Ninja Selling Podcast

Building on last week's conversation about Parkinson's Law, today Matt and Garrett take a look at PIE Time and what your time is really worth as a Ninja. Garrett reviews the history of PIE Time and how it came about. For those who may be unfamiliar with PIE Time, P = Productive Time (time that you'll actually get paid for - you, a customer, a contract); I = Indirectly Productive Time (FLOW time; Ninja Nine time – generates P time); and E = Everything Else Time. Our hosts break down each component of PIE Time, and give detailed examples of each. They review why no time is created equal, with Indirectly Productive "I" Time being the most important piece in terms of generating income. And although Everything Else "E" Time is sometimes referred to as "Non-Productive Time," Matt and Garrett explain that this is still a crucial slice of the "PIE," as it can indirectly help with your overall attitude and work ethic. They talk about goals for your I to P Time ratio, wherein for every two "I" hours you spend, you will be rewarded with one "P" hour at peak performance. You'll hear about "P" or "Paid" Time (showing property, going on listing appointments, writing and negotiating initial contracts), which is the easiest time to measure and is the basis for determining your worth per hour. Matt and Garrett also discuss the three most important things you can do to increase your dollar per hour amount, the wide range of hourly rates they've seen in coaching, and finally, they dive into the numbers with great enthusiasm to illustrate exactly how knowing your worth can help you analyze your business, run it more efficiently, and make the best decisions possible for how and where to spend your valuable time. Let us know your feedback 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 your time is really worth Time is a non-renewable resource Matt and Garrett dive into PIE Time - what it is and how it came about P = Productive Time (time that you'll actually get paid for - you, a customer, a contract) I = Indirectly Productive Time (FLOW time; Ninja Nine activities – generates P time) E = Everything else time It was initially called "PIN Time" - the name has since evolved, but it's the exact same (the "N" stood for Non-Productive Time, but this had a somewhat negative connotation) Garrett feels that the label "Non-Productive Time" actually motivates people to become more efficient so they can move out of "Non-Productive" mode For the purposes of this podcast, E Time = Non-Productive Time - but it is not necessarily negative Some of your best time spent will be on E Time activities - it may not directly produce another transaction, but it's a valuable part of your role Example of big businesses having a risk management department - it does not generate revenue, but it protects the bottom line and helps the company run better, which produces more business Many E Time activities are something that an assistant can help you with I Time is where you will directly grow your business - it's the most important time you can use The Ninja Nine are largely comprised of I Time If you are spending an inordinate amount of time on E Activities (e.g., a 3-hour closing), this is an opportunity to look at how you can better manage your systems to avoid this happening again Morning affirmations are an excellent example of E Time activities that do not directly bring about business, but are still important and worthwhile I Time is the one you absolutely want to put on your calendar, and you have complete control over Examples of I Time: Lunches with clients, Hour of Power, customer service calls - but they need to be spent connecting and asking FORD (Family, Occupation, Recreation, Dreams) questions Deals with still go through if you don't do customer service calls, but you may not get any referrals out of them Not all time is created equal The truth will come out in your I:P Ratio Distinction between I Time and just living your life, seeing friends - sometimes your life is I Time You don't have to track your I:P Ratio, but if you're so inclined, for every "I" hour that you spend, you will be rewarded with a certain number of "P" hours - an ideal goal would be two "I" hours to one "P" hour, or even a 1:1 ratio Paid hours - "P" Time is where you can really have some power over your business (showing property, going on listing appointments, writing and negotiating initial contracts) These are also easiest to track and it's where we want to measure our value Take your total income and divide it just by your

Today's episode dives into Parkinson's Law and its two main components. Firstly, work expands to fill the time allotted, meaning that if you give yourself a certain amount of time to work on a given task, you're going to use up all that time to get it done. For example, if you tell yourself you need to make a phone call by the end of the week, you'll switch back and forth between tasks until you finally arrive at the end of the week and rush to get it done. The second piece of Parkinson's law states that time will be spent inversely proportional to the importance of an activity. In other words, we typically spend less time on important tasks, like creating a business plan, than we do on unimportant tasks, like scrolling through social media. Matt and Garrett explain why Parkinson's Law is primed to be broken, and how Ninjas can go against it by making the absolute best use of their time and spending it in a highly productive, highly focused, highly motivated frame of mind. Top agents look at which tasks are going to produce the biggest and best returns, and make those first priority with no negotiation. Our hosts also discuss the importance of using a schedule to give yourself set times to work on certain goals, rather than leaving your calendar open-ended and allowing for distractions. This way you're setting yourself up to work with maximum efficiency within that devoted time block, and you'll be able to fully concentrate on your other Ninja Systems later on, or even enjoy events in your personal life, without having unfinished projects looming over your head. Accountability partners can also help you stay on task and be on purpose with your hours. And most importantly, being aware of Parkinson's Law is the first step to overcoming it. Join 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: A reminder to submit your topic requests and suggestions on the Ninja Selling Podcast Facebook group Today's topic is about Parkinson's Law and how to maximize the way you manage your schedule and time The first part of Parkinson's Law is, "Work expands to fill the time allotted" If you give yourself a certain amount of time to work on something, you're going to use up all that time You're spending mental time and energy thinking about a given task up until the moment you get started If we had just hammered it out and completed the job right away, we wouldn't have spent all that time with it looming over us and taking up mental space Then we can actually be more efficient as we tackle other tasks as well Real estate review is a great example of this Switching between tasks also wastes time Give yourself a set time to work on something instead of leaving it open-ended and allowing for distractions (e.g., allotting 45 minutes to complete your Monday morning agenda rather than letting it drag out for a day and a half) You incur an Opportunity Cost when you allow things to take up more time than is necessary Put goals on your calendar and schedule time to work on them instead of leaving the completion date vague (e.g., "I've got to get that done this summer"), otherwise it will keep getting pushed off over and over again Be reasonable and give yourself enough time to complete a task, but Garrett is also up for the challenge to see if you can actually get things done faster than you think Part Two of Parkinson's Law is that time will be spent inversely proportioned to the importance of the activity Business plan is a good example of this - we often spend more time scrolling through Facebook than we do focusing on developing a business plan that will create direction and growth Another example is that we often choose to spend our time and energy picking up fast food instead of cooking healthy meals at home that will nourish our bodies Prioritize the Ninja Nine, run the system of a weekly routine, and you'll see incredible results Top producers go against Parkinson's Law as they make the absolute best use of their time and spend it in a highly productive, highly focused, highly motivated frame of mind They look at which tasks are going to produce the biggest and best returns, and that's what gets their time with no negotiation If you don't focus on the most important tasks, they'll quickly find themselves in equilibrium with unimportant tasks, and you definitely do not want that This ties back to our episode about Extreme Ownership and having discipline in your life Ask yourself if you had integrity today and showed up for the things you said you were going to do Try to practice this and make sure you schedule time for import

Today's "Quick Hit" episode looks at the importance of taking your listing marketing seriously. A recent study by Inman reviewed 25,000 listings across Zillow and Realtor.com, and found that the vast majority of real estate listings lack good visuals, with only 10% of single family home listings including a floor plan, less than 30% of the photos on the listings meeting best practices, and 94% offering no video or virtual tour whatsoever. This is a huge missed opportunity for agents, and today Matt and Garrett explain why. Lack of floor plans, poorly lit, grainy or upside-down photos, and "just okay" online listings give the impression of unprofessionalism, and tell potential buyers that you are "just okay" as an agent as well. As Garrett points out, you want to give your listing every opportunity possible to be the "cream puff" people will want to check out right away. Matt and Garrett break down the many excuses they hear agents make for not taking their listing marketing to the next level, beginning with the expense of hiring a professional. Hiring a skilled photographer will make your listing truly shine. This will not only help your current listings sell faster, but it will also attract more business as it speaks to the kind of quality work and attention to detail you offer. Next, they discuss the importance of a floor plan as it helps potential buyers visualize themselves in the home after they've walked away from it, and can even limit potential barriers for them putting in an offer. Hiring professionals to include exceptional visuals in your listing sets the stage for who you are as an agent. It also ensures that you're making the best use of your time by keeping the focus on phone calls and other important Ninja systems. And at the end of the day, it isn't an expense - it's an investment in your business that will pay you back over and over again. Join 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 "Quick Hit" episode looks at the trend of people not taking their listing marketing seriously It's important to be a professional and show up for your clients to make their listing as attractive as possible (e.g., professional photography, getting floor plans done, putting together a virtual tour) A study conducted by Inman searched 25,000 listings across Zillow and Realtor.com and found that the vast majority of real estate listings lack good visuals Only 10% of the single family home listings had a floor plan, less than 30% of the photos on the listings met best practices, and 94% had no video or virtual tour More and more people are using professional photography Floor plans are very important as well, but a lot of agents make excuses for not using them Floor plans help potential buyers visualize themselves in the home when they're away from it This is a huge missed opportunity With photos, even if the quality or lighting are slightly off, it can give the impression that no attention to detail was paid and cast doubt in buyers' minds Give your listing every opportunity possible to be the "cream puff" that people will want to go check out It's okay to hire professionals to help you do this Make your listing "shine" This will not only help your current listings sell better, but it will help you attract more as it shows what kind of high quality work you do Understand your dollar per hour as a real estate agent Even if you're a great photographer, it's a much better use of your time to be on the phone than to be taking listing photos yourself It is absolutely better to hire a professional in these cases, and it also limits your stress If you're not including floor plans or you're using poor quality photos, it speaks to your lack of process and conveys unprofessionalism Photos that look "okay" are not good enough, especially when it doesn't cost a lost of money to make them exceptional Every single thing you put out there relates to who you are as a business If a photo is just "okay," people will think you are just "okay" as a realtor, too Hiring a professional to do the floor plan or take exceptional photos takes it to the next level and sets the stage for who you are as a professional It's not an expense, it's an investment in your business Floor plans can help eliminate potential barriers to buyers putting in an offer There's no excuse for not having a floor plan - Home Depot and Lowe's offer them Again, just because you can do it doesn't mean you should - there is a better use of your time Quotes: "It's one of those things that they are starting to document more now, they are starting to p

The recent news about Sir Richard Branson launching into space on his Virgin Galactic rocket plane has Matt and Garrett thinking about the way we interpret people going after their dreams. On today's episode, they talk about the inspirational element of this story getting lost in the news cycle, with many feeling that they're simply more motivated by everyday folk in unexpected moments of greatness instead. But we forget that Branson did not start out as a billionaire with a space company. Like all of us, he started as a kid with a dream, who worked tirelessly, overcoming failure after failure, to get to where he is today. This happens all the time in the real estate world, with agents often dismissing the success of others as lucking into a favorable marketplace, rather than the result of hard work. This kind of mentality places limits on ourselves, and prevents us from learning in the presence of masters. Our hosts discuss the idea of hitting rock bottom before you can turn things around and go after your dreams, and explain that we can do this at any point in our lives. We can also learn a great deal from other people's failures and successes, and use them to grow and build a better life for ourselves, if we are paying attention to how people are pushing through instead of condemning them. We always need to be asking ourselves, "What can I learn from this?" Each day we can choose to take ownership over our lives and put in the work towards reaching our goals, or we can make excuses. Matt and Garrett challenge us to start taking action today, and remind us we don't need to venture into space to accomplish the extraordinary. As "Mastery" points out, we can be inspired by ourselves in our "ordinariness" as well. Sir Richard Branson's journey is a testament to what can happen when we embrace our inner child, let go of limitations, and truly believe that we can make our dreams a reality, no matter how big or small. Join 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: Sir Richard Branson recently launched into space on his Virgin Galactic rocket plane He made his childhood dream of going into space come true, and gave a speech encouraging kids to follow their dreams as well Matt and Garrett feel that the inspirational element to this story did not get enough attention in the news A lot of people feel like they're more inspired by everyday folk and unexpected moments of greatness People forget that Branson did not start out as a billionaire with a space company - he was once a kid with a dream It took many years of hard work and overcoming failures to get to where he is today, and this is where we can draw inspiration from People forget that Branson was everyday folk, and worked tirelessly to get to the point where he is today It's not necessarily space travel that's inspiring - it's the idea of having a dream and continuing to pursue it, which anyone can do If you look at other people's success and tell yourself that they had special advantages that you don't have access to, you're placing limits on yourself and getting in your own way For example, when realtors hear about people breaking the $1 million mark in one year in gross commission income, their first question is what the marketplace was like For every successful realtor, there was a point when they were a brand new agent who just got their license A lot of people hit rock bottom before they're inspired to go after their dreams, but it definitely does not have to work this way - you can grab onto moments of motivation and run with them at any time We all face hard times and feel discouraged at different points in life, but the whole challenge is to push through and not quit Instead of condemning other people for their successes or failures, we can learn so much from them to grow and become a better person ourselves We always need to ask ourselves, "What can I learn from this?" This comes back to taking ownership of our life, making the decision to put in the work toward our goals, and not make excuses Branson is an excellent example of embracing the kid inside of us who doesn't have limitations and isn't afraid to go after what they want Tough days and hard work are what build up our resiliency and push us to do better Take a look at what other people have been able to accomplish and ask yourself what limitations you've placed on yourself and what limiting beliefs you're holding onto Set a goal for yourself that seems like it might be out of reach, and truly believe that it is going to happen Branson undoubtedly hit many roadblocks and had people te

Today's episode looks at referrals and where your business really comes from. Referrals generally consist of either repeat clients who keep coming back, or new clients who have been referred to you by a trusted family member or friend. Matt and Garrett explain the 2:1 ratio in terms of referrals, with the goal being more honest-to-goodness referrals than repeat business, as this is where you can truly unlock the referral potential that your business has to offer. But building a strong referral-based business does not mean simply pursuing people and asking them to give out your information - this is not part of the equation. Instead, what sets you apart is a high level of care of concern for your clients, and maintaining strong relationships, as this is where the real referrals come from. Join Matt and Garrett as they break down how to set up a quality referral system, whether it comes naturally or is something you need to work toward. They talk about building momentum and keeping the flywheel spinning once you get started, the role of auto flow and customer care systems, and using marketing strategies to make sure your name stays top of mind as people discuss real estate decisions within their social circles. If you're not currently operating at a 2:1 referral ratio, today's episode will show you how to tap into opportunities that are already on the table, and help create a tribe of people who cannot wait to send you business! Tell us where you listen to the podcast 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: Referrals consist of either 1) Repeat clients who keep coming back, or 2) New clients who have had you recommended to them Goal with referrals is to have a 2:1 ratio, with more brand new referrals than repeat business 1:1 is also great, but 2:1 is where you're truly maximizing your referral potential The overall trend right now is 2:1 Garrett believes this is because in times of uncertainty or weirdness, people turn to their tribe for advice more than ever, and friends and family give the name of someone they really trust who can help Building strong relationships and taking great care of your clients is crucial, and you will be rewarding greatly for making this a priority It's not about pursuing people or bombarding them with marketing, asking them to refer you to everyone you know - this should never be part of the equation When you truly care about your clients and what's going on in their world, that is where the strong referrals really come from Some people have that natural ability to show they care and want to be involved, while others may need to build a system to help this happen This won't happen overnight - it's a matter of building momentum Auto flow and customer care system Use of marketing tools is also important, as it gives clients a piece of content that they can directly show other people This also keeps you top of mind when people are discussing real estate needs within their social circle Having a built-in system and truly caring about your clients will open so many doors and make sure you never leave another referral on the table Quotes: "My goal always is to get somebody to a 2:1 ratio. If I can get them to a 2:1, that is where I'm like, Okay, you are really maximizing the referrals, you're crushing it." "If you're not at a 2:1 now, that's okay. Having a lot of repeat business is a great thing. Like even 1:1 is really good." "[The 2:1 ratio is] when you know you have fully unlocked the referral potential that your business has to offer." "In times of uncertainty, in times of weirdness...we lean into our tribe. We lean into the people we know, the people we trust. Instead of just throwing ourselves out into the craziness of the world, we turn to our friend next to us, our neighbor, and we say, Hey, what should I do? And they go, Oh my gosh, let me introduce you to Matt Bonelli - he'll take care of this for you. And then boom, we have a referral." "Relationships are so golden right now. And I want everybody to embrace this, because you will be rewarded greatly. That's the reason for the topic today." "People that are experiencing this, it's not just falling into their lap. These are people who take great care of their clients, they have great auto flow going on. They're very good at their customer service calls every single week to make sure that their active customers not only feel like they're taken care of in the process, but they're taken care of period." "It's not asking for the referrals. It is not, in every piece of marketing that goes out, saying, Hey, send

Matt and Garrett welcome special guest, Tara Tooley, to the show today. Tara has been a Ninja in Fort Collins, Colorado, for over six years, and she has an incredible ability to take every system we work with and completely own it to create a unique and highly successful experience for her clients. She breaks down her process for Matt and Garrett step-by-step, and tells them about integrating a "Ninja Filter" in everything she does. She begins with the "Magic Wand" conversation, then begins the funnel process by opening a broad search for her clients to make sure they don't miss any important options. Tara's only motivation is to help her clients find a home and make their dreams come true. She explains that she doesn't stop until she sees the "happy dance" from her clients, and this no-pressure approach instantly builds trust and shows clients that you're on their team. Tara chats about setting clients up to be the "smartest buyer out there," the importance of guiding them to a trusted, local lender versus impersonal online options, and how a solid pre-qualification empowers clients with the coolest idea ever - a "shopping license." She goes into the recasting loan, a huge secret weapon, in great detail, as well as her "magic" tip to help clients recalibrate if they haven't found a house that makes them do the happy dance yet. You'll hear about Tara's approach to step back and let buyers find their own potential home, her "dance with the other broker" and building relationships before even visiting a house, using the online feedback form to give her buyers a competitive edge in the sellers' eyes, and how investing in clarity of process shortens her timeline significantly. Tara offers these, and so many other great takeaways as we begin to take a closer look at how actual Ninjas are using the 10-Step Process and applying it in practice. We can learn so much from Tara's "Super-Size-It" attitude and proven track record, and her fascinating insights highlight the many ways you can make the Ninja process work for you in a way that feels fun and authentic, so you can help bring your clients' dreams into reality as well. Send us your request for future episodes by joining the growing 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: Tara Tooley has been a Ninja for about six years She works at the group in Fort Collins, Colorado The advice based on her marketplace can work in any area She has an incredible ability to put her own unique spin on the 10-Step Buyer Process, and has used it to create an extraordinary buyer process for her clients She puts everything she does through a "Ninja Filter" When people first reach out to her, they have already thought about this decision for a long time and they're ready to make their move She asks them a series of questions and has the "Magic Wand" conversation She begins with a very broad search so that her clients don't miss any options (one of the biggest buyer fears), then narrows the focus from there This is the funnel process She includes homes in a higher price range as many sellers begin too aggressively and may lower their prices later She sets her clients up to become "the smartest person in the market" as they watch for these prices to drop Her mindset is laser-focused on helping her clients find a house Her only goal is to help make people's dreams come true and see their "happy dance" Setting her clients up with a trusted local lender versus online lenders who typically don't care and will not go to bat for them Being pre-qualified with a solid lender empowers clients with a "shopping license" Tara is not afraid to tell people she can't move forward with them, if she feels they are not a good fit Bridge loans and recasting When clients have not yet found the home that makes them do the happy dance, she gives them an actual magical wand to help them recalibrate and shift their mindset Most of the time, her clients find the home themselves - she is there to help them get that house once they've found it Her "dance with the other broker" and creating a relationship with them before they even view the house The importance of broker-to-broker relationships The buyer who drags you around to house after house does not know what they want, but maintaining a positive relationship with them can still lead to referrals Success is taking care of the client The 10-Step Buyer Process often happens in the house There is no such thing as the perfect house - the goal is to be happy with 85% Tara is a huge believer in expert coaching and learning from the professionals She's very tr

