The Ninja Selling Podcast

Balancing Emotional Attachment and Detachment Today, Matt and Garrett shine their spotlight on the challenging task of detaching emotionally from outcomes in the real estate business - another excellent topic suggested by questions from the Facebook group. Highlighting the importance of empathy and sympathy in dealing with clients, and the need to prioritize the customer's needs above all else, our hosts discuss the difficulties of being a detached guide for clients during emotionally charged situations, and the role of gratitude in maintaining perspective.  Our hosts emphasize the importance of building strong relationships with clients while also maintaining a healthy distance to avoid burnout, and letting go of specific outcomes. They explore the various levels of relationships between agents and clients, suggesting that it is crucial to maintain positive relationships regardless of specific outcomes, and highlight the importance of being supportive of others in the real estate business, including family and friends. Listen in today to gain valuable insights into the importance of building relationships, letting go of specific outcomes, and finding a balance between emotional attachment and detachment for continued success in the real estate industry. More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: An update on Matt and Garrett’s health issues How to let go when things go wrong How to overcome obstacles in today's market and not be attached to the outcome Detachment as a fundamental principle of the Ninja selling mindset The role of empathy and sympathy in real estate dealings Putting the customer's needs first. Being a detached guide for clients in emotional situations The role of gratitude in maintaining a clear perspective Focusing on the next action to move forward Finding a balance between emotional attachment and detachment in real estate Maintaining a database of clients while avoiding burnout  Being supportive of others in the real estate business Maintaining positive relationships with clients, regardless of specific outcomes The Four Agreements   Quotes: "There's one side of it where people need to get a sale. They're looking at their financials, and they're saying, 'If this sale comes together, this will make everything okay.'" "Sometimes we have to let go of things and let them be what they're going to be." "The Ninja mindset is to focus on the process, not the outcome." "When you care about people and you see them hurting or struggling or you know that the path that they're going down is going to be challenging for them, it's hard not to be attached to that outcome." "I think gratitude is a big part of this." "Your job as a realtor is not to sit there and bask in the feelings. It's to understand that and then figure out, ‘Okay, well, what are we going to do now?’” "You can't be so emotionally involved and attached that you're burning yourself up all the time." "I'm going to continue to be a good person. This isn't all about real estate. This isn't all about my success as a realtor." “That ability of letting go, taking a step back, taking a breath, actually preserves all the other systems and relationships that you're building and working with.”   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study   The Four Agreements

When Your Client Is Both a Buyer and a Seller In today’s episode, Matt and Garrett tackle another excellent question from the Facebook group, this time regarding the common dilemma of handling clients who are both buyers and sellers at the same time. In delving into this topic, they discuss the order of proceedings and whether to have one big meeting or two separate ones, highlighting the importance of keeping the two platforms separate. Our hosts recommend avoiding shuffling the deck as it can cause confusion, but they also mention that there are exceptions to these rules and that realtors should remain flexible. A question on this topic in the Facebook group elicited a lot of interest from other listeners, and our hosts are here to offer some valuable insights for any realtor struggling with this issue. Along the way, Matt and Garrett discuss the challenges and strategies involved in buying and selling a property, particularly when buyers are dependent on the sale of their current home to fund the purchase of a new one. They stress the importance of having a clear vision and plan in place, effective communication with clients, and managing expectations in a high demand market. They go on to suggest breaking the process into two pieces and setting clear expectations, as well as having energy drinks and hydration on hand to keep everyone going. In the end, today’s episode highlights that the value of the Ninja Buyer Process in informing the selling process cannot be overstated, and that a clear understanding of client motivations will help to build stronger relationships  and, ultimately, lead to better outcomes for everyone involved. Positive outcomes can also be enjoyed by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The question that was posed in the Facebook group Keeping the buyer and seller platforms separate, and some exceptions to this rule Shuffling the deck and the consequences of doing so Tips for realtors who are struggling with this issue The need for flexibility when dealing with clients who are both buyers and sellers Some of Matt and Garrett’s own stories and personal experiences in this area The challenges present when the buyers are dependent on the sale of their home Having a clear vision and plan in place, and how to effectively communicate and remind clients of their vision throughout the selling process The Ninja Buyer Process Managing client expectations in a high-demand market Breaking the process into two pieces and setting clear expectations Helping clients understand the playing field so that they can make informed decisions Active listening and asking the right questions The importance of understanding the client's motivations Digging deeper to uncover important information   Quotes: "How do you handle those questions? What order do you put them in? Do you do them all at the same time? Do you mix that meeting into one big meeting?" "Everybody wanted to hear about this topic because it's just a common thing. People are like, well, do I start with the seller process? Do I start with the buyer process?" "And I think it's where a lot of people say, like, ‘I've got these people, they want to sell. They need to sell. It's a listing that I have coming up. But they need to be able to buy something.’" "There's no rule to it. It's just a guideline to make sure you're not completely lost in the process." "The key to success here is to keep these platforms separate and keep that communication flow going back and forth." "If you can explain the process to them and the why behind the process, they're going to feel much more comfortable going through this journey with you." "When you have that clear vision, as you're going through the selling process, you get to start reminding them of this place that they're going to...what this life is going to look like." "If the client is not clear on what the playing field is for buying a house, they're not going to understand what they need to do to get the house sold and then make the double move." "Use your prior knowledge. You can acknowledge it, and then ask the question. Even if it looks like the same question, because you'll get different information." "That question might not be for you, it's for them, and don't skip it." "The more you can dig in, the more information you can gather, the better you can serve your people and help them get to where they want to go." "It matters who says it. We need to get some information to come out of their mouth."