses to invest in for a long-term return on investment Understanding the value you offer You can look at each component of your expense as business partners even though they may be services or products and not people Investing in each person in your database spirals into exponential growth Quotes "Let's say your expenses are 5% of your total revenue, which gives you a gross margin of 95%, which is crazy, right? But you might also be working your butt off. You may not be taking a vacation. The hours of work might be absolutely astronomical, whereas somebody else running 20% expenses has more time." "You have to figure out what you value and where you are and where that marries together." "The best assistant I've seen is when the agent looks at the assistant, and instead of being like, 'This is my assistant below me,' he's like, 'This is an integral business partner that I have that is specialized in taking care of this part of my world and this part of my business.'" "If a component is making your business run more efficiently over the course of a year and making you more money and more life at the end of the year, then that was a great investment. If not, you need to rethink that." "Exponential, that's the thing a lot of people don't understand. Every single person you add in adds an exponential growth." "If you invest your expenses into things that help you maintain and build quality relationships, it's going to be very hard to measure the ROI, but you're going to see the results in revenue growth from that entirety of the investment." "It's nice to know those numbers. That's comforting. But it's also not as scalable because you can't all of a sudden invest more into that lead generation tool and have those leads that are generated create referrals for you." "The real return, which is very difficult to measure, comes from investing in things that help you build, maintain, and be in front of those relationships you already have." "Anything that gets you having conversations can be your highest rate of return per dollar output." Links www.TheNinjaSellingPodcast.com Email us at [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 talk about what you need to consider when planning events. They advise you to analyze the goal of the events and tailor your plan accordingly. They encourage breaking down the plan and paying attention to the people you're going to invite, how to invite them, whether you should call, mail, text, video, or email, the photography at the event, follow-up after the event, and other aspects. In addition, they share stories from life experiences about event planning. What stands out of the discussion today is that the small and frequent events are more intimate and valuable in attracting and connecting with clients and referrals from a business point of view. Garrett kicks off today's discussion by observing how people today don't look forward to events because they take a lot of work to execute well. Matt then connects this tendency to today's trend where people are scaling down the size of events but increasing their frequency. They highlight how not everybody's comfortable being in massive groups of people and how their decision on whether or not to attend an event is dependent on who else is invited. Matt and Garrett encourage simple, small, but frequent events as these are intimate, easy to organize and repeat from one quarter to another. They spell out that you can make it as simple as scheduling quarterly wine tasting at the wine bar down the street, going bowling, or ax throwing. The hosts finish up by discussing why you need to break down your events planning and emphasize the essence of making an invite phone call and RSVP. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The perks of small, simple, and frequent events The baggage with a big event Event planning trends Planning out your live flow versus only your auto flow Deciding who to invite Keeping events simple – even as simple as quarterly wine tasting Inviting different groups The core smaller group Deciding how to invite Why you ought to invite by phone call Don't forget the RSVP. It's as vital. Quotes: "You definitely want to do the wine party the day before you do the tequila party." "I want to have these smaller groups. I want to make it more intimate. I want to be able to spend more time with these people. That is what people want right now." "When I say event, I don't necessarily mean there's going to be some grand invitation and catering things, but like taking a group of people ax-throwing four times a year or going to do bowling a couple of times a year." "We talk about events, and I look at the society that we're in right now. There's a wine bar right down the street. If I was selling real estate locally in town right now, I would take advantage of that. Wine tastings are going on all the time." "Some people think the larger databases are better. And we've found more often than not that it's actually a big database is great, but it's the core smaller group that we get to spend more time with that's typically what's gonna make or break a business." "When you have that smaller group, you get that chance to ask the deeper questions." "What we need to keep in mind right now is coming out of this time that we've been in the last two years, there's a lot of power in the smaller events instead of just one big bash." "Maybe you should think about inviting one person in the household of one of your clients instead of the entire household to get them a little jealous." "One event can turn into several touches, which means multiple events turn into a lot of touches. And your flow is handled for the year pretty much." "Don't miss the opportunity to make the invite phone call." "This is sales 101 here, folks. If you call, you're more likely to make the sale." "Frequency of interaction by picking up the phone is where you're going to unlock referrals. These small events, again, allow you to unlock the phone." Links: www.TheNinjaSellingPodcast.com Email us at [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 chat about 'time of possession', an important concept in communication about which there seems to be some confusion these days. It appears that a lot of people don't understand that, when it comes to building relationships, building a database, and building a business, this concept is really a fundamental piece of communication. So to clarify this for everyone today, our hosts discuss just what the term 'time of possession' actually means, as well as its importance and why asking questions is crucial. They explain why many find it difficult to grasp the concept of 'time of possession' and how many make the mistake of failing to keep conversations going simply because they fail to ask questions. They touch on the subject of one-uppers who are all about stealing the 'time of possession', and discuss why you should master the skill of asking better questions as this makes all the difference in conversations. They end with a discussion on how to get solid answers instead of one-word replies from your audience - simply ask better questions. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Defining 'time of possession' in terms of communication Learn to ask better questions Are you a one-upper? Avoid stealing the time of possession Questions, questions, and more questions! The benefits you get from asking questions Here is why you keep getting one-word replies Your job as a ninja is to ask more questions Quotes: "People that love to talk, go start a podcast, you can get it all out of your system." "If you have a similar experience with somebody, it gives you the opportunity to ask more and better questions" "What you should be aiming for is making sure that the person you're talking with has more 'time of possession' than you do." "It's okay to talk, but when you're going to talk, talk in the form of questions." "The person who's enjoying the conversation the most is the one who's doing the talking." "Your job as a Ninja is to keep them talking." "Everybody's saying what's on their mind, but very few are asking people 'What's on your mind?'" Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Today's topic is a timely one as everyone has been working on their business plans with the end of the year approaching and the new year just around the corner. Matt and Garrett once again highlight the importance of making this plan, and want to add one particular piece to apply to it, and that is to plan for a business journey that you will actually enjoy. One insight that Garrett's father made that has really stuck with him over time is that a lot of people build a plan that they don't really necessarily enjoy, and that's what our hosts want to remedy here today. Garret begins with the poignant story about that conversation with his dad while he was battling lung cancer, the biggest takeaway for Garret from this conversation, and his disappointment in people beating themselves up for not achieving a goal. Our hosts then delve deeper into how many people are planning a business to enjoy the journey to the goal, the power of that mindset, increasing your income per hour to have the life you want, and the questions to ask yourself when developing your plan. You are in charge of your planning, and you know the quality of life you want to achieve, so don't stop believing in creating a plan for a journey you'll actually enjoy, and not one that will end up being as, let's say, 'unsettling' as listening to Matt singing Journey! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Build a plan that allows you to enjoy the journey. The power of the mindset. Time and work. Ninja's biggest goal. Making decisions based on how you want your lifestyle to be. How much you are supposed to raise your goal. The biggest mindset challenges. Where do you see yourself in five years? Money doesn't buy happiness. Creating an enjoyable path in making business plans/goals. The story of the guided missile. Often evaluate your business goals. Quotes: "If you build a path that you can enjoy the journey, you never fail on the goal." "I need to take a look at not so much pushing the goal, but maybe really focusing on how I adjust my day-to-day relationship with my business so that I'm enjoying this path that I'm on." "Money doesn't buy happiness." "I want you to put the big goals out, and I want you to find drive and passion to go after and accomplish those." "There's nothing in this world that you have to do. You just have to accept the results of the things that you do." "They're not perfectly correlated in that, well, if the goal gets bigger, that means the enjoyment of the journey has to go down - not the case. In fact, they can ride together, upward. "Human beings and guided missiles are very similar - they need a couple of pieces of information to hit goals." "What the guided-missile doesn't do that people do is people care where we were launched from, the guided-missile doesn't." Links: www.TheNinjaSellingPodcast.com Email us at [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 chat about a time in business where people get stagnant in their goal setting, especially when it comes to money. The hosts discuss that knowing your goal and driving its purpose is essential, and that, when people have met their security, they suddenly lose value, power, and cause to set income goals. They explain that security is a big part of where income goals come from and insist that the motivation to do more, serve more, and make more has to come from somewhere and that you need to be clear about why you want to do what you want to do. They also discuss that even when people are comfortable in their financial security, there's always some stress. Matt and Garrett also emphasize the need to have a 'why' that truly motivates you, followed by figuring out the tools that can make that happen while still having the freedoms and the life you want to have. They finish up by clarifying what is 'more', and what you should consider if you want to grow. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What to do when goal setting is stagnant. Knowing what's driving the purpose behind your goal is essential. When it comes down to income goals, are your securities met? Security is a big part of making income goals. Find the 'why' behind the motivation to do more, serve more, and make more. Even with the comfort of financial security, stress is prevalent. Wealthy people have a clear understanding of what they are doing and why they are doing it. Sometimes people want the more important goal but do not want to work harder. They need to have the right tools in place. Hard work still needs to happen; you just have to change your definition of hard work. What is more? A good 'why' should bring you to tears. Quotes: "Security is a big part of where income goals come from." "Peak earning years for most people is between 40 to 60 years old. Because about 40 years old, you have a midlife crisis, and you start looking around and going like, I don't have X amount of earning years in front of me." "Decide what you want to create, the life that you're looking for, not what you think you can have. And that for a lot of people, I think that's what drives them." "There's a certain point where the wealth is just a byproduct of creating something." "There is natural scalability that can happen is if you're running a good operation." "Being in better flow, identifying your vital few and a clear way up in your autoflow. All of those things can help. But operationally, things need to change too." "There's no correlation between how hard you work and the amount of money you make." "I want to be clear that hard work still needs to happen. You just need to change your definition of hard work. And most people define hard work as I'm out there grinding and hustling and putting in the hours and writing contracts at 11 pm." "Being smart about how you structure your operations, how you stay true to your core values and expectations that are set, that's also working hard. It's just not part of time worked." "In life, when you find something that is a 'why', that's big enough, there are no obstacles for me getting to this place that I want to get to." "If you want to grow, you need to get clear. You need to step back and ask yourself, 'What are the moving parts around this?'" "There's a good chance when you find the right 'why' it could bring up a lot of emotion internally for you." "If you're setting financial goals, ask yourself why you're setting that certain financial goal and where are you at in your security as it relates to your finances. Because if you're overreaching a financial goal just to have a higher income goal, and it exceeds your security, you may have an issue with the motivation of achieving it." Links: www.TheNinjaSellingPodcast.com Email us at [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 regrets and not just any kind of regrets, home buying regrets. The discussion is inspired by an article regarding a study that reported 64% of millennial homeowners who've bought a home during COVID have regrets. This is an article where you have to really dig down into the details, rather than just accept the headline, and that's precisely what our hosts do here today. They begin by looking at the actual reasons for the regret, and then highlight the need for that all important buyer interview process right at the start. Matt and Garrett also delve into the 80/20 rule, the importance of narrowing down what is truly important to the buyer, and the differing levels of regret among different generations. Overall, they highlight the fact that if you focus on your relationships and stay in good quality flow with your people, you will be able to have plenty of business, whether people regret some element of their home or not. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: 64% of millennial homeowners who've bought a home during COVID have regrets. Understanding where the regrets are coming from. How do we mitigate these regrets? The pros and cons of rental and homeownership. Talking to clients about the 80% perfect home as opposed to 100%. The buyer interview process. The evolution of what comes along with homeownership. The highest category across the board Quotes "You're going to make some compromises, even if you have unlimited funds because you also are dealing with whatever is currently available. Your dream home may be down the street, but somebody is kind of living in it. So you can't really kick them out and take over." "People are more likely to find 50% of what they're looking at right now. But really, the 80% rule, that idea is just putting that concept in their mind that finding the 100% home is probably not what's going to happen." "Everyone has a regret of something that they did or how this home works for them. As an agent, we need to understand that we're not going out to find somebody a perfect house." "For your clients, you're giving them the ability and the confidence to buy a home and love it." "And that's the beauty of the two pieces of paper, really brings to light what are the things that are really important because that allows you to search for the right stuff, not everything that they've dumped on you and told you about." "They highlight that homeownership still ranks at the top of the list in terms of being a part of the American dream." "It gets interesting how data can be twisted, how the messages can be twisted. If you're going to be educated on sharing this type of information, you need to go and read into it further and not just look at headlines." "If you're jumping from this headline to that headline and adjusting your business based on that, you're going to wear yourself out. Focus on the relationships, have fun with the headlines, enjoy them, read the articles, and read more into the data." "I want you to go from the life you have and go to that life you're looking to have, that you dream about, and make sure that we are keeping our search focused, so you don't miss out on anything." Links: www.TheNinjaSellingPodcast.com Email us at [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 discuss a very timely topic that Garrett brought up, and it's all about home prices, where they've been, where they are now, and where they may be headed. There's a lot of looking to past valuations going on out there, and our hosts are here today to share that it's time to throw off the baggage of past home prices, come to terms with current value of homes, and use these current valuations to make decisions in your real estate practice. Garrett kicks off the episode by telling a story of a client narrating a shocking valuation of a house in Seattle. He explains that home prices have drastically changed, and you need to let the baggage of how homes were priced in the past go and get with the times. Matt then describes the different perspectives of home pricing, laying out that as a guide, we should not confuse the home buyer with past valuations of homes. Together, they go on to offer a reminder of your fiduciary responsibility, caution about not breaching this responsibility by putting your need to be right about pricing ahead of the client's interest of purchasing or selling a home, and presenting information to your client objectively, detaching yourself from the outcome. Living in the past is not going to serve you well these days – it's time to rid yourself of that baggage, acknowledge where we're at now, and keep moving forward to further success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Contrasting home prices today and in the past. Throwing out the baggage (beliefs and mindsets carried from historic home valuations). The different perspectives to thinking about the baggage. Our role, as guides, is to bring all the information and make sure the clients are making intelligent decisions. Your fiduciary responsibility to your clients. Breach of fiduciary Staying objective. A snapshot of the marketplace and the future of what could happen with pricing. How to have the pricing conversation with clients. How to help people in business stay in the moment when it comes to interest rates, pricing, and releasing that baggage. Letting go of the past baggage helps you negotiate better deals for your clients. Detaching yourself from the outcome and remaining objective with your clients. Quotes: "We do have to let the baggage of prior pricing and future pricing go so that we can work with what the pricing is today. What do we need to do to compete today?" "We control the process; they control the decisions." "A lot of times when we bring too much of our own stuff into it, we can get into that world of working in that decision side." "I don't think we need to forget the history of what's happened with marketplaces, but when it comes down to me being a guide for the people in this market right now, that information is not useful anymore." "You can negotiate better deals for your clients when you get rid of that baggage because you don't have a fog over your face." "I'm going to help them get this house. We're going to position them into a situation where that's going to make sure that they can be successful moving forward." "Staying detached from the outcome, acting as that guide, I think, is going to be the way to lay the foundation of staying out of that baggage mode and staying in the moment." "Stay focused on what your clients are saying and listen to what they're saying about their qualifications and their comfort level because that will also help you be in a protection mode if you need to be as well." "It's the subconscious stuff that comes out through little comments and little things that we kind of drop little easter eggs when having conversations with people." Links: www.TheNinjaSellingPodcast.com Email us at [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 are concluding business planning month by discussing a topic Matt is passionate about – health. Planning for your business is, as we all know, so incredibly important, but how many of us put as much effort into planning to achieve and maintain good health? This episode analyzes the need to include eating a healthy diet, a good night's sleep, and regular exercising into your business plan and everyday routine, and the positive impact this will have on your business overall. Our hosts begin by discussing the ways in which your health impacts how you perform in your business and the importance of working routines around eating, exercising and sleeping. They share convenient ways of keeping your body and mind in a good state, including having your groceries delivered, hiring a chef, investing in a personal trainer, and investing in home gym equipment like a Peloton, Tonal, or Mirror. In addition, Garrett shares his vision about keeping healthy to spend quality time with his kids as they grow up, and Matt explains the importance of sleep in his household and how it enables him to bring a lot of energy to each and every day. A healthy body and a healthy business go hand in hand, and today Matt and Garrett demonstrate how working on the former can generate even greater success in the latter. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How your health impacts how you perform in your business. Setting a routine in advance for sleep, exercise, and eating healthy. Including health as a part of your business plan this year. The plan to have your groceries delivered. The plan to hire a chef. Investing in a personal trainer. Investing in home gym equipment like a Peloton, Tonal, or Mirror. How investing in your health saves quality time. Keeping healthy for your family. Celebrating the steps you take to keep healthy, for example, putting that $20 beer money in a jar to save for a Peloton. The need to have adequate sleep. Putting bedtime in your business plan. Quotes: "We get to see a lot of business plans - a lot. In looking at people's business plans, health is one area that's left off almost every single time people look at their business." "When you really bring health into the equation, what you need to understand is that you are the vehicle that gets to allow all of this stuff to happen. And without your health, without your mind in a great place, it just deteriorates every single thing you have around you." "The busier I see people get, the less water they have." "As the focus on health decreases in businesses at a certain level, all of a sudden burnout starts to appear physically and mentally, not because you're busy, but because now we're getting sleep that's not as good." "If you're taking care of yourself at the best possible level that you can, or at least trending in that direction, you're going to be able to serve at a higher level." "You can spend some of the money upfront and take care of yourself, or you can spend the money in the later years trying to take care of yourself." "Years ago, I had an affirmation, or it was on my vision board, that as my kids grow up, I want to make sure I'm the person that when they say, 'Dad, you want to go run in the backyard and play tag?', my answer is always 'Yes', with no hesitation." "Getting higher quality sleep by eating better nutrition can be a complete gamechanger." "Sleep is very, very valuable in our household. To ensure that I get the best sleep that I possibly can, I want to make sure I'm eating right. And what's amazing is the nights that I get four-and-a-half hours of sleep, yes, I'm a little tired, but I'm still able to bring a lot of energy through the day." Links: www.TheNinjaSellingPodcast.com Email us at [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