Continuing on with our last episode about taking extreme ownership, Matt and Garrett discuss Marianne Williamson's moving poem, "Deepest Fear," a beautiful representation of why we sometimes do not show up in life as our full, brilliant selves, and the power that comes with embracing how much we are truly capable of. Many of us often "play small" and stay in the darkness because it feels comfortable and safe, but our hosts explain that this does not serve the world, and that we all deserve to grow and let our lights shine at their brightest. Pushing through discomfort to the growth zone, and going after big goals actually inspires others to do the same, and creates a culture of people who are living their best, most authentic selves - who are liberated from fear, and feel free to pursue their passions wholeheartedly, which we can all learn so much from in turn. Matt and Garrett share their insights on each enlightening section of "Deepest Fear." They talk about reconnecting with our childlike mindset of seeing opportunity everywhere, and feeling excited to learn and grow as much as we can. You'll also hear about letting go of fear, giving yourself and others permission to be exactly who you are, and reframing life's challenges as happening for us, not to us. Garrett reflects on how these principles have guided him personally, and explains that if you start by tackling small obstacles in your life, you'll slowly start to chip away at barriers and suddenly find yourself overcoming bigger fears. Together with Marianne Williamson's empowering words, today's conversation shows us what can happen when we no longer fear our light, but instead allow it to shine the way it was meant to. Share the ways you've knocked down fear by joining the growing 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: Ninja principles apply to any business or industry Matt shares Marianne Williamson's "Deepest Fear," a poem that demonstrates why we sometimes don't show up or why we're not as amazing as we could be They begin with the idea that our deepest fear is that we're powerful beyond measure Massive breakthroughs happen when we realize how powerful we are and what we're capable of It can feel comfortable to hide in the darkness as it can feel scary when your light is shining and all eyes are on you This comes back to taking ownership and moving into the growth zone We all start to question ourselves and our abilities as time goes on, but there is so much power in accepting that we all deserve to grow and be our best selves When you ask yourself, "Who am I to be (fill in the blank of whatever you want to be)?", turn it around and say, "Who am I not to be those things?" There is nothing stopping you from being the person you want to be Sometimes we play small so we don't make others feel inadequate, ruffle feathers, rock the boat But this doesn't help you or anyone else As you get older, you don't want to look back and wish you would have taken action or done something differently Playing small does not serve this world Embracing your full potential and going after big goals actually inspires others to move out of their comfort zone as well Fear of discomfort stops a lot of people from pursuing growth Analogy of parents trying to protect their children from getting hurt, but setting these limits prevents growth Children see opportunity and brightness everywhere, but at some point, many of us lose this attitude Ninja can help you change your belief system and reconnect with that childhood mindset of embracing the world around you When children find something that are interested in, they dive in wholeheartedly We can learn so much from their energy and their excitement about learning and growing When we experience challenges, remember to take on the mindset that life happens for us, not to us There's safety in making sure other people are staying with us But when you give people permission to go outside the box and let their light shine, you'll be able to learn so much from them as well Give yourself permission to be exactly who you are, not what anyone else thinks you should be Living without fear creates a ripple effect and can inspire other people through small, everyday actions If you start with small obstacles or fears, you'll slowly start to chip away barriers and find yourself tackling bigger challenges Quotes: "What are we really giving up if we're not really being the best that we can be?" "Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness t

In recent coaching sessions, Matt and Garrett have noticed that many agents are missing opportunities to go above and beyond for their clients, and are not taking extreme ownership of their businesses and themselves. When questions come up, or something goes wrong in a transaction, the best thing you can do for your client is be their expert and handle the situation for them - gather all the information, make phone calls, do the research, and make sure you are getting the job done. Passing the buck is not only unprofessional, but it also creates confusion and stress, and gives away all your power. When you own the outcome and take responsibility for doing the best job possible, your value as an agent will prove undeniable, even if you don't get the results you were hoping for. As Matt points out, taking ownership may not guarantee results, but it guarantees you the freedom of direction and more opportunity with your clients moving forward. Whether it be with your work, health, or wealth creation, Matt and Garrett discuss the idea of taking ownership today - no one else can save money or eat a healthier diet for you. Only you can make this happen. They talk about not making excuses or blaming other agents, and how taking ownership allows for incredible growth and new problem solving. They acknowledge that this is an ongoing journey, and that changing your belief system can be difficult. However, the consequences of not owning the outcomes in your life will be even more challenging. This does not mean you have to do every single thing that comes across your plate, but instead you can focus on changing your processes and looking for ways to add value. Today's profound conversation reminds us that there are opportunities for growth and excellence all around us, and if we take ownership of those moments instead of letting them pass us by, we can grow and improve in countless areas of our lives. Join the growing 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: Terri Johnson is offering two open Ninja installations in August (August 10 and 23) Visit NinjaSelling.com/events for more information Today's topic is about the challenging skill of taking ownership of your business and yourself Delivering Happiness by Tony Hsieh will give you incredible insight on taking ownership in your life Garrett's observation that a lot of agents are not grabbing opportunities and running with them as they come up It's important to take extreme ownership of opportunities to go above and beyond for your clients, for example when questions come up or things go wrong Owning the outcome Example of problems coming back on home inspections When you blame others or pass the buck, it creates confusion and stress, and gives away all the power to other parties Taking ownership may not guarantee results, but it will guarantee more freedom of direction and more opportunity with your clients down the way Example of eating healthy and taking extreme ownership over what you put in your body, even when temptation is readily available Taking ownership as it relates to wealth creation for agents You need to take ownership of putting money away now as no one else is going to do this for you Matt and Garrett hear a lot of agents complaining that something was the other agent's fault Taking ownership allows you to grow, learn, find new solutions This can apply to anything in your life If you're not taking ownership, it's very easy to make excuses Brokers who complain that their agents are not productive need to remember that they hired them This also applies to agents who complain about buyers - ask yourself what caused you to choose a client who can't make decisions It's difficult to change your belief system around this, but the consequences of not doing so are even harder It's your responsibility to make these changes happen, not anyone else's When things don't go your way, it's an opportunity to reflect and figure out how you can do things differently next time You need to own that you are the creator of the results you get Taking ownership of your health is a great place to begin A lot of people are struggling with taking time off work after COVID Taking ownership in your life is an ongoing journey You don't have to do every single thing that comes across your plate, but instead focus on changing your processes and looking for opportunities to add value Opportunities for growth and excellence are given away all the time Take ownership of these moments, and they will help you grow and get better in countless areas of your life Quotes: "To your client, the

Matt and Garrett share their insights from the Ninja Selling Leadership Institute about how to become a better leader and good quality manager. They talk about how this can influence an office and lead to greater success for agents as well. Broker managers can make or break the entire company experience, but not everyone is meant to fit this role. Our hosts break down Larry Kendall's approach for bringing in the right people, hiring the best of the best, and making sure agents are coachable, not just great producers. They discuss the importance of having a strong vision for your company, how this can help you attract ambitious agents, and using your core values to guide every decision toward growth moving forward. You'll hear Matt and Garrett's most important takeaways from their time at the Leadership Institute, and they reflect on how these principles can work for leadership roles in any industry. Join the growing 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. Episode Highlights: Matt and Garrett attended the Ninja Selling Leadership Institute Today's episode is about what they've learned from the course about good quality leadership and managers Informal leaders Larry Kendall's quote that effectiveness equals the quality of the decision multiplied by the buy-in, not plus A 10/10 decision with one buy-in is a "10" idea, but a 7/10 quality decision with 8 buy-ins is now a "56" idea What are you experiencing with your agents - Anxiety? Lack of buy-in? Stress? Confusion? Look back at the pieces you're missing that are causing this outcome If you make better managers, and make them better leaders, you'll see better agents as a result Managers can make or break the entire company experience Some people fit well into that role, others do not Hire managers who create a positive work environment and "rally the troops" Larry Kendall's process for hiring agents Bringing in people who are coachable is the most powerful thing you can do for your company It's not all about their numbers - you want to make sure they're ambitious and ready to learn as well Some offices have certain hiring quotas that make it difficult to focus on quality As managers, you need to ask yourself whether company core values align with the metrics you're required to hit This ties into the vision of the company You can have a productive company, but without a strong vision, it's never going to feel like freedom Make your vision big enough so that everyone else's vision can fit underneath it Productive time for managers and agents Manager's job is to drive GCI, and agents bring in the GCI These principles apply to leadership roles in any industry Quotes: "Being a great manager doesn't necessarily equate to being a great leader." "If you're a good leader in the office, you know who your informal leaders are." "Effectiveness equals the quality of the decision, multiplied by the buy-in." "You watch these offices that just struggle to get things accomplished. They've got all this great stuff, but they don't know how to make it come together." "What are you experiencing with your agents? Is it anxiety? Is it lack of buy-in? Is it stress? Is it confusion?" "A lot of people come to us because they don't have great managers." "It's not the commission splits. It's not the technology support that gets agents to stay or leave. Those things are important, don't get me wrong. But it ultimately comes down to who is the manager." "Who are you putting into that role? There are people that are meant to be good managers, and they're meant to rally the troops. And they're meant to give complex information in ways that everybody can understand… That's a skill. And a lot of that skill is not trainable." "Bringing in the top of the top, the best of the best, the ones that can follow rules, the ones that are coachable." "If you focus on coachability, you can take somebody who is brand new to the business, but they're ambitious, they're ready to listen. And that's got to be part of your recruiting process." "As managers, as leaders of a company, look at what you've established as your core values, and ask yourself, Do our practices that we have in place, in the metrics that we're telling people to hit, match with what our core values are? And if they don't, then we have a mismatch that you need to go back and say, Hey, let's just readjust some things." "When you have a vision, you can attract agents because they know exactly where you're going. And you'll attract the people who want to be a part of that and want to go with you." "Make your vision big enough so that everyone else's vision can fit underneath it." "[Vision] is what's lacking the most in most companies. And then they

For the second time ever, Matt and Garrett meet face-to-face to record today's episode about gift giving, and how to use this as a way to build connection with your clients. Whether you're doling out mugs, water bottles, cutting boards, or knives themselves, our hosts talk about how to do this tastefully, have fun with the process, give the right gifts, and do it in such a way that clients do not feel bombarded with marketing material. It's a delicate balance, but Matt and Garrett are here to walk that fine line with us. They break down the difference between gifts versus paraphernalia, the right time to give out branded products versus more personalized items, and the intention behind your gifts. Matt and Garrett discuss the idea of giving gifts that add value to people's lives, and the missed opportunity of providing branded moving boxes and supplies to clients. They caution against putting your information on day-to-day items as this can come on too strong, and encourage listeners to ask themselves whether their gift is related to marketing or simply a thank-you. You'll hear about branding items discreetly, and how to give gifts in a way that feels comfortable and personal to both you and your clients. Share your marketing materials by joining the growing 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. Episode Highlights: Matt and Garrett record today's episode face-to-face! All about giving gifts (mugs, water bottles, cutting boards, coolers, etc.) with your name or logo on them If done properly, this can help build connection with clients You can have fun with this Gifts versus paraphernalia and marketing materials You can personalize gifts for your clients rather than giving them something with your name on it Giving branded marketing tools (t-shirts, hats, pens) as gifts can take away from the personal energy you're aiming for What you put on the products can also make a difference - if you put your name, phone number, and email versus a simple logo, it can feel like you are handing that person a billboard to advertise your business It comes down to intention Promotional materials at trade shows and community events should definitely include your name and information Garrett's example of an agent who gives moving boxes and supplies to clients - this is a great opportunity for branding Is your gift related to marketing or simply a thank-you? If it's a day-to-day item, think twice about putting your name on it They will remember who gave it to them, and including your information may be coming on too strong Brand things as much as you can, until you get to particular thank-you gifts or personal gestures If you are sending a personal note, avoid writing it on branded stationery If you feel uncomfortable about giving certain branded items, you probably shouldn't do it You can brand things in a discrete, classy way Quotes: "There's so many different approaches to how you're supposed to do this. What are you supposed to do? And some people are like, I feel so awkward about this. And then some people are like, But you've got to do something." "There's a choice of you buying something with a logo on it - Someone buys a mug with Ninja Coaching on the side of it, that's their choice to have that mug. To say, Here's a mug with my logo on it, now turns into marketing." "The minute that it's a marketing tool that was intended as a gift, now the energy is lost." "When all of a sudden it has the name and the email address and the phone number that's now on the item - you gave me a billboard. You gave me a marketing piece to make your business better." "Anything that's delivering value to somebody as it relates to real estate, you want to have your information on." "Alright, so I'm going to give you boxes, as your realtor. And by the way, here's a thing of tape. And here's...labels and stuff for the boxes, and here's pens. If you want to brand all of that stuff, go for it. Have at it. That's the stuff that people are going to keep around." "I love moving boxes, I think they are fantastic. This is a very old school idea that a lot of people don't do. And it is a big missed opportunity, I think. This is a product that adds value. It's not a gift. It is a gift in a way, but it's helping somebody do something." "There's the right times and the wrong times. And I think for most people, you just need to take a look, and again, go, Is this marketing for me? Or is it a thank-you? If it's a thank-you, let it just be a thank-you." "They're going to remember who gave it to them. So I don't think you have to worry about your information on things that people are going to use often, use frequently." "If you feel uncomfortable about it, t

Traditional sales training usually encourages agents to steer every conversation toward real estate, focusing only on getting the business, and immediately asking people whether they are thinking of buying or selling. For many, this can feel too aggressive or "salesy," and understandably so. Today Matt and Garrett guide us through the process of initiating real estate conversations organically by focusing on helping people, bringing value, and being genuinely curious about what is going on in their lives, whether that be real estate-related or not. They talk about detaching from the outcome of these conversations altogether and instead focusing on building relationships. If your intention is to serve people with information, be their expert, and connect, the transactions will always follow. Our hosts revisit the importance of F.O.R.D. topics (Family, Occupation, Recreation, Dreams), and Garrett shares his favorite question to open the door to real estate conversations without being "salesy." Matt and Garrett share their best advice for keeping these conversations natural, including asking people about their dream home, having a relaxed approach on social media, and being mindful of the context of your relationships so that you can have fun with them in an appropriate way. They remind listeners that you don't have to run away from real estate conversations to avoid appearing "salesy." In fact, today's episode will show you how to move toward them, but with sincere interest and intrigue, rather than by shifting into pushy "pursuit mode." Join the growing 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. Episode Highlights: Part of Ninja is not bringing up real estate until the clients does Ninja attracts people who don't want to act "salesy" Real estate and homes come up organically in conversation all the time You can utilize postcards and marketing to do the real estate talking for you Then you can just focus on connecting with people, and a lot of times, they will bring it up Traditional sales training encourages agents to immediately ask people if they're thinking of buying or selling With Ninja, you can take that off the table completely - you don't need to go there The focus should be on creative marketing and reaching out to people to build relationships If your business is built entirely on asking people for referrals, the minute you stop doing that, business stops If someone brings it up, it's totally okay to engage - but keep the conversation natural and avoid diving right into asking whether they're thinking of buying or selling Answer their questions and ask your own to keep the conversation going about real estate Balance between knowing you're the expert and having a conversation with someone - you don't want to simply lecture people about statistics and market trends You can make outbound calls to follow up on your conversations and give updates without being salesy Your intention should be serving people with information and making connections, not trying to get business Detach from the outcome and the transactions will come If you bring value and expertise to the conversation, you will establish yourself as a trusted advisor Focus on helping people, and they will refer you to everyone they know Analogy of catching a cat - you'll never catch a cat if it knows you're in pursuit mode F.O.R.D. (Family, Occupation, Recreation, Dreams) questions are a great way to create connection and steer the conversation to real estate organically One of Garrett's favorite questions to ask is, What made you fall in love with this house? Then you ask what they might look for differently in their next home It's fun to talk about dream real estate Have genuine curiosity and embrace the real estate conversation You can initiate a conversation about real estate, but it needs to be about their life and their world Be curious about what's going on with them, bring value, help people If you approach it as a "Sales" conversation, a wall will go up quickly For new agents, asking people what made them buy their house opens up the conversation and helps you learn more about what draws certain people to certain properties without feeling "salesy" Have fun with it What you put on social media will inform the way people feel when they have real estate conversations with you in person If you're coming on too strong or salesy, they may not feel comfortable approaching you in real life Be mindful of the energy that you're bringing to the conversation and the context of your relationships with people Don't run away from real estate conversations - move toward them, ask questions, get intrigued Focus on helping people, sharing your expertise, and

