Ninja Selling Podcast

n today's episode, Garrett and Matt dive right into their topic on how introverts can succeed in what seems to be a very extroverted business. They decided to address this topic for a couple of reasons: both of them have been asked about it several times over the last year, and they are also seeing people using their introversion as a crutch or an excuse. Garrett and Matt agree that most people fall somewhere in between being a true introvert and a true extrovert, and they discuss the fact that introverts differ from extroverts in the way they experience the world around them and in how social interactions affect them. Larry Kendall--who is an introvert--created the Ninja system as a system where everyone can experience success, including introverts. Whether you are an introvert, an extrovert, or somewhere in between, you can be sure that this episode is definitely for you. And you'll also want to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7000 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 can't-miss 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: Are you an extrovert or an introvert? How can you be a successful introverted Ninja? Why is real estate actually a career path where introverts can thrive? Where do introverts need to push a bit harder? What is one of the most important skills for life and career--whether you are an introvert, an extrovert, or somewhere in between? Quotes: "Introverts can also gain a lot of energy from people, if they're around the right people." "Does it not make it so much easier for them to take those actions because if they're now just following a system, they're not worried about the "extroverted-ness" that they need to have to call somebody." "We're selling our services to help people transact their real estate. And it's a long life cycle. So, relationships are important, which is where introverts do really well." "This is what makes introverts so powerful in Ninja: because they're taking the time to slow down and listen. They don't want to have the stage. They don't want to be in the spotlight. They just want to learn a little bit and it works so incredibly well. So, it's a gift. It's a gift that you need to own, being an introvert." "The comfort level and awareness of asking that extra question… Let's ask the next question to gather some more information. And that's sometimes where we [introverts] hesitate." "That is a power that introverts tend to be able to do very well. Because the extrovert is just running onto the next thing. They're moving fast. But if you can hone in on that skill, it will make not only your real estate come to life, but your own relationships." 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 diving into this episode's topic addressing scarcity mindsets and complaining, Matt and Garrett thank Ada Handley, a Ninja who sent them a message about a previous episode on the 5-Step Calling Process. She was listening to it on an early-morning drive to Utah and asked, "What about the 5-Step Calling Process when it comes to interactions with your family?". Matt and Garrett go on to discuss this for a minute or so and emphasize that the Ninja principles and strategies are not solely for the purposes of business interactions, nor are they only for real estate agents. They wholeheartedly believe--and have seen--that Ninja principles cause professionals in many walks of life to thrive. They have also seen similar effects in interactions with family and friends. Garrett and Matt decided to take on today's topic because they have both recently seen a common occurrence in their role as Ninja Coaches, where people come to their coaching calls every two weeks and are operating from a scarcity mindset, they're locked in a cycle of complaining, or both. The good news is that they approach this topic from a place that avoids negativity. Instead, they want to bring awareness because either of these perspectives--and especially the combination of the two--can cause Ninjas to become worn out. Their hope is that by talking about what they're seeing around these things and giving tools for how to manage them, Ninjas can avoid hitting a wall. As you will discover, avoiding these tendencies will help breathe life and space into your business and into your life. If you aren't already a member, make sure to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. You will find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, learn from one another, and network. You can also offer more direct feedback by leaving a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events--especially if you've never been! And if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our amazing coaches. Episode Highlights: What is a scarcity mindset? What does it mean to complain? Can you still be successful while complaining? How can you acknowledge what's going on in the world without letting it affect your mindset? How can complaining cause you to actually experience scarcity? Focus on the things you can control. What tools can you use to immediately change your outlook and mindset? Quotes: "There's the scarcity side where 'How do I make this business work right now? How do I get buyers' deals accepted? Or offers accepted? How do I build a listing inventory?' And then there's the other side, which is an interesting thing, because it's the same energy just coming out in a different way." "There's a lot going on in the world right now. And so, I commonly see this from people who are watching and reading a lot of news and following a lot of different people on social media, who are taking things down a lot of rabbit holes." "If we just accept the energy and don't look for ways to turn it around, that leads then into complaining… we see the bad on TV, we hear the bad on the radio, we read the bad in the news online, and then we go and look for it in our everyday life." "I think that's what people need to be doing: acknowledge where they are and then say 'OK, I'm done looking at it from that angle; how can I look at it differently?'" "You're sitting there looking for all the challenges and problems. And this is what happens when you complain about these things: you don't realize it, but you're shutting down all the opportunities for success." "You're basically taking your abundance mindset and putting it in a closed room. And the complaining is shutting all the doors that the abundance mindset's trying to reopen every morning." "A lot of the things that people start to complain about are outside of their control." "There's just so much abundance that can come from focusing on solutions and eliminating the complaints." "So now we've gone from complaining to full-on scarcity; now it's nearly impossible to see successes out of scarcity." "You cannot express gratitude if you are in a negative mindset." "I can only complain about the things that I'm willing to take action on, to try to fix. The rest of the stuff that I'm not willing to step up and actually apply myself to make a change in that: probably not worth me complaining about it." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Rebranding the Five Step Calling Process