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Partnering for Success in Any Market: A Client’s Perspective Matt and Garrett are both extremely excited to welcome some very special guests to the podcast today. Jen Gamez, a Ninja Selling coach, and her client Rachel join our hosts to discuss the importance of building relationships with clients and to demonstrate how the Ninja Selling process can help buyers and sellers in any market. Rachel recounts the story of how Jen helped her buy a house in the ‘crazy’ market, characterized by multiple offers and low inventory, that was present in early 2022. Together with Matt and Garrett, our guests provide tips on how to build strong relationships with clients, navigate challenging markets, and use the Ninja Selling process effectively.  The episode delves into the importance of planning and communication during the home buying process, especially in a hot market, and the benefits of creating a list of what is essential in a home. The steps taken when submitting an offer for a property are also reviewed, highlighting the importance of having all the necessary information and being confident in the decision to submit an offer. By offering these insights, Matt, Garrett, Jen and Rachel offer listeners valuable guidance and advice on how to navigate the complex and often overwhelming process of buying a home, and the benefits of following the Ninja approach when doing so. You can learn even more about these benefits by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Building a relationship from the beginning, especially in challenging markets Controlling the process How the Ninja Selling process can help buyers and sellers in any market The value of hearing directly from a real estate consumer Tips for navigating challenging markets and using the Ninja Selling process effectively Rachel’s experience with the buying process Having a game plan before starting the search for a home is emphasized The importance of communication The challenges of buying a home in a hot market Making a list of what is important in a home and narrowing down to the top three criteria The potential conflicts that can arise when partners have different preferences. Using tools such as Focus First Being confident in your decisions and trusting your instincts. Having a process in place to make informed decisions Submitting an offer for a property and waiting for a response The need for real estate agents to slow down and take the time to understand their clients' needs and goals   Quotes: "That first piece of the buyer process of just background and getting to know each other was so important." "The relationship is really key." "The Ninja Selling process isn't just for real estate agents. It's for people who care about other people." "Communication is an incredible thing." "We had to determine, of our one, two, and three - are these negotiable or are they absolutes?" "We weren't able to think about things like fireplaces or certain design elements because it was like, 'No, no, we need this, this, and this.'" "Every time I have a buyer writing an offer, I always run the property through Focus First." "It comes down to trust. I trusted my husband. I trusted Jen." "I think we all know when we have those gut feelings to do something. But if you don't have this comfortable process set up, if there's not clarity, that gut feeling isn't there." "You took all that off the table. You created this really clean playing field for this game that was about to happen, so that no matter what happened on the field, there was a plan already in place for what was going to come up." "Just follow the process. Slow down. And this is such a beautiful example of that." "The importance of taking time to really understand what they wanted and to be upfront with what was financially possible was so critical."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Achieving Sustainable Success In today’s episode, Matt and Garrett explore the importance of achieving sustainable success in real estate through balance and focus. Using Garrett's experience in a 24-hour endurance race as an analogy, they discuss the need to be present in the moment and enjoy the journey rather than just focusing on the finish line. They stress the importance of prioritizing key areas in both personal and professional life to create sustainable success, and emphasize the need for delegation and automation in order to maintain balance and take care of yourself physically and mentally. Our hosts go on to draw on another analogy, of race car driving this time, to highlight the importance of finding the right balance between overdriving and underdriving to achieve long-term success. They underscore the fact that finding a middle ground is key to avoiding burnout and frustration, and that upgrading systems and implementing checks and balances are essential to maintain a well-oiled machine.The Ninja Nine system is also presented as a useful tool for achieving consistency and creating a successful business. Listen in today to learn how to adopt a consistent approach to your business so you can avoid burnout and celebrate your success. You can learn even more by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Garrett’s 24-hour endurance race analogy  Balance in both personal and professional life Focusing on a few key priorities to help create sustainable success Creating systems that allow for delegation and automation Taking care of yourself physically and mentally Overdriving and underdriving Finding a middle ground and heeding warning lights Upgrading systems and implementing checks and balances Documenting business activities The "Ninja Nine"  The key to achieving long-term success The racing analogy   Quotes: "We want to be in this business for the long haul, not just for a quick, short burst and then burn out." "Success without fulfillment is failure." "You have to make sure that you're taking care of yourself first before you can take care of anybody else." "Focus on the things that move the needle the most." "When you have a clear understanding of what you're shooting for, it's a lot easier to stay on that path." "Overdriving could get you to a podium...but when overdriving or underdriving, those, long term, won't get you there." "Your business, your people, your family, they give you warning lights, too." "Documenting what you do is outrageously important." "The long-term solution for long-term success is finding a way that we could be consistent." "Consistency, for us, is the big part of success."