Ninja Selling Podcast

Today’s episode picks up right where part 1 of this series left off, with Matt and Garrett talking to Larry Kendall about the Ninja Selling Path. If you missed part 1, make sure to tune in there for the beginning of today’s conversation and then get ready to hear more from Ninja’s founder, Larry Kendall, as he reveals even more of the Ninja Path here today. Matt and Garrett discuss more about the many tools the Ninja program provides to help keep Ninjas on track--on the Path. Where the first episode focused on the book, installations, mastery, and coaching, today’s episode dives into the additional resources available to help keep Ninjas on the Path. You’ll hear about leadership, Ninja You, the business planning class, and Ninja’s recent addition of a manager’s exam, which enables people to become certified as a Ninja Manager. Larry will also give a little teaser about future plans, with more resources coming. More great ‘aha moments’ can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join over 7800 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: Programs that focus on building life skills Relational versus transactional Why the Ninja Path ensures longevity Details about Ninja You Ninja Managers Future plans The keystone: your business plan Ninja’s culture of support Quotes: “Over the years I’ve thought about all of the different applications for Ninja, from children to like, what if you had a Ninja system specifically for a freshman entering college? How to build relationships and how to talk to people and your mindset skills.” “It’s a significant part of Ninja, and that’s the word ‘relationship’. And that’s something that’s very different about Ninja compared to our industry. The industry tends to be very transaction oriented. Ninja is very relationship oriented… It’s all about building relationships and building a referral business.” “It’s Ninja Y-O-U, so it’s all about you. And what can we do with Ninja to help you in your life and help you in your business?” “If you want to build a Ninja company and if you want to be a great Ninja manager, you really need to know the system… inside and out.” “We are also working on the development of a [program] to certify Ninja agents.” “Mastery is not just one year; you can keep doing it year after year after year.” “So that really showed me that you can’t just take a class, you really need to commit to the path and commit to doing the system.” “When you’re a manager and you really know the Ninja system, you can very easily troubleshoot… when there’s a problem that needs to be addressed. You know exactly how to help them win because the system is so simple. And it’s so powerful and it works, and you can tell what piece of the system they’re not doing.” “One of those things here is your annual business plan, which there’s a business planning workshop that’s done with Ninjas every year, that is designed to help you have something, regardless of what happens in the year, for you to use as a tool to keep you on the Path. And so it’s like your own personal set of bumper rails, on a bowling lane… I’ll call it a keystone, really, because it helps to recycle… before you get far off-track.” “So that’s a chance to really, you know, fine tune and to adjust your business and your life… They’re in the driver’s seat of their business.” “It’s just evolved to the point now that I really feel we can offer the resources to somebody to help them stay on the Path… they not only have support systems, but they have a culture of support with other Ninjas… You don’t see that in other parts of our industry. Everybody’s in silos. They’re trying to protect themselves. They’re trying to protect what they do, what they’re not willing to share. That’s exactly the opposite with Ninjas.” 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’s episode is another “can’t miss”! They all are, really, as Matt and Garrett make the Ninja Selling Podcast so very relevant and timely, and today is no exception as our hosts are joined by Ninja’s founder, Larry Kendall. This episode will cover all aspects of the Ninja Path and is inspired by a conversation Garrett and Larry recently had about Ninja Selling and what the Ninja Path looks like. Whether you’re just getting started with Ninja Selling or if you’re a long-term Ninja, you will learn so very much! Hearing from Larry Kendall is always a privilege, so get ready to be inspired, reminded, and even “nudged” as Matt and Garrett engage him in a discussion about the entirety of the Ninja program.. Together, they'll review all it offers, what it is, how to stay on it, and how running your life and your business according to the Ninja Path will amplify your success and your satisfaction. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7800 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: History of the Ninja program and all of its components Explanation of the Ninja Path Explanation of a Ninja Installation including why and how it works Benefits of getting on the Ninja Path Resources for continued success and remaining on the Ninja Path How the Ninja mindset will set you apart and amplify both your life and business successes Why repeated attendance at Ninja events is encouraged Quotes: “Now we’re going to talk about the entirety… the installations, the things that come after the installation, the things that come after the things that come after the installation, and how it all loops back around again.” “Ninja evolved into not just a class or an event or a gig, but really a lifestyle; a way of being in the world, a way of living your life, as well as running your business.” “That’s what I find so fun about when somebody finds themselves on the path and going through these steps is that it’s much bigger than just real estate.” “We found out that we needed really four days for an immersion type of experience. It’s not really a class; it’s a transformational experience… you experience it for four days, you live like a Ninja