As we get ready to celebrate Thanksgiving with our loved ones, Matt and Garrett take a moment to reflect on gratitude and what it means to have a grateful state of mind. They begin with the physical impact that gratitude can have on your brain and body, and how it biologically changes your energy to help attract more of what you want in this world. They talk about Dr. Joe Dispenza's stance on gratitude as the ultimate state of receivership, and offer their thoughts on how to find gratitude throughout the day. Garrett reminds us that if we cannot be grateful for what we have now, then we will always feel unfulfilled even after we've crossed the next threshold. Matt explains why gratitude does not create complacency (in fact, it does the opposite), and breaks down gratitude as an exercise in being mindful and present, which your clients will undoubtedly respond to. You'll also hear about the power of starting off each day by giving thanks, sharing gratitude as a team-building exercise, redirecting your thoughts to the positive, and why noticing even the smallest things that you're grateful for can add up and truly change your life for the better. Be sure to join the Ninja Selling Podcast Facebook group where you can ask questions, share advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The power of gratitude and having a grateful state of mind Choosing to be grateful has a physical impact on your brain and body; it changes your energy "Gratitude is the ultimate state of receivership" - Dr. Joe Dispenza Being ungrateful can prevent you from seeing ample opportunities all around you Optimism is not necessarily the same thing as gratitude Starting every day with gratitude will change your life Pause once or twice a day to ask yourself what you are grateful for, and dig deep into those elements Gratitude is a low urgency, but high importance activity Alarms or Post-It reminders can help encourage you to consciously think about gratitude This does not create complacency If you cannot find gratitude in your current state, then you will still feel unfulfilled even after you get that new car or promotion Gratitude is an exercise in being mindful and present, which clients will respond to Start morning meetings with something everyone is grateful for Ted Lasso is an amazing example of a grateful human being It's normal for your mind to wander when you sit down to do your gratitudes, but you can take control of this and redirect your thoughts Express gratitude with your feelings - truly feel your gratitude when you express it Noticing even the smallest things you're grateful for adds up and will change your mindset to actively look for the positives in your life Quotes: "If just expressing gratitude is not enough, know that by expressing gratitude, it changes your energy in a way that helps you attract more of the things that you want in your world." "We watch agents that are struggling in their business or just business owners struggling and sometimes it's just because they're in an ungrateful state of mind." "Starting every day with gratitude - if you start there, and then compound that to expressing gratitude throughout your day, for all the things that are in your world, your life will change for sure." "A lot of people say, But if I'm just grateful for everything, doesn't that exercise complacency? And it doesn't. It actually does the absolute opposite." "The problem is if you're not in a state of gratitude to begin with, you cross those thresholds and you go, Oh, well, it'll be better when I'm making $1,000,005." "It's almost like you look for ways to cancel your gratitude." "The money is not going to turn you into somebody that's grateful for the surroundings." "Just close your eyes and stop for a second and pause - push the pause button and stop and just think about the things that you're grateful for in your life." "Feel that gratitude when you express it. That's what's going to change your energy is through the feeling, not just through saying it." "When you really get into a state of gratitude, you start looking for things that you're grateful for. You will actually go through your day going, That's something I'm grateful for." Links: www.TheNinjaSellingPodcast.com Email us at [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 all about waking up early, what it means to you, and how it can help you become even more productive in your business. While starting your day off earlier than usual can take some getting used to, Matt and Garrett explain how you can gradually work your way up to a more disciplined morning routine and manage your evenings to better prepare for early wakeup times. Once you have made this shift, you'll be amazed at how much more work you can get done when you're free of distractions. Our hosts talk about giving yourself something you want to wake up for in the morning, changing your belief system around getting up early, analyzing your day to find out when you are most productive, and resetting your mind and body to a positive energy before going to bed each night. If you need a boost throughout the day, Matt and Garrett have some great suggestions for you, including working out, going for a walk, enjoying an invigorating podcast, squeezing in a nap, or even blaring punk rock music. Of course, tea and coffee can come in handy as well! When all else fails, try to remember who is counting on you to perform at your very best each day. This may help motivate you to prioritize an extra 30 to 60 minutes of personal development time in the morning, which sets you up to feel more energetic, inspired, and efficient for the rest of the day. As you'll hear, this can have an incredible impact on other areas of your life, and create healthy habits that will serve you well both personally and professionally. Share your tips for waking up early by joining the Ninja Selling Podcast Facebook group where you can also ask questions and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What does it mean to wake up early, and how can it help you be successful in your business? Waking up early will depend on each person and when you want your day to start It can help you get work done free of distractions and ease into your routine Matt and Garrett don't necessarily believe in the blanket statement that successful people wake up early, but they may have so much on the go that they are excited to wake up in the morning and get started The key to waking up early is managing your evenings - this is something you'll need to gradually build toward Try not to look at it as waking up early, but as waking up on time in order to get everything done that you want to accomplish You need to find what time works for you and when you feel most productive (e.g., Garrett's wife, Sarah, is most productive after the house goes quiet at night) This may change over time Building discipline around your sleep routine will enhance many other areas of your life Waking up early is not easy, and it will take some getting used to - try to incorporate activities that you look forward to, like morning affirmations or working out You can also try programming your brain to believe that you're going to get as much sleep as you need in order to feel wonderful and productive When you go to bed late, people tend to tell themselves, "I'm going to be exhausted tomorrow," then it becomes a self-fulfilling prophecy A short nap can be helpful (especially if you have a newborn like Matt!) Giving yourself an extra 30 minutes each morning for personal development adds up over time Give yourself something you want to wake for - this creates a habit Journaling can also help you stay on track If you're having trouble feeling motivated, think about who is counting on you to perform at your very best every day Quotes: "If I go past 6:30am, I'm laying there in bed with my eyes wide open going, Why am I still in bed?" "I do think that if you want to fit more things in, it can certainly help to wake up earlier than you currently are." "It would be great if I could sit down and do that between 7 and 8am, but I have all these things in my life. It's like, well, do we need to wake up earlier to get those things done?" "The key to waking up early is managing your evenings." "If I'm still stressfully answering emails or doing work at 10 o'clock, that's going to impact the wakeup time. So you do need to manage the evenings." "Building discipline around your sleep routine and your wakeup routine can also enhance so many other areas of your life." "I'm a huge proponent of having that space where you can get your body and mind right every morning." "The days that I do [wake up early], I run better than the days that I don't." "You can program your brain to say, Look, I've only got three hours here - my body's going to get exactly as much sleep as it needs so that I feel amazing when I wake up. Programming your brain like that is an amazing tool." "I want you to optimize your life the way that you wan