Through coaching sessions and recent conversations in the Facebook podcast group, agents overwhelmingly report that the phone is their least favorite aspect of the Ninja System. Today Matt and Garrett look at why this is, and how to become a master of the phone, even if you don't feel like you're inherently "good" at it. They point out that the biggest priority is to have your F.O.R.D. conversations (Family, Occupation, Recreation, and Dreams), and talking on the phone is the most efficient way to do so. They share their advice to write a list of people you already talk to regularly, who you'd like to connect with more, and people you never call. If you don't enjoy talking to certain people, take their name off the list! Instead, focus on the people you connect with, enjoy speaking to, and are interested in, and you'll soon have a list of people who are easy to call. Matt and Garrett explain how F.O.R.D. questions help you uncover common interests with clients, and unlock a deeper level of flow and connection with them. They discuss your belief system, and whether you are actively telling yourself you don't enjoy the phone. Our hosts share their best advice for becoming more comfortable making calls, pushing past the awkward phase until it gets easier, and they address some common complaints they hear about why people don't like the phone. They talk about using the phone as a tool of connection, taking the path of least resistance, and only calling people you would be interested in spending time with in person. Once you have the right names on your list, all of a sudden you'll find yourself looking forward to picking up the phone, and excited to lean into this very important step of the Ninja Process. Join the growing 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. Episode Highlights: Garrett posted a few questions in the Facebook community: Which system is your favorite? Which do you wish you were doing better? And which is your least favorite? People overwhelmingly reported the phone as their least favorite Today's episode looks at how to become a master of the phone It's not a matter of whether you're good at talking on the phone or not The most important thing is to make sure you're having F.O.R.D. conversations (Family, Occupation, Recreation, Dreams), and the phone just happens to be the most efficient way to have them - but these can take place in other ways Who you're calling makes a difference in terms of whether you're excited to make a call or dreading it Garrett's advice to write down people's names - who you are already talking to regularly, who you'd like to talk to more, and people you never call If you don't enjoy talking to them, take their name off the list Remove yourself of the burden that you need to talk to certain people just because they're a client Instead focus on calling the people that you connected with, that you enjoy speaking to, and that you're interested in Asking F.O.R.D. questions helps you uncover common interests and unlock a deeper level of flow with people Some clients are just not as talkative or open to answering questions, and that's okay This could also be an opportunity to get better at asking the right questions Top producers don't necessarily have a large core sphere of influence, but they have very active flow with them This creates referrals and keeps the business rolling Talking on the phone may feel awkward or difficult at first, but just like working out, you need to push past that and it will get easier Your belief system can affect how you feel about the phone if you are actively telling yourself it makes you uncomfortable or you are not good at it Take the path of least resistance and call people at times you know you'll be in better flow with them (e.g., during College Basketball season) People have commented that the "I'm just calling because I was thinking about you" call feels fake If you focus on connecting with people over common interests and build a list of people you enjoy talking to, the calls will become easy Highlight names to categorize who you most enjoy speaking with, who you could call more, and who you'd feel strange calling Focus on the first two groups Re-evaluate this list once a quarter, not as you're getting ready to sit down for your Hour of Power The phone becomes a tool of connection You don't have to interject business topics until the client brings it up A good rule of thumb is to only call people you would want to spend time with in person Keep track of people who reach out to you, and who you would want to speak with even if you weren't in real estate - this will help you form your core list of names If you have the wrong people on your li

Success is something that we all strive for, but today's episode looks at the different ways success can take form, and what it means to you. The definition of success is entirely subjective, and cannot simply be measured by wealth or titles. Matt and Garrett talk about creating your own definition of success, whether that be income-driven, spending time with family, or hammering out your ideal work schedule. The key is knowing what feels right for you, what lights you up, and doing your best to move towards that goal every day. Success is about achieving your desired outcome, and that will look different for everyone. Our hosts share examples of how traditional gauges for success, like gross commissions and profits, may not always reflect the real story. They talk about being driven by other factors besides money, and eliminating their income goals in favor of an abundance mindset - trusting that money will flow toward you, so you can enjoy other things you love. They discuss the importance of family, physical health, mental health, and being unencumbered, in their own definitions of success. And they encourage listeners to reflect on what success looks like to them, pay attention to what sparks their passion, and go for it. As Larry Kendall says, if you focus on your process, the people, and what brings you joy, the money will take care of itself. Join the growing 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. Episode Highlights: Looking at success and what it means to you Success can often feel overlooked or unappreciated because it doesn't line up with what you feel you're "supposed" to do, based on opinions of others The raw definition of success is static, but the truth is that it will be different for everyone Success can take all different shapes Titles, wealth, positions are perceived values - but the elements of success that go unseen are of tremendous value as well, such as time with family Garrett's example of an agent who was purchasing leads and experiencing great success as a result, but upon closer examination, there were a lot of moving parts and costs in getting to that point Brokerages tend to measure success only in gross commissions, volumes, and transaction count They don't take your expenses into account If you are only concerned with financial wealth, focus on your net profit, your bottom line number (not gross commissions) The goal of Ninja is to increase your income per hour so you can enjoy your life outside of work Some agents thrive on being available 24/7, and others need more walkaway time The key is knowing what feels right for you, and what makes you feel happy as you lay your head down on the pillow at night The definition of success is subjective, and isn't only about money Success is about accomplishing your desired outcome - this will look different for everyone Once you focus on your own passion and decide which goals are important to you, the money will always follow If you feel like you are doing your best, and you are proud of what you're doing, that is a great gauge for success and that's when you feel most lit up and motivated Getting away from specific income goals in favor of an abundance mindset, trusting that money will flow towards you so that you can enjoy other things you love Family is the most important priority for Matt and Garrett To Garrett, wealth is not about making X amount of money - it's about making enough to be able to enjoy activities and vacations without having to worry about whether there is enough in the budget Success means being unencumbered Physical and mental health are also huge gauges for success, especially as you get older Whatever your definition of success is, are you doing your best today to move toward that? What do you need to work on? You need to decide what success looks like to you, pay attention to what lights you up, and go after it Don't let other people's definition change your trajectory Quotes: "We need to define what success looks like." "The definition is going to look different for everybody, but the raw definition...is that it's the attainment of wealth, position, or honors. It is the accomplishment of an aim or a purpose." "Is that really success, to have to manage and do $700,000 worth of transactions, to walk out of it with $200,000 in income, give or take? And this is where the waters get really muddy." "I think people need the okay to not have it always be about money, and there's lots of different definitions of what success is." "The whole point of Ninja was, increase your income per hour so you can have a life." "How many people in this industry have not taken a real vacation in over a year, who always have their phone w

Matt and Garrett have been preaching the pre-listing home inspection for many, many years, and today they devote an entire episode to break down why. Pre-listing home inspections are an important step to make sure you're putting people in safe homes. They also increase buyer confidence, raise your trustworthiness, protect both buyers and sellers, and decrease stress for all parties involved. They offer up all the knowledge you need to negotiate from a place of power, and to achieve the best possible offers for your clients. They prevent contracts from falling through during the transaction phase, since everything has already been disclosed, and help you avoid having to put a home back on the market - a huge red flag for potential buyers. Our hosts point out that top producers almost always have the pre-listing inspection built into their process, and even though you may uncover an issue or discover that your seller is unwilling to negotiate, Matt and Garrett explain that this will come out in the process no matter what. It's better to find out before you've invested your time, energy, and marketing dollars into a property. You can fix the problem or simply disclose it to buyers so they know exactly what they are dealing with. In addition to offering clarity, confidence, and marketing appeal, pre-listing home inspections also give you peace of mind as an agent, knowing that all parties are completely informed about the property being purchased. And they serve as another opportunity to demonstrate your role as a trusted advisor, and raise the value level of the industry as a whole. Join the growing 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. Episode Highlights: Matt and Garrett have been preaching pre-listing home inspections for many years This part of the process may not be necessary, but it is advisable and it will help your clients get better offers You may find something wrong with the property, but this is going to come up no matter what Part of the listing agent's responsibility is helping sellers with whatever defects or issues come up Homeowners Disclosure is still required, but homeowners do not always know what they need to disclose Important to put people in safe homes It would be extremely unfair to skip pre-listing home inspection to the parties that rely on you to be their expert Garrett's story of an inspector who discovered that homeowners had slapped a coat of paint over rotten material Matt loves pre-listing home inspections because it helps you avoid the second round of negotiations They allow you to negotiate everything upfront and have all the knowledge you need to achieve the best contract possible Even if you think buyers are getting higher offers than ever right now, completing pre-listing home inspections can help them do even better It also helps eliminate buyers' fears that something is wrong with the house, and they'll be that much more confident putting in a great offer It offers clarity and lets buyers know exactly what they're dealing with Analogy of buying a used car versus a certified pre-owned car Having the home pre-inspected can also be used as a great marketing tool Helps avoid having the home go under contract, and then go back on the market - this is a huge red flag for potential buyers Gives you peace of mind knowing all parties were completely informed about what was purchased Makes you more trustworthy as an agent and protects your clients A seller who does not want to complete a pre-home inspection is also a red flag Pre-listing home inspections increase your trustworthiness, confidence with the buyers, and decrease stress for all parties It also adds a huge convenience factor, and consumers pay for convenience Garrett addresses complaint that agents have lost listing over pre-listing home inspections It's better to find out you have an issue or a seller who's unwilling to negotiate before you've invested your time, energy, and marketing dollars, rather than during the transaction Also, you don't have to fix everything - you just have to disclose it Let the buyer decide how they want to handle it This is another opportunity to raise the value of what you do as a realtor, and for the entire industry as a whole Top producers have this built into their process Quotes: "This is a piece of the listing process that I am very, very passionate about." "There's so many ways that sellers can win bigger by doing pre-listing home inspections." "I hear people say, Well, why would you want to point out there's something wrong with the property? Aren't you hurting yourself by putting that out there? And then finding maybe something that's wrong? I always laughed at that - I was like, Usuall

Many agents today are finding themselves stuck in the mindset that they can't find success in this marketplace, or make it work for them. Today Matt and Garrett explain how shifting your mindset first can help you see opportunities where others do not, and they remind us that people will always experience life events that require real estate changes, regardless of market trends. The opportunity to create business is always present, but you need to have the right frame of mind in order to see it. Matt and Garrett talk about surrounding yourself with others who have a positive outlook, putting in the hard work to maintain a proactive attitude, and taking care of yourself in other ways (exercising, eating healthy food, and drinking plenty of water) to strengthen your overall mindset. Garrett performs a thought experiment to show how pre-programmed beliefs affect how you view your environment, and shares how we can "fill our minds with the things we want to see" instead. If you can focus on the belief that success is always possible, that you offer a service of great value, and that people will always need it, then you'll be able to handle any challenges thrown your way and grow your business in the process. Join the growing 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. Episode Highlights: Topic of mindset has been coming up in a great deal of coaching sessions Many agents are getting stuck in the mindset that they can't be successful in this marketplace, or don't know how to make it work for them The first step is to have the right mindset and truly believe that there's a way to make it happen People will always experience major life events that warrant real estate changes, so there will always be opportunity Surround yourself with people who have a more positive outlook, as that can shift your own mindset Buyers and sellers will always be pushed to the pain level where they need to make a big change Have the affirmation that you will find and create opportunities for your clients It's hard work to maintain this type of mindset First quarter burnout can make it difficult You need to take care of other areas of your life to protect your optimistic mindspace Your body is like a machine, and you need to have a regimen that will help it run at its best Garrett's thought experiment from Pam Grout's E-Squared about how pre-programmed beliefs affect what you see in your environment Fill your mind with the things you want to see Importance of staying hydrated Quotes: "Very interesting to see the results that people are seeing based on their mindset versus what actually is happening in the marketplace." "There's a good part of the population out there that is still not really understanding how to make this marketplace work and how to be successful in this marketplace. And what is starting to really resonate with me is that you have to have the mindset first, that it's possible that there's a way before you can actually make it happen." "It's a trap that a lot of people fall into - they get stuck in this mindset of, I don't know how to make this work. I don't know how to make a sale happen. I don't know how to get my buyers a property. I don't know how. And it literally shuts off all of the opportunities and tools and conversations you could be having with other people." "It's easy to let the market start to control your mindset." "I keep reminding people, like 3% appreciation in one year - that's what we would refer to as healthy appreciation." "What I see mostly is that people who say, No matter the market, I can make it work, we are going to figure out a way. I may not have all the answers, but I'm going to figure out a way. Those are the people who succeed in every market." "If we start with our mindset, then we can handle the challenges of the market and address them with proactive action, versus reacting with a mindset of, Well, that's just the way it is." "It's funny, their mindset says that this run is going to end and then we'll be done. Then home sales are going to stop." "If I focus on, There's always going to be someone that needs my help with real estate. It's a different mindset, though, because the other person - all they see is gloom and despair." "Start to focus on, Who are the people that believe they're going to find what they want? Who are the people that are looking at the opportunity that is available in this market, regardless of where prices or interest rates are?" "There's a point where people are like, I have to move forward, I have to do something. I need your help to get me from point A to point B." "If you have a mindset of, I can help anybody and everybody. I know people need my help. I have a great se

Over the course of the pandemic, a lot of businesses have shifted their marketing strategies and dropped print marketing altogether. But the three most common elements that have allowed agents to continue thriving during this time are phone calls, postcards, and real estate reviews. Today Matt and Garrett explain why now is the perfect time to return to your postcard mailings, or fine tune the ones you're already sending for optimal success. Postcards are almost a guarantee to reach your targeted audience, as everyone opens their mail. Mailers can also be used in conjunction with digital marketing - whereas social media posts alone can get lost in the algorithm. Our hosts talk about putting in the work to create interesting content for your postcards, using them to showcase your personality and creativity, and if that is not in your wheelhouse, hiring someone to help bring your unique voice to life or using templates as a creative reference. Matt and Garrett offer suggestions to include testimonials in your postcards, play with humor, and most importantly, start getting them out the door right away. You can check out some great postcard designs and ideas by joining the growing 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. Episode Highlights: Coaching sessions all over the country help Matt and Garrett zero in on certain trends A lot of businesses changed their marketing platforms during the pandemic, and stopped sending print marketing and postcards Today looks at turning mailings back on or fine tuning your approach as you get to it again Three common elements that allowed agents to thrive during the pandemic have been phone calls, postcards, and real estate reviews Postcards have dried up really fast, but they are still key to your marketing success A lot of companies are now focusing on digital marketing, so sending something physically in the mail will help you stand out - people will pay more attention It's almost a guarantee of a high connection rate as everyone opens their mail Postcard mailing campaigns are the one constant that always produce big buzz and word of mouth behind the scenes But you need to use mailers in conjunction with other types of advertising and autoflow (e.g., social media, phone calls) Postcards are guaranteed to reach your targeted audience, whereas videos and stories on social media can get lost in the algorithm Mailers can be become the foundation for all your other content, including digital micro-content (15 seconds or less) Put the work into it to create enticing content, both digitally and on your postcards Testimonials can be a great feature to include on postcards, and a simple yet effective way to create content You can also hire creative help if needed, which leaves more time to connect with clients or enhance your work/life balance Just make sure to factor in this cost as you set your budget and monitor cash flow Being creative is not in everybody's wheelhouse, and that's okay - that's what templates and other creative resources are for But postcards are an excellent opportunity to show your creativity, personality, and sense of humor if that does appeal to you Understand your strengths and don't hesitate to hire someone who can help bring your unique voice to mailer content Most importantly, get your mailers out the door right away - you can fine tune and get better with time Quotes: "[Postcards are] really the only thing that can come close to guaranteeing a 100% open rate because everybody checks their mail." "This is a long-term play. Mailings are designed to create not only an awareness of who you are in these people's minds, but also to develop long-term delivery of value to these folks so that when they are ready to do something, or when they're in conversations with others about real estate, your name comes up." "Put in the work and you'll start seeing results right away." "It's always come back to this mailing campaign that's been out there and kind of bubbling behind the scenes, exponential results just keeps growing on itself." "I'm not saying social media doesn't work. I actually think it's an amazing platform. If done right, it hits a void that's out there of connecting with people." "When it comes to digital content, the cool thing about mailers is that they can become the foundation for all your other content, because micro-content, digitally, is what's taking over now. It's like content that can be consumed in 15 seconds or less." "Even if you like doing postcards, Garrett, and you're a creative person, it takes a lot less time to spend in your creative zone, doing two postcards a month, than it does trying to do a social media post every single day." "If y

The Dual Agency Scenario is an interesting one that keeps coming up in Matt and Garrett's recent coaching sessions. Today they look at how to handle the situation when you have multiple buyers interested in the same property, or you have a buyer who's interested in one of your listings. They acknowledge that protocols may vary depending on your state, but the key is to have open communication with your clients, and be upfront about your procedure for this, and any other potential situations that could arise, during your 10-Step Buyer Process conversation. This clarifies that you will be representing them, and not sharing any information to the other parties involved. Being transparent about your process helps to build trust, and gives your clients the confidence to know that they are ultimately in control of their real estate decisions, not just along for the ride. Getting ahead of these situations also prevents uncomfortable conversations in the moment, where your clients feel pressured to make decisions under confusing, rushed circumstances. If you don't currently have a policy for Dual Agency Scenarios in place, Matt and Garrett explain how to do so with your managing broker or a trusted colleague, without having to refer your clients elsewhere, pay additional fees, or lose the relationship that you've worked so hard to build. Share your process for Dual Agency Scenarios in 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. Episode Highlights: What to do as an agent when you have multiple buyers interested in the same home It comes down to process and having open communication upfront Garrett's example of an agent who had 4 buyers interested in the same property Are we having the conversation up front with our clients during the 10-Step Process, based on whatever the protocol is in your office? Consumer Information Statement Dual Agency Scenario - you have a listing and a buyer, and the buyer is interested in your listing Key is to be clear and open about the process so there is no confusion - people can't make decisions when they're confused Clarity helps build trust as well, particularly if you are going to be a dual agent and write an offer on your own listing If you are representing the buyer only, and you overhear what another buyer is offering, you can use that information to formulate your own offer - you cannot do this if you are representing both buyers This isn't really a disadvantage, though, as it is very rare for another agent to let you overhear this information Comes back to speaking to your client upfront about different situations that could arise, and how you would handle them How the broker relationship comes into play, can bring huge value to the process Managing broker can help write the contract in a dual agency scenario, then you take over once negotiation is complete This way you don't have to refer clients away from you, and you can maintain the strong relationship you've worked so hard to build If you do not want your managing broker to take on this role in dual agency scenarios, you can also work out an arrangement with a colleague you trust, and be sure to reciprocate when they are in the same position Being upfront with your clients about the process, even if you don't encounter a dual agency situation, gives them the confidence to know that they are in control of the decision and that they're not just along for the ride If are only having these conversations as the moment arises, it can feel very "salesy" and put pressure on your clients If you don't have a process, figure one out immediately (for managers and brokers) Reminder that Ninja principles apply not only to real estate, but to all businesses that involve working with people Quotes: "Does your office have a policy of who that person gets given to, and in what order, and what does that look like?" "If you don't let them know, it does bring up weird questions… Who is she representing? How much has she shared? How does this work? Do they know where our negotiation standpoints are? It just brings in confusion." "We want to do everything we can to make sure that they understand that they're being represented, and there's as little confusion as possible. Because people can't make decisions when they're confused." "There needs to be a very high level of trust." "As a managing broker, anytime my agent was in these situations, our process was, if you have a listing, and you have a buyer, I will write the contract and negotiate for the buyer as the manager, there's no fee for that, I just do that. And then once the negotiation's complete, the process goes back into the control of the agent." "Same thing, if there are multiple buyers

