Ninja Selling Podcast Focusing on Abundance and Opportunity
Garrett and Matt want to make sure all Ninjas, and all listeners, understand how this principle works and how it is a big factor in determining success or failure. This principle impacts the way people think about and attract business. Today’s discussion around “what you focus on expands” touches on challenges such as current interest rates, the economy, and inventory, and includes suggestions for overcoming these challenges. Join Matt and Garrett as they encourage you to realign your thinking, get back on track, and take notes, as today’s episode is a reminder that you’ll definitely need at some point--whether now or saved for a later listen.
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Episode Highlights:
- Strategies for overcoming the challenges today’s economy and interest rates may pose
- What makes someone a buyer?
- Find the real buyers
- Dig into the actual data to avoid the death spiral
- People are looking for strong, trusted advisors
- Focus on the opportunities
- Shift your mindset
Quotes:
“If you’re just thinking that interest rates are going to ruin every opportunity that you have to be a really good realtor, that may happen for you. Let’s not focus on that, right?”
“Rising interest rates create challenges, but it’s not going to destroy your opportunity to be an amazing advisor, transact a lot of business, and help a lot of people buy and sell homes.”
“Our role is to give them power, options, and directions that they can take. And then they get to make the decision if it’s a smart move for them.”
“A buyer is somebody who’s willing to buy in current market conditions. That’s a true buyer.”
“But the headline is ‘Surging Interest Rates Push Mortgage Demand Down More Than 40% From a Year Ago’. Man, if I’m reading that headline, I’m going, ‘40% of the buyers just got wiped out!’.”
“If you’re just reading the headlines, and just looking at the information to determine what the marketplace is doing, this is really misleading. And again, we watch people… start this downward death spiral. And guess what? What you focus on expands, the more you focus on ‘applications are down’, ‘buyers aren’t going to be able to buy at these interest rates’, …it just keeps spiraling down. Until yeah, you’re right. You’re out of business.”
“But people still need to buy and sell homes, right? There’s still an opportunity to move people around. And people are looking for really strong, trusted advisors. If we’re focused on ‘Oh, interest rates are going up, it’s going to be impossible to buy’, your energy is going to come into any new consultation and it’s going to sour a potentially awesome relationship that you can have.”
“You get approved for the payment, not the rate.”
“Point being, like there are so many ways that they can make a shift to potentially help them get the home if that is truly their priority.”
“We need to change our mindset from ‘there’s no inventory’ to ‘there’s an amazing amount of inventory, it’s just moving really fast’.”
“If you focus on the abundance and the opportunities rather than on rising interest rates or rising gas prices… when you focus on the opportunity, opportunity is there.”
“At the end of the day what I choose to focus on is that life changes are always going to be happening for people. I don’t care what the interest rates do, I don’t care what inventory is available… what I do care about is, in my database and in my sphere of influence, how many people are having life changes that are going to cause them to need help with real estate?”
Links:
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Garrett
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Matt
@matthewjbonelli