It's finally arrived! The pre-listing packet extravaganza episode is here, and Matt and Garrett cannot wait to dive into all your fantastic submissions. Remember that simply having a pre-listing packet already sets you apart from other agents in the field, but our hosts acknowledge that there are certain pros and cons that can either enhance your packet or work against it. First they explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts. Next our hosts break down exactly what goes into the perfect pre-listing packet. They highlight the importance of focusing on the client, clearly defining your value, showcasing your results using visuals and testimonials, and having a high-quality, organized, streamlined look throughout. You'll also hear about including a letter and resume, a table of contents, and flow charts. And Garrett reminds listeners that every time you attend a listing presentation, you are applying for a job. An effective pre-listing packet allows you to showcase why you're the best candidate for the position, what your process is, and most importantly, how you can help prospective clients achieve the greatest results. Thank you so much to everyone who participated and submitted their pre-listing packets for this special episode. For inspiration or feedback on your own pre-listing packet, be sure to join the Ninja Selling Podcast Facebook group where you can also share ideas, ask questions, and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Pre-listing packet extravaganza episode is here Special thank-you to everyone who submitted their packets Simply having a pre-listing packet already sets you apart from other agents in the field First Matt and Garrett explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts Heavier, better quality paper will make a good impression and transport better in the mail Make sure you're emphasizing the client's needs and what you can do for them Be transparent about agency contracts Next they break down what goes into a perfect pre-listing packet, such as including your resume, starting off with a letting outlining who you are and what you're all about, focusing on the client, using flow charts, having a table of contents or tabs to help clients navigate through the information, being highly organized, defining your value clearly to the client, providing market information and how you'll help them navigate through it, including something unique to your personality, showcasing your results using Before & After photos, highlighting your marketing plan, having a streamlined look all the way through, and featuring testimonials If people are confused, they will always go to the lowest price Preparation, promotion, and pricing Special shout-out to the submissions that really stood out Quotes: "All these people have pre-listing packets. So you already know they're a step ahead… The fact that you have a pre-listing packet already sets you apart from the rest of the field, because there's a lot of agents out there that don't even have that." "You've got to be so careful about this, especially in today's world - too many words. We're in a world of bullet points right now." "I should be able to open the packet up and read the first two lines, get the idea of what I'm about to jump into. But if I have to read a whole paragraph, or a whole page to figure out what we're talking about, or what's going on here, we have lost the client." "Keep it graphic as well - pictures and images. A lot of people are visual learners." "Here's how I look at it, though… We're applying for a job. We're not only applying for a job, we're applying for a job that the general consensus of the population is that we're overpaid for. So if you're going to present something up front, it better be damn nice." "Copy paper will never do that - it will never ever set you apart." "There's a fine line there of showing that you're capable and that you can get the job done, and then pushing it too far, where it's like, Look at me." "This is about them. They're going through a stressful process, and they want to know how you're going to help them with the processes and things that you have to offer." "You are applying for a job, a well-paying job. Every single time you go to a listing presentation, you are applying for a job. And a resume is necessary." "There were very few [packets] that said, This is the reason that this packet is sitting in front of you right n