Emotions are playing a big role in today's marketplace, often leading buyers to offer significantly more than asking price because of the intrinsic value they place on a home. And while emotional value has always been a factor in real estate, the current imbalance of supply and demand has really brought this to the forefront, and emotionally driven bids are increasing fair market value more than ever before. Today Matt and Garrett talk about the current trend of buyers making enormous offers based in fear or panic over losing a property, and how this is establishing a new market value for both buyers and sellers. Like luxury cars, people are willing to spend more on homes that fill an emotional need for them, and it's important to understand how this is currently affecting the market so that you can explain it to your clients and help guide them through the process with a level head. In order to win the game, you need to understand the playing field. Right now, the game is trickier than ever, but today's episode looks at how to help your clients win, even as the rules change in unpredictable ways - and give you yet one more way to demonstrate your massive value as an agent in the process. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, 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. Episode Highlights: Fair Market Value versus Emotional Value of a home Emotion is always involved when purchasing primary real estate, and intrinsic value is always placed on a property This plays a role in how much people will offer on a property, often much higher than asking price because they are emotionally buying the home When people bid significantly over fair market value because they are emotionally driven based on fear and panic over losing a property, this can then set a new market value precedent, which is cause for concern You could argue that this emotionally driven offer now becomes fair market value because both buyer and seller agreed that is was a fair price, having full knowledge of the asset Matt's comparison to real estate market to how stock markets and currencies trade People assume fair market value can only go up and the baseline will stay there, but it can go the other way, too (e.g., 2008 crash) Emotions and intrinsic value are always at play - we're just seeing it more now because of the imbalance of supply and demand Garrett's example of cars as an emotional value purchase - some are utilitarian, some are specialty, luxury vehicles that people are willing to pay more for in order to fill an emotional need Emotional value also informs the asking price sellers are looking for - shooting for the moon to see if they get it This will start a trend in the marketplace as more people will list their home to see if they get a similarly high price "Make Me Move" prices could lead to a trend of greater inventory Emotional value is the precursor to establishing fair market value Revisiting Step 10 of Buyer Process, and talking to your clients about the role emotions are currently playing in the market You have to know what game you're playing to be successful at it Successful agents right now understand the game and are able to explain it well to their clients Understanding the market is part of your value as a realtor Your value is understanding the playing field, understanding the process, and being able to understand and guide your client without getting swept away by emotions Example of helping guide people to win games in Vegas Someone who helps you actually win games has much more value than someone who just shows you around and doesn't know how to play Fascinating to watch how emotions are affecting the marketplace right now, and it will continue to change Our job is to keep our emotions level and be a good step down transformer for buyers and sellers Quotes: "Emotion is always involved when purchasing primary real estate." "They're not looking at what type of windows does this house have? Or have they been updated or things like that? They're literally coming from this crazy emotional place. Which is like making them, as you just said, put a $900,000 over list price offer in. And people go, That's insane. They're overpaying for the house. No, they're emotionally buying a house." "The challenge is - what you come to as a potential fair market value conclusion, a lot of times is not what actually the property trades at. And then you wonder, Well, is that emotional value now establishing a new level of fair market value? Because fair market value is what a willing and able buyer and seller agree on if they have full knowledge of the asset." "That's the crazy thing. They were willing to not lose the properties. But now it's a mark that everybody goes,

As the multiple offer scenario becomes increasingly common in today's market, so too does agent competition, which can lead to tension and frustration between realtors. Today's show looks at the importance of having good communication with fellow agents, even though you are in competition with each other, as it is another important aspect of building relationships. Being empathetic and considerate of other agents' time is extremely beneficial as you grow your business as it can help secure backup offers, early viewings, and ultimately better deals for your clients. When agents do not get along, negotiations can go bad fast. Matt and Garrett offer suggestions for creating cooperative relationships with other agents from the moment you meet, including complimenting them, asking questions to engage conversation, and treating them as you would a potential client. This builds rapport and ensures that they will want to work with you in the future. Matt and Garrett talk about approaching your work with other agents as a 'co-op-etition," and remembering that you are all there to cooperate and win together. They discuss being respectful when competing for listings, having an intentional local realtor database that you apply your Ninja Systems to, and working with other agents to share information and feedback that will benefit both agents and their clients moving forward. If you have a reputation for doing the best you possibly can, not just for your clients, but for fellow agents as well, people will want to work with you, refer to you, and reach out to you as a trusted advisor in the real estate world. As agents, we can all achieve greatness together, and today's episode will show how something as simple as being nice can go a long way in helping everyone succeed. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, 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. Episode Highlights: Communication with fellow agents Two sides of this - agents have been able to secure backup offer because of their relationships with fellow agents; others have had very frustrating experiences because of unclear communication Being cooperative and considerate of other agents' time goes a long way Example of Dan Smith's FAQ sheet for buyers' agents - builds rapport and connection Working well with other agents is also beneficial for your clients Going into a negotiation with an attitude will start you off with a roadblock Having empathy and working together facilitates a better deal, better contract for your clients When agents don't get along, the deal can go sour quickly Create good relationships from the beginning Randall O'Dowd's suggestion to compliment them, ask questions, and treat them like you would a client This builds connection and rapport Be mindful of how you interact with other agents at open houses as well - your reputation can precede you, and you want to make sure it's positive Approaching your work with other agents as a 'co-op-etition' - you're all here to cooperate and win together Having an intentional local realtor database that you apply Ninja Systems to Good relationships with fellow agents can help overcome judgment if a listing hits the marketplace wrong Have a baseline for treating every agent professionally as you never know when you might be working with them Communicating with other agents, sharing information and research together will change your business and create so many new opportunities Clients will also take notice of how you interact with other professionals Circle of energy Making sure you have a reputation for making things work for all parties Good relationships with other agents will allow you to have tough negotiations while maintaining respect and professionalism Quotes: "We have such a great opportunity to work and cooperate with our fellow agents, even though we're in competition." "You might think you're in competition with all the other agents and on building your business and things like that. But at the end of the day, you have to work with all these other agents. And the more you can work together, the easier it is for your clients." "If you look into it, saying, Hey, let's start with some empathy, just like we do with our clients, because we need to figure out what the real situation is here and act as advisors all together and negotiate in a fair enough way. Obviously, I know that everybody wants to be on the winning side, but there can be win-wins here. You're gonna end up with a better deal and a better contract for your clients, too." "You always hear the stories of when the agents don't get along, the deal does not go well." "As Stuart Emery says in Mastery, be in the presence of masters without condemning. And I think that's

Around this time of year, Matt and Garrett typically start to notice agents getting distracted by shiny objects, and letting their Ninja Systems slide. Today they're here to set us back on track, and warn against neglecting our foundational activities, such as making F.O.R.D. calls, building relationships, and writing notes. The Ninja Systems offer safety and security in every market, and if they begin to feel tedious, it's important to remember the big picture of how they will help you reach your long-term goals, both for yourself and most importantly, for your clients. Matt reminds us that mastering the mundane is what differentiates those who are good from those who are exceptional. Today's episode will show you how to reinvigorate your Ninja Systems, and once again find the fun and joy in building your business. Our hosts explain why relationships are the foundation for your success, how they allow you to weather any storm and thrive in any market, and the importance of maintaining those connections consistently. Garrett shares the powerful analogy of casting plenty of lines in the water and catching a lot of fish, but if you are not tending to the relationships that brought you there in the first place, you will quickly run out of bait. Building stronger relationships in a busy market, not diminishing your flow by contacting too many people, and focusing on your core group are also discussed. While it may be tempting to simply ride the market wave and let your systems fall by the wayside, the next crash could come at any time. As Larry Kendall says, Ninjas are the ones who learn to dance in the rain. Prioritizing your flow with clients and staying committed to your foundational activities are the key to predictable success, no matter what storms may lie ahead. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, 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. Episode Highlights: Looking at Ninja Systems, and how it works in every market This is the time of year people start looking at shiny objects and let their systems slide How long is this wave going to last? Do we need to prepare for an impending crash? Garrett has been using Ninja Systems for 19 years and has yet to find a marketplace it does not work in Ninja Systems offers safety and security in your business and this is not the time to get distracted from it Warn against neglecting your foundational activities, such as F.O.R.D. calls, building relationships, and writing notes Agents get bored and wander from attracting business Need to remember the big picture of why these systems are effective and how they will help you reach your long-term goals, both for yourself and your family, and also for your clients Mastering the mundane Ninjas are the ones that learn to dance in the rain and thrive in any marketplace Maintaining relationships consistently is what will allow you to succeed, even in challenging markets (example of agents whose businesses actually took off in 2008) You can also focus on building even stronger relationships Example of Paul Schneider scaling back the size of his database so that he could connect with clients every 30 days - he made the group smaller with better communication, but this is when referrals and opportunities started pouring in You can diminish flow by trying to be in contact with too many people Matt's observation that successful agents and entrepreneurs usually have a smaller group of close personal relationships, as having countless people in your Sphere of Influence can be exhausting and unsustainable Focus on Ninja Nine and your systems It's not always easy, but it is simple Quotes: "Let's not get too far away from the Ninja Systems." "I have yet to find a marketplace that it doesn't work in." "I've seen it happen so many times that I just want people to know that if you want some safety and security in your business, this is something you need to be taking seriously right now. This is not a time to waver from it. This is not a time to get distracted." "It's easy to get distracted from doing the foundational activities. It's easy to say, Maybe I should look at something else. I just want to make sure I'm protected in case this doesn't continue to work or whatever it is. The truth is that it always will work." "Where I see a lot of people fall off is on the attracting business side, they start to let their relationships go." "It turns into a machine at some point for some people. And I think that that's where they all of a sudden just start to deviate." "You need to map it all out so that you have a really clear picture. Because otherwise, when you do get bored with the system, if you don't have that to fall back on, you will be off to the next shiny object

Today's topic was inspired by a listener request, and Matt and Garrett are very excited to finally dive in and discuss the Sweet 16 Listing Presentation. Hailed as "The World's Greatest Listing Presentation," this process engages potential clients immediately, and provides all the tools you need to position yourself as a trusted advisor, get more listings (and sell them faster), identify your client's greatest fears, and differentiate yourself from the competition. The 16 Step Selling Process creates clarity and sets you up to list a seller, not just a home. It allows you to make sure all parties are on the same page, and set expectations for your work together as a team. Join our hosts as they highlight the critical questions provided in the 16 Step Selling Process (you can find the entire list in the Ninja Selling Appendix). They revisit Garrett's strategy to provide homework to his clients in order to gauge whether they are truly sellers, and explain the 'One of three things' conversation that so many agents unfortunately skip in favor of simply getting the listing at all costs. Matt and Garrett also talk about what to do if you feel your goals are not in alignment with a potential client, and debunk the myth that agents have to take every listing offered to them. You'll hear about whether your clients are willing to list (not sell) their home for fair market value, the dangers of both underpricing and overpricing, and the importance of confirming your clients' Plan B should their home fail to sell or get the price they were looking for. Garrett shares his favorite question to ask at the end of each meeting, and the show ends with an important reminder never to skip any of the questions in the Sweet 16 Listing Presentation, as each step is so crucial in demonstrating how great you are as an advisor, and putting yourself and your clients in the best possible position to actually sell their home. Thank you so much to Ana Patrice for her suggestion on today's show. You can share your ideas for future episodes, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. And a reminder that 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. Episode Highlights: Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients Sets the stage for everything and gives you the right questions to ask Listing a home versus listing a seller People who are only listing due to favorable marketplace shifts are not sellers Sweet 16 Listing Process can help you turn those people into sellers Speak to all the decision makers to clarify why they are selling their home and make sure everyone is on the same page Whether to make it a One-Step or Two-Step process is market specific Start with a home tour How to gently provide recommendations Owning your process and the importance of having control Making a home easy to buy - so desirable that buyers will consider it a no-brainer to put in an offer Following up on your listing packet - sellers will have read it and taken it seriously, but if you're just listing a home, they will simply be waiting for you to give them a price The "One of three things" conversation to have when you first meet with a client This levels the playing field, shows that you're honest, ensures that you are upholding your fiduciary duty, and establishes your commission guidelines Asking clients whether they are willing to list their home for fair market value Emotional value versus market value Positioning versus pricing Dangers in both underpricing and overpricing Asking clients about their Plan B if their home does not sell or they do not get the offer they're hoping for Gives them clarity and allows them to move quickly through the process If you find yourself skipping Questions 15 and 16, you need to readjust your time frame to make sure you include them These questions demonstrate how great you are as an advisor and put you in the best possible position to actually sell the house Garrett's favorite question is to ask whether they have any other properties they need to sell Quotes: "The Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients." "It engages people right off the bat." "Are you listing a home or are you actually listing a seller? And what Ninjas do is we list sellers." "Sellers will do things that sellers need to do to sell their property. And they will fix up the yard. They'll put money into the house… They will put sweat equity into the house to make sure that it looks just perfect for that opportunity when it comes through the door." "There's always a point at which people start to get a little greedy, and they're not sellers. They are people going, If it would sell for this, I will

As realtors, we need to be educated and pay attention to trends in the economy that may affect our clients. Today Matt and Garrett dive into an issue that's having a huge impact on our industry at the moment - supply and demand. They explain the role that rising costs are playing in real estate, why contractors are leaving prices open-ended or even abandoning jobs altogether, and the impact that other factors could have on homeowners, such as inflation rates and tax policies. Understanding the current situation comes back to knowing your industry and knowing your product, and will help you serve as a trusted advisor to your clients. Our hosts highlight the importance of doing your research, and talking to business owners and trusted experts around you to find out what's truly going on in your area, rather than relying solely on the news or information provided on social media. Becoming an expert on what's going on in the industry, and knowing how to guide your clients through potential pitfalls and challenges is just one more crucial way to demonstrate your value. The more knowledge you can provide, the more powerful your position will be in their world. As Garrett points out, if you're uneducated, you're just another number in their database. You can avoid this by educating yourself on all aspects of the business, and today's episode will lay out how to do just that. Tell us who your go-to experts are, ask questions, and share ideas for future episodes by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Current supply and demand issues Real estate plays a huge role in the economy Costs are going way up and contractors are leaving prices open-ended Comparison to ordering a plate of food without knowing how much it costs, then getting a bill for $100 afterward Realtors need to be educated about this situation and pay attention to trends in the economy that affect business Comes back to knowing your product and knowing your industry Role of inflation rates, tax policies Warren Buffett's comments that inflation is already here Inflation does not necessarily mean doom and gloom, but it does mean we need to educated about it and how it could affect homeowners This opens up the conversation with your clients We're in the middle of a sunny day, not remembering how cold a rainy day can be Need to be prepared for these situations and pull our head out of the sand Look at the data, but also talk to local business owners and experts Content producers on social media are becoming the source of information for young people Need to be careful that you are getting news from reliable sources Do your research and be an expert for your clients If you're not educated, you're just another number in their database Quotes: "There are some trends starting to happen out here right now that are making me step back and go, Okay, this could get really interesting, really fast." "It also happens to be one of our basic human needs as well, shelter. So it plays a big role." "I start hearing about builders saying, Yeah, we'll accept your contract to build a house for you, but you know, the price is going to be open-ended until we can actually buy all the supplies because we can't give you a price." "I think we are starting to come into an interesting time right now where we're going to see some stuff like this start to go on." "I need to be financially smart about what is going on. What does this all mean? How is it going to affect my people and where can I guide them to go get more information? Because we're going to need to be really trusted advisors for people coming up here." "People will figure out how to buy or sell, and this is why we need to be trusted advisors." "Just as if you were going to run a grocery store, you're going to pay attention to what's going on with diesel prices, because your trucks are moving stuff around all the time, and that's going to impact your inventory." "If you look at the data of just inflation - ending in April, we've hit the highest trailing 12 month of inflation rate numbers at 4.2 than we've seen since 2011 and 2008." "Everybody's talking about, What if we have inflation? And [Warren Buffett] said it's already here. If you're not noticing that inflation is already starting, you're behind on what's going on." "It's hard to remember how cold the rain is when it's a sunny day." "My best education comes from the people that I know right around me and asking more questions, more so than the news." "That's why I talk to people I know in finance when I want to understand certain things. That's why I talk to doctors when I want to understand things about health. That's why I talk to personal trainers when I want to understand things about fitness. That's why I t