for four days, you develop Ninja habits. It’s frankly a form of behavior modification.” “There is a laid-out path for you that you can follow and stay on this path for the rest of your life.” “Day One, basically, is how you run your brain, your mindset, how you program yourself for success... Day Two is how you generate a continuous flow of business coming to you. How you communicate… Day Three is how you work with sellers and Day Four is how you work with buyers and how you negotiate.” “That’s why we call it an installation. We don’t teach you the information, we actually install it. And when you walk out of there you’re installed. You have that belief system installed, you have those scripts installed, you have those habits installed. You’re a Ninja.” “It’s not focused on the numbers, but on the heart. It’s about the human. It’s about the human connection and serving others.” “If you’re a Ninja, the goal is to help these people get to the next chapter of their life… The Ninja realtor is there to help you get from the life you have to the life you dream about… It’s important to remember the philosophy of Ninja, which is: ‘We’re not here to sell you; we’re here to serve you’.” “The one-on-one personalized Coaching is designed to stop drift from happening.” “In Ninja, we teach a specific set of habits called the ‘Ninja Nine’. And it’s easy! They’re easy to do. But they’re also easy not to do. And it’s easy to drift off the path…. The system only works if you work.” “It’s just part of my tune-up. It’s part of what I do to keep myself playing at the level I want to play.” 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

Matt and Garrett spend today’s episode talking about whether a primary residence should be called an investment. Their purpose is to make sure real estate agents are educating their clients well around the word “investment” in an effort to avoid the misuse of language and ultimately, disappointment. Once again, this comes down to accurate communication and the understanding that it’s imperative to have open conversations with buyers and sellers. Our hosts maintain that real estate agents need to be careful when using the word “investment” to describe a primary residence, as that is rarely the case. Matt and Garrett suggest that appreciation of a primary residence should be a bonus, rather than being the reason to buy or sell. Whatever you are doing at the moment, whether you’re exercising, driving around, or just folding your laundry, you owe it to yourself to spend about 25 minutes with our hosts today to learn even more. You also owe it to yourself to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you'll find a community of almost 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: Why using the term “investment” to describe primary residences is problematic Buy based off of cash flow Be careful what you call an investment Dynamically change your relationship with your clients Overdeliver on your value as a trusted advisor Quotes: “Everyone who is big in real estate investing will say [that] a real estate investment is something that actually pays you. If used as your primary residence, you are paying it. You are spending money every month on interest, on taxes, on maintenance, on all the things.” “When agents are out there telling people about the investment and the appreciation, they’re not factoring the cost of carry, they’re not factoring in the cost of buying, they’re not factoring in the cost of selling… that’s where people get the most surprised like that six, seven% that now I have to pay out when I sell a house. That’s eating into this 10% appreciation that I just had.” “Most [successful investors] do not buy based off of appreciation potential; they buy based off of cash flow.” “If you go into your primary residence banking on it being an investment, you can get yourself burned really quickly on what should be a roof over your head.” “If you want to bank on appreciation, too, then you have to plan on living in that house until your mortgage matures.” “Appreciation is a bonus.” “Now you’re their trusted advisor sitting down with them and explaining the market.” “It’s just a nice way to keep expectations nice and low, and overdeliver on your value as a trusted advisor. Look at it from that standpoint, your clients will be even happier with you because everything is a bonus.” 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

In today’s episode, Matt and Garrett discuss the value of setting sellers’ expectations. This topic is inspired by things Garrett has heard his agents talking about, which is that there’s been a recent shift in the market. Where, up until the last month or so, homes were being scooped up very quickly, often with multiple offers (even above-asking) coming in, now homes are sitting for longer or are only getting one (maybe lowball) offer. Matt and Garrett encourage Ninjas to pay attention to what’s going on in their markets today, and to set their sellers’ expectations by talking to them about all the things that could happen when their house is listed. They offer suggestions for how to do this well, so feel free to set your expectations very high for today's episode – you won't be disappointed! Find more “‘aha moments” with the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join over 7700 other Ninjas to share ideas, ask questions, and connect. 