Ninja Selling Podcast

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

Today's episode was inspired by a conversation with Kevin McCarthy, an agent in Austin Texas, who experienced an 'aha moment' at a recent installation. Kevin came away from that installation with the idea to 'five-step everybody', not just when making outbound calls, but really with as many people as he can in his daily encounters. So, what is the five-step calling process, and what's the impact it can have on your business and your personal life? Listen in today, and Matt and Garrett will explain it all to you. They begin by discussing exactly what the five-step calling process is and what the different steps are. They go on to emphasize that the process can work not only for business calls, but for casual interactions as well. The five-step calling process is a tried and true Ninja strategy, and today you can enjoy your own 'aha moment' as Matt and Garrett lay it all out for you and provide you with an interesting perspective on it that can enhance all of your interactions immediately. More great 'aha moments' can be yours by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What is the five-step calling process? Can the five-step calling process work for inbound calls? How the process causes you to ask direct questions The benefits of using the process for coaching Quotes: "I'm just going to five-step everybody." "What it forces you to do is ask questions. At some point, at least twice in this interaction, you're going to be asking pointed questions about them." "This is the opportunity that allows you to grow so quickly in your relationship categories." "Every single coaching call should be looked at as a five-step calling process." "It's a totally different relationship though when you ask the FORD question on both sides of this information that you're giving them." "Maybe instead of calling it the five-step calling process, we should now rebrand it the five-step conversation process or the five-step interaction process or something like that." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

