Ninja Selling Podcast

As they were in the last episode, Matt and Garrett are still together in Albuquerque, New Mexico having spent some time with a local real estate company. Today’s topic comes from our hosts being able to spend time together, chatting about possible topics, and is one that will help you gear up for, and get you through, the holidays. Taking care of yourself – mentally, physically, emotionally, even financially – will help you perform better in your business. Let Matt and Garrett give you some pointers about how to continue operating at peak performance personally and professionally, even as we head into the busy (and fun-filled) holiday season. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more. 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: Get enough sleep Eat well Hydrate Consume alcohol responsibly Move your body Your kids, your spouse, your clients, you deserve the best of you Keep up with your mental health Quotes: “Any time something is out of whack in somebody’s world and their space, whether it’s their health, relationships, financial, whether it’s anything –  you want to fill in the gaps there – what you end up with is somebody that is not able to operate at peak performance.” “You can hopefully be at optimum performance all the way through these great times.” “You know, we don’t realize what a toll it takes on our body, what a toll it takes on our mental capacity.” “That extra 30 minutes, that extra 60 minutes: that could be the difference maker between waking up feeling good and saying the right thing to a client tomorrow and not feeling the best and saying the wrong thing.” “You have all kinds of stuff that’s on-hand so you don’t make bad decisions.” “Yeah, it’s amazing how fast that lack of water, lack of hydration, can really mess with you. But it’s also pretty impressive how fast you can turn it around.” “[Alcohol] impacts your brain health, it impacts your sleep, it impacts your physical health.” “I’m not saying you have to have perfect sleep every single night. I’m not saying you can’t indulge in fun food and stuff. And we’re not saying ‘don’t drink’… just take care of yourself during these upcoming months. They’re good months.” “Take care of your mental health… gratitude practices, affirmations, visualizations, meditations.” 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

Garrett and Matt are together again, and for today’s episode, they’re actually together in the same city. They spent some time in-house at a real estate company in Albuquerque, New Mexico, and today’s visit with the Wells Group made it crystal clear to our hosts that “the times, they are a-changin’.” In the last several years, markets across the country have been consistent and similar to one another. But more recently, different markets are displaying different trends, or those trends are playing out in each market differently. So now is the time for you to be the trusted advisor and outshine other professionals in your market by knowing your local market really well. If you’re interested in learning more or in staying in flow with other Ninjas, check out the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of almost 10,000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. 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 amazing coaches. Episode Highlights: Know your own market well Do the research Understand the data so you can prepare your clients What you can look for to better understand your market Ask questions and erase confusion Quotes: “What you’re seeing in the headlines, what your clients are seeing in the headlines, the newspapers, the television shows, will not translate to the local markets… Don’t get caught up in the headlines. Read the data and understand it is different for different places.” “Every market is so different…and so there’s some research you need to be doing in your own towns, neighborhoods, to understand so that you can paint a better picture. And that may not be a more positive picture in some cases…but to understand a more complete and cohesive picture for that local market.” “OK, here’s what we’re up against. Here’s what this looks like. And I have a plan on how we’re going to navigate through this.” “Showing is better than telling… Sit down with a client and really show them what they’re up against and what’s happening in the marketplace.” “There’ll be less confusion in your own mind.” “Still got to help people buy and sell homes. Doesn’t matter if it’s great or not; people still need your help. That’s all you need to pay attention to.” 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