Garrett and Matt are excited about today's episode for two reasons: first, this is the first podcast episode since early January in which Garrett is standing! He broke his leg on January 12, but he is now up and at 'em, and able to move around. The second reason they're excited is because they are discussing databases. This topic comes from Matt and Garrett's recent conversation about the beauty of small databases and is it possible for databases to get too big? In this episode, they cover database size, at what point your engine can lose power, figuring out your capacity for consistency and flow, and how to start with five and increase from there. In Matt's words, "You're gonna hear some things today that you're definitely going to want to implement into your business right away.", so take notes or bookmark this episode to listen more than once - either way, get ready to find out why bigger isn't always better. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, and find a community of over 7000 Ninjas who share ideas, ask and answer questions, collaborate, and network. Whether you're brand new or a Ninja who's been at it for years, there is something for everyone. 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: View your database as an engine and set your tachometer: at what point does your database lose power? How many contacts are in your core sphere of influence? Matching your sphere of influence to your consistency and flow. Who are you purposefully paying attention to? Are your qualifiers for including people in your database too strict? Too loose? Quotes: "Larry Kendall says your database is the central nervous system of your business." "Do not tail people to their house." "The engine stops producing power at about 150 people." "I know a lot of really good Ninjas that their tachometer is only going up to 40." "When consistency breaks down, that's your red line." "You can still do the broad, sweeping marketing; you're not shutting your business off to the thousands of other people out there." "I think the 20-40 range is probably a great range to target for your core sphere of influence, which, Garrett, I would define as people that you have influence over and they have influence over you. And I mean true influence." "Keep it simple… more is not always better." 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 are back today with a topic that Matt was inspired to bring forward partly due to listening to an interview with Gino Wickman, the author of such books as Traction, The EOS Life, and Rocket Fuel. Given the recently increasing popularity of the entrepreneur culture, today our hosts take a look at what exactly that term means, as well as other related terms like solopreneur, particularly as it applies to roles within real estate. As a salesperson or real estate agent, are you an entrepreneur, solopreneur or even an intrapreneur? Listen in today to find out. And as you listen you're bound to laugh a bit as well as our two hosts try to define what each term means before inviting you to decide for yourself what title you want to use. They also go on to review Robert Kiyosaki's Cash Flow Quadrant and what most successful real estate angels focus on. In the end, Matt and Garrett emphasize their clear message of just how important it is to keep in mind that your title doesn't matter as much as showing up and building your business to be what you want and need it to be: a business. Join over 7000 other Ninjas on the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook--especially after today's episode! Hash out these various titles and agree or disagree with Matt and Garrett. They're counting on some great discussion and an explosion of comments around today's topic, so don't let them down--but play nice! You can also share ideas about other topics, ask and answer questions, and collaborate and network with other Ninjas in the Ninja Selling Podcast group on Facebook. 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 a real estate career an entrepreneurship, solopreneurship, or intrapreneurship? Think of this in terms of Robert Kiyosaki's Cashflow Quadrant. Most successful real estate agents focus on 'the right now' of creating wealth. Are you running your business like a business? Quotes: "The entrepreneurship culture, so to speak, for the past several years, has become like the cool thing." "A lot of the most successful realtors that I know do not focus on the end game of 'I can't wait to sell my business'. They focus on the right now of creating great wealth." "So that as a salesperson, as a real estate agent, you can really focus on what your business is, and what it's producing, and what that means in terms of your involvement." "But you wonder why your business is floundering. It's like, well, you're not truly showing up as a solopreneur, entrepreneur, business owner, whatever you want to call yourself." "You can call yourself whatever you want, because ultimately, people are going to judge you on how you show up and what your actions are." "Figure out yourself how you want to show up, and then ask yourself, 'Am I showing up in that capacity?'" "I find a lot of people own a title, but they don't show up as that title." 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

The hosts tackle the daunting question of when to leave a part-time job and dive into real estate full-time. They emphasize the importance of mindset, planning, and self-reflection in making this significant career leap. Listeners will discover strategies for balancing current jobs with real estate demands and learn to embrace a full-time mentality. The discussion highlights the power of community and storytelling, encouraging engagement through shared experiences and resources to help navigate this pivotal transition.

