Ninja Selling Podcast

One clear thing differentiates a successful agent from a struggling one and that is their mindset. Today, Matt and Garrett discuss the need to build a get-to mindset to be successful in business. They break down the disadvantages of possessing a have-to mentality and how to combat this by creating a habit of gratitude. Our hosts explain how realtors can navigate the current marketplace by building a get-to attitude, and how, when you have this kind of mentality, you appreciate your work more and find pleasure in it. A have-to attitude, however, places you in a scarcity mindset and blocks creative thinking. If you are looking to build up a gratitude mindset and stay ahead in the marketplace, then this episode is definitely for you. Even more valuable information and advice can be found by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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: Taking advantage of the get-to time in the marketplace Why a get-to mentality is always better than have-to How to build the get-to mindset Having a gratitude mindset The Matt System Quotes: “We have opportunities as coaches where we can see potential pitfalls, we can see potential opportunities, changes, and dynamics that are going on in marketplaces and people's businesses. And often as coaches, we're playing damage control.” “Have-to’s only work when you're not willing to accept the consequences.” “When we start to say “ I have to”, we're allowing others to control our time and attention. And so when you're living in this have-to sense, you lose control of your time.” “Gratitude is one of the best ways to see opportunity.” “You need to decide why it's so important in your world. Understanding why you have gratitude towards that system, towards that thing is way more powerful.” “When you're in have-to, rational thought and creative thinking goes out the window.” “Right now, we have an opportunity to fully embrace a hot and warm list. It's a total get-to right now. I get to listen to people, I get to find out what's going on with life changes in their world, I get to see if I can help them increase pleasure, decrease pain in their life, I get to see if I can help them to that next stage.” 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 today's episode, Matt and Garrett explore the appearance of false flats in the current marketplace, including what they are and how they are affecting decision-making in the real estate world. Along the way, they provide tips on navigating a false flat and keeping your business booming during and after its occurrence. Opening up with a discussion about false flats, our hosts provide a cycling example and explain how false flats appear in real estate markets. They also discuss why many realtors and clients are making wrong calls hastily, and explain how to react when there is a false flat and prepare for what comes after by recharging, refueling, and making your clients aware of the marketplace. You can learn more about this topic and so many more by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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 our amazing coaches. Episode Highlights: What is a false flat? The false flat present in the marketplace The importance of appropriate pricing and good photography How to react when there is a false flat Refueling from a Ninja aspect How to make your clients aware of the marketplace Quotes: “After the false flat, many things can happen. You can go around the bend, you can go downhill, or you might continue going uphill.” “This false flat timeframe, there are so many amazing conversations that you can be having with your clients, your database, and the people you work with.” “A false flat can slow things down. And it could lead to some people trying to get ahead and get aggressive which could reduce pricing.” “Doing things in a certain way - launching your listings, guiding your buyers, making sure there's clarity -  becomes crucially important during this phase. Keep your mindset strong, because if you don't, if there is another incline that we hit, or if there's a downhill, you're gonna be in the back of the pack.” “Your job right now is not to predict how you will be successful in the real estate market moving forward. Your number one thing is to figure out how to help your clients be successful in getting to where they want to go.” “During times of uncertainty, during times of change, this is where you get to provide fabled service. This is where you get to be somebody that they are going to look at as their trusted adviser who has deep smarts and understands what's going on. You have that opportunity in your hand right now. Don't miss 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

Today, Matt and Garrett chat about the importance of personality types in the real estate world. They discuss the four main categories and give advice on how you can create conversation with clients based not only on your personality type but theirs as well. Our hosts begin with a discussion about the importance of understanding personality types. They explain the Power, Peace, Party, and Perfection categories and how people present in these categories behave. They explain why particular categories are top decision makers as opposed to others which are bottom decision makers. Most importantly, they offer solid advice on how you and your team can recognize and work with the different personality types to ensure success in your business. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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: The importance of understanding personality types of your clients The four personality types Examining the power category How to handle power clients How do people in the party category behave? The peace category What are top and bottom decision makers? The perfection category Working with the four categories Quotes: “A lot of times it comes down to the personality type that you're talking to and you're working with.” “People will just define someone based on a specific personality type and I think we all have something that we're stronger in than others, but if you placed a dot on a quadrant matrix like that, people will be stronger in one, but that they still have aspects of the other personality types as well.” “Power people are good at delegating stuff.” “There are people who can make decisions outside of a process. This doesn't mean that we should change our process, it means that we need to do the process quickly with these folks as well to get them to a decision point.” “The perfection personality type is one of the most challenging to work with as a real estate agent.” 