To start off this Halloween episode, Matt and Garrett spend a little time reminding listeners about all of the various platforms available to Ninjas. Whether you are a long time listener, or brand new to the show, rest assured, Ninja has you covered! They then move onto today’s topic which is another great one because it addresses something that comes along every November. What is it? The November Challenge, of course! This is the time of year to get your new year started off right. Get pumped today as Garrett and Matt give you tips for growing your warm list and tell you how to build your pipeline for 2023. And they want to hear from you as well, so make sure you let them know the results of your own November Challenge. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What is the November Challenge Pick up the phone Why November Does it always have to be November Do not talk about real estate Build your warm list No dialing for dollars Quotes: “This is an incredible opportunity for all of you out there to step up your game, look at your database, figure out who your important people are, and get on the phone.” “I had a gentleman a couple years ago and he said, ‘You know, I do that November Challenge with you guys all the time. And I always get this great run of business afterwards’.” “Does it only work in November? It has nothing to do with November… So I can do that in June… You can do it every two months if you want to.” “The power is picking up the phone and making a phone call.” “November’s kind of an interesting place because you’re done with summer. Summer’s done. You’re settled. And now you have this great opportunity to be like, ‘How was your summer?’” “You need to reach out and connect with people. And really important, Matt, you cannot talk about real estate.” “You’re gonna learn one of two things: you’re gonna find out that that’s a person that maybe I should have been in better flow with because it was a great phone call… or that you can take them off your database and you can move along.” “This November is the time to grow this incredibly awesome list. And it’s like a roadmap for the next four months.” “People never stop having babies. They never stop losing jobs. They never stop getting married, they never stop getting divorced. These things just keep on rolling.” “Let’s be that spark. Pick up the phone, call, have a great conversation. It’ll make your month really awesome because then you’re gonna start seeing the pipeline built.” 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

Today’s topic, like so many, comes from something Matt keeps hearing from colleagues, other real estate agents, and in his coaching calls. Today’s episode is about what Matt calls “the false narrative of yesterday”. What is it? How do you address it? And how do you move past it and achieve what you want to achieve?   Our hosts will also delve into how to determine where you are at this moment, the dangers of getting caught in the false narrative trap, and how to insulate yourself. Finally, they share the excellent advice to stay in flow even with those that are on hold - a fitting finish to yet another invaluable episode of the Ninja Selling podcast.   Ninja Selling has many opportunities for you to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more Ninjas – almost 10,000 of them! You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches.   Episode Highlights:   What is the false narrative of yesterday? Determine where you are right now Don’t get caught in this trap Insulate yourself Stay in flow with even the ones that are on hold Quotes:   “How do we address this false narrative of yesterday and get into the conversations of today to help people achieve what they want to achieve?”   “It means nothing, what you could have done six months ago.”   “It’s like let it go, let it go. Just let it go. Take a big deep breath. Let’s ground ourselves.”   “I think this is why we get caught in this trap, because it’s easy to reflect on the things that we’ve experienced. It’s easy to go back to the ‘good times’.”   “It’s funny to hear the narratives of the agents because there’s some going, ‘I wish, I wish, I wish’ or ‘Gosh, it’s changed so much’. And there’s some that are just head down, pushing through, doing the right stuff.”   “Be in the present.”   “Do the right things to pad your business right now. There are people that are going to have to make tough decisions… you need to be their expert, you need to be the person that they can trust, you can’t be pushing anybody to do anything at all. It doesn’t work long-term. It’s not how you build a great referral-based 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

Welcome to our 400th episode, and thank you, as always, for joining us! As part of the celebration of this incredible milestone, Matt shares some exciting news about recording a few podcast episodes during the upcoming Ninja Installation in Charleston, November 7-11. These episodes will be with a live audience on Tuesday, November 8, at 6 PM, at the Princeton Mortgage offices, and this live podcast event is free - all are invited. To RSVP and be part of the live podcast recordings, all you have to do is go to:  theninjasellingpodcastlive.carrd.co On the heels of that exciting announcement, Matt and Garrett move on to today’s topic all about the age-old notion of the parade of buyers that comes through a house once it is put on the market, looking for something new, fresh and different. Our hosts spend the episode talking about this parade – with tips on how to prepare for it, how to attract it, and how to ensure you don’t let it pass you by. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more. 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: Prepare for the parade Get show ready to attract the parade Create a vibe around the property Communication is vital Look for healthy instead of normal Tune up your negotiation skills Quotes: “Being show ready is more than even just the staging and everything. It’s how you introduce this property to attract the parade.” “There’s the parade of people physically coming through. But there’s the online parade as well.” “Am I creating a vibe about this property that, if I don’t act on it, it could be gone tomorrow?” “Why are your buyers pushing the pause button?” “Once you hit and the parade of buyers is going through, collect the feedback.” “If you listen to your seller, if you listen to the party that you’re representing… educate them and also listen to them at the same time.” “Instead of looking for normal, look for healthy.” “A good negotiator can be the difference maker in getting a property under contract.” 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