In today's episode, Matt and Garrett talk about how important it is to have people in your life who will call you out on your stuff, or who will hold you accountable. Everyone needs at least one person who will help them put all their excuses behind them and take action to be successful, and that is precisely what our hosts delve into here today. Reflecting upon accountability, they also discuss the importance of being open -- not only to holding people accountable, but also to being held accountable. They go on to highlight the fact that we all have blind spots, and look at what is the best way to deal with those. Tune in as Matt and Garrett explore this topic that, while it may seem like a bit of a tough one, is truly one that is a key principle to achieving success in your career and in life. Another way to enjoy success is to get connected with one of our Ninja Coaches for personalized help in achieving your goals. Visit Ninja Coaching to connect with one today. Or join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where a community of over 7000 Ninjas share ideas, ask and answer questions, collaborate, and network. You can also offer more direct feedback by leaving a voicemail at 208-MY-NINJA. Check out Ninja Selling Events for upcoming installations and other events. Episode Highlights: There is a skill to calling people out. How to begin. What makes someone coachable? When is it time to change your goals? How do you do this internally? Why are we negotiating non-negotiables? Quotes: "This is somebody I trust that I brought into my world to tell me when I'm out of whack. That's the beauty of having a coach or a mentor that you believe in that way." "And I think it also leads into commitment and capacity, right?" "Having somebody in your world who can call BS on you is great. But you don't always have that person in the moment. And a lot of times, people may not see the things going on inside your own head to be able to call BS on you." "The minute you break down whatever it was that you set up as a non-negotiable, discipline erodes fast." "These are internal conversations you need to have with yourself. Or you need to have a person in your life that will sit there and go, 'Really? That's your excuse?'. To the point of actually saying, 'I don't believe you. That's BS'.' And I'm even going farther, saying, 'If you're going to continue to hold this BS, I can't work with you anymore. I can't support this relationship. I can't share this time with you.'" "I need to be confident in my mission and figure out the actions that are going to lead me there, and when situations arise, be able to make an easy decision that keeps me connected to that mission, where I'm not negotiating things that shouldn't be negotiated." "Kids go right to the core. If you want really good accountability in life, go get yourself a kid and they will tell you all day long where you're dropping the ball, where you're not showing 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

In today's episode, Garrett and Matt are joined by Gretchen Adams, a Ninja Selling coach from St. Louis, Missouri, who works with RedKey Realty Leaders. Gretchen has joined forces with another coach, Tona Restine, to create a Ninja Coaching book study, and today she walks our hosts and listeners through the details of this remarkable resource – what it is, how it runs, and how to become a part of it. Gretchen begins by sharing that both she and Tona are avid readers and they created this book study to read more themselves and also to encourage others to engage with books that help them look at their business a little differently. Gretchen goes on to explain that, for each study, they both read the assigned book, record a review, and then hold the actual study itself. Their most recent book is The Obstacle is the Way by Ryan Holiday, which was divided into three weekly studies, and they are currently meeting most Mondays with discussions being held over Zoom for about an hour each. As you will hear, this Ninja Selling book study is an initiative that has just grown and grown and is receiving rave reviews. Do yourself a huge favor and listen in today to learn what it's all about and how you can join over 600 others in the Ninja Coaching Book Study group on Facebook. You can also find more events and opportunities to ask questions and collaborate with other Ninjas, by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. 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: It's not a necessity to read the book. The book study focuses on development books. No matter the intake style, the book study emphasizes what you can learn. So many great things surface from the conversations around the books. How can reading bring progress in other areas of your life? Each book study discussion has been recorded and all are available to go back to. Quotes: "These are books that can help improve your business, improve your life." "So you don't have to necessarily read it to get value out of it." "Learners are earners. And you have to read to lead." "Reading opens your mind. It helps you stay away from your own bias." "If you just join our Facebook group, they're (all the study recordings) all there." "If you don't have the right mindset wrapped around whatever you want to do, the rest is not going to follow. You could read every instructional book out there, and it won't get you to where you want to be. So it always starts with mindset." "That's the power of the collective group that you've started to grow here. That you really get a different look at a book from potentially 45 angles, when you have 45 people on that want to talk and share." "Doing more reading aligns very well with the Ninja philosophy. Because you are growing your mind, you are improving your mindset." 