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 be a good listing agent Show sellers the market Tomorrow will not be the same as today How setting expectations helps sellers What is the market saying right now? Make homes easy for people to write contracts on Managing expectations in a referral-based business Setting and managing expectations is a process Quotes: “In this marketplace right now, as a good listing agent, one of the best things we can do is just take a step back for a second and kind of go, ‘Here’s all the things that could happen…’.” “I think most of this comes because a lot of agents aren’t taking the time to show sellers the marketplace.” “It may not be everybody just running over asking. It might be that we get a nice, solid offer, with even some contingencies attached to it. Like, we’re starting to see that in the marketplace right now.” “Let’s remember, the seller is in control of the price. They decide what that price is; you get to decide whether you want to take the listing or not.” “If the expectations are clear, …it’s going to be easier to have a conversation about a price reduction, about a repositioning, about maybe doing some staging in the house.” “What are we setting ourselves up for as we put these homes on the market for right now? And are we giving all the options of what could potentially happen?” “You know what your buyers are saying, you know what they’re feeling in this market. That is knowledge for you to share with your sellers.” “When you’re trying to build a referral-based business, if you want people to go and rave about you to all their friends, …the more you manage expectations, the more comfortable they’re going to be referring you in the future.” “If you goad somebody into listing their house because they’re going to get “X” out of it, don’t be surprised when they cancel on you because it’s not happening.” “Set the expectations… it’s not hard to do, either. It’s actually really easy. And it feels really good because then you have a process that’s repeatable and predictable, which is going to lead to more business for you and to happier sellers.” 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

In recent episodes, Matt and Garrett have mentioned and alluded to the principle that “what you focus on expands”, but they devote the entirety of today’s episode to discuss this further and even narrow in on it a bit more. Today’s topic is inspired by both their recent mentions of this principle, and also their observations, as they are seeing many people get focused on things that either don’t matter or can harm their business. Garrett and Matt want to make sure all Ninjas, and all listeners, understand how this principle works and how it is a big factor in determining success or failure. This principle impacts the way people think about and attract business. Today’s discussion around “what you focus on expands” touches on challenges such as current interest rates, the economy, and inventory, and includes suggestions for overcoming these challenges. Join Matt and Garrett as they encourage you to realign your thinking, get back on track, and take notes, as today’s episode is a reminder that you’ll definitely need at some point--whether now or saved for a later listen. Find more great tips and participate with others in the Ninja community by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You’ll find a community of over 7700 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: Strategies for overcoming the challenges today’s economy and interest rates may pose What makes someone a buyer? Find the real buyers Dig into the actual data to avoid the death spiral People are looking for strong, trusted advisors Focus on the opportunities Shift your mindset Quotes: “If you’re just thinking that interest rates are going to ruin every opportunity that you have to be a really good realtor, that may happen for you. Let’s not focus on that, right?” “Rising interest rates create challenges, but it’s not going to destroy your opportunity to be an amazing advisor, transact a lot of business, and help a lot of people buy and sell homes.” “Our role is to give them power, options, and directions that they can take. And then they get to make the decision if it’s a smart move for them.” “A buyer is somebody who’s willing to buy in current market conditions. That’s a true buyer.” “But the headline is ‘Surging Interest Rates Push Mortgage Demand Down More Than 40% From a Year Ago’. Man, if I’m reading that headline, I’m going, ‘40% of the buyers just got wiped out!’.” “If you’re just reading the headlines, and just looking at the information to determine what the marketplace is doing, this is really misleading. And again, we watch people… start this downward death spiral. And guess what? What you focus on expands, the more you focus on ‘applications are down’, ‘buyers aren’t going to be able to buy at these interest rates’, …it just keeps spiraling down. Until yeah, you’re right. You’re out of business.” “But people still need to buy and sell homes, right? There’s still an opportunity to move people around. And people are looking for really strong, trusted advisors. If we’re focused on ‘Oh, interest rates are going up, it’s going to be impossible to buy’, your energy is going to come into any new consultation and it’s going to sour a potentially awesome relationship that you can have.” “You get approved for the payment, not the rate.” “Point being, like there are so many ways that they can make a shift to potentially help them get the home if that is truly their priority.” “We need to change our mindset from ‘there’s no inventory’ to ‘there’s an amazing amount of inventory, it’s just moving really fast’.” “If you focus on the abundance and the opportunities rather than on rising interest rates or rising gas prices… when you focus on the opportunity, opportunity is there.” “At the end of the day what I choose to focus on is that life changes are always going to be happening for people. I don’t care what the interest rates do, I don’t care what inventory is available… what I do care about is, in my database and in my sphere of influence, how many people are having life changes that are going to cause them to need help with real estate?” Links: 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