On today's episode, Matt and Garrett celebrate the arrival of Matt's beautiful baby daughter, Elizabeth Grace, and continue their celebration of their 300th episode by tackling a couple more listener questions which they didn't get to cover earlier. These excellent questions are all about planning and blocking time in the most productive fashion, and you know our experts have a lot to say on these crucial topics. In this episode, our hosts discuss business planning tips for 2022 and the value of blocking out time to make plans far enough in advance, explain the need to carve out time to take care of ourselves during business planning, and review three essential pieces of business planning and the vital pieces that are left out of many business plans. They also talk through the need for breaking the plan down and analyzing it, share tips on how to be effective at executing business plans, and address the fallacy that business plans have to be complicated. There is so much to celebrate at Ninja Selling lately - Elizabeth Grace, over 300 podcast episodes, and now today's masterclass regarding the power of business planning and time blocking. Join Matt and Garrett here today to share in the excitement! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The need to set time aside for planning. Take care of yourself and turn business planning into an event you look forward to every single year. The correlation between people that have a completed business plan to the ones who don't. Putting a business plan into a structured plan of action or a roadmap. The three separate sections of our business plan. Being objective in planning and learning from mistakes. Tips for planning. Recommendation: that you get the business plan for a new year done early November. Addressing the fallacy that business plans have to be complicated. Learning how to time block better. Putting priorities on the actual items that you set up. The five daily activities and four weekly activities. Starting with gratitude. Showing up and staying on your agenda. The uncontaminated week to start. The need to understand the importance of the activities that you're putting on your calendar. The beauty of building a real strong routine and making your environment distraction-free Atomic Habits by James Clear The Time-Block Planner by Cal Newport. Quotes: "Every single time we watch somebody that sits down, fully plans out, not just planning but fully plans out and gets it mapped out, they have a way stronger, less stressful year than the person that's winging it." "When you build your business plan, think of it in that way of what are the steps that I need to plan on the calendar before the things happen." "Get the business plan done early November." "When people start their business plan, they start moving into the next year already." "A nice way to, like, pull business planning together is it doesn't have to be crazy complicated." "The whole part of the planning is to get things on the calendar so that you can take action." "On the business in the morning, in the business in the afternoon." "When you have the routine set in place, you get better control over time." "You have to limit yourself to the time available." "If it's on the calendar, recurring, and you're not showing up, you're now constantly training yourself to not show up, which is a problem." "Part of the ability to not be interrupted comes from making your environment distraction-free." "Another interesting thing, too, is that most of our distractions in our world come from our own thoughts versus actually pings and dings from our phone, so we have to slow ourselves down." "You always have the ability to refocus, readjust, and take action on the things that you know will help you be productive in your business. And if you do look at it that way, each day and each moment is a new opportunity to be on purpose versus on accident, then you're going to be better." Links: www.TheNinjaSellingPodcast.com Email us at [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 chat about what to do when you reach out to someone and they fail to call you back, or worse, a potential buyer lists with another agent. Our hosts explain why you should never take this personally, and offer their advice to stay in flow with that person, continue reaching out, and maintain a positive attitude as you shift your energy toward finding the next five (or fifty) deals rather than getting fixated on one lost transaction. They also discuss what your true goal should be when it comes to reaching out to people, the power of the "ask," taking scarcity off the table and what to do when buyers disappear. While ghosting in the real estate world can indeed be frustrating, you never know what is going on behind the scenes, and it's important to keep your focus on building genuine relationships as they may still lead to other transactions down the road. As you'll hear, holding onto negative energy will only discourage people from wanting to work with you or refer your name to others. If you can remain objective and considerate should people decide not to work with you, this will leave a lasting impression of professionalism that they'll be sure to remember the next time they're in need of a real estate expert. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What to do when you reach out to somebody and you don't hear back Do not take it personally; continue calling on a personal basis - eventually this may open the door to business conversations again Sometimes people are just too busy to call back, but they will still appreciate the gesture Goal is building relationships and maintaining flow, not necessarily getting calls back What to do when clients list with someone else You may not have all the information they're dealing with Don't get fixated on one lost transaction - celebrate with them and apply that positive energy to finding the next five (or 50) deals Negative energy will affect referrals as people will not want to work with you When buyers disappear, there could be a major issue going on behind the scenes that they do not feel comfortable sharing (divorce, death) Stay in flow with them and continue to reach out; they may come back to you in the future The one phrase you can use to gain closure and leave a great impression Be direct and professional Take scarcity off the table Understand the power of the "ask" Quotes: "We reach out to new people. And what happens when they don't call back?" "One of the agreements is, Don't take anything personally. And I think that's very important when it comes to this business." "Our job is to focus on relationships, build relationships, maintain relationships. Their job is not to pay attention to us. They've got other stuff that they're doing." "We would love to have the response back. But that's not always the win - to have the response back. It's to make a good touch in somebody's life." "Unless this is somebody in your database that you don't want to be in flow with, do not stop being in flow with them. They appreciate you reaching out - unless it's that sales pitch all the time." "You've got to stop and think about all the moving parts that made them make that decision not to come work with you." "You can't take it personally...because there's plenty of business out there for everybody. So if you're going to focus on that one deal that went away from you, you are wasting energy that could be spent on attracting five more deals." "When you take it personally, you amplify this negative energy, which also becomes an affirmation." "If they do a good job, that's going to benefit you in the long run. Appreciation is a good thing." "When you say, I don't want to hound you, and obviously you're busy and you've got stuff going on, and you shut that down, that's when they go, Oh, my goodness, and they pick up the phone. It works extremely well." "It highlights that you're a professional with a process. And I think people respect that." Links: www.TheNinjaSellingPodcast.com Email us at [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 as they celebrate 300 episodes of The Ninja Selling Podcast with a very special Q&A show! They dive right into your questions, beginning with how to handle potential clients who want to see a house immediately, and those who would jump at the right house but otherwise aren't in a hurry. You'll also hear about planning your budget to ensure you're providing value without overspending, educating yourself around real estate investments, and how to set recent Ninja graduates up for success. Our hosts offer their thoughts on prioritizing the Ninja Nine Systems into your routine, making sure to keep people in your autoflow, having Magic Wand conversations, and asking F.O.R.D. questions (Family, Occupation, Recreation, and Dreams) to truly understand your clients, build genuine relationships with them, and identify how you can help them accomplish their goals. As entertaining as it is informative, today's super-sized anniversary episode is full of helpful tips and resources, insightful topic discussions, and detailed answers to all your questions that will leave you ready for another 300 incredible installments! Thank you so much for listening and for your participation in this amazing community. To share your ideas, ask questions, and connect with other Ninjas, join the Ninja Selling Podcast Group on Facebook. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Special Q&A show for our 300th episode Potential client who wants to see a house immediately, but you believe in 10-Step Buyer Process It's best to meet with them beforehand, at a location other than the property in question Stick to your Systems, especially around safety Start your work together with the 10-Step Buyer Process and a Buyer Packet Underlying life changes that are causing either pain or pleasure that motivate action Magic Wand Conversations Keep people in autoflow and offer to send information of value Organize your "Hot List" with people at the highest level of pain or pleasure at the top Budgeting without overspending - Ninja is a very inexpensive business to run A big red flag is if your expenses exceed 30% of your income Majority of value you bring is through personal interactions Make sure you're not putting more on your credit card than you can pay off at the end of the month Educating yourself on real estate investments (Bigger Pockets and Focus 1st are great resources to get started) Understand your client and what they're trying to accomplish Setting new Ninjas up for success, providing an environment that allows them to take action Fitting Ninja Nine into your routine Quotes: "The most important thing you can try to do up front is see if you can schedule that time just to meet face-to-face and not at the property." "You have to put your foot down on a process." "I'm very particular about making sure people are safe. You have to have a full process with that." "Yes, we can definitely go see this house. But I have a process… I have a system that will help us see other opportunities that maybe you haven't been able to see yet." "It starts at the beginning, when you introduce yourself, and you're having those conversations, you're asking F.O.R.D. (Family, Occupation, Recreation, Dreams) questions, learning a little bit about what's going on with those people who are walking through." "Those 'What If' people out there, they're not really buyers unless you can determine that they have some sort of underlying pain or pleasure that they need an answer to. If they don't have it at all, be real careful how much time you're giving to them." "We need to know what's the motivation behind them wanting to move forward with a process because that's going to help you qualify who's serious." "It's easy to get caught up with just adding value and then realizing you now have a five-digit credit card bill. What the heck happened?" "My warning sign typically goes off if people's expenses are 30% of their income." "The majority of the value that you're going to bring to people is going to be through your personal interactions." "Start with what actually adds value as it relates to your profession. And then you can add on top of that." "It's not about the gift. It's about the time, it's about you paying attention to them. And we want to create more opportunities for you to have that interaction with them." "If you're an agent, and you don't own an investment property, it doesn't mean that you can't help investors - you just need to know what they're looking for." "Create an environment that allows [new Ninjas] to take action." "That is what we specialize in is helping people come out of an installation and smash it out of the park." "Take a look at how you're currently operating your rou