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Getting the Gang Back Together Again The latest episode of the Ninja Selling podcast tackles the challenge that many brokerages have faced since the pandemic began: how to get agents back into the office. Together, Garrett and Matt examine the design and layout of real estate offices and explore how brokerages can restructure and create spaces that will entice agents to return. They discuss the history of remote work in the industry, the benefits and drawbacks of technology, and the importance of collaboration and face-to-face interaction. They also delve into the debate about whether physical office spaces are still necessary in the real estate industry, weighing the costs and benefits of having a designated space for agents to work and meet clients, while also exploring the impact on productivity and the importance of creating a comfortable and inviting space for consumers. Our hosts offer reflections on their own experiences and how the presence or absence of a physical office affects the energy of a brokerage. In the end, Matt and Garrett suggest that having a physical office space can positively impact the culture and emphasize the need for brokerages to focus on creating a culture of collaboration to make the office an appealing and productive space for agents. Another highly productive space can be found by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The history of remote work in brokerages Some challenges that brokerages face in getting agents back into the office Collaboration and face-to-face interaction The role of technology in remote work and creating a sense of community Creating a culture of collaboration Finding ways to make the office a place where agents want to be The importance of personal privacy and communal spaces in real estate offices Creating a culture of teamwork and energy to attract the right agents The impact of office design on the real estate experience for agents and customers Providing distraction-free spaces for agents to work Matt and Garrett’s experiences with physical office spaces The impact of having a physical office space  The changing nature of work    Quotes: "Let's stop using COVID as the excuse as to why people aren't coming into the office." "It's important for brokerages to create a culture of collaboration." "The office should be a place where agents want to be." "Technology has allowed for more remote work but has also made it more challenging for brokerages to create a sense of community among agents." "You have to be able to have your space, be able to have your files, be able to have your stuff, as well as being part of a bigger community." "And one thing that this is going to sound weird, Garrett, but the cubicle, the cubicle that gosh no one wants to be trapped in a cube. Neither do I. But you probably have enough privacy from something like that to be able to make phone calls." "I enjoyed inviting clients to the office and having a space for them to come and meet and sit down and for us to do business together." "I think we're moving away from it. I mean, I think our world is becoming a little bit more flexible around this as times kind of adjust."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Charging Up Your Hour of Power In the latest episode of the Ninja Selling podcast, Matt and Garrett delve into the Hour of Power, a low urgency activity designed to help people build relationships and reconnect with their database. Despite its potential, many individuals often skip this activity due to fear of soliciting business or not seeing immediate results. However, the hosts emphasize that the Hour of Power should not be used to pitch products or services, but rather as an opportunity to brighten someone's day and make their world a better place. By showing interest in the other person and finding common ground, people can have meaningful conversations that lead to fruitful connections. Garrett and Matt continue their discussion on productive phone calls, emphasizing the need for discipline, consistency, and focus. The hosts provide practical tips on creating a conducive environment for making phone calls, such as removing digital distractions and using the Pomodoro technique to maintain focus. They also advise on how to handle long conversations, which may not be productive, and suggest scheduling follow-up meetings to address any unresolved topics. By emphasizing the importance of consistency and discipline in developing phone skills, today’s episode underlines the fact that phone calls are an essential aspect of building relationships, generating leads, and growing a successful business. In short, mastering the art of phone calls is crucial for anyone seeking success in today's business world. You can also keep the momentum building by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The Hour of Power and tips on how to use it properly Elements that can make the Hour of Power more effective The most powerful value-add gift you bring to the table Keeping track of calls Planning too much and overthinking The key to successful phone calls Finding a reason why it's important to make the phone call. Simple plans for making calls Hour of Power tips The Pomodoro Technique Setting the stage for quick, efficient conversations Keys to developing phone skills and generating leads The advantages of short, sweet conversations with more people   Quotes: "This is the number one thing that I see people put on their calendar, and they don't show up." "It's not the time to go drum up some business." "Nobody calls you upset and says, 'I can't believe you didn't call me.'" "This is a low urgency activity, but it is an opportunity that should not be missed." "Just being curious about them in their life and what they've got going on is the most powerful value-add gift that you bring to the table." "I think a lot of people lean into their big fancy CRMs, or they'll put that as a crutch. Like, ‘I need a better CRM to be able to make these calls.’ And it has nothing to do with that." "A genuine interest in the person you're calling is the key to successful phone calls." "It is easy to forget as we're in the middle of doing stuff and just moving through from one thing to the next." "As much as you can keep all that noise turned down, that's going to allow you to be the most successful with the actual activity you're trying to accomplish consistently." "The short, sweet conversations with more people, hands down, always will generate more opportunities in this business." "Consistency is the key to success in this business, hands down. Consistency in your prospecting and consistency in your follow-up."