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 their ongoing quest to guide listeners to success in the current marketplace, Matt and Garrett are back today to discuss the importance of optimizing real estate reviews. Along the way, they touch upon the reasons behind becoming an expert in this area and how you can gather relevant knowledge on issues that are important to your clients. Our hosts begin by looking at how inflation is affecting the real estate market and explaining why realtors need to become experts in presenting real estate reviews to their clients. They review the fact that real estate reviews are just so powerful and can really lead to great conversations and, ultimately, referrals. Bringing theory into practice, Matt finishes up by sharing his five-step-four-touch real estate review system as well as expert tips you can use now to create real estate reviews that effectively speak to your clients. More practical tips can be yours simply by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share ideas, ask questions, and connect with other 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: How inflation affects the real estate world Becoming an expert doing real estate reviews Sources to cite when discussing inflation in real estate You need to be excited when sharing your reviews How real estate reviews lead to referrals Matt’s five-step-four-touch real estate review system Quotes: “People who are doing real estate reviews, this second half of the year, consistently are going to put a big gap between them and the competition” “People want experts in these areas. They want somebody with the deep smarts who can sit down and say ‘here's what's going on. I'm not telling you to buy or sell right now, I'm not telling you to do anything. But if you ever had to make a decision about real estate, at least you have the information to make a smart decision.’” “Part of the role of being an advisor is looking for information from multiple sources, understanding what that information says and sharing.” “Real estate reviews lead to great conversations, which is going to lead to great referrals from your people.” “All you have to do for these real estate reviews is show up, put some information together, call your client and get together.” 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

As many of you will be well aware, the marketplace continues to see a tremendous change and Matt and Garrett are back to offer more advice about how to survive in the current situation. Today, they talk about the importance of becoming an expert and turning your clients into raving fans that bring new business to you. They begin by running through the present issues seen in today’s marketplace, and then move on to talk about the fact that many agents are switching businesses and trying to find the easy way out instead of honing their present skills. Matt and Garrett offer their sage advice to chase the hard business and also provide some steps on how to turn your clients into raving fans resulting in an increase in customer loyalty and referrals. Today's episode proves once again, that, in these days of significant change, our hosts remain reliable sources of calm, consistency, and infinite wisdom. Even more wisdom can be found by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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: The issues present in the current marketplace Getting new business The importance of honing your present skills Getting raving fans out of your clients How to chase the hard business Embracing learning opportunities and sharpening your skills How to negotiate for your raving fans Quotes: “There are so many moving parts that are happening in our marketplaces right now.” “All the new business you want is inside your people, you just need to know ‘who are the people I need to be paying attention to?’, ‘Who do I need to be giving more time to?’ And this leads you to people that need your help.” “If you want to create maximum raving fans in your business, figure out where the odds are low for your client to get success and become or understand how to help them navigate through that so they can have success.” “For longevity of a business, you're actually going to do better by not chasing the easy business because the competition is going to be less at the hard business.” “If you want to create raving fans, one of the highest value things that you can do for your clients is go to battle and negotiate for them.” 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, Matt and Garrett chat about the importance of building your skill set for a lasting business. The current marketplace has many people shifting their business models and giving reactionary responses to what is going on in the world, however, Matt and Garrett explain that honing your skill set over time and not when there are gaps can improve your business and life. They start the discussion by sharing some reasons as to why you need to sharpen your skill set continuously, and then go on to explain that changing your business model often to adjust to the current marketplace prevents you from becoming an expert. Together, our hosts share a step-by-step model on how you can build a strong skill set through practice, research, and being accountable – excellent practical advice that is as insightful as it is timely. More great advice can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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: Sharpening your skill set The problems that come with shifting your business model often How to build a strong skill set The importance of practicing your skills How to research the marketplace How to practice accountability Quotes: “In any marketplace, there are certain times that are mindset times, there are certain times to take action and get going, and there are certain times to sharpen your axe, to ensure that your skills are honed in and functioning on a high level.” “The truth is, if you have the skills, anything's easy.” “I am a questioner. I question everything almost to a fault.” “The way I can help guide them is by providing them with all the information so that whatever things are going on in their life right now, they can make a smart decision. That was my number one goal.” “If you want to be skilled in this marketplace, get educated right now.” “Build that skill set, combine it with that vision that you have, that belief system that you have that your business and your life is going to be what you want it to be, regardless of the rest of the world.” 