Garrett and Matt are excited about today’s episode, where they switch gears a bit and discuss the facets of Ninja Selling with their featured guest--an “outside the box” special guest--who happens to be a commercial insurance agent. So for all of you who are a little tired of hearing about real estate – like that's even possible - join Matt and Garrett today as they welcome McKennan Hansen from Farm Bureau Financial in Cedar City, Utah to the podcast. McKennan was recently recognized as the Commercial Insurance Agent of the Year for all of Utah, and also received the same recognition on the regional level, making her the Commercial Insurance Agent of the Year for all of Utah, Arizona, and New Mexico. While Ninja Selling and all of its tenets and facets are geared toward real estate agents and brokers, McKennan is actually being coached by one of the Ninja Coaches--Tona Restine--who connected her with Matt and Garrett. Tune in today and hear firsthand how the facets of Ninja Selling will work across the board, in any sales-related career, because they are based around creating and cultivating relationships. Get inspired by McKennan’s success and watch your own business grow! Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7500 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: Ninja Selling tenets can be integrated into most any industry Ninja’s systematic approach Interrupt with value Why tracking is so important Earn the business; don’t expect it You can get away with anything when your intentions are correct Focus on the long game How ambition for your entire community to thrive can be key Quotes: “The relationships you need to build and maintain and foster and grow and cultivate are all the same throughout the different sales industries.” “I can at least help foster a better relationship with why you pay for insurance and the money is there when you need it.” “I need to leverage my time better, so I have more time with my family because that’s really important to me… and so we figured out what my ‘mom schedule’ looked like. And then we figured out my work schedule; not the other way around.” “Ninja puts a systematic approach to all the relationship cues that people are starving for.” “This was not a sales system to produce more business. This is a way of being more genuine and more true with your clients, which in turn gave you these results.” “That’s what a lot of people think, right? ‘I can’t call these people, they've got work, they've got all these things’… but you’re interrupting with value. You’re interrupting with things that are going to make an impact on people.” “Sometimes the results are so spread out from where you are actually having the engagement with somebody and building those relationships to where the result comes back in the form of a ‘Oh, that was caused by this’. The separation from it is so great, that all of a sudden you can ‘t make the correlation in your mind of what caused it to happen.” “That’s why we recommend people go to installations more than once, because you’re gonna hear something different. Go through it when your business is at a different point. Go through it when your personal life is at a different point. Different things will speak to you, what you need at that moment.” “What you’re doing is to make sure they have the correct insurance and that they’re protected in their world and in their life, just in case something catastrophic happens or just in case something weird happens. Like your heart and your intention is in the right place, which is what makes it work so well for you.” “You have to have that mindset of that long-term game, like ‘I’m building something here for the future’.” “Embrace supporting the people in your community. Embrace supporting the other businesses, and they will come back to you in a good way… if you help your community be successful, you’re going to be able to sell a whole lot more homes… help your community succeed and you will succeed.” 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   McKennan's contact information: https://www.facebook.com/wiredwithmckennan/ https://mckennanhansen.fbfsagents.com https://www.linkedin.com/in/mckennanhansen 

Today’s topic comes hot on the heels of the last episode, where Matt and Garrett have been discussing what they’re seeing with things going back to normal, or to pre-COVID times. People are getting back into their hobbies and groups and social networks, so our hosts are seeing the potential for a rebirth of situational relationships. They also discuss how our time has been given back to us and encourage thoughtfulness in adding things back to our lives. Matt and Garrett encourage you to find those situational relationships and give insight into how to make them work for you. Find something you want to do anyway so that it’s not just another box to check off your “to-do” list. Whether it’s going to the gym, your kids’ soccer games, or buying a Bronco, Blazer, or Jeep, common interests help break down peoples’ guards and encourage conversation and relationship, which is the ultimate goal for Ninjas. Find more great tips like today’s 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 are situational relationships? How to leverage this “rebirth” of situational relationships Connection with other realtors Guard your time Be selective Don’t overlook commonalities and interests Quotes: “A lot of situational relationships got cut off with COVID. You know, gyms shut down, in-person events shut down.” “Relationships you have with people because of a situation or a common interest. You may not have each other’s cell phone, you may not have email, so you may not have other forms of communication.” “So the opportunity to form strong relationships through these situational relationships is higher than it ever has been.” “Maybe this is going to allow you to be very selective and go into a lot of purpose like, ‘What groups do I want to bring back in? What are the ones that really make me the best that I can be? What are the ones that put me around the best people that are out there?’ and get really focused with it.” “Because we only have so much time. There’s only so much time in the day. And my thing is if we’re going to spend that time, let’s spend it doing stuff that we really enjoy with people we really enjoy.” “I’m not talking about an in-depth, you know, sitting across from each other and going deep kind of thing. But a casual conversation where something can come up.” “Things that maybe you want to do that you just haven’t done yet. Things that you’re interested in, that you want to learn. Let’s dance, learn a language, public speaking… look for groups that are doing those things and sign up and start to get to know people. [This] can massively change your database in a good way.” “And now she’s helping people who drive high performance cars buy and sell homes, because that’s her network. And they get to get together and talk about cars and garages and drive cool cars when they go show property. So it’s all part of her thing, which is amazing. And so these are the things situational relationships can grow into--some really cool branding things for yourself.” “I’m a big fan of situational relationships. I think we don’t often see the opportunities in there. But I’m seeing big opportunities in there right now. So for those of you who are in them, ask more questions, listen for those life changes, build your warm list off of them because it’s going to be awesome.” 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

Join our hosts, Garrett and Matt, as they jump straight into today’s episode and discuss what they’re seeing as the world finally opens back up after two-plus years of COVID. Picture it with Matt and Garrett: “front doors are opening, and swarms of people are just flying out of their homes, National Geographic-style”. Today’s topic stems from what our hosts are seeing in their own lives, but also from what they’re hearing from the Ninjas they coach: a lot has changed and a lot more is getting ready to change as a result of the last two years. They’re seeing that, while COVID caused a lot of change, it also paused a lot of potential changes. There are more weddings planned, “COVID babies” are being born, people are being promoted… All of which means that people's situations and housing needs are changing. So how do you take advantage? Tune in to find out Matt’s and Garrett’s suggestions for how and why to prioritize those warm lists. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7500 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: Warm lists should be a daily habit How to leverage warm lists Take a genuine interest Ask questions Focus on the personal relationship first How often should you check in? Prioritize situational events Prioritize the people you resonate with Quotes: “I think COVID had this effect of supercharging certain changes. And all of a sudden people were like, ‘Yep! Now’s the time to make that move’. But then it also put the pause button on a lot of other changes. And now that we’re over two years into this--or out of it, however you want to look at it--those people are like, ‘Alright. I can’t wait anymore’.” “If you’re paying attention to those life changes, it makes it easier to plan out, it makes is easier to look at ‘Who do I want to call this week?’… there’s a change and you’re interested in it. There’s actually a genuine interest in learning more about what’s going on in that person’s world. Which I think is the best way to approach this by, let’s just be interested in our people.” “These questions are not hands-off. I don’t know why we shy away from them so much. Because you see, people who are not realtors are not afraid to ask certain questions about buying and selling…. Once you discover a life change--which you discover through having conversations--be in flow with these people and be interested in that change… Focus on the personal relationship first.” “As the conversation gets going, they’ll probably bring up real estate at some point and you’ll have a chance to talk about that kind of stuff.” “The interesting thing is that if you truly care about the event that’s going on in their life… the more they understand that you truly, truly care about them, that’s where the referrals come from.” “Don’t let them take up space in your mind if you are not going to be in a higher flow frequency with them.” “Go to the soccer games, go to the volleyball matches, go to the parent board meetings, go to whatever it is that puts you right in flow with people… And then maybe you have some side text messages that lead into some good phone calls… There’s so much opportunity there that doesn’t take a lot of time.” “This is again, relationships. So what we’re focusing on here, we’re looking for people that we can help, we can make their life better, we can connect with them.” “We get a chance to talk about what we’re seeing in real time right now. And there will be topics that we circle back around on… because it’s important for what is happening right now… We’re just seeing people kind of drop the ball right now, or just not give it the attention that’s needed. And that’s where this one came up today, as we were seeing it as a loophole in people’s businesses.” 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

In today’s episode of Ninja Selling, Matt and Garrett begin by checking in on Garrett’s current 10-day fast. If you tuned in to their last episode, then you heard him mention that he does these from time to time and that he was getting ready to start another, to reset. He’s currently on day four and is making things even tougher on himself as he watches barbecue videos on YouTube! He’s even dreaming about food! But Matt encourages Garrett, and says these things are building some grit and mental toughness into him, and then mentions that because he’s taking steps to improve himself, it segues nicely into today’s topic of making this year your gap year. Our hosts want this next year to be the year that puts a gap between you and the competition. They are raising the bar and are eager for you to join them. Listen in and plan to take notes, as Matt and Garrett discuss ways to outpace the competition and why making sure you take time to