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Maintaining Your Balance when ‘Drinking from a Fire Hose’ Today’s topic was inspired by a post in the Ninja Facebook Group from Kelly Gordon of Kienlen Lattmann Sotheby's International Realty in Bedminster, New Jersey, asking, "What do you do to keep everything in harmony?" Acknowledging this common issue of how implementing the Ninja system can result in the scaling up of your business, potentially leading to burnout and frustration, Matt and Garrett respond to Kelly by sharing practical tips on maintaining harmony and balance while running a successful business. Drawing upon their own experience working with clients, they reveal the value of creating systems, focusing on one thing at a time, and prioritizing tasks in achieving this balance, and provide examples of how to manage time and delegate tasks effectively. Our hosts also delve into hiring the right executive assistant, and explore the title and expectations that come with the role, noting that a good executive assistant can become the face of the business, leading to increased client satisfaction. They also emphasize the importance of training and management to create a more efficient system, freeing up the business owner's time to focus on income-producing activities. Ultimately, finding the right person for the job is key, and the benefits of a well-trained and effective executive assistant can be significant. We all know that following the Ninja system is going to grow your business - today’s episode demonstrates exactly how you can manage this increased activity, so that you can continue building momentum. You can also keep the momentum building by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The frustration that can arise when a business owner is struggling to keep up with the workload The importance of working on, not in, the business How to manage time effectively and prioritize tasks Tips for delegating tasks and responsibilities The role of building a team and using systems to scale up the business The importance of creating systems that fit individual needs Balancing work and life to avoid burnout and frustration Tips for staying organized and focused, including time-blocking Being honest with yourself about your strengths and weaknesses  Seeking out help in areas where you may not excel Hiring an executive assistant The importance of taking care of yourself   Quotes: "When you work the system and the system works, you find that you're drinking from a fire hose. What do you do to keep everything in harmony?" "When you're doing too many things at once, you're not doing anything well." "Time-blocking has been a game-changer for me." "You can't grow unless you start letting go." "When you start to put that into a system, that's where the magic starts to happen." "You actually have active business that you can't get to because you have so much on your plate." "At some point, bringing on support, bringing on help, hiring an assistant, a transaction coordinator, whatever, is important for you." "They typically become part of the face of your business...people need to walk away...getting the same feeling of like, ‘Man, I love working with Matt and his assistant.’" "I think, compile all the tasks that you need someone to do and then find the right person." "Have them shadow you...look at the processes. ‘I want you to document the processes, because these are going to be things I want you to take over doing.’"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

The Keys to Successful Listing Consultations Matt and Garrett delve into the intricacies of seller conversations during listing consultations in today’s latest episode. Noting that one of the primary challenges that real estate professionals face in such consultations is advising sellers on how to prepare their home for potential buyers and discussing the price without offending their sensibilities, our hosts draw upon their extensive experience to offer guidance on how to approach such situations professionally. Together, they provide valuable insights on how to navigate tough conversations with clients while setting realistic expectations for that discussion, before going on to emphasize the importance of using tools like scattergrams to compare comparable properties. They also explain how to highlight the value of the condition, size, location, and amenities of the home, and recommend setting a price range, rather than a fixed amount, in working collaboratively with the client to make informed decisions. As you will hear, today’s episode serves as an invaluable resource for listeners seeking to improve their approach to seller conversations and, consequently, thrive in a competitive market. Another valuable resource can be found in the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Getting a house ‘parade-ready’ Guiding sellers to make their home more appealing to buyers without offending them Discussing the market value of a property The benefits of honesty in setting a fair price for the home  Being problem solvers, not conflict creators Approaching this topic by being professional, respectful, and honest Using all tools available to show clients where the property falls in the market. Analyzing personality types, knowing the situation you are going into, and setting expectations for the conversation Explaining the value of condition, size, location, and amenities of the home Educating the client and working collaboratively to decide on a price range  Having difficult conversations with clients if necessary   Quotes: "People can get defensive very quickly. They're proud of this house." "There's a fine line between guiding and being judgmental." "If we're not honest with them, we're not doing our job." "The moment we start to avoid conflict, we become conflict creators." "It's not about being right; it's about helping them understand what the market is doing." "Pricing your home is not rocket science, but we need to understand the variables that we're working with." "We need to figure out what we want to put it on the market for, and I've brought enough information here so that you can decide what the proper price is." "The key is to use all the tools at your disposal to show the client where the property falls in the market."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On this episode of the Ninja Selling podcast, hosts Garrett and Matt tackle the challenge of implementing what you learn at an installation. By emphasizing the importance of building a solid foundation and adopting a growth mindset, the hosts provide actionable strategies for managing the implementation process effectively. Creating a support network is also highlighted as a key factor in staying on track, ensuring that the implementation process becomes a seamless part of your workflow.   Matt and Garrett cover a range of topics, from organizing your database to identifying your real buyers and sellers, and advocate a "choose your own adventure novel" approach to business growth. Depending on where you are in your business, they suggest different areas of focus, such as attracting new business or improving buyer and seller processes. They also discuss the importance of capturing your time and establishing a buyer consultation process to get your business off the ground. In essence, today’s episode provides a roadmap for anyone looking to channel the undeniable energy and momentum of an installation into their daily work and life. More great ideas and advice be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches. Episode Highlights: The excitement of attending an installation  Implementing new strategies How a growth mindset can help you during the implementation process Creating a support network of like-minded individuals  Celebrating small wins along the way Organizing your database Developing frequencies to reach out to individuals on your hot and warm lists Focusing on the area that is most important for you Practical advice on how to maintain momentum and continue growing. Quotes: "If you're trying to implement everything at once, you're not going to get any of it done."  "The implementation process is a long game." "When you feel the resistance, that's when the growth is happening."  "If you don't have support, it's tough to do anything in life." "The database is the first thing.”  "It's kind of like a choose your own adventure novel.” "Figure out who your real buyers and real sellers are in there and help them move forward." "Don't beat yourself up, don't rip yourself down. Just always be growing and being better." "Use the people around you to help you go on this path and this journey. It's going to be a wonderful ride." "Once you build that machine and you get it up to cruising altitude, it takes very little to keep it in the air and to keep that momentum going at that level." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