As many Ninjas get ready to dive into their business planning for 2022, now is a great time to look at self-responsibility. On today's episode, Matt and Garrett share their thoughts on taking full accountability for the results around you as you review what worked from last year and what didn't. They talk about learning from failures, reframing them as "education moments," being kind to yourself, and identifying limiting beliefs so that you can build an objective plan for success moving forward. Our hosts explain how the Ninja Nine Systems can help you accomplish your goals and stay consistent with productive habits, as well as the importance of focusing on business activities that are in your control (it's a lot more than you think!), and how taking responsibility can serve you well in other areas of your life. Ultimately, you are the only one who can take action to get the results you want. Today's conversation will help you determine whether you're truly embracing self-responsibility in your business, and why taking this important step is so crucial to your success. Submit your questions for an upcoming Q&A episode by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you can also share ideas and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Self-responsibility and business planning Reviewing what worked this year, what didn't, where money was spent You are the only one operating your business who can take action Failure is a synonym for learning - these are "education moments" Taking full accountability helps you build in consistency with good habits Identifying limiting beliefs Remember not to overcomplicate Stay committed to the Ninja Systems and business activities that are in your control Taking responsibility will serve you well in other areas of your life (e.g., health and fitness) Quotes: "Whether the excuses are valid or not, let's just take some responsibility, and say, I am the reason for the results that are around me - the identity of myself in the past has created my reality now." "You are the only one that's taking action. You're the only one that can take that forward step that then produces the results that you want." "Failure is just - look at it as a synonym for learning. It's an opportunity to learn from what happened. And when you take a higher level of self-responsibility, it allows you to actually put together a plan that can work for you." "If you beat yourself up, you're not going to learn." "Be self-responsible for what got you these results that you have sitting in front of you right now." "When you take full responsibility, it opens up the opportunity to be objective and understand so that you can build in consistency...with good habits." "Take responsibility. It's going to serve you so well. Even in areas outside the business...it's just a good life practice." Links: www.TheNinjaSellingPodcast.com Email us at [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 do their best to keep things simple as they explore the dangers of overcomplicating in your world, whether that be through writing emails, scheduling lunches, or performing your Ninja Nine Systems. Our hosts explain why your best approach is to be as concise and direct as possible, and offer their best suggestions to avoid confusion in your communication with clients and colleagues. Matt and Garrett look at which Ninja activities tend to get the most convoluted, the important role of intention as you decide whether to include your business card with handwritten notes, and why simply picking up the phone can sometimes be the most effective way to get on the same page quickly. Today's episode will help you recognize when you might be overcomplicating so that you can rein it back in, do a gut check, and get back on the path towards clarity. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: We want to be extremely clear with written communication When you over complicate things, it creates confusion Keeping your phrasing simple and concise will make everything more efficient Leave an email in your drafts folder for a day or two and come back to it if you're unsure No body language in written communication to help convey meaning Complicating the Ninja Systems, especially real estate reviews and autoflow Simplify your availability for lunches to save yourself from going back and forth Sometimes it is best to pick up the phone to get on the same page quickly Question of whether to put a business card in your handwritten notes - some notes call for it, whereas others do not If you feel like you're overcomplicating something, take a moment and do a gut check Intention is a huge factor Becoming aware of when you're overcomplicating helps get you on the path towards clarity Quotes: "The way I look at it is like, let's not overcomplicate the communication, particularly when it's going to be typed out in an email or a text." "We need to be very, very clear with our written communication because we know that people are going to misconstrue intention and what we really mean behind the words." "I realized that if I just said what I wanted, what I needed to say, what I thought was the right thing to say, I was more efficient with my time." "We are Ninjas. Don't overcomplicate it. Don't run away from it. Go into it." "It's not that Millennials don't like the phone - it's that you are calling them about things that aren't important, that could be transferred in another method of communication." "You reaching out and talking to people, inviting them to lunch is very powerful." "Hands down, the most overcomplicated System in the world when it comes to Ninja - real estate reviews." "There are certain times that you need to...pick up the phone, make this simple. Let's get on the same page right now. Let's clear this up." "I made the comment on that post - If any of you out there send me a handwritten note, please put your business card in with it." "It's not, Don't ever put a business card in with a personal note. There are the right times to do it. You've got to follow your gut. But we overcomplicate it." "We make such a big deal out of something so small because we want to be right. And I think that's a big reason why we overcomplicate things." "If you feel like you're overcomplicating something, whether it's drafting a response, or trying to decide who to call, give yourself a moment and just take a gut check." "I think this highlights how easy it is to overcomplicate the littlest of things, including a podcast episode!" "Once you become aware of it, I think that's when you can figure out the path towards clarity." Links: www.TheNinjaSellingPodcast.com Email us at [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

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

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

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

Today's episode touches on a hot topic of discussion these days - whether now is the right time to buy. If you have buyers who are asking this question, there is probably more going on, and it's your job to find out what. Matt and Garrett talk about helping your clients narrow down their long-term vision, how a potential purchase fits into their five-year plan, and whether it aligns with their lifestyle. Using the Ninja Buyer Process, you can help your clients find clarity, even in the midst of unpredictable life events. Our hosts explain how to guide both renters and homeowners through this process, ask the right questions, and empower them to become smart, educated Ninja clients, who ultimately become decisive Ninja buyers. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Today's episode explores whether now is the right time to buy If buyers are asking this question, we need to discover what's holding them back Ask lots of questions to find out what else is going on You need to get a bigger sense of why they're asking this, and what this purchase means to them long-term Renters versus homeowners What is the lifestyle your buyers want to have (within their means)? Helping clients narrow down their long-term vision Uncertainty of life events can change these decisions as well Ninja Buyer Process will help clients find their clarity, become Ninja clients, and ultimately Ninja buyers Quotes: "When buyers start getting into that, Well, is this the right time to buy? There's something else going on, and we need to discover what." "My first thing is, Well, talk to me about what this house means to you for the next five years." "You need to get a bigger sense of why they are asking this." "If you are a current homeowner, and you are planning on staying in that local vicinity, and you're worried about what your money is going to do, that you have tied up your house, it's going to go down, or it's going to go up no matter what. You're in the market. You're there." "If it's your primary residence, don't play with the money so much." "Let's start talking about these decisions based on the life you want to live and why you decided that you wanted to explore purchasing a home or selling a home in the first place. And as a real estate agent, that's our job is to help guide our people through this process." "When it comes to making big purchase decisions like a house, if you have a long-term vision, it's going to make that so much easier." "Sit down with them and have them write out exactly what they want that bigger picture to look like." "We're making financial decisions, sometimes based on the uncertainty of life events… We're already combining two things that don't always match well together. And then taking the uncertainty of both of those things and putting it together. No wonder people get confused in a time like this." "Tell me what's really going on through your head. And what would you really like to see out of this home, this neighborhood, this change that you're looking to make?" "You've got to look at the quality of life, but also the time that you're here on this planet and say, Okay, is it worth having that in my life, for the time that I'm here?" "[The Ninja Buyer Process] allows them to be an educated, smart buyer. That's the beauty of that process." "It's not designed to make you a better agent. It's designed to make them better buyers." "If you're doing the right things up front, you've turned them into a Ninja buyer. Ninja buyers can make decisions for themselves. And if they're leaning too heavily on you, it means you haven't asked enough questions. You haven't done your processes. You haven't allowed them to be a Ninja client." Links: www.TheNinjaSellingPodcast.com Email us at [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 has come up with a wonderful topic this week, and Matt has embraced it fully, and that is the value of slowing down, being with your people more, and actually improving your business as a result. There are so many reasons as to why people become almost hyperactive in their business and speed through everything they do, but, today, our hosts will walk you through precisely how to counter this, becoming more authentic, efficient, and consequently successful along the way. They begin by looking at some of the reasons people end up in 'hyperactive mode', what slowing down really means to them, and the Ninja principle of not getting attached to the outcome. From there, our hosts explore flow frequency, finding balance, being interested and, therefore, interesting, and the key to unlocking referrals. No one is saying to slow down in the sense that you stop doing anything, but what Matt and Garrett highlight instead is the importance of slowing down to really get to know and care about your people. Following their sage recommendations here today will prove mutually beneficial to you and all those with whom you come into contact. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share your own life list, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Going into 'hyperactive mode' and some reasons behind this What slowing down really means Not getting attached to the outcome Flow frequency Finding balance Being interested and interesting The key to unlocking referrals Quotes: "Sometimes we get so caught up in the business that we've created, that we're running with, that we can't slow down and do the things that help the business grow to where it got it to." "We don't want to slow down and don't do anything." "Be with your people for longer." "Make it bread first, then decide if you want toast." "Let's really get to know these people. Let's really figure out what's going on, listen to what they have going on in their life." "If you are interested in others, and curious about learning more about what's going on in their world, they're naturally going to be interested in you." "If I do the systems, the business flourishes. If I focus on the right energy and have the right interest with people, that just makes them move towards me, opens up more opportunities for me to do more business. It's just a natural byproduct." "There is nothing like having someone invested in your success." "Whatever it is that you own, and that you are making a living around, you have opportunities every single time when you're around people to slow down." "But the reason that damn business is so successful over there is because every single person that walks in there they slow down with, and they actually have learned stuff about us and they care about us." "I don't care what your business model is, this is a piece that will help your business level up." Links: www.TheNinjaSellingPodcast.com Email us at [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