Tacking onto the last episode’s topic highlighting open houses with Randall O’Dowd, today’s episode is a fun follow up. But before they get going, Matt and Garrett do a little housekeeping around the Ninja Selling Podcast group on Facebook. They work hard to maintain and police the group, and to make sure it provides value. They’re also careful to protect the integrity of the people in the group, and the foundation of the group itself. So remember to join the group, if you haven’t already. Today’s episode is all about showing up as a professional. If you were with us for the last episode, then you heard Randall mention this several times. It’s part of how he manages and presents his personal brand and demonstrates that he goes the distance for his clients. Matt and Garrett discuss the example Randall sets and how it’s necessary for business growth and success. It’s also a timely reminder as you work on business planning now, for 2023. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook and find a community of almost 10,000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. 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 amazing coaches. Episode Highlights: How do you want to present yourself? Show up and take pride It’s not about what you’re wearing, or is it? First impressions can be tough to redo Your energy is outrageously important Quotes: “I think it changes your energy, how you show up with your clients and how you act in a deal… Showing up as a professional, taking pride in this business that you are running is very, very important.” “When I refer somebody to Randall, I know exactly what they’re going to get. I know exactly the professionalism.” “Let’s show up. Let’s dress up. Let’s play a part that will make people go, ‘This person is 100% showing up for me, representing me, looking great’.” “I always say it’s not about what you’re wearing; it’s how you present yourself. And sometimes wearing something can help you feel a certain way.” “There’s an actual study…and their sales numbers were drastically different, much higher, with the group that wore suits compared to the group that was wearing sweats. There’s a psychological difference that will come about with this.” “Would I feel comfortable walking into my own store? Would I walk in and go, ‘Woah! I want to do business with this person’? That’s the question that I think we need to answer for ourselves.” “That first impression, that first moment we get to meet somebody is so incredibly important. [It] sets the stage of how that relationship is going to move forward in the future. And you get one shot.” “’Best dressed guy in the office!’ Looking good, as always, man!’ Those little compliments take your energy up a notch every single time you get one.” 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

In today’s episode, Matt and Garrett are joined by Randall O’Dowd, an agent with Desert Sotheby’s of Palm Springs, CA, to discuss a topic that many people either run from like it’s a grenade or participate in - but with the wrong mindset. Garrett started coaching Randall in 2012, and he is very  excited to have him as today’s guest to discuss the topic of open houses. Randall has embraced Ninja wholeheartedly, basing pretty much 100% of his business around the Ninja System because its tenets resonate with him and his beliefs about real estate agents as trusted advisors instead of generic salespeople. One of the things Randall also embraces—and thrives at—is open houses. Listen in as Matt and Garrett find out why Randall is so committed to open houses, how he leverages them to grow his business and contact list, and his top tricks and tips for making open houses a key part of your own marketing and growth. This is an episode that may just revolutionize your business - one that you absolutely cannot afford to miss. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join over 9400 other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Mindset What’s broken in your approach? Stand out Ask for the business Build your brand Walk away with more than leads Start working for them immediately by providing value Showcase your recent ‘solds’ Quotes: “I do open houses. I’m really good at open houses.” “So on open house morning, I have breakfast with my wife, and I say, ‘I’m so excited. Today, I’m going to get three or four new clients. I have the affirmation and the expectation that things are going to go well, that I’m going to have fun’.” “Look, this is a specific day of the week when, for three or four hours, ready, willing, and able sellers and buyers are coming to talk to me about real estate. Like, when else does that happen? I would do it every day if I could.” “It starts with that mindset that you said, Randall, I think, which is so important… Of course, you are doing it to showcase the home. But it’s also like the seller is gifting you this opportunity to use their property as a storefront to showcase your talents and expertise.” “We’re in this for the long haul. We’re sowing seeds and we’re building this brand and that’s important.” “It’s a job interview. I want to show up and represent that property. I’ve got the full-color brochure, I’m engaging everybody who comes in and out. I’m answering questions, I’m engaging. And those sellers are watching that.” “If they’re represented, hands off! I’m not going to spend energy on them.” “I do something that I’ve never seen anybody else do. I’m super-faithful with direct mail. I do a lot of postcard mailings. I do ‘Just Listed’ and ‘Just Sold’ postcards. And whenever I do ‘Just Sold’ postcards, I always get extra copies to keep. And when I go to an open house, the first thing I do is clear the dining room table of everything, and I set out 30 ‘Just Sold’ postcards…” “I want people to take away the professionalism that goes into every aspect of how you host an open house—from how you set the signs, when you set the signs… to the collateral that’s there at the house, to how you engage with people.” 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

