Ninja Selling Podcast

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

Today, Matt and Garrett chat about price sensitivity and how to position yourself properly when the marketplace seems unbalanced. They also explore the importance of pricing your listings properly and how to adjust as soon as the marketplace shifts. To kick off the conversation, Matt and Garrett talk about the necessity of pricing properties, and Matt goes on to explain his 'using the freeway' analogy of pricing. Noting that the market is currently a seller's market, our hosts outline the tools you need to position yourself properly in the market and why you need to gather knowledge about price sensitivity and the role it plays. 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 skill of pricing properties properly The freeway analogy What happens when you price wrongly? Important tools to position yourself in the market Understanding price sensitivity Quotes: "The necessity of pricing properties properly has never gone away." "We're seeing a lot of issues around price sensitivity because people aren't paying attention to their position on the market." "Be aware of the sensitivity, gather information, use the tools." "Positioning matters, because the prices are sensitive." "This is good knowledge for you to have. It puts you in the top echelon of your realtor colleagues, for sure." 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

Matt and Garrett dive into the art of effective networking, emphasizing the value of exclusive groups. They discuss how to leverage Ninja principles to enhance relationships within these networks, highlighting the importance of genuine contributions over mere referrals. The duo warns against forced referrals that can undermine trust and stresses assessing group member quality before joining. Practical tips for fostering connections, such as one-on-ones and useful presentations, are shared, showcasing how to truly add value in networking environments.

In today's episode, Matt and Garrett discuss the stress and anxiety levels found in business owners due to lack of tracking of their business data. They review the importance of knowing where you stand in business, how the pandemic has affected many business owners, and more importantly, how to track your business data. Our hosts open with a discussion about why many business owners battle with stress and anxiety. They share why many are scared to know where they stand in business and why this is ineffective and affects them in the long run. Together, they close out this timely and timeless episode by sharing tips and advice on how to check your business data regularly and why you should start now. You can't afford to miss this one! 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: How to reduce your stress and anxiety levels concerning your business The importance of knowing where you stand in business Why you need to check your business data regularly How to track your business using the Ninja Selling Business Tracker Dismantling the bad habits created during the pandemic Quotes: "People rely more on the people they know, like, and trust. Rather than just going to a stranger, they would much rather talk to a friend and get a referral." "If we were paying attention to where our business was going all the time, then we would be better aware, and we'd be able to control the emotions associated with that." "You're not going into your data to find problems. You're going into your data to find successes." "We get attached to the outcome of everything, and we shouldn't be attached to the outcome of anything." "Having systems, having processes, makes everything easier. If you're not tracking the results of your business, you may not be setting up your autoflow appropriately, you may not be organizing your warm list appropriately. And if you are conscious and aware of the results, you're going to be more aware of what's leading to those results." 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 discuss why buyers tend to wait for price drops and how you can offer them clarity by asking the right questions. They cover events that cause massive movements in the market and how to discover the 'why' when buyers ask "What if the price drops?" In exploring this topic of price drops, our hosts explain that massive drops in the market are usually a result of economic downturns and other events. They also break down why buyers play the 'what if' game and how you can ask questions that will help bring clarity to your buyers. In fact, looking at buyers' questions as a fun opportunity to explore with them will provide greater transparency and clarity on any topic, and will only help to strengthen your all important relationship with them. 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 happens when prices drop? The 'what if' game buyers play Answering the right questions about price drops Questions to ask buyers when they opt for waiting for price drops How to offer your clients the clarity they seek Quotes: "If prices go way down, there's probably something else going on with the economy." "Once you understand that real estate is not a commodity, you only lose the money if you sell." "As their realtor, you're not there just to search for homes for them. You're there to help their whole game plan." "You're talking to your buyers like 'Let's go and look and see how can we get you in a home if that's what you really want to achieve. And let's take a look at this wish list. And maybe we don't need all those things right now, because you're probably not getting them with what you're renting anyway.'" 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