If you're a new agent looking to grow your business and thrive from the outset, you'll definitely want to tune in to today's episode. Matt and Garrett give their advice for building a solid foundation for success, tell us which habits to instill early on and which to avoid, and explain why flow should be your number one priority. They discuss being 'new' and why it's actually an advantage in creating relationships as you are ready to learn and do not have to rebrand yourself, and they encourage agents to skip the fancy websites in favor of postcards and personal calls in the beginning. Our hosts talk about untapped resources like Toastmasters and special interest clubs as a way to connect with new people, and clarify that we can initiate real estate conversations as soon as we make those connections. If you purposefully dedicate time to building flow and new relationships, drop your preconceived notions about what it means to be a realtor, and go out there in full force as yourself, you'll be amazed at how quickly you can build your database and see big results. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can ask questions, discuss episodes, and share tips with other Ninjas. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Some new agents develop bad habits from the beginning, some start with rock solid foundations and thrive from there State of marketplace when you start will affect how you build your business This is a great time to start as it will force you to develop a solid foundation and avoid bad habits You can build a sustainable business if you keep up with it as you go along Being new can be an advantage as you are ready to learn and build relationships Building flow and relationships with people is your biggest priority right now, should be your number one focus starting out Find a process that works, like Ninja, trust it, get in flow with your people, and share what you're learning This will start to establish you as an expert in the field and open up your Sphere of Influence without looking like a salesperson New agents should skip the CRM and fancy website and go directly to postcards Advantage of being a new agent is starting relationships without any baggage - you don't need to rebrand yourself New relationships often lead to better referrals than your existing contacts Purposefully dedicate time to connect with new people and make sure to put it in your calendar Big missed opportunity for new agents is Toastmasters, a group of ambitious people who are looking to improve their public speaking skills Meetup.com or any special interests groups/clubs are also a great resource for connecting with new people who have similar interests Ninja Philosophy is to give people information, give them value - and you can do that immediately after making those connections Sending postcards and calling is less invasive than email Don't buy into the idea that it will take six months to make your first sale A lot of agents find success with open houses, but don't rely on them entirely Number one focus should be getting in flow with as many people you can and building a database, blocking out time to take action and reach out Make goals and double them Drop preconceived notions of realtors - go out there and be yourself Quotes: "How can a new agent take the Ninja Selling System and build a thriving business as soon as they get licensed?" "The agents that started in 2008, 2009, 2010 are like hardened war veterans. They're no joke, no messing around. They have fundamental set-up in their business because they had to figure it out to make the business work." "I feel like we're in that type of market right now… If you learn how to grow and build this business, and build your foundation right now, you will be an extremely successful long-term real estate agent." "This is an amazing time, if you're serious about starting your business right now, because you're not going to have any bad habits." "There's so many places you can go grab information that I think being new is not that big of a deal." "Flow with people is your number one. Biggest, biggest, biggest thing you need to focus on right now… Write down the word 'Flow.' That is your number one focus. Flow is the driver." "If you're inexperienced in this business, and you want to go bigger, flow is the answer to everything." "The best thing about being a new agent is you know what you don't know, which is a lot. You get to go dive in and do research and learn a lot of stuff and start sharing that." "You can't be a secret agent at all." "That branding of yourself as a new agent is one of the most messed up things that people just botch all over the place." "A lot of times it's new relationships and applying the branding, the postcards, and all that into grow

Today's episode looks at John Assaraf's four stages in the journey toward growth: Comfort Zone, Fear Zone, Learning Zone, and finally Growth Zone. Being in your Comfort Zone might feel familiar and safe because you have control over your situation, but no real growth or change can come from there. Matt and Garrett explain why so many people find themselves stuck in their Comfort Zones, and what they can do about it. The first step is acknowledging what is holding you back, and analyzing your fears to the point where you can push through them to learn new skills. Matt cautions against becoming a Success Zombie, though - only accumulating new knowledge or designations without putting any of it into practice. Real growth can only happen when you take action and set goals that are connected to a purpose. Seeking out motivation, talking ideas out with others, and learning from masters can help lead you away from your Comfort Zone and Fear Zone. Garrett also talks about the inherent nature of making mistakes within the Learning Zone, and reminds us that every failure is a learning opportunity. Matt explains the importance of believing that you can get to the Growth Zone, letting go of excuses, and he and Garrett point out that you don't have to go through this process by yourself. Surrounding yourself with people who ask more of you will allow you to see things from a different perspective and help push you to the Growth Zone, oftentimes faster than if you had embarked on the journey alone. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can ask questions, discuss episodes, and wish Garrett and his beautiful wife, Sarah, a Happy 20th Wedding Anniversary! You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: John Assaraf's The Answer and the idea of moving through your Comfort and Fear Zones into the Learning Zone, then finally to the Growth Zone Comfort Zone is where you feel safe and in control, even if you don't particularly like the situation you're in Fear Zone is characterized by a lack of self confidence, finding excuses, letting other people's opinions affect you First step in to acknowledge what you're afraid of and analyze what you're truly concerned about Analyze it to death Seeking out motivation, inspiration, or a guide to help move you out of Comfort and Fear Zones Going back and doing something you understand versus pushing yourself to go learn something new The Fear Zone is internal, which is why speaking to others can help you push through fear into the Learning Zone Getting to the point where you're open to learning so that you can seek out people to learn from and grow with Learning from masters is key, but you also don't want to become a Success Zombie and get stuck in the Learning Zone, where you are taking in abundant information without putting any of it into practice Growth happens when you take action Setting new goals should come after Fear Zone - once you've moved past your fear, you're ready to learn and figure out how to achieve them Make sure what you are learning is aligned with specific goals Connecting your goal with a purpose How to tell you're actually in the Growth Zone versus just thinking you're there Trial and Error of being in the Learning Zone - not everything will work, but you can't let that set you all the way back to your Comfort Zone The belief system and not making excuses for why you can't get to the Growth Zone Take a step back and look at how you can move yourself along this process and come up with a plan Don't feel like you have to do this alone Quotes: "What is this Fear Zone that stops a lot of people from growing?" "I think Comfort [Zone] - your subconscious mind gets it. It's comfortable with it. You know it. You know what to expect." "I think the first thing is acknowledging what you're afraid of, I think that's the best way to move kind of through that Fear Zone." "Analyze it to death." "Finding somebody that can almost be a guide for you to go through the Fear Zone so that you know you're not the only one, right? Everybody's been there. Everybody goes through it." "There are so many places you can go besides taking a step back and doing something you understand." "We get a lot of people that...they're like, Okay, I'm a bit in my Comfort Zone. I know all the stuff that I'm kind of fearful of and now I need help. Now I need something that can kind of get me to the Growth Zone. I think that's what you need to get through to that Learning Zone, to be open to talking to a master, to talking to somebody that has the knowledge." "That's the part of where it shuts you down from being a learner, is if you're not willing to learn from other masters around you." "The Growth Zone is finding purpose, living those dreams, setting new goals, conquering objectives. And so a

Today's episode opens with a question for you - if your business is a vehicle, which seat are you in? Are you in the driver's seat, making every decision about where you want to take your business? Or are you in the passenger seat, making a few calls but largely handing control over to others? Matt and Garrett discuss the importance of accepting your current reality so that you can make the necessary changes to get back in the driver's seat, even if you're starting from the back seat or worse, the trunk. They talk about having creative input and control over your marketing, rather than relying on Autoflow Marketing strategies. And they acknowledge that while you may not want to be in the driver's seat for every aspect of your business, you still want to be in control of the process. Being a navigator from the passenger position can be equally important, as Matt and Garrett point out with the example of rally car racing. And if you've found yourself relegated to the back seat of the car, our hosts explain how communication can help you get back in control of the wheel. Connect with other Ninjas, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: If your business is a vehicle, which seat are you in? If you feel like you're in the passenger seat, it's time to acknowledge that so you can make some real changes, get back in the driver's seat, and take control of your business again So much power in accepting your current reality Don't hand the steering wheel over to others and let them decide where you're going Being in the driver's seat means having creative input in your marketing Autoflow Marketing point is a great example of being in the passenger seat It's okay if you don't want to be in the driver's seat for every aspect of your business, but you still want to be in control Hiring someone does not mean you need to relinquish all control and move to the back seat The passenger can also serve an important role as navigator - rally car racing is an excellent example of this Knowing your process keeps you out of the back seat Communication is crucial and can help you move back to the front of the car Look at your systems and analyze where there might be a challenge or breakdown in communication This can even be applied to your personal life and relationships Are you moving toward your goals and dreams with your business? If not, you're probably not in the driver's seat Be aware of your position and be purposeful about what you need to do to change Quotes: "Your business is a vehicle - which seat are you in?" "You wonder why you're so confused about how you ended up here - it's because you're sitting in the back seat. You're in the trunk! Somebody else is driving." "I think the majority of people are in the passenger seat." "You can't make changes usually in your business or in your life unless you acknowledge where you're at right now. And I think it's time to stop and acknowledge." "Do you have a say in what's being put together? Do you have a voice in the type of marketing that's going out?" "I think for some things in your business, you don't want to be in the driver's seat of it… When it came to staging a house, I did not want to be in the driver's seat. I am not that person. I hired someone else to drive that car." "When you go and you hire somebody or you bring in an expert, you technically are in the driver's seat. You can let that person go if you want to, if you don't like what they're putting together." "With hiring people, that's also where a lot of people end up in the back seat. They relinquish too much control." "If your hands are not in it, if you're not checking in periodically, you do run that risk of all of a sudden going, How in the world did we get here and why are there only three wheels on the car?" "This comes into knowing your process. I think if you know how your business operates, if you know your process, so you know what's coming next, you're immediately pulling yourself out of the back seat. If you're in reaction mode...you're totally in the back seat." "When you start to analyze your business and start to break down all the pieces of it, I think there actually are the right spots that you need to be in the passenger seat and there are the right spots where you need to be in the driver's seat. What you don't want is to be in the back seat." "If you find yourself in the back seat, communication will fix that. That means you need to pick up the phone, you need to talk to people, you need to figure out what's going on. And the minute you do that, you've moved yourself back up the passenger seat position." "If you acknowledge that you're in the back seat, you're now also acknowledging that there

Knowing your product is a crucial part of running your business. But many agents are getting caught up in today's fast-paced market and neglecting this key step. Today's episode looks at the importance of doing your research, taking the time to truly understand the properties in your marketplace (not just the homes, but the neighborhoods, nearby schools, parks, trails, and stores), and how this skill can help you expand into more luxury areas and price points. Matt shares his experience visiting every single listing as a new agent, and tells Garrett why even experienced agents can benefit from educating themselves on new products and areas. They challenge us to designate weekly time blocks focused entirely on learning something new, and Garrett shares his advice to "slow down to go fast." Share what you're learning, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Knowing your product is a crucial part of running your business A lot of people in Sales only research a product in the moment, after a client asks Need to take the time to really understand your product and learn as much as possible Pick new types of properties, do research and analysis, and make predictions to see if you hit the mark Matt's early experience learning about every single listing at his company Value of knowing the products on the marketplace Knowing not just the homes, but the neighborhoods, nearby schools, mountain biking trails, grocery stores Experience does not necessarily mean expertise Multitasking and making predictions Planning time blocks for learning will help you be more productive If you want to get into higher, more luxury products in the marketplace, take the initiative to educate yourself about them - arrange a private walk-through, do an analysis of the properties Your research will also open the door to interesting conversations and details to share Agents are neglecting to do this research in favor of riding the crazy market pace Knowing your product is equally important for new and experienced agents Garrett's advice to "slow down to go fast" Matt's challenge to give yourself an hour per week to learn something new, and slowly increase that with time Quotes: "With knowing your product, this is an interesting piece that a lot of people - they get caught up in doing the business." "You need to take some time to really get to know, on a deep dive, your product - what you're selling, what you're working with. And I just don't see it done enough." "If you want to get into a different neighborhood, or a different price point, or a different style of home, get out there into those areas and learn it." "Know your product and what you're doing." "It provided me with so much value. Also, I got to learn some of these homes that I had never been in - the different styles of home, and talking to the listing agents about how those homes could be used… Just getting out there and learning." "That's where I think the value is… This is about knowing the products that are out there on the marketplace. I think when you're a newer agent, everything is fair game." "You become the expert." "A lot of people, particularly in real estate, go to, just experience - I have 30 years in the business. More and more people don't care. I'm sorry. They care about what you know!" "If you know your product and you're the expert, these are the types of things you can start to do. And people will look at you as the expert versus just someone who can open doors." "You have the opportunity every day to learn more things. And you have the time to do it." "One of the best things I've ever seen to get people to sell a higher end or more luxury type of product in their marketplace, is being educated by it." "Let them know, I'm doing some analysis right now. I'm trying to figure out this marketplace and what is going on here. I love your property, I love this listing… Would you mind if, me personally, if I went, and just used this as part of my analysis?" "It does take time to do this research, but if you put it into your day, you're going to be a better agent for it. You're going to have new knowledge that also gives you opportunity to have conversation." "In this marketplace, what we're watching is people are not taking the time to really, really, really do a little bit more of a deep dive. They're just kind of running at this crazy pace, trying to get deals done… You still need to be an expert to your people. You still need to really have a deep understanding of your product and what's going on." "Even experienced agents - they're getting pushed out of their normal areas." "You can up your knowledge really fast. It's not like you've got to go get a Masters Degree

Matt and Garrett are diving deeper into the idea that your clients don't need you, they should want to work with you - because you can actually take this to the next level, and turn that "want" into a "need". Once you have established your expertise and given your client the best experience possible, clients will not only want to work with you, but they will recognize just how much they need you moving forward on all their real estate decisions. Our hosts break down this cycle, and how the Ninja Process can help you become the person your clients just can't buy or sell their house without. They explain the importance of building relationships with your clients, getting to know them on a deeper level while maintaining professionalism, and understanding the reason why they are selling their home, rather than just the details of the house itself. Once you truly understand your clients' needs and put them first, they will go from not knowing they needed you in the first place, to wanting you, to finally feeling like they will always need you in their lives. Share the ways you have managed to go from a need, to a want, back to a need again, by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Revisiting the idea of, 'They Don't Need You, They Should Want You' Recognizing that once people want you, they actually realize that they do need you because of the value you bring to their experience This often happens after the transaction has taken place - how can we help clients realize this earlier in the process? Ninja Process allows you to do this by creating communication, creating dialogue, identifying common interests, and focusing on clients' needs Turning yourself into the person clients must have in their life when they are making real estate decisions Putting other people's needs ahead of your own rather than searching for the next sale Need/Power Dynamic Getting to know your clients on a deeper level while maintaining a professional relationship Transition from wanting to work with someone to truly needing them Asking clients what their home means to them, and learning what's important to them so you can do the best job How soon to start the process of building relationships and asking deeper questions Understanding why a client wants to buy or sell, not just the details of the home Similarities to Matt and Garrett's approach to coaching - taking the time up front to really get to know who that person is This can be applied to every profession and relationship Quotes: "That want starts to turn back into a need… I cannot do it without you. I need you." "They don't need you, they should want you. And now that they want you, they're going to recognize that they need you." "It takes that progression of, I didn't know I needed it, and then all of a sudden, it's like, Oh, I want it. And then it's like, Now my life will always have that in it. I will always have this item, or this thing, or this person in my life moving forward because now I need it." "We don't necessarily recognize that need until we've used the product or service, and we go back and say, This has really enhanced my experience, my life, whatever it might be. And that's when we recognize, I wouldn't have this experience, I wouldn't be where I am if it weren't for that. And therefore, I did need it." "Look at some of the stories and testimonials that agents get after the transaction, when there's reflection and the clients go, Man, Garrett, we couldn't have done this without you. I didn't even recognize it until we were signing the papers, and it all started to come to me...without you, this wouldn't be possible." "This is why the Ninja Process works so well, because it starts with getting to know these people." "What you described is basically releasing a focus on the transaction… As soon as you take that away from yourself and say, It doesn't matter to me whether this transaction goes through or not, as long as it's the best thing for my clients, all of a sudden you no longer need that deal, which shifts the power in your favor." "If you don't get attached to the outcome, then you have a lot of power in negotiations, in conversations, in relationships. And all of a sudden, people start to feel like they need you." "If you really get good at figuring out these people on a very deep level, that's the thing that will turn you from the, I want this agent, to, I need this agent in my life. And it's just a layer of going deeper of understanding, that a lot of people kind of skip over." "It's the nuances and the conversations that you have with a professional service advisor that make the difference. It's not necessarily just the result of what you get at the end of the day." "The one question that I always go t

Today's podcast is about...podcasts! Join Matt and Garrett as they discuss how podcasts are being used in the real estate community, how they can help build your brand and create professional relationships, and whether an Arts or Science format is the best approach. They'll help you decide if starting a podcast is right for you, and share their tips for doing it successfully. They talk about finding a topic, releasing episodes on a consistent basis, and including entertainment value into your show. Other tips include investing in quality microphones and sound equipment, reaching out to local business owners to feature them on the show, knowing your audience, and banking several episodes before finalizing distribution. Most importantly, have fun and don't take it too seriously! You will get better over time. Share your thoughts and get in on the conversation by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: How podcasts are being used in the realtor community - what works, what doesn't work Using podcasts to raise your profile, expand your brand Starting with your community, even if it's a very small group, and building energy from there Making sure you include entertainment value and personality in your podcast versus simply sharing market stats Deciding on your topic and format Matt's experience using John Lee Dumas' Free Podcast Course Importance of releasing episodes on a consistent basis Successful purposes of a podcast Podcasts are a brand-building tool that also allow you to get a little more personal Invest in a good microphone and equipment Start by recording several episodes before worrying about distribution Podcasts can be timeless, timely, or whatever you want them to be You can use your podcast to grow relationships with clients and other professionals Know your audience and the direction you want to go in Have fun with it, build relationships through it, create a little bit of impact Remember podcasts are not for everybody - but if the idea excites you, it may be worth pursuing Quotes: "I am amazed, still today, how many people listen to podcasts." "You get to talk! Which is the number one thing that every human loves to do, is hear the sound of their own voice!" "I think you need to sit down and brainstorm - what is the information we want to give out, and who do we want to be affecting?" "Community has got to be your first place that you want to start off with. And when I say community - that is your audience at first. That's where you should be focused on, that's where you should be starting it. And that might be 100 listeners… And that's okay. It might be a very small group up front." "But that group, as they tune in regularly and they get the information, it just starts to grow and build some energy around it, which can be very fun." "If you're going to go into the podcast space, too, there's got to be an entertainment value to it, there's got to be a personality to it." "Find what you're passionate about talking about, and that will become the best place to start." "You can reach out and ask if they want to be on a podcast, and I have really seen some pretty awesome results of people saying yes to that. You know, very rarely will business owners turn down an opportunity for free marketing." "The opportunities for how you want to structure it are truly endless, but you do want to have some type of format." "If you want people coming back, the consistency has got to be there. People need to know what to expect… If you have consistency to your podcast, you're going to develop listenership over time." "Podcasts are actually a tremendous way to engage with a lot of people in, really, not a lot of time." "As a real estate agent, obviously the more people you can have being aware of who you are, what you do, the elements you bring to the table, the novelty behind you - you're not like every other real estate agent. I mean, how many other real estate agents out there are interviewing local businesses and educating people on how awesome the community is, as well as educating people on what's happening in the real estate market right now?" "It is a brand-building tool, just like everything else that you do, only - I think the cool thing with podcasts is people expect it to be a little bit more personal." "The other cool thing - your podcast becomes little pieces of content that can be shared out… You can take one episode and chunk it down into audio grams. If you're recording it on video, it can be video chunks that can then go to all different places as well to distribute and share that value." "Don't take it too seriously, by the way, because you're going to get better over time. If your first episode is no good, who cares? By epi