care for yourself is vital--especially when planning to really dig in and outpace your competition. Find more great tips like today’s by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7500 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 to outpace the competition Ways to separate yourself from the competition Make your process create results How taking time to work with people up front is powerful Ask questions How to make sure your energy remains a positive force Show, don’t tell Quotes: “We’re already seeing agents starting to exit the industry, and there’s a lot of opportunity for someone to just say, ‘Hey, you know what? This is the year I’m going to stick my flag in the ground and I’m gonna put some distance on everybody.'” “A lot of agents aren’t doing that, aren’t taking the time to better themselves or educate themselves and grow, and they’re out there getting their butts kicked right now.” “What are you willing to invest in your own business when working with clients? Not necessarily dollars, could be, but also a little bit of time in the forefront, right?” “You need to be adept at changing very quickly. Not a complete overhaul of your business, but I do think you need to be able to adapt quickly to small changes.” “One of my favorite sayings is ‘those that are unable to change are perfectly adapted to a world that no longer exists anymore’. And I think that can happen very quickly in the marketplaces that we’re in right now. I think there are a lot of agents waiting for the good old days to come back.” “The ones that are having the biggest successes with working with buyers and sellers right now are taking a lot of time up front, they have a process of how they bring a buyer in and how they work with that buyer so they can go out and be successful. They have a process with the sellers so that they can get them on the right page.” “Disconnect from getting people to do something and ask them what they want to do.” “The energy of the realtor matters and the energy of the clients matters.” “We have to be careful about our language and structure positive energy and build it into our processes, because that’s going to breathe life into the process, which is going to create results.” “No matter what the market does, you are valuable. You are needed… people will always need to buy and sell.” 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

Join Matt and Garrett in today’s episode, where they talk about some tools to help you stay on track and focused on your path. Similar to their 'Gratitude and Action' episode from a few weeks ago, where they discussed how those components can help get you out of the complaining and scarcity mentalities, today’s episode focuses on putting your dreams and visions out there, evaluating where you want to go, and staying on track to get there. Today’s topic, while definitely inspired by that episode, is perfect for this time of year, as you wrap up the first quarter and head into the second quarter. Matt and Garrett spend time discussing how often, when people get busy, such habits as self-care, gratitude, and visualization affirmations take a back seat to the busyness. They revisit the notion that what you focus on expands, and they dive deep into how you can focus on the goal and on what you want to attract, versus focusing on what you think you lack. Find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you’ll find a community of over 7500 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 often should you revisit your business plan and mission statement? Two of Matt’s stories about focus Tips for how to use and take advantage of vision boards Focus exactly on what you want and exactly the way you want it How to support your focus Empowering your vision Quotes: “Self-care, mentally and physically, goes out the window, typically, when we have a lot on our plate. It’s like ‘Where can I find the time?’… But this is a great time to pull out your business plan.” “Curb the excuse monster, focus on ‘What are the actions that we can pull out of this?’, and that’s how you’re going to be able to move forward.” “When you think about the vision board, we’re not always exactly sure how those things are going to serve us. But if we don’t focus on them, we don’t even give them a chance to serve us, right?” “I think if we’re going to focus on visioning and focusing on what you want right now, get really clear on what you want it to be, so that, as those opportunities show up around you, you know what path to take.” “We need to return to that focus… I’ve made a commitment to myself that focus is going to be maintained so that the vision can become a reality… There’s a different level of energy and rejuvenation that comes into when you can freely focus on something without the scarcity coming into it.” “Anytime I see somebody put hyper-focus into a goal or a vision, a lot of times I watch them give the power away to coincidence… they don’t take ownership, like ‘I just created that, or I just made that happen’… they very quickly go, ‘Yeah, but there were all these factors that went into it’.” “A lot of times, our negative stuff that we bring in is based on how we anticipate, how we perceive it’s probably going to work.” “When you look at things to focus on in growing a business, it’s very easy to get sucked into weird paths sometimes, of roadblocks and hurdles… it’s very easy to get bogged down.” “Underlying your focus are supportive focus activities, right?” “I think ‘what you focus on expands’ is a path toward the vision, to help the vision come through.” “We just have to be reminded. We have to set up systems in our world, like vision boards, that help remind us.” “If you don’t have the good vision and good clarity around it, you can make decisions that don’t give you the results that you want.” “Make a commitment to just figure out: What are some little things you can start to focus on?” 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 Gratitude and Action Episode