On this episode of Ninja Selling, Matt and Garrett discuss offer review deadlines and how they impact the realty industry's integrity and operation. The topic came up during one of Garrett's coaching calls with Liz Davis up in North Bend, Washington, and turned into such a great conversation between our hosts that they decided it just had to be recorded and shared with listeners here today. Referring to offer review dates in relation to the frustration that buyers and their agents experience when a house on the market is under contract before its deadline has come around, Matt and Garrett weigh in on why realtors need to be upfront with their policies and practices when working with sellers. They acknowledge that, while the client and agent benefit from deadlines that promise that a house will be under contract within a shorter, finite period of time, it's also true that poor communication between the seller and real estate agent can prohibit these standard practices from taking place. They discuss what to do if a review date yields no offers and subsequently how to enforce boundaries with sellers so that they don't jump on an offer prior to your agreed upon date. Matt and Garrett close today's podcast with a brief note on referral based businesses and how you can use success as an agent to delineate boundaries and set transparent, upfront expectations with the seller. You can find 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: How to maintain realtor integrity in the industry What an offer review date is Buyer Frustrations when a house is under contract before the deadline Why we have offer review deadlines Why sellers and realtors need to be more up front Pros and cons of offer review dates The importance of up front communication How to enforce boundaries with sellers Quotes: "Is there a conversation that comes up about what does it mean to truly have an offer review date? Do we want to honor and follow it? I think that conversation needs to be had up front." "If you put it out there, this is the game that's being played here right now, and then all of a sudden, the rules change halfway through the game; what it makes people not do is trust the game. They don't trust the game anymore." "The golden reason that the offer review date was started was basically saying, "Look, we can get this wrapped up in three days, you know, we can put it out there, we'll review all offers on this date, we'll have a group that we can look at a batch, we'll pick the best one, and we'll be done." "Even if your seller went around you, they're still going to blame you. I mean, the agents always are the ones that get blamed." "Look at the auction versus offer deadlines scenario here too, because part of having offer deadlines, a lot of buyers might be assuming, 'Okay, this is it. We're going to submit our offer, and then we're gonna hear a yes or no.' But then the counter offer comes back.—and what are the expectations of these offer deadlines?" "It almost gives more flexibility as a listing agent and a seller to get a property on the market and see how it starts. Then, you can establish some new rules, because then you can negotiate things as they come in." "As a buyer's agent, you've got to be aggressive. As a listing agent, you've got to be transparent." 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 stems from a discussion in the Ninja Selling Facebook group about realtors asking for referrals. Many in the group were commenting on some of Matt and Garrett's ideas which they shared during a recent episode of the podcast about referrals. This is a topic that can be a sensitive one, and, since they clearly touched a nerve for some folks on that podcast, they have decided to review and clarify their experience and thoughts on referrals, and the Ninja philosophy of attracting rather than pursuing them, with listeners here today. Our hosts begin with the different ways of building relationships and attracting business without asking for referrals. Acknowledging the fact that there are realtors who have built their businesses through asking for referrals, the hosts clarify today that Ninja will help you run your business without asking for them. They emphasize the importance of value exchange and the fact that you absolutely can successfully run your business without asking for referrals, and go on to review different ways of marketing your business, ways of bringing value as realtors, and how to create an energy of connection with your clients. Matt and Garrett draw this episode to a close by demonstrating how to unlock the attractive side of your business as well as the best way to build a sustainable, long-term business, and highlighting the fact that you get to choose how you run your business. Today's episode is testament to the value of joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to build and attract business Being successful without relying on referral systems How to get testimonials and not ask for referrals The importance of value exchange Dispelling the belief of needing to ask for referrals Ways of marketing your business Different ways of bringing value as realtors How to create the energy of connection with your clients The other industries that ask for referrals How to unlock the attractive side of your business The best way to build a sustainable and long-term business Stacey Brown Randall's business strategy Quotes: "When the referral dialogues get brought up, and they want to be used, it's being brought up by the wrong person, which means the intention behind it is wrong. And when the intention is wrong behind it, you're now in pursuit mode, you're not in attracting mode, and that is the difference." "Not only does it matter who says it, but it also matters the direction of value exchange, because if someone is talking about how much they love working with you, there is an opportunity for them to share some value, and there's an opportunity for you to give some value back to them in terms of appreciation by allowing them to share their message." "Our opportunity as realtors, and this may sound altruistic, but is to really share a whole different level of value. And that is what's really going to, I think, help secure your thought in people's minds "There is a difference of attracting versus pursuing. You need to look at your business and make a decision. Do I want to have a business based off of pursuing?" "The difference in the thought process behind this is how I must run my business. If it's coming down to a limiting belief, then you're likely limiting your business. So whether or not you want to continue doing that practice or not, doesn't have to lie with that limiting belief." "I don't think there's a right or wrong answer here." "The biggest thing that we've said numerous times here is, you get to choose how you want to run your business, you get to choose what feels right for you, you get to choose what, you know, what's the overall look and feel of what you're building. And whatever feels right for you is the right path." 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 talk about the concept of task management versus time management. They frequently find that many people think they're scheduled and have a plan of the tasks they should be doing, yet the results tell a different story. What the hosts highlight today is the necessity of ensuring that priority items from your business plan are actually being scheduled, showing up on your calendars, and being addressed accordingly. Our hosts begin by highlighting that there's no one right way to manage a calendar but that identifying the tasks that are the highest priority for you to accomplish in a given day or week is paramount. They delve into the things successful people do in managing a routine, the importance of analyzing what is working, understanding your best sellers, and the advantages of a weekly planning session in order to build a discipline that then extends into how you manage your tasks. Together Matt and Garrett recommend having a solid morning routine, practicing the Ninja five daily habits, aligning your calendar with what is on your business plan, and having a task list rather than more tools. This episode will take you through the importance of having working routines, calendars, and schedules for you to grow your business. More great information and advice can be yours when you join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visitNinja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The importance of routines, schedules, and calendars Reasons why many plans do not have results The different ways to manage your calendar Listing priority tasks on your calendar Identifying tasks that are the highest priority Things successful people do to make sure their tasks are accomplished How to understand your best seller The importance of a weekly planning session The strength of a good personal morning routine The Slight Edge The Ninja five daily habits Understanding the importance of the activities on your calendar Aligning what is on your calendar with your business plan The importance of a task list as opposed to more tools Quotes: "I like things to be on the calendar, although I do like the backup - have a to-do list - because once you pass a calendar appointment, it's kind of gone. It doesn't come back again unless it's tied to a task necessarily." "Every week sit down and analyze what's working, what's selling, what are our top items, and do we have enough product to continue at the pace that we're selling those right now to fulfill the orders that are coming in?" "Sit down, plan, analyze and look at all the moving parts, it's the number one most powerful thing you can do to be able to start the schedule." "When you don't identify the priorities and get them on the calendar, you end up becoming really good at the things that are not important." "There is nothing so useless as doing efficiently that which should not be done at all." "Week schedules show up really strong in high-paced, fast-moving marketplaces." "The Slight Edge book is all about doing the things that you can control. So you can become 1% better every single day. And when it comes to managing your calendar, and the tasks that deserve priority, it is those things that you can control, which are those appointments you have with yourself." "You can control your time on your calendar for the weekly activities by saying 'Hey, how can I set this up to make sure that I'm doing what I need to do?'" "It is much easier to show up for something that you have planned." "There's nothing that we have to do, we just have to accept the consequences of whether we do or do not do those things." "It makes it a whole lot easier to get through these things. It's not hard to do if you plan it ahead. It can be complicated if you don't plan." "Just focus on those things that you can control and make sure they're on your calendar." "Look at your calendar for the week ahead and say, 'What is one thing I can do each of those days that I can put on my calendar that's going to help progress my business in the direction that I want it to go?'" 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 continue the discussion on market narratives, particularly those aspects surrounding the real estate market. They discuss submarkets which mean markets that are near each other but are not the same and how that translates into all the assumptions buyers and sellers are making about marketplaces. They start off by giving a comparison between Seattle and West Seattle, with the latter having a 5% appreciation and the former having a 1% appreciation on homes in the market - West Seattle becoming a submarket of Seattle which is the main market. The hosts talk about how to interpret data or assumptions made about marketplaces, the importance of engaging in research regardless of what other agents are saying about the marketplace, why you need to pay attention to the specific data about the little submarkets, and understanding what makes a particular neighborhood wanted. They also explain why understanding your marketplace and submarket is so very important. As you listen in today, you will learn some valuable lessons including the value of doing your market research and of not allowing interest rates to dictate your level of success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The concept of submarkets versus the real market Comparing Seattle and West Seattle How submarkets change the market narrative How to interpret the surface level data in marketplaces The importance of doing your research Identify a data point and check on it regularly Understanding buyer wants and needs How to be a good listing agent Quotes: "It's interesting to watch the flow of people. At one time it was the fight for Seattle, then they started fighting for the suburbs, and now they're realizing the suburbs are out of control, and they're going like, 'We could actually have a better chance by going back into the city, and seeing if we can maybe get a shot at a home with less competition.'" "The condo building that has more amenities with open-air spaces, gyms, and other things in it, is probably going to perform better than a building that doesn't." "I had some specific data points that I always checked in on and we've talked about absorption rates I would check in on. I would sit down for a couple of hours and run the data on different price points and different marketplaces." "If you can figure out the differences in marketplaces, you can guide your people so much better." "If I can have an agent that's working in my corner that is highly educated, I'll take that all day long as we're out there going to battle trying to find a house." "Whatever your given marketplaces, especially the larger marketplaces, don't assume that there's a blanket 'This is what our marketplace is doing.' And don't push that story on your clients.' 'Put it on the table for people - let them know - because they might surprise you." 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