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

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

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

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

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

On today's "quick hit" episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply assume clients will come back to you without putting in the effort. If you're not staying connected with your clients, all it takes is a little bit of time and attention from another realtor to sway them in the other direction. Matt and Garrett talk about the difference between stealing clients and earning them based on the value you bring. Remember, it's not enough to have a person's number in your database - you need to nurture that relationship, otherwise they become fair game for other realtors. Matt and Garrett explain how to protect your database by cranking up your flow, and how this can unlock the referral side of the equation as well. You'll also hear about the importance of having a positive mindset, being motivated by your competition rather than consumed by it, and not being afraid to "harvest" new clients, while also taking good care of your existing relationships. As you'll hear in today's episode, people move toward value, and whether you're dealing with a new or current database, if you're showing up for them, they'll show up for you. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Who really owns your customers? Where do they come from? Why are there so many online lead sources? Today is a total "mindset" podcast to help shift your mindset, especially for those who may feel stuck coming into the business or changing to a different marketplace The idea came from Randall O'Dowd, who has recently moved from Seattle to Palm Springs Randall is confident he can build a database in his new marketplace - every client he has ever worked with, he has earned based on the value he was able to bring This is how you accumulate clients He can do this in a new marketplace as well The average person knows about 12 realtors - there is a lot of competition vying for business Don't get overconfident and assume people will continually go back to you On the other hand, you don't want to be held back by a lack confidence either The majority of realtors do not stay in good flow with their clients after a sale Staying in contact with your clients leads to referrals and keeps your name top of mind as a trusted professional If you're not staying in flow with your clients, all it takes is a little bit of attention from another realtor, and they will turn in that direction instead Clients want to be taken care of, and you can't let yourself become entitled that they will stick with you no matter what It's not enough to simply have their number in your database - you need to nurture that relationship otherwise they're fair game to other realtors Never take your relationships for granted When we all show up and do our very best, it raises the game for the business as a whole Protecting your database Using the term "past clients" implies that your business with them is finished and they're now free to move on Simple autoflow and real estate reviews can make a big difference You want to make sure clients are coming to you with their real estate decisions Online leads exist because there are "orphan clients" who don't have a strong relationship with their realtors Some clients will do this even if you are in good flow with them, but you can let that go and focus on the rest of your database Don't be a secret agent, where you make connections with people but fail to send out mailers - make sure they know you're a realtor The importance of mindset - being positive and confident in the value you bring Be aware of competition, but don't let it consume you Think of businesses you want to deal with - you want to go where you feel taken care of Ninja gives you the tools to connect with people about the things that are important to them, and gets your name out there so people understand you're in real estate Don't be afraid to attract or "harvest" new clients, and make sure you hold onto your current clients by showing up for them Show up for them and they'll show up for you People move towards value Even if someone already has a realtor, talking to them and demonstrating your value increases the odds that they'll refe

The Federal Housing Finance Agency (FHFA) recently published their House Price Index (HPI) for 2021's second quarter, and today Matt and Garrett are doing a deep dive on the report. The FHFA HPI is a broad measure of the changes in single-family house prices based on data from all 50 states and over 400 American cities that extend back to the mid-1970s. Our hosts break down the most fascinating and relevant findings so that you can educate yourself and your clients about what's currently happening in the real estate world, and solidify your position as a trusted, knowledgeable advisor. Matt and Garrett discuss rising and falling real estate trends over the past two decades, and review the current top five and bottom five states for appreciation. They talk about the difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices, and they encourage listeners to follow up with your own research on the transactions behind the trends. They review the most interesting trends happening in cities like San Francisco, Idaho, the City of Boise, and El Paso, and Garrett explains why you should always "Follow the beer". You'll also hear about changes in average home prices versus annual income, accessible equity, and using this information to become "the source" of knowledge for your clients. As Matt and Garrett point out, there is always so much going on behind the numbers, and it doesn't take much to sit down each quarter and educate yourself on the bigger picture, whether that be in your own backyard or across the country. This is part of the value you bring as an agent, and helps set you apart as a professional who's on top of important shifts and changes in the marketplace before they even happen. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Today's episode is all about knowing your stats and data, reviewing the numbers so you can be fully knowledgeable for your clients and demonstrate your professionalism Certified Ninja Coach Mark Johnson is great at reviewing Federal Housing Finance Agency (FHFA) reports and distributing them to the rest of the team The most recent FHFA House Pricing Index report on Q2 (download here) revealed what happened through COVID and immediately after restrictions started being lifted This PDF is an extremely useful tool and can be helpful with real estate reviews Page 10 illustrates the Monthly House Price Index for U.S. from January 1991 - present Matt and Garrett discuss rising and falling trends over this time period, including the 2008 Financial Crash and plateau in 2011 There is a lot going on behind the scenes that is making people want to buy real estate right now Top five states: Idaho had a 37% appreciation rate in one year; Utah was 28%; Arizona 23%; Montana 23%; and Rhode Island 23% Alaska is currently the worst state for appreciation in the United States - 8% appreciation for the entire state Coaching through COVID actually became somewhat uneventful because every state was experiencing the same market We have been in a very strong seller's market There are different ways to use this report - the key takeaway is to use it to educate yourself Q2 2021 was highlighted as the best quarter for the entire United States at 4.92% growth in just three months There's a difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices Try to look into the transactions behind pricing trends and look deeper into the data Do not make real estate decisions based solely on this, but use it as a guide Appreciation trends in San Francisco, Boise, Idaho, and El Paso Remember the lily pad in the pond example - the goal is to notice changes coming before they've already happened Garrett's mantra of "Follow the beer" - look at where businesses like breweries or tech companies are setting up shop It doesn't take a lot to devote some time every quarter to review these trends and educate yourself on what's happening The average home price has grown to $390,000, but average income has not grown at the same rate - how long is this going to be sustainable? Use this information to build your knowledge and help guide your clients accordingly Accessible equity and reinvesting in your own home You don't have to have all the answers - this actually forces you to ask more questions and do more research Learning everything you can helps you "be the source" Quotes: "We are going to talk about some stats today. We're going to talk about knowi

As a broker owner, manager, team leader, or even as an individual agent, sometimes you may find yourself dealing with someone who just doesn't seem coachable. But are they really uncoachable, or is there something else going on? As a coach, it's your job to ask the right questions, dig deeper, and find out the real reason why they may be pushing back on certain Ninja Systems. As Matt and Garrett point out, the number of people who are truly uncoachable is actually much smaller than you might think. Today's episode will help you unlock the real reason why someone may be putting up roadblocks in the coaching process, and determine how to get them back on the path to success. Using the example of his own lukewarm feelings about handwritten notes, Garrett explains that oftentimes people resist certain systems because it brings up different fears or misunderstandings for them, rather than because they are uncoachable. He talks about finding other options that accomplish the same goal, and being careful not to write people off too quickly. Matt and Garrett share "uncoachable" red flags to watch out for, and remind listeners that sometimes it takes time for people to come around and feel ready for the process. Another possibility is that you're simply not the right fit for that person, and part of being a good coach is recognizing when the key to success might lie with a different mentor. While coaching may not be for everyone, today's episode shows us that with a little bit of patience, persistence, and a lot of questions, you can help almost anyone overcome their struggles to achieve success worth celebrating. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Today's episode is extremely useful for broker owners, managers, team leaders and individual agents How to determine whether you're working with a coachable person If someone refuses to do one of the Ninja Systems, they're very likely scared or unsure how to deal with it There could be something else going on, or maybe Ninja just isn't the right system for them Most people are coachable There are four types of agents in an office: productive/coachable agents; productive/non-coachable agents; non-productive/coachable; non-productive/non-coachable You have to be careful not to misidentify non-productive/coachable people with non-productive/non-coachable people You need to dig deeper and ask more questions to find out which category they fall into If you can find their "why," the reason they're an agent, you can find the path to bring them in and they become a lot more coachable Some people just get stuck on certain systems, as Garrett illustrates with his own example of resisting handwritten notes - it comes down to a fear of writing for him He has found his own creative workaround that still accomplishes the same goal of making personal connections - and this is okay, too Sometimes people push back because it's an excuse not to do a system, or they misunderstand it Questions that will help managers figure out whether someone is actually coachable Where is your strong reaction coming from? What memories come up around this activity? Let these questions sit, and when the person is ready to circle back and discuss their answers, that's when they're in a coachable moment You can't coach someone if they're not ready to learn You need to ask lots of questions, and if you're getting fewer and fewer answers, that's an indicator that the person may not be coachable or open to the process The number of people who are truly uncoachable is actually much smaller than you might think But if they really aren't receptive or willing to try different things with you, that's when you need to have the discussion of what path they want to take It's not an easy process to ask the right questions and dig deeper to find out whether they're coachable - it requires a lot of time and deep thought It could also be that you're simply not the right coach for that person, and maybe they would connect better with someone else Finding the right coach is crucial to success in the coaching process You also have to determine whether you are ready to be coached Being coachable means you have to set your ego aside and have some level of vulnerability so you can accept guidance A good coach will ask the right questions so that you can identify your own shortcomings - this is much more powerful than having someone list off your weaknesses As a manager, if you feel someone is not ready to be coached, see if they respond to other resources that might open them up to the proce

