Ninja Selling Podcast

In today's episode, Garrett and Matt give permission to talk to people about real estate. Share what you do and become people's trusted advisor! The Ninja Selling path attracts people who are less sales-y and more relational. But this can make Ninjas hesitant to talk about what they do. Because many Ninjas rely on others to bring up the topic of "real estate", they often miss out on opportunities because they're too worried about coming across as pushy. Well guess what? Ninjas take a genuine interest in peoples' lives, so as you build and work your databases, your warm lists, and your autoflows, you will also build relationships. And serving others as a real estate agent will flow from those relationships; opportunities will arise. Stay in a mindset of abundance over scarcity and watch it happen! Stay tuned to the very end of today's episode and hear what countries (other than the United States) are downloading and participating in the Ninja Selling Podcast. Ninja is a worldwide phenomenon! More great 'aha moments' can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Join other Ninjas to share ideas, ask questions, and connect with more Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Give yourself permission to talk about real estate Ask better questions How better questions can open the door to business Be engaged in your warm list Prioritize your autoflow Change your messaging Use strategic marketing Become the "Trusted Advisor" Quotes: "A lot of people who are attracted to Ninja find themselves in this predicament because Ninja naturally attracts people who don't want to be too much on the sales side, but sometimes we take it to the extreme in the wrong direction." "So if you're looking for permission to have that conversation with people, permission is granted! If they've opened the door, if they've said anything, be like, 'Hey, how can I help?' or ask a different type of question, like, 'Tell me more about that.'" "When those doors open up, you need to be comfortable saying… 'I can help them with this. I have the solutions.'" "Just make sure you're sending things that are valuable, that highlight this is what you do… Instead of saying, 'If you're looking to buy or sell, contact me,' put 'If you have questions about anything, just reach out.'" "Those are wonderful opportunities that aren't a business conversion thing, but it is a time to showcase your value as a realtor, which then could lead to referral opportunities down the road." "If you demonstrate your expertise… that's an opportunity for you to come in and add value." "If I say 'insurance agent' there's a person that pops into your head. If I say 'financial planner', …there's a person that pops into your head right now… that's all we're trying to do is establish ourselves as that person in their lives." "They had a relationship with somebody else. Like, it's OK. Continue sending them stuff… you don't know when those relationships are going to change." "Being in full abundance mode… and championing for everybody to win, right? If you're like, 'I'm the only person that can win', then we have a problem with scarcity, right? …move into abundance. That energy is going to carry you to see more opportunities." "There are so many people here that need help. And you just need to be in their world and be open to helping them when the opportunities show up." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Before Matt and Garrett launch into today's topic, they announce that they'll be hosting a live happy hour within the Ninja Selling Podcast group on Facebook. Do not miss it! In today's episode, Garrett lets Matt take the ball and run with it after seeing the way he got fired up before they hit the record button. Leading up to today's recording, and like most days before they record, Matt and Garrett had several topics on the table and as they batted them around, Matt got excited about a "what if?". What if brokerages played a bigger game? What if brokerages ramped up their level of service? What would that look like? What services would be offered? Get ready to dream big right alongside Matt and Garrett and find inspiration for increasing your own level of service. As mentioned above, be sure to join the next Ninja Selling Podcast live happy hour or find more great tips by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You'll 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: Think bigger Pre-listing inspections The Garrett and Matt Brokerage Brokerages need to provide clarity Brokerages need to provide support What is the Ritz-Carlton approach? How can brokerages take care of their agents? Quotes: "We don't think big enough as an industry." "Don't we want every buyer informed as best as they possibly can?" "What if there was a brokerage that took care of that for the agents?" "'When you hire us at this price, you're going to get a trusted advisor who's going to be your guide through this entire process. You're also going to get a listing coordinator… you're also going to get a transaction coordinator… We're going to take care of everything. There is a team behind you. So it's not all left on this one person's shoulders to handle for you.'" "What if the brokerage came in and said, 'Look, we have built this platform. We have all these pieces. If you come in as a new agent, you all of a sudden get to have this business where all those pieces are taken care of for you, and you get to go out and be the best realtor you can be.'" "I don't think this is an agent problem, I think this is a brokerage problem. Brokerages are not thinking bigger; they're thinking in protection mode… they're not thinking 'How do I elevate this?'." "As an agent signing up with a brokerage, if I don't have a lot of clarity, I'm like, 'Well, what's really going to be the support? How is that going to lead to better financial stability for me at the end of the day?'." "All those agents that are good at managing all those pieces out there right now, a lot of them are not having weekends. They're not enjoying their evenings and they're running around like their hair's on fire. And I look at this model you're throwing out here, and there are people who would pay for that." "It all goes back to taking care of the client on the highest level possible, to give them the best results, which makes them want to come back and use us over and over and over again, makes them want to refer all their friends in our direction… that is the Ritz-Carlton approach to real estate." "There are really, really, really high-producing agents that have just gone through the last two years. They're watching this pace and everything's going on and they're like, 'You know what? I'm not having fun anymore,' …and they're just throwing in the towel. Those brokerages are losing these incredible realtors because there's not a platform there to make their world work easily." "If you have happy advisors, happy employees in general, this is just good business. …If they're happy then they're going to be outrageously successful. They're going to make more money for themselves, they're going to make more money for the brokerage, their clients are going to be better off." 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 is excited about today's episode because Garrett is hopped up on all kinds of allergy medications due to his "really, really bad allergies". Get ready for a fun episode. Either that, or a disaster! All jokes aside, Matt and Garrett are talking about time today. Their coaching calls are dominated by planning, time management, and helping people take ownership of their time. So they wanted to bring this topic to the Ninja Selling Podcast. Because it's that important. Tune in today to hear Garrett and Matt's thoughts and strategies for taking ownership of your time and building your calendar so that it supports the person you strive to be. 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: Deadlines Time blocks Hypothetical vs. scheduled time Find a 'virgin week' to build from Guard your time Schedule with intention Reflect Matt's challenge Quotes: "Our coaching calls are spent on planning, time management, …how can we focus on getting the right activities done… so it's really something we can't talk enough about." "When people are struggling with time management, or they're like, 'I just need more time', they're not planning their time well to begin with." "It's important to have focused time blocks. Because if that's gone today and gone tomorrow, and those are your two opportunities this week to be in flow, you've now lost a week of proactive flow." "I think it's important to embrace that an hour lost is an hour lost and an hour captured is an hour captured." "At the end of the week, the person who was more organized is going to be in better physical and mental shape, they're going to sleep better, their body is going to be able to perform better, they're not going to be as exhausted as the person who is disorganized." "This is the time that it's going to happen. And it's not like, 'It's important to me to get it done'. It's like, 'this is the only time allowed to make that happen'… That's a game-changer for a lot of people when they figure that out in their calendars. Because it's not just this hypothetical idea on the calendar. No, it's going to get done. That's the time and I'm committed to it. And that mindset needs to happen for people to maximize their time." "Instead of going like, 'Well, I can schedule over all this stuff here', you just go, like, 'No, no, no. Those are all set in my schedule. Now I need to figure out how to make this… work around this stuff. Because this is what drives me to be the person that I strive to be… now we fit in these things around it'. And that's what will allow you to be more organized." "Ask yourself, 'Did I make the most of that time? Did I take that one hour that was given to me and really turn it into something that's going to help me be the person I want to be?'." "I'll throw out a challenge for people… schedule for yourself one hour of deep focused work every day." 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 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