Most of the Ninja Selling podcast’s episode topics come from conversations Matt and Garrett have with one another or from things they hear from their coaching clients. Sometimes they plan their topics ahead of time, but most topics are decided about 10 minutes before they hit the record button, while our hosts are catching up with each other. Regardless, all topics are of tremendous value. Just like today’s, which Garrett calls the deciding factor for success in today’s market, and in any market. Today’s episode is all about how consistency—sticking with the Ninja System (or another system if you’ve found it to be helpful. But we all know Ninja is the best, right?) and staying the course through every market change—will lead to success and business growth. It will also make you that trusted advisor that people want to do business with. Matt will point you to a few books and articles for additional reference, Garrett will tell a story about how not training for a walk got him in trouble, and they’ll both emphasize how consistency and preparedness matter so much. Ninja Selling has many opportunities for you to connect with amazing people on all fronts: join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook to share ideas, ask questions, and connect with more than 9000 Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our top-notch coaches. Episode Highlights: The only constant is change but systems should not change People look for an advisor who provides value The Ninja System can handle it all Flatten the curve Have a consistent plan Quotes: “If you look at the past two, three years, the people who are consistent are people who did not change their systems. Their buyer process was still the buyer process. The seller process was still that. Their flow was still their flow. They still did their autoflow. They did all the Ninja things. The Ninja Nine was consistent.”’ “A lot of you pivoted away from what works, and then you got accustomed to certain dynamics of the market that were supportive of, kind of, cutting corners and maybe not being in flow as much.” “People look for an advisor who provides value. And that can be you if you run the system.” “The beauty of running the Ninja system is you can handle buyers, you can handle sellers, you can handle expireds, you can handle open houses, you can handle short sales.” “There’s nothing wrong with exploring other skills in addition to working on the foundation of your business.” “Real estate is just the byproduct of these incredible relationships that you’ve built.” “If you’re always changing how you run the business, you don’t have something that lasts, that can build the consistency so that in three, four, or five years, all of a sudden, you just have this flow of stuff coming towards you.” “The market could potentially ‘be changing’ but it’s really this: the market mindset. We need to flatten the curve and keep that consistent.” “There’s a lot of people who need trusted advisors out there. There’s confusion in the marketplace about ‘what does all this mean? Where are we going? What does this look like?’ and it’s just an incredible opportunity to be that person for them.” “Do we have a consistent plan that our clients can trust that we know what we’re doing long-term?” 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