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 today’s episode, Matt and Garrett discuss society as it is today and how this affects you and your business. They explain both what a reactionary society is and how important it is to not let anything take you away from the path that you want to be on to achieve what you want to achieve. Our hosts start off by discussing the realities of living in a reactionary world - reacting to everything that happens in the society, both the good and bad. They then go on to look at how often what is shared about the marketplace has left many realtors feeling hopeless and downcast simply because they are reacting to negative information. Together, they encourage listeners to concentrate on those things they actually have control over and to get involved if they're passionate about changing the status quo. Matt and Garrett end the episode with a step by step approach on how you can pull yourself out of a reactionary society and focus on the goal you want to achieve, in business and in life. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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: Living in a reactionary world How to care for your business despite what is happening in society The importance of dismissing the negative Worrying less about what you have no control over Steps to pull yourself out of a reactionary society Quotes: “There's no reason why society and what happens out there has to detract and take you away from the path that you want to be on to achieve what you want to achieve.” “We are bombarded by information that's coming in so fast. The way that information enters our world, we can overwhelm ourselves on a daily basis about things that we don't have control over.” “I think this is the biggest thing that I want people to take away is don't let the world and society take your belief system away.” “What you need to focus on right now is that people need your help.” “If you don't understand how to navigate to this marketplace and how to help people be successful when they need to buy or sell? Yes, be scared.” “We watched people thrive, their businesses just took off because they realized, “People still need my help right now. I need to be in their world.”  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, Matt and Garrett discuss launching listings, a topic raised by Garrett which hearkens back to an earlier episode. Together, they emphasize the fact that the way people see you do business in launching a listing will represent you and your business. In addition, our hosts discuss how to use your listing opportunity to showcase how great of an agent you are. First, the pair describes what constitutes a superior listing and the benefits of an excellent listing launch. Next, Matt highlights an overarching benefit of a listing launch: it clearly shows your clients that there's a process to what you are doing. Furthermore, you will learn that having a process that you never deviate from is vital as it assures your clients of consistent results and builds brand integrity. Finally, Matt walks through a formula you can use to create an iterative step-by-step process to provide clarity and drive consistent results with your clients.  Another way to get positive results is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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 constitutes an excellent listing launch Things to consider in your listing launch Bad habits in launching a listing Benefits of a fantastic listing launch Why process and clarity are paramount in your listing How to create an effective listing plan Quotes  "Your next listing is embedded in this listing. How people see you do business in launching that listing is going to be representative of you, of your business. If you don't take care in that listing launch, if you decide that ‘Well, maybe we don't need this’, people notice." "There's so much more that you do that people should be aware of. Let's not give them a reason to balk at something, to then not have a conversation with you down the road." "This is your marketing piece as a listing agent. When you don't fully launch a listing and just throw it out there, you have the general population say, 'No, I'm not going to use it. I'm paying them how much commission for that? No. Not happening.'" "The other benefit to a listing launch, doing it in a certain way, it highlights you have a process. It also helps you reduce errors that can occur." "Process makes this thing run so much better, which also helps give clarity to the buying market." "If you never deviated from your plan, if you always provided that high level, you're protecting your client so that as you go, whatever marketplace happens, we have this plan that produces consistent results." "Why do those businesses never deviate on their service? Because they know that experience is going to echo out there to either bring that client back or send another client in. And they also want to have brand integrity, and it's easier for them to run that process every time." "If you're going to create fabled service for your clients and you're looking at this as a long-term business, no matter what the marketplace is doing, you need to always stay consistent with the services you're providing." "If you have a process that you haven't been using, go back to your process and use it. If you don't have a process, if you're new to this industry, or maybe you've been around for 30 years and never been consistent, sit down and write out what you would want the ideal experience to be if you were selling your home." 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