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

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

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

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

Matt and Garrett welcome an amazing member of the Ninja family, Lee Eckroth, to the show to discuss his journey with Ninja Coaching, including the revelation that he was not initially ready to be coached and the pivotal phone call that ultimately changed this for him in a big way. Lee talks about transforming himself physically and mentally to get himself in the right mindset to be coached, figuring out his "why" and how real estate could help him achieve his goals to give back to his community, and how this realization completely changed the way he operated his business. Lee expands on how the Ninja Systems have allowed him to have a better business and a better life, the idea of training clients to be Ninja clients, and the importance of "getting off the electronic leash" periodically. Our hosts ask Lee about the next exciting phase of his business, his philosophy behind building a great team around him, and which Ninja Systems he still makes sure to do every single day. As Larry Kendall likes to say, you should only share things that can be duplicated. Lee's inspiring journey of implementing the Ninja Systems and building an incredible business, all while giving back and doing the things he loves, is a brilliant testament to the kind of success you can find if you stay on the right path. For more information about Lee's tech company, you can visit Majordomo.com or send an email to [email protected]. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: Today's guest is Lee Eckroth of Town & Country Realty in Corvallis, Oregon Garrett and Lee have known each other since April 2007 Lee has a huge heart and desire to give back on an extreme level Lee's introduction to Ninja and journey with Ninja Coaching He wasn't quite ready to be coached at first - it took years to implement, but once it happened, it happened in a big way He realized there was too much going on that didn't align with his values or how he wanted to live his life; a phone call with Garrett made him realize this He made huge changes mentally, physically, personally, and professionally Once he had a "clean slate," he was ready to start the process back up with Garrett Getting physically and mentally healthy helped Lee see what was truly important to him A key part of his journey was letting go of the past and focusing on the future Getting yourself in the mindset to be "coachable" Surround yourself with the best mentors and influences you possibly can Getting past thresholds on his journey Realizing he needed more than just working and getting paid - he wanted to give back and was inspired by other agents who did this Shifting the focus from how many closings they had to how many beds they could provide to needy children This transformed how they did business and the energy his office put out there People responded to this and became even more drawn to working with Lee's team as a result The important role that Ninja Systems have played in Lee's business so that he could enjoy more success than ever, but still have plenty of time for other areas of his life Training clients to be Ninja clients Lee wishes he would have implemented Ninja Systems earlier, but Garrett points out that the learning experiences along the way are all part of the journey "Off the electronic leash" vacations Ninja Systems give you momentum and make sure your business takes care of itself, even during challenging times Lee co-founded a tech company called Majordomo, which offers repair estimates based on your home inspection He brings Ninja Systems to everything he does Garrett comments that Lee is in top gear Lee's team is his community Affirmations are a key part of Lee's morning Being consistent with your Ninja Systems is key to success Quotes: "For me, I love mountain biking. I love hanging out with people and appreciate being with my Ninja family today." "I learned from Larry - only share things that can be duplicated." "The implementation took years for me to grasp. But when that happened, it happened in a big way." "Garrett and I were on one of our phone calls. I was multitasking, which tells you a little bit about where I was. Here I was, having this great coach, but I was doing multiple things while I was on this call, because obviously, that call wasn't the most important thing at that point in my life." "I quickly got to a point saying, I got to figure out what I need to do to turn this around because it's possible this guy, Garrett, who was my coach, was seeing something I wasn't seeing." "That was a key part of this whole journey was really figuring out where

On today's episode, Matt and Garrett discuss current marketplace trends in pricing, and address the misinterpretation that sales are slowing down due to a lack of buyers. Our hosts explain that when the marketplace continues to appreciate, at some point this hits a ceiling and sellers push prices to the point that buyers lose interest, creating a bigger overall shift. For a transaction to take place, both buyers and sellers need to agree that a price is reasonable - if buyers don't feel this is the case, they will make this clear through their offers or lack thereof. This is why buyers are really the only ones who get to determine market value and define the marketplace as a whole. Matt and Garrett talk about listening to the buyers in this marketplace, and they discuss the pitfalls of sellers both underpricing and overpricing their homes. Our hosts explain why listing at fair market value is your best strategy, and share some important tools that will help generate interest in your properties without putting off the buyer pool. The key is to think beyond price and look at the marketplace from a buyer's point of view. Garrett encourages listeners that the market is not slowing down. In fact, buyers are still very much out there, but we need to adjust our perspective (and prices) so that our listings appeal to them, and today's conversation will guide you on how to do exactly that. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: When a marketplace continues to appreciate, at some point agents start to wonder when this will top out and buyers will lose interest This causes an interesting change in dynamic and creates a bigger overall shift Buyers are the only ones who are allowed to push the price - if they don't feel it's a reasonable amount, they will make that clear through their offers or lack thereof Your goal is to get as close to market value as possible There is a lot of misinterpretation in the marketplace right now, and Garrett does not agree that it is slowing down For a transaction to take place, two parties need to agree that the price is acceptable Buyers are the smartest people in the marketplace and it's their money that will fund the entire transaction - they need to be working with smart agents (as opposed to the belief that new agents should start working with buyers) Buyers are going to define the marketplace As discussed with Tara Tooley, if you're running a good buyer process, you can manage your time extremely well working with buyers When you put a listing price on a home, that is a marketing tool Listing a fair market value is overall the best strategy Pitfalls of both underpricing and overpricing - when you start to play this game, buyers back off and that is when properties start to sit It's up to agents to supply the data and help sellers come up with the best listing price that will generate interest without putting off the buyer pool Six months ago, pricing higher wasn't a bad strategy - but you need to keep up with current trends and take that into account when deciding on pricing When you gradually push the prices a little bit higher, eventually you start to hit a ceiling When you're listing a home, you need to think beyond price - you want the home to appeal to buyers and position it correctly Tim DeLeon created a great pricing tool call Focus 1st to help with this This came out of a piece called Absorption Rate Positioning, which allowed you to look at the marketplace through a buyer's eyes Buyers are hyper-educated about a specific chunk of the market, within a certain price range and style of home - this is why they're the ones who are allowed to set the price of what a property is worth Appreciation trends over the past year The marketplace is going to speak to you as soon as you put a home on the market, and the faster the pace, the faster you'll have to adjust People think the market is slowing down because of a lack of buyers, but the buyers are definitely out there - we have just misinterpreted the marketplace and need to look at it from a different perspective Pricing is the fastest thing you can adjust Don't push the price - let the buyers get there They're the ones who get to determine market value Quotes: "We're seeing some interesting things happen out there in the marketplace in terms of pricing." "Buyers are the only ones that are allowed to push the price." "You're either going to get multiple [offers], or you're going to get one or you're going to get none. And when you start getting none or it's taking longer for offers to come in, that's when you start to

As we prepare to adapt to whatever changes may come our way in the future, today Matt and Garrett dive into the topic of a possible foreclosure wave, and what this potential trend might look like in the months and years ahead. They explain that yes, the foreclosure process may be getting started on a number of homes very soon, but there are still ways to avoid this fate by working with your bank and correcting your finances before it gets to this point. Matt and Garrett review the financial circumstances that led to the wave of foreclosures in 2008, and break down how today's situation is different. They also discuss the importance of educating yourself and being prepared for anything so that you can guide your clients to success either way, and they explore the different ways investors can help people out of a bad situation. Remember that news headlines in general tend to skew toward the negative side in order to attract more attention, but the foreclosure process is not one that's written in stone. There are many different ways to steer clear of that path, and it can even create new and creative investment opportunities for those who are open to them. As we learn in today's episode, when change is on the horizon, you can either hope that it doesn't come to pass, or you can prepare for it, look for the positive elements that come along with that shift, and find ways to embrace change and use it to your advantage moving forward. Tell us your thoughts on a possible foreclosure wave by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: Today's episode looks at what might happen if a foreclosure wave hits in today's market There are a variety of opinions about foreclosures and home equity Matt and Garrett agree that yes, the foreclosure process will likely be getting started on many homes, but this may not be a problem for the marketplace as a whole due to the current abundance of equity However, individuals who are looking at foreclosure will definitely need to get their finances sorted Foreclosure is not necessarily a process that's written in stone - once you are notified that the process has begun, you can still take measures to avoid it and protect your credit Different states and banks have different regulations around foreclosure and eviction - you may be able to work out a new arrangement to avoid foreclosure You might be able to sell your home with enough equity so it doesn't become a short sale Garrett recalls the marketplace of 2006, when people were using their homes as a bank account and purchasing luxury items that they could not pay for - then the marketplace changed and home value dropped by 60% in California People are not maxing out their credit limit today the way they did then It's still important to educate yourself and be prepared for anything so that you can guide your clients either way Messing up your credit can affect you in a number of ways - you may not even be able to rent There are many different ways investors and banks can work with you to avoid foreclosure (eg., buying your home and renting it back to you so that you don't have to move) This could actually create new investment strategies If this change is coming, you can look at other opportunities that might come along with it and how you can use these to your advantage With the amount of equity the average homeowner is sitting on, to have your home foreclosed on would be foolish - there are too many options for avoiding this path Selling your home instead of going the foreclosure route can also help add inventory to the market Remember that news headlines are almost always written with a negative spin as this attracts more attention Quotes: "What happens when this foreclosure wave hits this marketplace? And Matt, what are we seeing? What are we talking about out there?" "This is just my initial thought on this - yes, there will be foreclosures that happen or potentially happen. The foreclosure process will certainly be started with a lot of people who have stopped paying their mortgages, whether that's due to financial struggles, or the fact that there was a moratorium on foreclosures, and so people could stop paying their mortgages without penalty." "On the other side of that is, because of the rise in the market, there is an abundance of equity, that I personally don't think is going to create a massive problem for the marketplace. For those individuals [who are going through foreclosure], it could be a big problem." "You don't have to be foreclosed on. You don't have to have that on your record and have your credi