The Ninja Perspective on Pop-Bys In this latest episode of the Ninja Selling podcast, Matt and Garrett explore the topic of pop-bys, the marketing practice where agents stop by potential clients' homes or businesses to give them gifts and make a connection. Our hosts routinely receive many questions about whether pop-bys are considered a Ninja approach and are eager to provide their insights here today. Together, they delve into the importance of considering the intention behind gifts and how it can affect the impact on the recipient, noting as well the difference between a well-intentioned, personal gift and a branded item. They then dive deeper into this idea of value and the intention behind it, discussing the common pitfall of making things about oneself instead of others, and  emphasizing the importance of considering the value that a gift brings to others, especially in marketing. They touch on the thank you economy and the Ninja way of doing things, and refer to Gary Vee's book, "The Go-Giver" along the way. Our Ninja experts conclude that the key to successful marketing is to consider the value it brings to those who receive it,  and that the first question to ask yourself should always be "Does it add value?" rather than "Does it make money?" Another key to success is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Pop-bys and the Ninja approach Doing them with the right intention Understanding the impact of pop-bys on the likelihood of referrals The difference between a branded gift and a simple, thoughtful gesture The value of face-to-face interaction The common pitfall of making things about yourself The first question to ask in marketing The thank you economy and the Ninja way of doing things   Quotes: "This is where the pop-bys get kind of weird because very quickly they go into a pursuit mode." "If you're sitting here saying like, ‘I have stuff that I want to share with people that I think is going to change their life,’ it brings this better, different intention with it that can cause business to happen." "All of a sudden, we're all about them. We're talking about them." "The intention is about giving them something for them. It's not about something that has been turned into something about the real estate agent." "Liking something and truly embracing and loving something, and that being something that elevates you in their reticular activating system to send referrals are two totally different things." "This is an opportunity to be face-to-face with somebody, potentially have a conversation, or if they're not home and you're dropping off, create a series of interactions." "And the intention behind it is its value, and at the end of the day, is it about me or is it about them?" "The key to successful marketing is to consider the value it brings to those who receive it."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Acceptance Stage Management Matt and Garrett’s focus today is on the stages of grief and change, in particular, the stage of acceptance, in which the current real estate market finds itself these days. Together, they discuss the positive side of acknowledging where buyers, sellers, and the general population are in this stage, highlighting that this acceptance leads to the ability to move forward and see the light at the end of the tunnel. Throughout their conversation, our hosts delve into the theme of identifying and attracting true buyers in the real estate industry, and the need to understand the goals, dreams, and aspirations of clients in order to provide them with the right education and opportunities available in the market. They go on to provide valuable insights on the need for real estate agents to be in flow with their buyers, engage with their warm list, and provide quality education and support in order to help clients make informed decisions. As you will hear, the episode also emphasizes the need for agents to focus on attracting real buyers, setting expectations, and maintaining a positive mental attitude in order to achieve access. And speaking of success, don’t forget to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The acceptance stage of change and grief in the current market Acknowledging where buyers, sellers, and the general population are in the acceptance stage Supporting buyers through this current opportunity Being in flow with buyers and engaging your warm list Asking quality questions and creating clarity. Categorizing clients based on their buying potential Helping clients in their journey to becoming a buyer Having the right mindset ‘What you focus on expands’  The difference between wanting to be a buyer and actually being a buyer   Quotes: "It's like you can see the light at the end of the tunnel." "I know where we're going. I know what this looks like. I can now drop some of my confusion and move forward." "When it comes down to it, if there is confusion, you can't make a decision, you can't make the purchase." "If you're sitting there with all these 'but buyers can't buy right now'... you might be the killer of your own business." "These people who are having a great quarter right now... they're in really good flow with their people." "They're asking clarifying questions that are related to those buyers' goals of their lifestyle." "Until they actually put pen to paper and write a contract, that's the moment a person is truly turning into a buyer." "And I think it's important to look at your list and say, ‘Do some of these people just not even have the ability of doing that?’" "We do need to be careful about the people that we're dumping our energy into." "Be realistic with them, have some hard conversations, set them up for success." "We want to be attracting in more people right now. This is a highly, highly advantageous market for the referrals through the attraction side of the business." "It's proven time and time and time again. What you focus on expands."   Links: www.TheNinjaSellingPodcast.com   Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Showcasing Your Value in the Digital Age As a realtor in the digital age, how exactly can you go about demonstrating value? Well, in today’s episode, Matt and Garrett explore that very concept. Together, they question the effectiveness of solely relying on social media to showcase awards and achievements and instead suggest alternative methods to truly prove your value to potential clients.  