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 Ninja Selling Podcast, James Mitchell joins the crew once again, and this time around he's discussing the buyer process. As a Ninja Selling coach, he's an expert in the funnel, a crucial point in the buyer process where you set expectations and explain the process of getting a house bought. The funnel is designed to assuage the four main fears of every buyer - missing out on the home, picking the wrong house, paying too much, and losing the home - as well as to prepare them for the process, and save time. James discusses that, as part of the funnel, due diligence is necessary in ensuring that the home doesn't have issues prior to going under contract. He goes on to highlight the fact that the buyer process is all about clarity and ensuring that you and the buyer are on the same page, and closes out the episode by arguing that people rarely buy homes when they are confused. All too often, realtors skip this important step in the buyer process and suffer from doing so. Listen in today to James and our hosts and learn how to make sure you don't share their fate. You can learn even more through the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can join a community of Ninjas sharing ideas, asking questions, and networking. If you want to leave more direct feedback, leave a voicemail at 208-MY-NINJA. For additional information about upcoming open installations, visit Ninja Selling Events. Lastly, Ninja Selling Podcast also offers coaching. You can learn more about the program and sign up at Ninja Coaching. Episode Highlights: Introduction to the funnel Four major fears of a buyer The structure of the funnel The rolling top three The importance of clarity How realtors suffer when they don't discuss the funnel Quotes: "So the funnel is one of the steps of the buyer process, and what it is, is a time for us as the Ninja to work with our clients to set their expectations, explain how the process works, educate them on what's going on in the market, set our boundaries as a realtor and about how we work, as well as get everybody more time because we're going to get this done more efficiently." "Do not discount the funnel, this crucial step within the buyer process. And the buyer process is built for a purpose to create clarity and every step in there has a purpose. So it's not like well, I can remove this and everything's fine." "We have a lot of buyers roaming around the countryside with their real estate agents right now who are not qualified to be buyers out here right now - they don't have the right tools in their tool belt. And this is to make sure that you have some." "People don't buy stuff - they don't buy anything - when they're confused. And so the whole buyer process is designed to bring clarity to our client and ourselves as their Ninja representative. So when people have clarity, they're going to make a decision, and they're going to do it, and they're going to feel great about it without remorse." "I want your mindset to say there is inventory, and we're going to find you the right house. When our clients are signed up with that mindset, we're going to go far fast. We're going to give them what they want, it's going to go smooth with clarity and ease." 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 The Ninja Selling Podcast Facebook Group James Mitchell

In today's Ninja Selling podcast, Garrett and Matt are joined by special guests and long-term Ninjas, James and Angela Mitchell. James studied under Larry Kendall while at CSU, graduated in 2008 during the height of the recession, and was recently made a Ninja Selling Coach. He and his wife, Angela -- who has a background in counseling -- decided they needed to be intentional about not only James's business, but also about the other facets of their life together, and they share their story here today. With our hosts, James and Angela discuss how being a successful Ninja requires work-life harmony and must include a spouse or partner that is also on board and on the same page with what it means to be a Ninja. They highlight some of the aspects that they have found critical over the years, including making communication a focus, sharing your business tracker, letting your life partner into your business, and revisiting roles and goals over the years. Pursuing harmony in your relationships and your business is always of paramount importance, and today the Mitchells educate us all on some of the ways you can make this happen. Even further education can be yours by joining a community of over 7000 Ninjas in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. This group is a great place to find help, ask questions, collaborate, share ideas, and network with other Ninjas. 