If your marketing strategy is all about you, you, you - your accolades, your tricks, your success - Matt and Garrett are here to tell you, you need to make some major changes. It's not about you, it's about the client and how you can make their world better. On today's episode, our hosts discuss the pre-listing packet, and how you can use this promotional tool to showcase what you can do for your clients, how you will help guide them to their hopes and dreams, and demonstrate your value by outlining everything involved with your process. They talk about the marketing trap that so many agents fall into - focusing on their own biography, rather than on the amazing experience they provide. Matt and Garrett share tips on how to make the most of your pre-listing and buyers' packets, including the use of flow charts and pictures, explaining current issues in the marketplace and how you will protect clients from them, and emphasizing why your service is important, rather than just something you do. They discuss other marketing strategies, like postcards and social media posts, and reminisce about car brochures as an example of how to show people what a product can do for them. Garrett points out that simply having a pre-listing packet is enough to set you apart, but today's episode will help you take it to a whole new level by shifting the focus away from you, and onto what you can do for the client. Share your pre-listing packet ideas and get in on the conversation by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Marketing - focus on how you can make someone's life better versus gimmicks like free appetizers Information to include in your pre-listing packets and buyer packets Flow charts that illustrate the entire process and everything you are doing behind the scenes Updating pre-listing packets to reflect current market trends Dan Smith's FAQ Sheet for buyers' agents Challenges of being a buyer in today's marketplace Demonstration of your value in pre-listing packet Showing clients how you can put them in the best position to buy the home they fall in love with Helping people understand why they want a certain service or product, and what it will do for them Keep the focus on the process, rather than on you as a realtor Is your buyer's packet a biography of your success, or about how you'll guide clients to their hopes and dreams? Garrett is blown away by how many agents still do not use a pre-listing packet Car brochures as an example of how a product will make your life better Using pictures and visual imagery to show what clients can achieve by working with you Invitation to share examples of how you make the most of your pre-listing packet on the Facebook group Quotes: "If you were to hire someone to do some marketing for you, you need to look at that as like, How is it that someone is going to walk away from this moment that we've been able to interact with them with something that's going to improve their world?" "If you can create an element of information that they're going to want to sit down with a spouse, maybe with a friend, and maybe even come back to you and be like, Tell me more about that. I want to know more about that because I think that that could make my life better. I think that's very powerful." "If I look at the average person's pre-listing packet, it is not focused necessarily on the client very much. It's not focused on making their world better. It's all these tools and tricks and stuff that I have to offer. And unless I can connect to how I can make their world better...it's lost. It's just stuff. It's just things." "I think every market that we go through, we learn more about, what are the different levels of services and experiences that we want to highlight into these pre-listing packets, and buyer packets, by the way, to show that this is going to be an amazing experience for these people." "Having a flow chart of what this process is, and the journey that sellers and buyers are going to go through, with you as their guide, I think is the most important piece that I most often see left out of these packets." "To realize that there's all these things that you're doing when they're not with you… I think those flow charts are great to make them go, I didn't realize there were these many moving parts in making me go from listing my house to the closing table. I didn't realize there was this much stuff that happened before we even put the home on the market." "That's the power of the pre-listing packet, when you make it about them, is that it's not all you, you, you, Here's what we're going to do, here's my accolades, here's what I'm great at… It's, Here are the problems of this marketplace right now, here's how it's g

Today's episode looks at the Law of Influence - what it means to truly have influence over other people, how it can lead to greater professional and personal success, and the way it evolves over time as you continue to build your business. Having influence comes down to how abundantly you place other people's interests first. Matt and Garrett discuss how you can build influence with others by asking questions, expressing empathy, and truly caring for them. Having this genuine connection creates trust, and people pay more attention to your suggestions or advice once you have this relationship. From there, success is inevitable! Social media can give the illusion of having influence, but our hosts explain that real influence isn't about the number of followers you have - it's about the quality of your one-to-one connections and how you use a given platform to create relationships. Matt and Garrett talk about making the most of your Sphere of Influence, even if it's only a small group, and Garrett shares his thoughts on whether technology has actually improved the way we create influence. They discuss the importance of scaling influence, being pure and genuine with people, and giving to others without sacrificing your own goals. Matt breaks down Bob Burg and John David Mann's Five Secrets of Genuine Influence from their book, The Go-Giver Influencer: A Little Story About A Most Persuasive Idea, and they end by encouraging us to embrace a core of caring in all our interactions to become a true person of influence, the foundation for any good Ninja. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, discuss episodes, and enjoy the amazing conversations taking place. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Go Giver's definition of influence - how abundantly you place other people's interests first Influence can change over time Sphere of Influence - a group of people (or sphere) that you have influence over regularly Trying to grow the group of people you have influence over, and how this can yield success and results Examples of local businesses that have taken care of Matt and Garrett beyond simply doing a job (Meyer Crane and Passion Heating and Air) Influence begins with asking questions, expressing empathy, taking care of clients' needs People pay more attention to your suggestions and trust your advice when you have influence over them Scaled influence Number of followers on social media does not necessarily translate to having influence Revisiting Luca Alboretti's visit to the podcast and his ability to build connections by truly caring about people The Go-Giver Influencer and the Five Secrets of Genuine Influence True influence starts with a core of caring Quotes: "Do people really understand what influence means? And the level that this can go to?" "Your influence is determined by how abundantly you place other people's interest first." "Influence can be situational and occupational as well. So I believe you can have influence over someone as their trusted real estate advisor, but you may not have influence over someone when it comes to other things." "Real, true influence is when you put the other people first. It has nothing to do with you building your business… Truly being an influence in their life, and connecting with them, and knowing what's important to them, and knowing what makes their world light up - that's where I think influence becomes really amazing to watch. And when you start to get into those roles with people, success is inevitable." "If you have influence over me because you paid attention or you had great customer service when I called your company… All of a sudden, I'll pay attention to other things because now I trust you." "Well, who am I going to pay attention to? Obviously the people who have influence over me are going to take a higher priority." "I think that's where a lot of people get confused, too, they think influence has to do with the numbers, right. There is scaled influence. You can scale your influence, and you can have a massive audience that you have influence over without necessarily having one-to-one interactions. But influence always starts with the one-to-one interactions because when you scale it, you can have interactions that scale, that help you change your message or deliver your message." "It doesn't matter how many people follow you on social media. It doesn't matter how many people you have in your database. Start with the people that are there. If you can develop influence over them, which, like you said, it's not a switch you can flip, but it is something that you can start practicing right now and you can start going after it." "It's how you show up to use and create influence in those venues."

"Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen." Many of you have said this without realizing it's the official Realtor's Prayer. But instead of waiting around for another boom in the marketplace, Matt and Garrett encourage us to recognize the opportunities that are right in front of us every day to optimize success. In today's episode, they explain that there is always a boom if you know how to look for it. People will always fall in love, grow their families, switch careers, and go through other life changes that warrant the need to sell their homes. The Ninja Mindset helps you take advantage of these opportunities, rather than hoping for the marketplace to heat up again. Matt and Garrett share how to create your own real estate boom by connecting with people over the phone, sending postcards, and conducting real estate reviews. Matt points out that even if your prayers are answered with a boom, you still need to take action to see results. Our hosts discuss the importance of commitment and consistency, speaking to clients and other agents frequently so that you're always top of mind, and give examples of how you can set yourself apart. Your boom is here. You just need to get out there and make it happen, and Matt and Garrett are here to show you how. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, discuss episodes, and learn more about the Ninja Mindset. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Realtor's Prayer and the idea that you need one more real estate boom to improve success Instead, recognize and take advantage of every opportunity in front of you regardless of the market There is always a boom if you know how to look for it People are constantly going through life changes and the need to sell their homes will never go away Market value versus emotional value of a home For most people, there is a certain price that they will sell their home for, even if they are emotionally attached Real estate reviews, connecting with people on the phone, and sending postcards will help you create your own boom Fishing analogy where people think there is only one way to garner success -- you need to be able to adapt and look for new solutions Commitment and consistency Frequently calling and interacting with people (every 30 days) Quotes: "Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen." "Many of you have said it out there without realizing that it is actually an official prayer." "I have a feeling there is going to be a good amount of people that are going to realize after the fact what this marketplace is right now, and how they engaged it… and go, 'Oh crap, give me another run.'" "Let's not get to that point where we're reflecting on that… Also, recognize the opportunity that's in front of you every single day no matter the market." "When you're working with relationships, there's always a boom. So if you're sitting around and waiting for the next one, you're really not taking advantage of the moment that you're in right now." "Inventory is way down, but that doesn't mean that homes aren't selling. And if homes are selling, that means there are homes for people to buy." "Buying and selling a home, if it's not an investment property - even sometimes if it is, is an emotional decision. It's emotional." "If you want an activity to take advantage of a real estate boom -- real estate reviews!" "There's always a boom. There's always opportunity. People always need help." "Commit to showing up for your business… Commit to following through, to making that work in a comfortable Ninja Way." "You can embrace the people that you are frequent with right now and get into deeper relationships. Your active clients - you're talking to them at least once a week. So those are great resources for you right there. Take advantage of this." "Your boom is here. God will give it to you if you take action… Get out there and make it 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

Today Matt and Garrett are excited to discuss the common misconception that people need to use you as an agent – instead, they should want to work with you because of the guidance and expertise you bring, not just the service. They talk about having conversations early on to create relationships and build a foundation that shows your value, asking F.O.R.D. questions (family, occupation, recreation, and dreams) to engage and genuinely connect with people, and how this process sets clients up to actively want you in their corner when real estate needs come up. Using the examples of milk, cars, dating, and tires, our hosts explain that there really is no need for certain products or services over another. But if you can show people what you bring to the table, they will want to work with you even if they don't necessarily need you, and refer you to friends and family as well. By bringing joy to the selling process, making it an enjoyable experience, and solving problems for your clients, you can eliminate commission objections and establish yourself as an important resource that people will want to use time and time again. How do you 'drive the want' and make sure clients seek you out to be part of their real estate journey? Matt and Garrett invite you to share your ideas on the Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast, where you can also ask questions and discuss episodes. You can check out https://ninjaselling.com/events/ for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: People don't need you – they should want to work with you Creating conversations with the right people Building relationships for long-term success Selling wants versus needs Building value through F.O.R.D. questions (family, occupation, recreation, and dreams) Focusing on people's wants, rather than needs Bringing joy to the selling process and making the process easier for clients How genuine connections can also lead to referrals Quotes: "I think it's a big misconception a lot of people have is that they think people need them this much." "It makes so much sense. We need food and water, right, everything else is a desire. We've qualified different levels of need, I guess, as we advance in society." "The average person can Google all the stuff they need to be able to sell their home on their own. They don't need you… But it's different when you show up in their world as such a resource to make it easy for them, to help guide, to bring education, and smarts, and the expertise that you've gained over the years… You bring all this with you to the point that then they're going, 'Okay, I want Matt Bonelli in my corner when I'm going to go sell my next home.'" "I look at it as having a professional in your corner... I want to have him supporting me and guiding me as I'm buying new property." "That's the level that we need to be focusing on building and growing, and this happens through F.O.R.D. (family, occupation, recreation, and dreams)." "Even people who do the cold call stuff, and they're really good at it – they aren't driving need, they're selling value in driving the want and the desire to work with somebody." "When you ask those questions, when you engage somebody like that, it makes them want to move towards you. They want to talk to you more." "If you're selling real estate, if you're selling anything, your job is to figure out, 'How do we get them to want us, to be involved in this world?' And I think a lot of it comes down to relationships." "There are certain things I buy in my world because of the person that's selling the product almost more than the product itself." "People will pay money for two things: Something that brings them joy, like a Ford Raptor or a Tesla, or something that solves a problem. Now the unique position of being a realtor is that you can do both." "This is just this massive referral source you create as they're going around and telling the world that you're unlike any other service they've ever used." "None of these people necessarily need you. And I think that that's a great mindset to kind of get into, is 'How can I create a relationship where they want to have me in it when real estate is happening? They literally want me to be in their friends' real estate world when they need help with real estate. It's a want thing. They need to want you to be involved with it. There is no need." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett discuss the backup offer, an overlooked opportunity in today's marketplace that holds so much potential. Even when a property is listed as pending, the percentage of transactions that fall through is probably higher than you realize, and sellers often move to backup offers to secure a sale. Matt and Garrett discuss why sellers do not remark properties as active again, and having a backup offer in place can help you use this to your advantage. They discuss why you should still view properties that are under contract, how the backup offer can benefit both buyers and sellers, and how it can prove useful even if your buyer has lost out on a multiple offer. In this marketplace, you can expect the unexpected. But today Matt and Garrett show us that even when things do not go as planned, there is still opportunity. The backup offer leaves as many potential options open as possible, lets you get creative with solutions, and puts your clients in a better position for success. So grab your beakers and enjoy as our hosts break down the facts and figures of this very fun topic! To discuss episodes, ask questions, and share advice, join our Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Backup offers and initial buyer search Looking at homes that are already under contract Percentage of transactions that end up going back on the marketplace is higher than you think Why people do not remark property as active Role of backup in multiple offer scenario Complete the full Buyer Process Stigma of putting home back on the market Earnest Money Quotes: "I'm seeing so much great potential over just taking that time to be in the backup position." "This is a 'small percentage opportunity,' but it is larger than it should be in this market. "I'm hearing many stories of backup offers all of a sudden coming into play, and people getting the house that they really wanted, which is really exciting." "When we're doing the initial buyer search, we always suggest...include the Under Contracts because it will give your buyers a perspective of what's going on in the market." "Even if you are not seeing things fall out, they are. People just aren't remarking the property as active for many reasons." "A lot of these properties that are under contract and going to backups, if you're not a backup, you would never know." "My initial mindset was, 'That one is not available,' but that's not true." "The amount of homes moving through the pipeline is very high. Inventory is very low." "So why not get a backup offer in place with a home your buyer really loves, and if it comes back to them, then they have the opportunity?" "It allows you to kind of play that field a little bit." "There's just so many opportunities around these backup offers right now that are just not being taken advantage of." "The damage of having to go back on the market and incur more days on market… A lot of people just see it come back on the market and go, 'Oh, there must be something wrong with that home.'" "I would much rather have a backup position for my seller than to have to go hit the marketplace again." "When things are moving really fast and big changes are happening, people will do things that you never thought they would do." "Expect the unexpected in this marketplace and prepare your buyers by looking for creative and unique opportunities to put them in a position to get something cool." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett revisit a question that keeps coming back around – what adjustments do we need to make to the Buyer Process in this fast-moving market? In short, nothing! They discuss the importance of continuing the 10-Step Buyer Process and the clarity that each step provides. Matt explains why reviewing the Buyer Process is actually more important than ever, and likens it to preparing your buyers for the battle that lies ahead. Our hosts share how the Buyer Process prevents getting blindsided later on, and how to initiate the process immediately to give buyers a sense of guidance and security from the start. Garrett points out that, much like you would hire an experienced guide on a trip to the Amazon, the 10-Step Buyer Process allows you to map out exactly how you're going to make the experience successful for your buyers. If you've ever considered adjusting or skipping this important exercise, Matt and Garrett are here to set the record straight: Please, please, please do not change the Buyer Process, regardless of the pace of the marketplace. It's a simple conversation that allows you to collect all the information you need, clarify details like financing, build connections, and ultimately help your buyers find the right home. No need to change a darn thing. To discuss episodes, ask questions, and share advice, join our Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: People are not searching for the whys, but the whats, because the whys take time Following the 10-Step Buyer Process even in today's fast-paced market Making connection and developing control Preparing buyers for battle Adjusting the pace of the Buyer Process by initiating immediately Offer review dates Buyer Process gives buyers security and guidance Garrett's analogy of hiring a guide in the Amazon Quotes: "What are the things we should adjust in this fast-moving market with the buyer process?" "One of the biggest adjustments that we're having right now is the speed of how we're having to work with people." "Sometimes we get so stuck looking for what they want instead of why they want it, and that is what the 10-step Buyer's Process is designed for." "The reality is…the time is there." "As it's laid out, when you look at the 10-step Buyer Process…I don't see anything on here that you would skip, because everything gives you clarity." "Don't change anything! …This needs to be kept exactly in the format that you currently have it in." "I think the Buyer Process is important at all times, but in this market, it becomes even more important because it's like you're preparing your buyers for battle!" "These are the things you don't want to get blindsided with later in the process." "If anybody wants to adjust anything, adjust how fast you can take somebody to initiate the 10-Step Buyer Process if they say they want to buy. I think you could initiate it immediately." "Basically, you're kind of fast-forwarding Steps 1 and 2." "If you're not doing this process, you're probably…out there looking at homes that are not the right home for your buyers." "This is where you get to have all these great conversations with these people and set them up about what to expect as we're going out into this crazy world of buying a home right now." "Do not change the 10-Step Buyer Process. Please, please, please!" "Think of it like a trip to the Amazon. You're their guide. Here's how we're going to do this to be successful." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett sit down with certified Ninja Coach, Gretchen Adams, to discuss the Scratch Pad Solution and why it's so important in today's fast-paced market. The Scratch Pad Solution (sometimes referred to as the Scratch Pad Close) is used to help clients who are on the fence about whether to place an offer. It allows them to sketch out the details of an offer and take the time to consider whether certain terms and conditions truly fit with their long-term goals. Gretchen explains how this can prevent future fallout for clients, and takes the pressure off to sign an offer they may not fully understand or feel comfortable with. Gretchen reviews the five most negotiated points of a contract (price, terms, dates, inclusions/exclusions and contingencies), and shares the advantages of slowing down the offer process for both client and agent. Our hosts talk with Gretchen about using the Scratch Pad Solution as a tool for buyers and sellers to ensure they are making decisions that align with their initial objectives, and how it can help agents demonstrate their knowledge and experience. Garrett awkwardly drops the mic as they discuss the "Magic Wand Offer," and Matt explains how using this tool can help limit your stress and be more present with clients. The Scratch Pad Solution is one of Larry Kendall's top Ninja tips, and today's episode will leave no doubt in your mind as to why. To discuss episodes, ask questions, and share advice, join our very active Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: The Scratch Pad Solution and how it can prevent later fallout with clients Gives them time to review contract Winner's Curse Intrinsic value of a home for each client The Scratch Pad Solution as a tool to refer back to for buyers and sellers Not all negotiation points are created equal Magic wand and dream scenario Demonstrating control and limiting stress for agents Agent mindset/client mindset Quotes: "One of the things that I just simply love about Ninja is that it fits in every market. So all of these systems and processes work no matter the market that we're in." "Typically the Scratch Pad Close, we're talking about it when we have a buyer who's on the fence and doesn't seem to be able to...write that offer. So we offer up the Scratch Pad Close to sketch out those terms of the contract." "Since things are moving so fast, this is an opportunity for a client to see everything before it goes off for digital signature." "It's really giving them that sense of how to use this tool, and what it is, and how we're going to use it to help them be successful." "There's an opportunity for the agents to gain a little bit more control of the process, too, and it allows them to go faster." "I provide, you decide." "It allows you, before you get into that heat of the moment, to be able to say, 'Hey, let's figure out what is a reasonable offer to you,' and that's different than what we think the home is worth." "It gets them out of that whirlwind...and puts it into a little more perspective." "Any time you delay that conversation, it just builds anticipation and greater disappointment." "If you could wave a magic wand, and have this go any way you want, and based on these five things, what would you like to see in an offer?" "This is another part of the process where we can demonstrate control, where we can keep them focused, and for you as a busy agent, it gives you the opportunity to be present." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode looks at one of Matt and Garrett's least favorite phrases: "Let's be realistic." They explain how this expression is often followed by a list of excuses that hold people back from seizing opportunities, simply because they are afraid of being let down. But is the outcome you're afraid of even based in your own reality, or are you afraid of repeating someone else's mistakes? "Let's be realistic" can easily lead to a negative belief system, which then becomes an affirmation. Matt and Garrett show us how being "realistic" actually prevents you from being the person you want to be, and why you need to change this belief system immediately. Our hosts warn against accepting the average as standard, and the danger in basing your goals around statistics. They explain how getting stuck in "reality" blocks you from seeing all of your options, and Garrett shares how his experience coaching with Jen Sincero ("You Are A Badass") made him realize that he was falling back on certain truths as excuses. Matt recounts the importance of removing things in your environment that are limiting, and "Let's be realistic" absolutely makes the cut. If you are looking to grow, evolve, and change your mindset to optimize success and opportunity, Matt and Garrett will show you why letting go of "reality" should be your first step. Don't forget to join the Ninja Selling Podcast group on Facebook to discuss episodes, ask questions, and share advice. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Being realistic and making excuses How you hold truth in the world Accepting what is "average" and how it negatively affects your goals Subjective interpretation of statistics Safe goal and stretch goal "Reality" as a fixed term and how it blocks you from seeing other options Matt's experience coaching with Jen Sincero Reminder to remove things in your environment that are limiting, to encourage growth and change Quotes: "When people start saying, 'Be realistic,' usually that means I'm about to hear a long chain of excuses that follow after that phrase. That's a real big reason why I don't like that phrase." "You need to really step back every once in a while and ask yourself, 'Is that story right? …Can I produce a different result?'" "Just because everybody else is being average, why in the world do we have to be average?" "Usually you can pull stats from anywhere you want to in order to paint a picture." "If you hold it as truth, as reality, you're literally not allowing your brain to see any other options… You're stuck in a pattern that is holding you back from being the person you want to be…" "The reality is you can change that! You can change everything." "Don't use that term to put you in a box. Instead be aware of it so we can work on changing the belief system." "Is this all true? Am I okay with it? Am I okay just succumbing to that being realistic in reality, or do I want to let go of that?" "The best way to change, the best way to grow, the best way to evolve is you have to set the reality off to the side for a second and you've got to take a look at the world from a different angle." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