They stress the importance of engagement and validation in the world of business and social media, and discuss the benefits of showcasing others and gathering testimonials from satisfied customers. Rather than constantly promoting yourself, our hosts emphasize the significance of engaging in online forums in a way that benefits both the individual and the community. They also touch on the dangers of the "echo chamber", and the importance of having a plan for engagement to attract new clients, rather than solely relying on existing ones. If you are wondering how to demonstrate value in this digital age (and, really, who isn’t?), Matt and Garrett have the answer here for you today. Many more answers can be found when you join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Showcasing value as a realtor Awards and accolades  Engaging with customers through social media Posting about your achievements Responding to comments and engaging in conversation The importance of engagement and validation Showcasing others and gathering testimonials The "echo chamber" Having a plan for engagement in online forums Using content as an opportunity to engage others   Quotes: "The best value is shown when there's engagement, when you get to have a conversation with people." "It's just an online version of the public square." "The best way you can do it is to engage people, to have a conversation, to respond to them when they comment." "The intention sometimes behind people is, ‘I'm going to post this, people are going to see it, and then they're going to want to call me.’" "I don't have a problem necessarily here with people sharing stuff. I think it's great and I love to see people win. I really do." "People pay for something that brings them pleasure or solves a problem." "If people like to reciprocate when you're engaging them, they will then engage you." "You should be proud of your accomplishments." "What's really important is that we're not sitting here saying that if that's the stuff you're putting out, that it's hurting your business."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Deciding to be Disciplined Welcome to the latest episode of the Ninja Selling Podcast, where Matt and Garrett delve into the issue of discipline and its crucial role in the success of a business. Along the way, they talk about the importance of showing up and working on your business consistently, especially as the energy and enthusiasm of the start of the year begins to wane. They go on to highlight the significance of discipline in making a decision between being focused or being distracted, and how that decision affects your ability to work on your business. The correlation between discipline and success in the marketplace is emphasized, and it is pointed out that those who show up consistently and put in the work are seeing the best start to their year in 2023. Our hosts also focus on time management and discipline in the workplace, the importance of focusing and getting things done in a short amount of time, as well as how to manage work-related activities such as phone calls and emails. They explore the idea of using focused, brief periods of time to get tasks done, discuss the benefits of setting aside specific blocks of time for activities, and taking true breaks to avoid burnout. Emphasizing the importance of being disciplined and making decisions that lead to progress, Matt and Garrett demonstrate today how you can attain more control in your workplace, and enjoy even greater success in your business. Another way to enjoy greater success is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: Showing up consistently and working on your business.The difference between those who are disciplined and those who are not Making the decision to be disciplined and avoid distractions.The correlation between discipline and success in the marketplace in 2023.Focusing and getting things done in a short amount of timeSetting aside specific blocks of time for activities like phone calls and emailsTaking true breaks to avoid burnoutMaking decisions that lead to progressHow discipline leads to more control in the workplace   Quotes: "Healing from something requires discipline and showing up, doing the things that you need to do or not doing the things you shouldn't be doing that can impede recovery." "The discipline of these different people and how they are consistently showing up, doing the right things, all comes down to the decision of whether they want to be disciplined or distracted." "The ones that are disciplined, and they are showing up routinely, I'm hearing people saying, ‘I'm having the strongest quarter I've ever had.’" "The difference between those who are putting closings together and those who are not is discipline." "When you're focused, you don't need an hour." "It's amazing what you can accomplish in a short amount of time." "They're not at the mercy of everybody else." "It comes down to making the decision."   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

The Secret to Success in Any Market In this episode of the Ninja Selling podcast, Garrett and Matt delve into the topic of having the right intention and how that can lead to big results in any business. They emphasize the importance of having a clear intention when building a successful enterprise and remind listeners that having the right intention can attract what they want and ensure long-term success. The hosts also encourage members of the Facebook community to engage with like-minded individuals and share valuable insights as well. During the episode, our experts liken the Ninja referral-based business model to a Swiss Army knife, highlighting the importance of being prepared for a changing marketplace. They go on to emphasize that such a referral-based system can work well in any condition and can still dominate the market even during slow sales periods by providing value and attracting people. Their valuable insights into how having the right intention and a flexible sales system can lead to big results in business regardless of the market will undoubtedly have you agreeing with the statement, "Whatever business that you're in, this is going to be something that you're going to want to listen to." Something else you are going to want to do is join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.   Episode Highlights: The importance of having a clear intention Attracting what you want and building longevityThe role of the Ninja Facebook community in sharing valuable insights and experiencesThe importance of being aware of people's intentions in the podcast group.The difference between their referral-based business model and other similar systemsBeing prepared for a changing marketplaceHaving a sales system that works well in any conditionThe Swiss Army knife analogy Focusing on the ‘attracting side’ of Ninja  referral-based business   Quotes: "It's a place to come and share ideas, share thoughts, give the information to your fellow companions and working partners and peers."  "Having the right intention can help attract what you want and build longevity."  "It's interesting to watch when the intention of somebody… is wrong." "There's this philosophical difference which goes back to where we started this, of the ‘pursuit’ or ‘attracting’ mode." "In a marketplace where things are a little bit strange, things are a little bit weird, this is where that trusted person that has the 'providing the value; providing the reason that you are attracting these people in’ works." "With an attractive referral-based business… any marketplace that's in front of you, you have this system that works really well." "We have an opportunity in front of us with the attracting side of the referral-based business of Ninja to be like, ‘This is its place, this is its area.’"   Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Reviewing Real Estate Reviews   In today’s episode, Matt and Garrett discuss both the challenges and benefits of conducting real estate reviews. They explain the two hurdles that agents often face: setting up the initial appointment and including relevant information in the review, and offer practical tips for overcoming these hurdles. Our hosts also emphasize the importance of real estate reviews for growing your business, even in a down market, and hint at the possibility of having experts on the show to share their knowledge on conducting successful ones. As they often do, Matt and Garrett focus on being a trusted advisor in real estate sales, stressing the importance of not just generating sales but also providing value to clients as homeowners. They encourage listeners to set expectations with clients with the right intention, rather than focusing on the outcome, and note that being a trusted advisor means providing valuable information to clients which, they suggest, can start by creating a review. As you will hear today, our Ninja experts have plenty of real estate review information, advice and resources to share that can help you grow your business and provide that all important value to your clients. Even more great advice can be found by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Real estate reviews and why they are importantThe two hurdles to overcome when conducting themHow real estate reviews can provide value to customers and grow your businessThe importance of being a trusted advisorDetaching from the outcome and focusing on your intentionProviding valuable information to homeownersTips on how to start creating a reviewFinding resources in the podcast group to help with creating a review     Quotes:   "Real estate reviews are a crucial and critical task that's part of the Ninja Nine and also an incredible part that's helpful in growing your business and providing value to your customers." "The first hurdle blocks the majority of people... I think it's actually way more daunting than the actual material you're going to put together is making that initial phone call." "This is a crucial part of our system where you need to detach from the outcome because it's not about generating sales." "If your intention is pure, if you're saying, ‘Hey, I'm doing this because I want to provide value to these people, it's going to work.’" "It's not about you. It's not about the next sale that you're hopefully going to have or the referral you're going to get from them. It's about the great information you're sharing that they need to know as a homeowner." "The return on it is amazing, but it's a byproduct of you being a good person and helping people out." "Start with creating the review, build the review."     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli   The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Keeping Your Word   Garrett and Matt take the opportunity today to discuss a trend they have noticed lately around the concept of a ‘word of the year’.Despite the physical injuries that they are both dealing with these days, our hosts are excited to dive into this topic and share their observations about the patterns they have seen in the words people have chosen as their ‘word of the year’ in the past, and how those patterns may relate to the energy of the current year, 2023. Throughout the episode, Matt and Garrett discuss the importance of having a simple, overarching focus for the year, the potential benefits of choosing one word to encapsulate that focus, and how to choose such a word for the coming year. They also discuss how to use the word to reflect on past weeks for making changes to the present and future, and highlight the fact that it should be something that is looked at weekly and used as a guide for everything that is done. Listen in today to learn how to keep your word of the year simple, and always aligned with the goal of moving forward and creating a vision for the future. Another way to keep moving forward toward greater success is to join the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   The importance of having a simple, overarching focus for the yearThe potential benefits of choosing one word to encapsulate that focusThe patterns hosts have noticed in the words people have chosen in the pastHow those patterns may relate to the energy of the current year, 2023.The importance of breaking down the week into bite-sized chunksThe importance of taking meaningful actionThe use of the word of the year as a guiding principle in business planningReflecting on the past week to make changes for the present and futureAligning the word of the year with the goal of moving forward and creating a vision for the future     Quotes:   “The interesting part is that I laugh a lot with you when I'm on this, do these recordings, and it hurts to laugh, actually.” “And so anybody who doesn't go through our coaching or anybody who's newer to Ninja, one of the things we like to focus on is helping people just have one simple word for the year.” “I need to make sure that my week looks bite sized, that I have things broken down into chunks.” “I need to make sure that my schedule looks like I am doing things with intention.” “The whole point of the word of the year is something that you are looking at weekly, and it is a guiding word for everything you do.” “You should look at your week that you've planned for yourself and look at your guiding word and say, ‘Okay, do these correlate, do these resonate with each other?’” “One word allows you to have that moment of realization of the past, and it allows you to have this vision of what we're creating now for this new week to say, ‘Okay, how can I protect myself now with this bubble?’”     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Fishing in Your Database   In today’s episode, Garrett and Matt employ the analogy of going fishing in your database as a crucial aspect of the Ninja Nine system. They explain the importance of being specific in targeting your audience, how casting a wide net can lead to wasted time and effort, and that, if you really want to take your business to the next level, it might just be time to go fishing. Together, our hosts delve into the concept of looking for lead indicators in order to achieve your desired results in business, how finding the right clues can lead to success, and the importance of focusing on high dollar per hour activities to have freedom and time to do the things you love. Along the way, they touch upon life changes and the real estate market, warm and cold lists, staying in flow with people, and, of course, going fishing in the right spot every day.     