On this episode of the Ninja Selling podcast, Matt and Garrett talk about those moments when we want to close worse than our client does and how to prevent that from happening. The pair open up today’s conversation with a note on asking the right questions. To make sure we’re on the same page with our clients, it’s important to be familiar with their goals, fears, and desires in buying or selling a home. Matt and Garrett believe that questions generate the clarity that make clients more comfortable to buy or sell. At the end of the day, we need to remember that we have influence over some of a homeowner’s biggest decisions. So it’s important to start seeing yourself as someone of service, rather than a salesman. The duo close out the episode with final remarks about gratitude. When we wake up each day and choose to practice gratitude, we’ll find that we start to detach from the outcome, from closing that deal. We remember why we became realtors in the first place: to serve. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other 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: Wanting more than the client Asking questions The value in clarity Influencing big decisions Being of service Practicing gratitude Detaching from the outcome Quotes: “I find that when I have an agent that's kind of beating their head against the wall, they're telling me about how they got all these great clients, but they're not really having any closings.” “I just want to encourage all of you out there, the way you get them to move forward is help them find the reasons why they would want to move forward. You help by asking the right questions, learning more about their life, and not telling them what the interest rates are.” “Are you building the relationship and showcasing your value? Or are you just trying to rely on your relationship to have that person come back to you because if that's it, now, if you're really good at the relationship, that'll work, but if there's no display of value, of course, they're going to go look to see, ‘Who can help me accomplish this goal?’” “The point of business is to serve, to figure out how we help people solve problems or bring more joy to their life.” “You got to want to serve, right? And that’s the core; you can still want to make money. And listen, I think you should make sure you're in this business to create an amazing financial future for yourself. But when it comes to your interactions, it's not about trying to get that person to close.” “That is the number one way to help detach yourself out from the outcome. Start every day with gratitude.” 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

On today's episode, Matt and Garrett talk about the difference between a good salesman and a marketer, the importance of relationships in realty, and how to build social proof. The pair open up the conversation today by recalling how they built strong relationships to stimulate each of their careers. That’s not to say that’s all it took though. On the other side of the coin, selling a clear service, differentiating yourself from the pack, and displaying your value are also necessary components to become a successful salesperson. More often than not, though, the relationships you make along the way are going to be more valuable than even your selling ability. The greater the social proof you are able to build, the more referrals and new clients you will pick up going forward. Matt and Garrett go on to talk about the negative stereotype that dominates the industry. In a business associated with trickery and money grabbing, strong relationships are all the more important. The duo draws this episode to a close with final remarks on market clarity. So while, absolutely, maintaining strong, loyal relationships in the realty industry is paramount, so is doing your job well and letting your clients know that. Episode Highlights: The importance of building strong relationships Being in flow with you Why relationships outweigh service Building social proof Different agent roles Pushy salesmen stereotype Sales v. marketing The value of market clarity Quotes: “You can't sell homes until you sell your service. You cannot sell homes until you sell yourself and actually have homes to sell. And that's on the listing side if we get very specific in terms of how we want to qualify selling. But first and foremost, this is a service based business. This is a people based business.” “If there's a tie or a close point of competition on the service, likely the relationship will win out on that one.” “So we have to figure out how to quote, sell, or describe the value proposition of our service outside that venue as well.” “This is where I was going back to being strong in both of these categories may not win over that relationship in that moment in time, but the two combined will win the referral, I think, almost every time.” “The buyer's agent’s job, in my opinion, is to be an exceptional guide and purchase advisor in a way that helps that buyer get to where they want to go, right? And I think a part of that is asking those buyers tough questions, getting them to think a little bit differently, sometimes broadening their vision, and then sometimes narrowing their vision to help them achieve the underlying goal.” “Selling isn't hardcore pushy, fitting a square peg into a round hole, and just driving a sale. It's understanding how to make everything work for everybody and getting to a solution.” “You've got the profile broken down so you can now go out and sell to the right people rather than you just throw it out there to the masses.” “We've never seen a market like this before. There's elements of it that we've seen before, but there are also elements in the world and things going on that we've never seen before. There is no normal marketplace. There's just variations of some things we've seen in the past and new things that we've never seen before.” 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