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 can you create a life that is balanced, intentional, and strategic? Is it possible to make your Ninja Selling career a collaborative, team effort? Making communication a focus. Sharing your business tracker and letting your life partner into your business. Revisiting and redefining goals and roles as necessary. How does scheduling relationship and business "check-ins" help you bring the best to the conversation? Beginning your own relationship board meetings. Quotes: "And I think that the thought was, if James was putting all this energy into planning his business each year, didn't the rest of our life deserve that, too?" "Yes, it's networking. My favorite kind of working is networking." "So what became important was to enroll Angela in not my goals, but our goals, and to create those together… so I could create more harmony between my work and my home." "Every week, we are making sure to put our focus where we want it to go. So we can continue to move in the direction that we set at our annual retreat, or at the business plan." "So you brought up finances, which is such an important component and can be the component that helps a relationship thrive. And it can also be the biggest point of stress for a lot of people." "It sounds like you both have a very clear definition of who plays what role in certain situations." "And so, some of it's based on strengths, some of it is based on interest, and some of it's based on capacity. Like, 'What do I have the capacity to do right now?'" "It takes energy and it takes time to intentionally stay connected, on the same page, and to evolve as our relationship and our life evolves." "We talk about 'slow down to go fast' in your business… but this is slowing down so you can go fast in your personal relationships." "Now is the time when we are supposed to talk about this thing, which feels much different than talking about that thing because I'm resentful or irritated… it brings up less defensiveness because it's like we're setting aside this time to talk about this. Rather than just like, 'Oh, you're not doing that'." "Ninja is a relationship business that hinges on great communication." 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 Tips for Effective Communication The Relationship Board Meeting Love Intentionally Self-facilitated Retreats - 'Love Bombs' $50 'Love Bombs' coupon for Ninjas - Promo code: NINJA50

Today's episode of The Ninja Selling Podcast features Matt and Garrett explaining that it's essential for agents to take the time to set up buyers for success before you start the search. Whether in today's seller's market, or in any other market, agents who lean into and take the time to walk their buyers through The 10 Step Buyers Process experience success. This process makes up the focus of today's podcast, as Matt and Garret firmly believe that investing an hour at the beginning of the agent/buyer relationship helps both parties gain clarity on their search, and helps agents set and manage buyers' expectations. This process also creates an opportunity to explain the context of the current market and address any issues before they become a problem. Listen now to find out how this process will help you, and learn how Matt and Garrett define "success". There is always a lot more to be learned by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you'll find a community of over 7000 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 processes, like The 10 Step Buyers Process, are essential. What happens when you don't take the time to prepare your buyers for success. Offering a "Taco Close" or a "Ferrari Close" Can re-establishing what buyers consider a "no-go" help? Quotes: "If you can have the conversation up front, open up some more doors, this is where buyer's agents are being successful, that are doing this process up front, because they're not waiting for it to become a problem." "What if we reframe that a little bit… instead of looking at it as these buyers are giving things up, they're just not gaining as much as they would like with this home purchase." "A $250 taco party got it. Got the deal." "Agents and buyers need to be creative; we need to figure out how to stand out here right now. But we need to educate these buyers more." "So just know: The 10 Step Buyers Process can also weed out people that can't perform, and it will bring clarity and help to people that can perform, to step up and to be able to do what it takes." "Set the expectation that you're going to show properties to them, you're going to present them with potential solutions that might have something that's a no-go because you want to make sure that it's still a no-go, or if we're going to be flexible because of the inventory challenges that they are facing." "If the market is moving so fast that you don't have time to spend an hour on the buyer process, think about the damage you're doing by spending time showing a property to a buyer that doesn't fit what they can actually close on. Because that is a massive waste of time." 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