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

When you invest in the team of people you work with, it can make everything run smoother and even help grow your business. Today Matt and Garrett discuss what it means to build your team, grow your team, and invest in your people. You can do this monetarily by providing training and education for your employees, but you can also invest in them internally by building connections and taking the time to understand their goals and what they're hoping to accomplish. When you hire a new person, you're not just paying them to do a job - you're giving them an opportunity to achieve their hopes and dreams. Creating connections makes people excited to work with you, and want to go above and beyond to help the business succeed. Our hosts share their favorite examples of team-building rituals and activities that help colleagues relate on a deeper level, allow their personalities to shine through, and create an atmosphere of fun together. These experiences can also help people tap into skills they didn't even know were there. Matt and Garrett talk about having the "Magic Wand" conversation with your people, how truly knowing them can enhance your client experience as well, and why investing even a little bit of time and money into your team can go a long way and motivate top producers to stick around long-term. This isn't an expense - it's an investment. And if people perform better because they love being part of your team, that is absolutely an investment you want to double down on. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: As the Ninja coaches and instructors have gotten together recently, they've been talking a lot about what it means to build your team, grow a team, and invest in your people It's important to invest in the team of people you work with because it helps everything work better and grow your business This might be your assistant, transaction coordinator, and vendors like photographers or contractors It's an important topic for people who are looking to build a team, and also for managing brokers/owners It's not enough to just pay people well You're not just hiring people to do a job, but you're also giving people an opportunity to achieve their hopes and dreams Matt loves to hear when agents hire someone new, and they feel excited to send them to a Ninja Installation so they can learn all the tools and systems they'll need for success Investing in people can show up in a lot of different ways - you can invest in tools and training, but also take the time to get to know them, build connection Examples of team building rituals at The Group (Susie Ewing's office in Fort Collins, Colorado), and Matt and Garrett's experience at a cooking class These activities help people connect on a deeper level, see each other's personalities, and create an atmosphere of fun together You need to look at these expenses as investments - if people perform better because they love being part of the team, that is absolutely something you want to double down on Take the mentality of creating relationships with your clients and apply that to your team Have the "Magic Wand" conversation with your people to help uncover their goals Knowing other agents and working together also ensures that your clients will be well taken care of if something comes up that may not be in your wheelhouse Invest in the mindset of your people (e.g., mindset of abundance) Invest in education within your business and beyond (e.g., starting a book club) This creates a ripple effect in job performance and happiness Example of The Group helping employees with investments and setting them up for financial wealth Investing even a little bit of time and money goes a long way - it doesn't have to be expensive This goes for top producers as well - they may not need your help selling real estate, but are you investing energy into their other goals? You need to always ask yourself whether you are investing in your people to make their world, their job, their experience better and show that you care about them This will make your team want to work together and stick around long-term It's much better to invest in the people you have now than to continually hire new people Quotes: "As we coach people, and as we work with them, we watch them bring team members and we watch them grow." "Whether it's just an assistant, a transaction coordinator, or whatnot - even all of your vendors that you work with...photographers to contractors to home inspectors - all of these pieces, we need to invest in them. And we need to help grow because it helps everything work be

The Ninja Selling Podcast is all about breaking down current trends we see in the real estate world, and today, Matt and Garrett explore the idea of people selling their homes, but not necessarily turning around and buying. More and more sellers are cashing out and perhaps living in unconventional ways or renting until they're ready to jump back into the marketplace, which adds inventory without adding to demand. Our hosts explain how this trend might affect the marketplace, and also open up a world of new possibilities as your clients consider their next move after selling their homes. Rather than staying fixated on the traditional path of selling your home/buying a home, today's episode is all about adapting to this possible change, and using it as an opportunity to show your expertise as a trusted advisor, and build relationships by asking the right questions to help your clients discover the best possible option for them, even if that means moving to a van down by the river! Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: Matt and Garrett are noticing a trend of people selling their homes, cashing out, and renting instead of moving into another home while they wait and see what will happen in the marketplace This is going to drop demand for homes and also create more inventory When you have someone who wants to sell but not buy, this adds to inventory without adding to demand Some people are deciding to live in unconventional ways instead of rushing to move into a new home (e.g., living in an RV or at a campsite) This allows them to slow the transition down, which a lot of people appreciate This trend could really affect the marketplace as we add more inventory It also changes the conversation and opens up more options than just selling your home and buying another It's important to ask the right questions so you can guide your clients instead of staying fixated on the way things are "supposed" to be Again, as a realtor, you need to be adaptable and be aware of all possible options for your clients "Warm/Hot" List If your clients are willing to take that calculated risk, it's your job to guide, support, and educate them through it We don't always have to have a solution - it's about asking the right questions to help your client understand their own dreams and goals for homeownership or otherwise This can be frustrating as an agent, particularly when you know it may not lead to a sale However, it is still an opportunity to showcase your expertise, foster relationships, and build a reputation as a trusted advisor, which is huge If you're truly connected with people, they will come back to you when it's time to make a change, and they will refer you to others as well Example of Garrett's outstanding experience at a local restaurant where he felt completely taken care of It's all about creating the best possible experience so that people will always want to come back to you After this period of uncertainty, people are turning to trusted friends and family more than ever, which has created an incredible referral relationship market This is where you come in - if you can establish yourself as a trusted advisor who can guide people, educate them on all their options, and look out for their best interests, this will open up a world of opportunities Quotes: "I'm amazed how much Larry Kendall shows up in our [Facebook] group and is interacting with it." "I'm starting to see a trend of people saying, Well, I'll cash out, put the cash in my pocket and rent something for a little while here, just to watch and see what this marketplace is going to do. And this is going to do two things - One, is it's going to drop the demand a little bit. But it's also going to increase the inventory." "I think in our mind, we get in that mindset of, The answer is to sell and buy. This is what I'm going to help these people do. And I think the beauty of the conversation we're having right now...it's like, let's give them another option." "As a realtor and a guide...as these changes happen, it's so important to ask questions versus saying, Well, this is how it's supposed to be. Because otherwise you're going to get lost in the weeds." "We're a guide in this process. And you can only guide if you know where the people want to go, and what that scenario looks like for them, and what they're trying to accomplish." "All these crazy ideas that are opening up for people right now. And they might sit back and say, Look, maybe I don't want my primary residence to be in the real estate market." "In times of market shifts and changes, no ma

On today's episode, Matt and Garrett sit down to discuss an upcoming shift in the marketplace that they've been noticing, and how agents across the country can prepare themselves for a possible change. As we start to see showings and multiple offers slowing down, it seems the markets may be gradually cooling off. While some may wonder if we're returning to "normal," Garrett explains that there really is no such thing in real estate, with different variables always creating a unique marketplace that we never see twice. Because the market is always shifting, we need to be aware of what's going on and be able to adapt to change at any given time. Our hosts explain that while it's still too early to predict exactly how this "constipated marketplace" will play out, sales are still very much happening and there is still ample opportunity for growth. They talk about setting realistic expectations for your buyers and sellers, asking them the right questions, and using this information to guide your clients through any marketplace. Matt also encourages us to keep our eyes open and look at the available data to strategize for success with our clients, and to use this time to slow down, reevaluate our processes, and remember that the need for real estate changes will never go away. As long as you make sure to stay educated and prepared, you will be able to handle anything as we move forward in the coming months. And Matt and Garrett will be here to walk us through it all, no matter where the "new abnormal" takes us. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: Markets seem to be cooling off a bit, with homes getting one or two offers instead of multiple offers Larry Kendall says that we're moving into the "new abnormal" following COVID People wonder if we're going back to a "normal" marketplace, but in reality, we have never had the same marketplace twice - it's always different There are always different circumstances and variables that make it a unique marketplace We always need to be aware of what's going on in the market and be able to adapt to change at any given time It's still too early to predict exactly what is going to happen Showings and multiple offers may be slowing down, but sales are still happening - there is still plenty of opportunity It's important to set realistic expectations for your buyers and sellers, and ask the right questions This is the time to slow down, reevaluate your processes, make sure you're doing what you need to be doing, and that you're gathering all the information you need to guide people through any marketplace Questions help clarify confusion as we shift into a new marketplace People are still going to get married, start new jobs, have kids - the need for real estate changes will always be there You can't blame the market for anything - remember, we make up the market Example of agents still having tremendous success through the 2008/2009 Recession Keep your eyes open, ask questions, look at the data to strategize with your clients Make sure you're extremely educated about what's going on in the marketplace at any given time There is always a winning strategy If you are thinking about selling right now, the opportunities are massive if you feel that that decision fits your needs right now Be prepared, ask plenty of questions, and you'll be able to handle anything Whatever happens in the coming months, Matt and Garrett will be here to walk us through it Quotes: "The conversation is also coming up - are we going back to more of a 'normal market'? Are we shifting back a different direction here that we used to be in? And I thought it was interesting, Larry had brought it up yesterday that we're in the 'new abnormal' is what he's calling it. And I think we're going to continue to be in the 'new abnormal' for a long time." "If you look at every market we've ever been in, I've never seen the same marketplace in 20 years that I've been around real estate." "There's always different variables, there's always something going on, that makes it a unique marketplace." "With any business in any community, we need to always be looking around and saying, What is the current market that I'm dealing with right now?" "My dad used to say, Those who resist change are perfectly adapted to a world that no longer exists anymore." "The marketplace is constipated right now." "Sales are still happening. It's not that sales have slowed down. And I think that's where you can get confused is - Maybe showings have slowed down. Maybe the multiple offers have slowed down for certain properties, but the