With the market heating up all over the place, and real estate moving so quickly these days, one topic that seems to increasingly arise in Matt and Garrett's conversations with realtors is how to 'ask for the business'. Recognizing that the real questions here are how to become a trusted advisor and when and how to offer your assistance, in today's episode our hosts offer their seasoned advice, augmented with a useful time frame that has been successfully implemented by one of the agents with whom Garrett works. They begin at the beginning, which is, of course, the need to become a trusted advisor for your people, and then they introduce Tara Tooley's '36 hour window' and the steps to follow within it, highlight the 'act as if…' approach, and review the 'magic wand' question. Garrett also explains one of his pet peeves, and then they finish up by emphasizing the formal or informal implementation of two valuable Ninja processes, and the importance of asking foundational questions. By following the sage advice and Ninja processes discussed here today, the perceived need to 'ask for the business' will be supplanted by the natural progression of your people toward making the decision that the path you so professionally offer is the one that they ultimately want to take in their journey to make their dreams come true. Don't forget that the Ninja Selling Podcast group on Facebook continues to grow and you are invited to join and discuss episodes, ask questions, and support one another. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. Remember, as well, that there is a new hotline number where you can share feedback – even negative comments will be used as a growth opportunity toward mastery! Send in your thoughts on the voicemail service at (208) MY-NINJA. Episode Highlights: Being a trusted advisor Tara Tooley's '36 hour window' Steps to take in those 36 hours 'Act as if…' The 'magic wand' question One of Garrett's pet peeves Implementing The Buyers Process and The Pre-Listing Interview formally or informally Asking foundational questions Quotes: "For the most part, when it comes to real estate itself, you need to understand you are their expert." "The thing that drives you crazy is when people are like, 'I'm just going to give them some space'." "We didn't take that 36 hours to solidify our professional relationship." "I've got 36 hours right now to ask the right questions, engage them in the right processes." "You've got to move fast, and you need to be smart in this marketplace." "You need to be their 'go to' and you need to make it easy for them." "Do you have anybody helping you with this?" "This is why it's so important to have buyer and seller packets ready to go." "If you do it right, and you provide the value…very often, they're going to naturally go, 'This is the path we need to take, this is the route we need to go'." "It's not salesy if you're helping them do something they want to do." "These people need my help and they need clarity." "I'm involved in a process that's going to help me succeed." "Processes produce predictable results." "Tell me your story." "When you have that initial conversation, when you're like, 'Ooh, there's potential here', set your clock and look at how can you ask the right questions to move that conversation forward to get you to the point where you can 'ask for the business' by moving into your process." "People are up for an adventure right now." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today Matt and Garrett dive into one of the core foundational documents of Ninja Selling: Stewart Emery's Mastery, and the idea that we must commit to excellence, consistently go beyond our limits, and remove anything in our lives that promotes mediocrity, whether it be professional or personal, mental or physical. Matt and Garrett dissect each powerful paragraph in Mastery and remind us what we can accomplish when we refuse to accept the ordinary. The pandemic has led a lot of us to accept average as "good enough," but it's time to redefine excellence and commit to making a change. Maybe it's time to get out of those sweatpants, or maybe you're ready to get back to the gym. Mastery will give you the mental boost you need to stop making excuses and start taking action. Matt describes the cleansing experience of reading Mastery, and how it reminds him that we are all a work in progress, with more opportunities to grow and improve each day. Our hosts explore the two ideas that resonate most for them in Mastery – how the world suffers from "terminal normality," and the importance of having people in your life who push you to the next level of success. We can also learn from masters who are crushing their goals way better than we are, as long as we can let go of resentment and be receptive to what they have to teach us. Our hosts explain how we can embrace our "ordinariness" to find the extraordinary, and the humbling experience of realizing that even the wildly accomplished are just normal people who have decided to work beyond their limits. Matt discusses Tony Robbins as an example of "Correct, don't protect," and the uncomfortable experience of growth. Garrett shares how this relates to his sandbag workouts and gives some advice on how to approach someone you feel may be holding on to limiting beliefs. A big thank-you to Sandy McMaster and Kevin McCarthy for inspiring our hosts to finally explore Mastery on the podcast, and of course to Stewart Emery for his moving affirmation. Matt and Garrett encourage you to read Mastery every morning and watch as it changes your worldview completely. You can find it in full at https://ninjaselling.com/resources/ and click on "Mastery Slick". As always, our hosts invite you to join the Ninja Selling Podcast group on Facebook to discuss episodes, ask questions, and support one another. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And Garrett gives listeners a new hotline number where you can share feedback – even negative comments will be used as a growth opportunity toward mastery! Send in your thoughts on the voicemail service at (208) MY-NINJA. Episode Highlights: Reading of Mastery in full Cleansing experience of reading the affirmation Not making excuses Individual standards for ordinary Pushing beyond your limits Committing to excellence Removing everything in your life that promotes mediocrity Surrounding yourself with masters and people who push you to excel The uncomfortable experience of growth Gratitude and compassion for yourself Correct, don't protect Helping others let go of limiting beliefs Quotes: "Mastery is a product of consistently going beyond our limits." "Mastery, at the core, is not a weak document… It's very strong, it's very powerful." "There's another limit that we need to push beyond." "Guaranteed change is coming if you commit." "Don't let great be good enough." "If I'm spending time with a certain group of people a lot…I regress. Whereas if I'm with another group of people, I progress." "If you are the weakest person in a fitness group, for example, you're going to get a lot stronger." "Who are the people who want to see you grow?" "You have to be able to be in the presence of people who are way better than you and not have resentment." "We are all ordinary, and it just kicks you in the face with humility." "Extraordinariness is built on humility." "Embracing that ordinariness is the power. That is what opens everything up." "That's the beauty of creating miracles, is it all comes from our ability to push beyond those limits." "If that's what you want, go after it." "Sometimes we don't see ourselves. We need the right people around us, and we need to be open to making the adjustments ourselves." "Are you creating a limit for yourself? How can we remove that?" "If you read [Mastery] every morning, it will make you look at the entire world differently." 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 https://ninjaselling.com/events/ Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group For your copy of Mastery, go to https://nin

Today's episode comes with a big disclaimer from Matt and Garrett – they're not saying to go out and re-enter the world the way we once did pre-pandemic. What they are saying, is that the world is beginning to open up again at different levels in different areas, and that means the potential for face to face meetings is increasing. Given all that, it's time to start planning for this return, while still following the guidelines in your area and your own comfort level as well, and find ways to make these powerful interactions happen in everyone's best interest. Matt and Garrett begin by encouraging listeners to identify both those who you feel safe around and those who trust you, and they then share some examples of how the return to face to face interactions has already begun for some realtors. They review the notion that the pandemic has caused people to dream extensively and they are ready to talk about these dreams, as well as the importance of the energy transfer that occurs when you meet someone in person. Key conversations, database growth potential, and planning for the return of face to face interactions and events are also explored. There is no denying the power of meeting people and sharing energy in person – let Matt and Garrett show you how to return to this level of connection safely, effectively, and comfortably. And, speaking of connecting, don't forget that, in response to many requests, our hosts have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Matt and Garrett will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today! Episode Highlights: The people you feel safe around The people who trust you Getting back to face to face People sharing their dreams these days The energy transfer in face to face meetings Key conversations Database growth potential Planning for the return of face to face opportunities Some ideas for upcoming events Quotes: "The people that are getting out are getting better results." "I have actually seen people fill up lunches on their Monday Morning Agendas." "They're fully present…which makes those interactions, I think, more powerful." "It's amazing…how fast you can fall out of flow with people." "There's something about the face to face that is so incredibly powerful." "Once you meet somebody in person, your energy is now connected forever." "This is an opportunity that is coming back online for us, and we need to lean into it." "Be careful of, you know, moving your business and being completely remote." "We're not forcing anybody to come to our event." "You need to get creative…people are craving this interaction." "It's really about being proactive." "Results are synonymous with your impact." "Look for all these opportunities, folks." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett discuss a roadblock that so many of us are facing right now: How do we fit in the systems when we are running out of time? In this busy marketplace, it's easy to get swept up in your day-to-day business, but it's more important than ever to prioritize and schedule activities that lead to future growth. In the hustle and bustle of all your listings, big offers, and multiple closings, you want to make sure you are still in control of your success rather than riding the market wave, which may dry up. How can we ensure we are still producing on the other side, once things cool off? Our hosts review weekly planning and the key to maximizing time spent on business-building systems, like phone calls and writing thank-you notes. Hint: Preparation allows you to make the most impact with the limited time you have! Commit to an hour-long time block each day to make it happen, otherwise Garrett will happily provide you with a dunce cap as punishment. They discuss the importance of a proactive, high touch-point hour every day, and how to approach it with purpose so that you do not fall victim to the next "culling of the herd." Matt and Garrett gently remind us that we are not unique butterflies experiencing this time crunch, and explain the value in reframing challenges as opportunities for growth. They invite you to share how you are using your time blocks effectively and going full throttle each day. Today's episode will give you the tools you need to set yourself up for consistent business regardless of the market, and make sure you are the cause of your own success, not the effect! Episode Highlights: Systems dropping off in the industry as a whole Realtor activities that use your time and energy wisely Parkinson's Law and approaching goals with full throttle Prioritizing systems that create business Weekly planning and scheduling non-negotiable time block Hour of Power Future Growth Being proactive in the face of marketplace shifts Cause versus effect of your business Culling of the herd High touch-point systems and on-purpose communication Preparing for quiet times Making the most impact with the time you have Quotes: "It's not do more, it's do it smarter!" "If that's your only thing, do it 100%. Go at it full throttle, go at it full force." "The times need to be scheduled. We need to show up. We need to be on purpose." "Are you the cause or the effect of your business?" "If you're worried about your business right now, then you're the effect." "It doesn't have to be that way – get ahead of it, pick your systems and be very, very on point with them" "Imagine what you could produce in an hour a day." "When you get that limited hour to do something, smash it out of the park!" "Set yourself up for success right now. You can make it happen." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Larry Kendall's most recent visit to the podcast was so jam-packed with information that Matt and Garrett decided they needed to have him back again to continue the discussion, and lucky for all of us, today is that day! In this episode, Larry picks up where he left off by delving into the concept of negotiating home plate in an effort to reverse the cancelled contracts that some realtors are experiencing in the current market. When Larry speaks, it's wise to listen closely, and today is no exception! He and our hosts begin by emphasizing the importance of researching the frequency of cancelled contracts in your marketplace, defining 'home plate' and when to negotiate it, and the necessity of counseling your seller or buyer early on, particularly about the 5 negotiating points in a contract. They then explore some of these points, including contingencies and dates, stress the need for you to control the process, and offer some strategies to help you win contracts. The 'magic wand' approach, the concerns with electronic negotiations, and the value of backup contracts and showing up at 'moment of truth' are discussed as well. The episode concludes with a review of the components that go into the right listing, getting the 'perpetual motion machine' going, and a recommendation to attend Ninja Installations whenever possible. As they note, there is so much information presented here today, you will want to run through it a couple times just to ensure you haven't missed any of the priceless pieces of wisdom shared. And, don't forget that, after receiving many requests, Matt and Garrett have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Our hosts will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today! Episode Highlights: Researching the number of cancelled contracts in your market What 'home plate' means and when to negotiate it Counseling your seller or buyer The 5 negotiating points of a contract and educating your clients about them Contingencies and dates Controlling the process Some ideas to help win the contract Larry's example of using the 'magic wand' approach Electronic negotiations and the 'faceless other' Backup contracts The components involved in presenting the right listing Showing up at 'moments of truth' Getting the 'perpetual motion machine' going Ninja Installations Quotes: "There's a lot of damage that happens around this." "Ninjas are about efficiency and having a process and high income per hour and customer satisfaction." "We recommend that you negotiate 'home plate' at the time you have all those offers on the table." "You need to negotiate as much as you can up front." "I'm not watching the listing agents...and sellers understand the power that they have." "See what the options are…ask the questions." "These discussions need to happen up front so that you're negotiating 'home plate'." "Pre-inspections are absolutely God's gift to realtors." "As the listing Ninja, you've got to control that process on behalf of your seller." "If you want to win the contract, take a look at the 5 negotiating points." "Don't stick your head in the sand." "If your seller could wave a magic wand and have this transaction go just the way they want it, tell me about that." "Price isn't everything to all sellers." "Pick up your phone - that is your best negotiating technique, in my opinion." "How many offers do you really have?" "Your next listing is embedded in this one." "My goal is to put you in the strongest negotiating position possible." "Top producing Ninjas who really bring their A-game are not having a problem with inventory right now." "Don't ever sacrifice process or service because of what the marketplace is doing. Always be at this high level." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett have planned a really fun episode all about the referral process for today. They're seeing a tremendous amount of referrals happening out there currently which is great, but they're also seeing some frustration around the process when it's not taken seriously. Referrals can be a source of great success for all parties concerned, and today our hosts outline how to ensure that is the case each and every time. They discuss extensively the importance of taking some time to get to know your client before referring them to another realtor, the need to put some work into these referrals and to follow up on them, and the prospect of becoming a master of giving referrals. They finish up by demonstrating proper introductions, and stressing the value of maintaining a realtor database and keeping track of referrals. Taking referrals seriously and putting in the effort to ensure the clients' needs are met will prove rewarding for all parties, and Matt and Garrett show you how to do it here today. Speaking of connecting people, our hosts have a truly exciting announcement today as well. After receiving many requests, they have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Matt and Garrett will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today! Episode Highlights: Getting to know your client before referring them Taking referrals seriously Following up Becoming a master of giving referrals Making a proper introduction Building a realtor database Keeping track of referrals Quotes: "Ninjas like to refer to Ninjas." "If you're going to get paid, do a little work." "This is actually the highest dollar per hour activity they can have in their business if they choose to handle it correctly." "Let's take this seriously." "So why am I paying them a referral fee?" "And if you can't make that connection, then maybe be honest about that and don't take the referral fee if you're just going to lob something out there like that." "You're almost like a relocation department at this point in time." "Realtors love to get together with other realtors and talk." "The potatoes have been the main driver!" "When you're receiving a referral, don't now wait for that person to call you…you've got to call." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli The Ninja Selling Podcast Facebook Group