Matt and Garrett are back with another episode, and this time they're discussing the market scooch and how sellers and buyers alike affect the market. They cover the importance of listening to activity levels in the market and why sellers need to adjust prices according to the market. Together, they explore the ongoing market scooch and the learning experience that is being sped up for younger agents. Our hosts also talk about the need for sellers to set suitable pricing depending on whether they are getting offers or not. They then go on to advise sellers to also discuss with buyers and their agents whenever they do and do not write offers, in order for this to inform their next strategy. Listen in today as Matt and Garrett provide guidance that will allow you to navigate the current market scooch, and continue to work toward your own personal and professional success. And don't forget 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: How sellers affect the ongoing market scooch The rate at which new agents are gaining market experience Listening for activity levels Making adjustments after following the market closely What does pricing on the bridge mean? Understanding why buyers decide whether or not to write offers Quotes: "You need to listen to the buyer pool and you can't hear the buyers talk until you are playing the game. Until you're out there now." "The learning opportunity for younger agents by years in the business is so incredibly steep right now." "Buyers are smart. And this is why we want to listen to them. Because they know the marketplace better than everybody else." "This is just being the best agent you can be." "Appreciation is still happening. Properties are still selling." 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 a quick episode today as they speak to you from the past (it'll make sense when you listen)—from about two weeks ago—regarding a trend they're currently seeing in the marketplace. They are confident that their topic today will still be relevant when you listen so make sure not to miss it! Matt refers back to the previous episode where "market shift" was discussed as a term that neither he nor Garrett like, or that they believe is happening, opting instead to call it a "shimmy". And one of the "shimmies" our hosts are both seeing in today's market is the return of contingency sales. They are coming back onto the scene, and they are not flukes; they are happening more and more frequently again. So pay close attention and let Matt and Garrett remind you why the Ninja Path and the processes Ninjas establish will work, regardless of any "shimmies" or "shakes" in the market. 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 8000 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: Understand why noticing the lily pads on Day 15 (versus Day 28) is key Be open to contingency offers Why this is a good time to work your warm list Why buyers' agents should partner with listing agents The offers being made and entertained Stop being lazy with negotiations Quotes: "One of our jobs as a Ninja is to see if we can get ahead of seeing the change happen so we can really be a true trusted advisor to our clients." "Contingent sales are starting to come back into the offers that are being written. And this is going to change the game a little bit." "You just need to start to open up the conversations with them because buyers love to buy, but they won't buy if they're confused. And this marketplace has been super confusing for buyers out there… Show them a path, show them an opportunity here." "The longer people sit on life changes, the more pain it creates, the more they want to make that move happen… You give them a solution." "I'm super interested in watching the different types of offers that are now starting to come on the table, and being entertained… Don't blow them all out of the water. Just because you haven't seen them in two years doesn't mean they're bad offers." "Go explore that. What is that home sale contingency? Learn about it. This is just stuff you should be doing as a good negotiator anyway… Some people have gotten a little lazy with their negotiations over the past couple of years because the offers have just been so darn good, so darn clean, that it has made it easy to negotiate." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Featured Article https://constructionphysics.substack.com/p/is-there-a-housing-shortage-or-not?s=r 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

In one of our most recent episodes, Matt was fired up about thinking bigger and providing more service. Today it's Garrett's turn to take the ball and run with it. Where "pivot" was the big catchphrase, "market shift" and the belief that buyers and demand are dwindling has taken center stage most recently. But is this really the case? Garrett says, "No!" - and Matt agrees, by the way. So join our hosts as they discuss what's really going on. Tune in as they warn against wishing for a "normal market", provide a few suggestions for avoiding burnout, and dig in on how being a Ninja almost ensures that you will stand out in your market—wherever it is and whatever it looks like. As with so many of their topics, today's episode is inspired by you! Your comments and questions, your time in coaching calls, the ideas and information you post on social media… Matt and Garrett take it all in and are so grateful that you engage the way you do. Keep it all coming! Tell them how they can help in real time, and they will. And on this note: if you are not already a part, join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 8000 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 is the previous market like a dinner auction? Has the current market actually shifted? Serious, actual buyers are not dwindling Home values are still appreciating What makes a "normal market"? Adaptation is key Keep your processes static and stable What is a "non-cream puff"? How can being a Ninja make you shine in any market? Quotes: "There's always people in the room that have no intention of buying or have no ability of paying the amount that these items are going to go for. But they're so excited that they're in an auction. Like, 'I've got my paddle, I'm going to have dinner. We've had a couple of drinks. This is fun! Let's do this!'" "So really, has the marketplace changed? Or has it just cleaned out the people that were never really going to buy to begin with?" "Really what we're dealing with is people that still really need to buy or sell—we actually have the same marketplace with less headache and less moving parts." "So all those people that have been dragging along buyers going, 'I hope, I hope, I hope, I hope," but they really should have said, 'Go away! This is not your marketplace to play in.' The market just did it for them. Raise the interest rate up a little bit and they're like, 'Oh crap! I'm out. Too steep for me'." "It's not like they're going and writing contracts with somebody else. They're still in your database. And when they're ready to step up and play, you're still there to help them and run your process." "It's a really good thing that we can clean out a little bit." "Typically when you think of a market shift, the mindset behind that is, 'We're about to go the other direction'. And I haven't personally seen anything, read anything, or experienced indications that appreciation is going to turn to depreciation." "There has never been a normal market; there's no such thing as 'normal'. There's a real estate market, which is about as normal as it's going to get. The normal part is that we help people buy and sell homes. And then all the other factors that come in around as the ever-changing environment that we're working with: you just need to adapt to that." "Real estate is not a commodity market." "The one thing that doesn't change is your processes. What doesn't change is how you qualify your buyers and sellers. What doesn't change is how you set expectations so that you can help people succeed." "This is where you get to shine by going against the grain a little bit." "Use this as an opportunity to really understand who your buyers really are—who the buyers out there in the marketplace really are—and get focused on that." 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