Episode Highlights:   Fishing in your databaseNinja Selling by Larry KendallBeing specific in targeting your audienceLooking for lead indicatorsFocusing on high dollar per hour activitiesFocusing on specific people in your database Learning the clues that cause business to happenSpreading yourself all over the place.     Quotes:   "I watch agents that are always trying to cast a wide net into the industry. They want to throw this huge net out." "It is an element of the Ninja Nine, and it is one of the most often confused parts of Ninja, I would say, because there is gray area that exists in this element." "And it's interesting when you're looking for results for yourself, all things have lead indicators that you can start to notice and go, ‘Oh, I saw this little thing happen and that caused this next thing to happen.’" "And when you figure it out in the warm list, it's like when you figure out in the river, you're like, ‘Well, that makes sense, why fish hang out there.’" "When you figure out those clues, spend more time there." "Go out for lunches, write handwritten notes." “If you are focused on these life changes, it does not matter what the rest of the market does. This is how you focus on your business versus focusing on the market.” “Let's talk about fishing for a second. There are spots in the river where the fish like to hang out. It's an incredible thing. There's parts of that river that see very little fish, and then there's parts where these fish just congregate.” “Focus on your warm list daily, right? Fish in that spot daily.”      Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Minding Your Own Business   The unpredictable state of the market may make some real estate agents nervous. And if you’re one of them, you should ask yourself: Are you in the driver’s seat of your business, or are you in the passenger’s seat? Join Matt and Garrett in this week’s episode of The Ninja Selling Podcast as they discuss the current state of the real estate market and how (and if) it can affect your real estate business. They both agree that the marketplace is not the deciding factor for your business’s success. If you put the effort into building a rock-solid business and you constantly work on your client relationships, then you have nothing to worry about. The real estate market is ever-evolving, and change is inevitable. You can’t really control the global economy or where the market is headed, so why worry about it then? What you can control is your business. So, keep your mind on your business, focus on your metrics, and cruise the road to success. Focus is the key to success and growth, so surround yourself with people who keep their eye on the prize. Join our community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Are you in the driver’s seat of your business? Build a rock-solid business that stands the test of time Track your business metrics It’s your market versus your business Focus on your business     Quotes:   “Why are you spending so much time worrying about what's going on in the market? And instead, focus on ‘How is my business going to perform? What am I going to do to make my business work in any market?’” “The most successful people that I have known in this business or in any business, they don't care. They need to know what's going on in the market. They need to have an understanding of it. But when it comes down to them being successful in the market, that is not the deciding factor.” “When you look at your business, you're going to get thrown curveballs; the marketplace is going to change, there are going to be different factors, they're going to be tossed at us all the time. That's never going to change.” “Now it's your market versus your business, and it's up to you to decide which one you want to give power to.” “Success leaves clues. And I can watch any successful person in any given marketplace that is consistently successful, and I will tell you, none of them are banking their success off the marketplace. ” “Just mind your own business. Keep your mind, on your business, on your metrics, on what you're doing, and you will see success.”     Links www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

Flicking the Switch   Garrett and Matt use today’s episode as an opportunity to shine a light on the importance of reviewing and updating business plans as a way to ensure progress and make necessary adjustments. They also review the potential for getting caught up in daily tasks and neglecting long-term goals and suggest using the metaphor of "flicking the light switch" to quickly check in on progress and adjust course as necessary.  Our hosts go on to stress the importance of having a clear sense of direction in business and explain the role of business plans and mission statements in achieving this. The value of having both internal and external mission statements is also explored. Setting quarterly goals and the role of business plans and mission statements in achieving these goals round out this timely episode as we all embark on this new year together. And don’t forget to find out how this new year is progressing for other Ninjas by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.     Episode Highlights:   Reviewing and updating business plansGetting caught up in daily tasks and neglecting long-term goalsThe concept of "flicking the light switch" Making adjustments as neededThe potential consequences of not regularly reviewing business plansHaving a clear sense of direction in businessThe need to regularly check in on progress and adjust course as neededHaving both internal and external mission statementsThe idea of using a "light switch" as a way to quickly check in on progressAchieving quarterly goals     Quotes:   "If you blink, it's going to be 2024, and we're going to sit back and go like,’Whoa, what happened at that time?’" "And so what we do is we just turn the light switch on for a second, and we see where we're at." "It's easy to fill it with realtor stuff and feel successful at the end of the day and feel successful at the end of the week doing realtor stuff. And then you get to the end of the year and you're like, ‘Wow, that wasn't the year that I intended.’" "The plan could be doing the Ninja Nine, and you need to then flick the light switch on to see, ‘Hey, am I doing the Ninja Nine?’" "Flipping the light switch on during your planning session each week, reviewing what your quarterly goals are, helping you understand, ‘Hey, am I set up to complete that pre-listing packet project that I wanted to have done by the end of the first quarter?’"     Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com 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 garrett@ninjacoaching.com @ninjaredding   Matt matt@ninjacoaching.com @matthewjbonelli     The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

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