Join Matt and Garrett for today’s episode with special guest Rob Henderson - a friend of Garrett’s and a Ninja real estate agent in Colorado Springs. Rob has a background in open wheel and motocross racing and this, coupled with his work as a Ninja, helped forge a great friendship between himself and Garrett, since we all know Garrett’s fondness for racing. Today’s episode is sure to inspire you to take advantage of the entire Ninja system and all the tools it includes. Take notes as Rob shares so many “golden nuggets” for getting your own business to the next level and for transitioning away when it’s time to retire. One important tip at the start: make sure to listen until the very end of today’s podcast so you don’t miss hearing Rob share two of his favorite stories about Garrett. Find more great tips by locating and joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 9000 Ninjas who collaborate, ask and answer questions, network, and more. 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: Be coachable Office Ninja groups People first, income second Do you have a business to sell? Tips for transitioning away and making your exit Ninja selling versus just being a Ninja Quotes: “The one thing about Ninja is you have this giant toolbox and you have all these things, these resources, to be able to use. And I think it was like, ‘Well…I got all these tools but I don’t know how to implement them.’ …And it [the coaching piece] made amazing results in my career.” “It’s the way you talk about your people, Rob. Like, there’s people that look at their database as, ‘How much business can I get out of this database?’ and there’s people that look at it as, ‘I’ve got all these people I want to help and these are the people I want to take care of.’” “That Wednesday 9AM meeting was something I looked forward to every week. It was important to my soul… So important to have a group behind me. They have my back and I have their back.” “It’s a brain trust of really top agents. And it’s not coincidental that the people that are in our group are some of the top producers in our company.” “We work in a world of plenty. That scarcity mentality: you’ve got to let that go… By collaborating, you’re able to improve what you’re doing but also help somebody else improve.” “I believe that because I’ve done things this way, the money piece will be there.” “The most successful people I’ve ever seen in business put their people first.” “The key component is finding somebody who’s of the abundance mindset.” “I don’t’ believe that it’s ‘Ninja Selling’. I think it’s just being a Ninja. It applies to all of our lives… I’ve really embraced the culture of it. And it has helped me in so many ways. So in the next phase of my life, it still applies. It doesn’t just go away. I’m not gonna stop being a Ninja. It doesn’t work that way.” “What you focus on expands… The real estate review piece has probably changed my business singlehandedly the most.” 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

Today’s topic is about a statistic that was shared with Matt. But before they get to it and discuss their thoughts on the topic, listen in as Matt and Garrett discuss Garrett’s difficulties with the podcast introductions--which include details about the Ninja Selling Podcast group on Facebook, what you’ll find there, and also point you to the Ninja Selling website. These introductions slide off Matt’s tongue, but when it’s Garrett’s turn, his mouth turns them into a jumble. Or so he thinks. They’re really not so bad! Back to today’s topic: someone shared a statistic with Matt that said 70% of active realtors today have never experienced a normal market. Upon seeing this, Matt’s mind started turning—what is the definition of a “normal market”? How are you qualifying that? Ultimately, Matt believes that a normal market does not exist; the only thing that does exist is constant change. So turn up the volume and dig in with Garrett and Matt as they discuss their thoughts on “normal markets”. They also give great tips on how to ensure you don’t get stuck waiting for something “normal” that may have never even exist anyway Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 9000 Ninjas who share ideas, ask and answer questions, collaborate, and network. If you’d like to offer more direct feedback, leave a voicemail at 208-MY-NINJA. 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 amazing coaches. Episode Highlights: There is no 'normal' Perspective, mindset, and preparedness Experience matters but what could be more important? Which of the 3 camps are you in? People still buy and sell homes no matter the market Tips for thriving The Ninja Selling system was designed to work in any market Quotes: “There has never been a normal market and there never will be a normal market. There is no such thing as a normal market.” “But when it comes to all the moving parts of what makes a real estate transaction work, and the psychological situation that happens around somebody who needs to buy or needs to sell, there is no normal. There’s too many moving parts. There’s too many variables that happen around this.” “We’ve seen people thrive on Ninja systems through multiple different markets.” “Experience is also a fantastic thing. To have an understanding of a buyer’s market versus a seller’s market…makes sense.” “They’re not waiting for the good old days to come back. They’re saying, ‘OK. I’ve got all these tools. Which ones are applicable to this marketplace, in this situation that I’m in?’ And at the same time going, ‘OK, what new stuff do I need to figure out?’” “If we keep the dynamic viewpoint of how we should operate in an ever-changing market, then you’re going to be prepared to handle all the things.” “Just because we’re getting closer to buyers and sellers having ‘even footing’, why is that considered normal? Because that’s what we like? Or that’s what’s easier?” “Live in the present. Live in the now and stop waiting for the past and stop predicting the future. Live right here in today’s market…if you’re waiting, they’re going to go to somebody who will help them today.” 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