Ninja Selling Podcast

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