Just about every one of Matt and Garrett's coaching calls these days at some point turns to the topic of time management, so they figure the time has come to address it on the podcast as well. As the world works its way through the pandemic, the return of the '24/7 realtor' seems to have begun, and today's episode will show you how to restore some balance in your lives by helping you understand and manage your time and business so they fit the lifestyle you want to live. Our hosts begin by stressing the importance of, and steps involved, in understanding both your time and your business, calculating your P dollar per hour and making sound decisions based upon it, and the necessity to really explore your processes and systems. They also delve into the factors involved in hiring the right person to join your team, if that is the action you determine needs to be taken, and the importance of, and strategies for, tracking your time. Given all the information and advice they share today, Matt and Garrett would also like you all to really come to an understanding of your time over the coming month(s). They are also asking you to contact them with your 'aha moments' and feedback on what you discover along the way - as they say, 'it will dramatically change the way you look at your business'. Episode Highlights: Understanding your time What P time is Calculating your P dollar per hour Making decisions based on your P dollar per hour What I time is Looking at your processes and systems Higher dollar per hour for P time Increasing your I/P ratio Hiring the right person The importance of I time Tracking your time Quotes: "Your P time is time that you're actually in a selling situation." "Calculate your P hours for the month, take your monthly income that you made, divide it together, and boom you get your dollar per hour." "If you are not having enough I hours, then we need to hire somebody to do some other things so that you can build your I hours back in." "It felt good because it was realtor stuff." "I time creates P time." "How can I improve my I to P ratio?" "Higher dollar per hour for the P time is directly correlated to how well you're doing your 10 Step Buyer Process and your Sweet 16 Listing Presentation and your Pre-listing Interview." "I can get that same outcome in less amount of time." "You want to understand the time and free up time, you've got to understand your business before anything at all." "Do not be cheap!" "People are…sacrificing the time with their loved ones, trying to, like, chase this around." "They are going to make my business and my world start to function here properly." "If you're using the Planner, it's right there!" "There are so many benefits to looking at your time." "Get control of your time by giving yourself awareness of your time." "It will dramatically change the way you look at your business." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

Joining Matt and Garrett on the podcast this week is Garrett's great friend since his junior year in high school, Chad Wold. Currently Louisiana Pacific's General Sales Manager for the entire West Region, Chad has 14 years of experience in the construction material industry and a vast amount of knowledge about supply chain issues and what exactly is going on in new home construction these days. Today, he gives listeners a behind the scenes glimpse of the impact that the pandemic has had upon so many aspects of new home constructions. Chad begins by sharing what he is seeing in his industry these days, the causes and many effects of the pandemic, how home builders have responded to these challenges, and the rise in new home construction and material costs. With our hosts, he then explores the many factors that are involved in trying to predict the future of home building, 'catching up the supply', and the overall economic impact. Chad's unique insights provide a vast amount of information that so many in the general public just do not have, and today is your opportunity to learn all about them right along with Matt and Garrett. Episode Highlights: What Chad is seeing these days The causes and effects of the supply shortage How home builders responded to the shortage Current new home construction and materials costs The current and future impact upon home building businesses Carrying costs Catching up the supply Multi-family vs. single family projects Changes to mill production The many factors involved in the future of home building The impact upon employment in the industry Exploring different building materials Building codes Quotes: "COVID really had spurred a building boom – one that the industry was just not ready for." "Production for the most part ceased." "This is stuff that we've never seen before." "The big builders are getting bigger…unfortunately, the smaller home builder is fighting for what's left in the market in terms of available materials." "If you have a house that's finished, you're going to command the price." "Is this something that's, you know, a bubble right now?" "I see this thing continuing on…there's a need for housing out there." "Multi-family projects have come to a grinding halt." "They want to have their own space, largely because of the fears around COVID." "All of a sudden, you're like, 'Stop taking new accounts'." "Their livelihoods are based off of our ability to produce wood for them." "How can we just go into, like, relationship maintenance mode?" "I think cinder block would be something very sexy." "This is getting really hard to figure out." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

This week, Matt and Garrett return to the issue of the low visible inventory in homes that absolutely everyone seems to be talking about lately. By taking a step back and looking at the mindset that people are bringing to this topic, it becomes readily obvious that so many are coming from the scarcity side rather than that of abundance. In today's episode, our hosts offer some ideas and strategies to help you flip that mindset and take advantage of the unique opportunities available out there these days. During their conversation, they delve into some stats that Matt has about the number of deals that are actually taking place these days, and then go on to explain the pond analogy regarding property availability, and emphasize the need to change the current dialogue and mindset. They also look at where and how to find inventory, review the power of affirmations and introduce their affirmation challenges for us all, share a couple of excellent resources, and highlight the importance of having an abundance mindset. As Matt and Garrett make clear, you are going to see exactly what you're looking for, so it's time to adjust your mindset, train your sites on the inventory that exists, and make even more of your peoples' dreams come true. Episode Highlights: Jim Kwik's Limitless Matt's stats about deals that are happening The Pond analogy Changing the dialogue/mindset Finding inventory Matchmaking The power of affirmations The opportunity available to you now Talking to those you are in flow with and other realtors Matt and Garrett's affirmation challenges Pam Grout's E-Squared Having an abundance mindset Quotes: "If we're so focused on something, we're going to miss the opportunity that we could clearly see in front of us if our mindset, if our brain, allowed us to see it." "Your mind can drive so many things in the right direction and the wrong direction." "Just because inventory is visibly low, doesn't mean that deals are not happening." "That way that we've been doing it for so long is not how the inventory is showing up." "It's just not where you're looking." "This is your opportunity to converse with your database and see if there's opportunities to matchmake." "When you can all of a sudden get your head wrapped around that there's inventory there, you see it everywhere." "I'm starting to have more dream conversations." "This works way better when you've been talking to them normally." "I'm going to fix this inventory problem all by myself!" "There's no time frame on how affirmations work." "You're seeing exactly what you're looking for." "There is an abundance of opportunity all around you no matter what." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

Some interesting buyer scenarios are beginning to pop up, and Matt and Garrett have chosen one in particular to examine today. Given the low level of visible inventory these days, they are hearing about realtors who are putting themselves into the position of making decisions for buyers by indicating that they are paying too much for their property. This is a situation that really needs to be addressed, and our hosts do so by giving a clear warning about the dangers of this practice. They begin by defining fair market value and reviewing the dangers of installing limiting beliefs in buyers and trying to predict the future. Determining what is 'too much', the value of staying on the process side of things, supplying all the information for buyers to make their own decision, and how buying a home is different from buying mayonnaise regardless of the brand you feel is the best, are all discussed as well. Matt and Garrett finish up by exploring the intrinsic value that a house may have for buyers, the best way to protect your clients, and the potential buyer's remorse and reverse buyer's remorse that realtors can be generating by making decisions for their clients. There are no two ways about it, the role of the realtor is not to make decisions for buyers – you're headed for a world of trouble when you start down that road. Instead, ensure that you provide all the information for the buyer to make their decision on fulfilling their dreams, and in the end, you'll both be much happier. Episode Highlights: Defining fair market value Installing limiting beliefs in buyers Predicting the future "How do we determine what's too much?" Covering yourself by staying on the 'process side' Supplying all the information to allow them to make their decision How homes are different from even the best mayonnaise Intrinsic value Protecting your clients Buyer's remorse and reverse buyer's remorse Quotes: "Let the market do the talking." "We're literally installing limiting beliefs in our buyers, and I have a problem with that." "You could squash some dreams potentially, and I don't want to put us into a position to do that." "It's not for us to make the decision on…it's about giving them enough information so they can make decisions for themselves – that's what your role is." "We can't tell them what to do." "Building costs are going through the roof!" "You could be scaring them into a much scarier situation." "Every single piece of property is unique." "Only they can determine what that's worth to them." "If anybody says they can predict what the real estate's going to look like in the future, they're lying to you." "We have to be careful what we're saying as realtors." "If you are worried about them, give them more information." "You have just lit buyer's remorse on fire." "At the end of the day, they'll be a lot happier if they're the one making the final decisions either way." "The plus side is you don't get blamed." "We're here to serve, we're not here to decide." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli Settling Wilmington's Great Mayo Divide: Duke's vs. Hellmann's

Next up in Matt and Garrett's series featuring special guests is the creator of the @actuallyagents real estate meme page, Luca Alboretti. After a few years of being in real estate, but lacking a real passion for it, Luca has gone on to achieve huge success by fully committing to making friends and injecting his own hilarious personality into his work. Today, you have the opportunity to learn exactly how he made this all happen, and how he found joy and passion in his work along the way. Luca shares the beginning and growth of his meme page, the similarities between this work and his real estate work, the importance of perseverance, and the role that the relationship process played in throughout. He also discusses what he has brought from his page into his business, his excitement about the growth of the referrals aspect and bringing on new people, and the importance of being flexible in taking advantage of opportunities as they arise. As our hosts point out, Luca's story of finding success and happiness by being genuine and authentic has inspired so many agents, and the same will undoubtedly be true for you as well as you listen in to this informative and entertaining episode today. Episode Highlights: The start and growth of Luca's meme page The similarities in his meme page and real estate work The importance of persevering Building the page through the relationship process What he brought into his business from the page What he's excited about now Moving beyond memes to referrals How he has inspired other agents Bringing new people into Luca's business Taking advantage of opportunities Quotes: "The truth is sometimes the funniest thing that's going around." "Probably the biggest growth explosion we had was during this quarantine." "When you're running these pages, you're looking at the engagement." "The page has bled into my real life and vice versa." "You just have to stick with stuff." "Real estate is fun again because I get to be myself." "If I make some people angry, then the ones who care don't matter, and the ones who matter don't care." "If I have one regret, it's that the bigger the page gets, the less of that person-to-person interaction I deal with." "Really, the jumping off point was just making as many friends as possible." "I started learning and it really changed things." "It's the Monday Guy!" "It's a net positive feeling." "God bless the haters." "I don't deal with people who don't have a sense of humor…the people I end up dealing with are just a joy." "This is a lot of work, but, again, if the passion's behind it, it's okay." "You're being as genuine as you possibly can be." "You've just got to ride the wave, because the Universe…doesn't care about your plans at all." "If you or anyone you know is looking to buy or sell real estate – commercial oriented – please contact me." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli Connect with Luca: Instagram and Twitter: @actuallyagents

This week, Larry Kendall, the man who literally wrote the book on Ninja Selling, joins Matt and Garrett on the podcast once again. Always a wealth of information and keen insight, Larry is here today to talk about 'The New Abnormal' that has resulted from the pandemic, and how agents can unlock the market that has arisen within it. This is 'The Larry Kendall' we're talking about here, people, so get ready to start taking notes! Larry begins by discussing off market transactions and the tools for finding them, including The Ninja Nine and the ability to recognize change. He also shares his formula for these transactions which involves some 'magic questions', sales syntax, the proper mindset, and really listening to the people's responses to FORD questions. He and our hosts also explore the difference between dabbling with Ninja as opposed to really engaging with the system, and Larry concludes with an enlightening and inspiring tribute to the power of relationship and grace. Privy to the strategies that the most successful Ninjas are employing to unlock this current market, Larry's advice in today's episode is pure gold, and following it will have an absolutely incredible impact upon your business and your life. You're going to want to listen to this one a couple times! Episode Highlights: Off market transactions Tools for finding them The Ninja Nine Recognizing change Larry's formula for off market transactions The 'magic' questions Sales syntax The 4 stages of the buying process The realtor mindset Asking FORD questions and listening Dabbling vs. engaging with the system The power of relationship and grace especially these days Quotes: "The market is what I call 'locked up' right now." "This is not a new concept, but it works so well in this new market." "They're going to go find them on their own if we can't do it for them." "You've got to be more creative, and you've got to be more proactive." "What drives real estate is change." "You're going to find pain, and you're going to find a whole lot of pleasure, and both of those will cause movement." "It's not just what you do, it's doing it in the right order or the right sequence." "You don't have to buy, but you always have to look." "Don't be…talking to them about moving mechanics until you've gotten them into the process." "58% of homeowners in the United States have 60% or more equity…trillions and trillions of dollars of 'tappable' equity." "The chance of change is so high right now…you need to be reaching out to them." "It's not 'salesy' at all – it's conversational." "All of a sudden, they're selling themselves." "If the matches don't happen, now they have inventory." "He's creating the market." "You've got to be systematized and have the long view." "This is as authentic as it can get." "A polite and thoughtful way of behaving." "Helping people get from the life they have to the life they dream about." "Let me get this straight, you just want me to be nice to people?" "'Commission breath' stinks – it's really bad." "Stop selling and start solving." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli

Matt and Garrett welcome a very, very special guest this week, one that they have talked about in previous episodes, and one whose story is an inspiration for us all. Sarah Johnston is a Ninja Agent currently working in Calgary, Alberta, who, after experiencing a significant setback in her career, has found her secret to flattening the curve in her business through authenticity, consistency, and humor – a lot of humor. She begins by sharing the story of the ups and downs in her early journey through real estate, her discovery and implementation of the Ninja system, and the day that changed her business and her life forever. Sarah goes on to offer her perspective on authenticity, branding, and ensuring business consistency throughout the year, all while sharing the strategies she employs to achieve her massive success. She concludes the episode by discussing her excitement for moving to a new market, and sharing some sage advice and a valuable resource for all listeners. Sarah's story is a fascinating one which she relates with a passion, energy and self deprecating humor that will instantly draw you in, and proceed to educate and inspire you in the process. Episode Highlights: Sarah's journey in real estate Discovering and implementing Ninja Selling The importance of being authentic Sarah's moment of 'getting out of her own way' Her perspective on branding Ensuring business consistency throughout the year Sarah's client communication calendar Her pop-by strategy Moving to a new market Quotes: "It was the worst, like, 3, 4, 5 years of my life…it kind of blew up my life." "I feel like I've been in the business for 85 years already." "It all came down to client communications." "Make it easy, not automatic." "The minute it gets generic, people are going to see it from a mile away." "I keep it short and sarcastic because that is literally me." "That moment made me realize that the authenticity comes from who you are and not who you're trying to be." "The years since then have been absolutely amazing." "You could just tell that it resonated with a lot of people." "It's who and what you are, and so people…they gift you that brand." "As soon as that connection is made, that becomes your brand." "We have way more control over this than we think we do." "When people get busy, they stop doing the prospecting, and that's the number one biggest problem." "It's really about client care…you just keep that engine going." "The industry average for emails that are opened is 13% which is, like, gag inducing…mine, right now, sits at 67%." "I'm going to see if I can be gifted my brand in another market." "I clearly just like to be my own crash test dummy." "I'm starting with a database of 12, which I'm super excited about…I know it's going to work." "Keep that client care and that communication steady because that is how you're going to flatten the curve." "Make it easy for yourself, guys. Don't be too hard on yourself." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli Sarah Sarah's Instagram and Facebook: @adventuresintealestate adventuresintealestate.com theninjasellingpodcast.com/adventuresintealestate

Ensuring that people understand the value you bring to the table has never been more important than in these times of extreme low inventories. Matt and Garrett are witnessing an increasing number of situations where agents are in danger of having buyers and sellers go around them simply because they are unaware of the true value of working with a professional. There are definitely ways to ensure that this doesn't happen to you, and today our hosts tell you exactly how. Throughout the episode, they stress the importance of consistently and authentically bringing value to clients well in advance of any transaction. Along the way, they share some of the best ways to educate consumers these days, the incredible value of testimonials, watching for signs of selling, and sharing with others what the current marketplace means to them. Giving up the fear of sharing your knowledge and tools as well as outlining the many steps involved in a successful real estate transaction, becoming an expert for your people, and sharing your value in your autoflow are all discussed as well. There is no denying that times of low inventory can be challenging, but if you are consistent in demonstrating your value to others at all times, true personal and professional success will be yours – it's guaranteed. Matt is also excited to announce that an open Ninja Selling Installation is coming to his hometown of Charleston, SC, April 5-8, 2021 - a rarity which is far too valuable to pass up. If you are able to attend, be sure to check out the link below or go to the 'Events' section of the Ninja Selling website for more information and to register. Sadly, low inventory of available rooms at Matt's house means you will have to keep an eye out to find your own accommodations during this highly treasured event. Episode Highlights: Consistently and authentically bringing value to clients before the transaction The best ways to educate the consumer these days Testimonials Watching for signs of selling Sharing what the current marketplace means right now Sharing your knowledge and giving people tools to use right now as homeowners Becoming the expert for people Outlining the many steps it takes for a successful real estate transaction Sharing the value of what you do in your autoflow Quotes: "If your clients are discovering how good your customer service is during your transaction, we've missed the mark." "It really should be done a couple years before these people are actually thinking about buying or selling." "We've got to first lean into the conversations that we're having right now." "They're loaded with these pearls…they share this great opportunity of what it was like working with you." "It's so much better when it's not your words." "You're seeing more and more brands talk about their customers." "When you're out driving around, pay attention to potential sellers." "When they find a home without you, they're like, 'Well, why did we have a real estate agent?'" "Find them before they actually go on the MLS." "You're starting to deliver customer service before they are even 'customers'." "We need to recognize that people pay for convenience, they pay for advice, they pay for guidance." "If you can't show your…value to these people, they can't perceive what your value is, you're going to be sitting around wondering why people are going around you. And it's starting to happen right now." "The pitch is that you're there for them, and if they have questions, you're available." "That's where it becomes amazing, is when people are sharing and talking about you." "Come from your heart." Links: www.TheNinjaSellingPodcast.com Email us at [email protected] Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett [email protected] @ninjaredding Matt [email protected] @matthewjbonelli Charleston Ninja Selling Installation