Ninja Selling Podcast

Larry Kendall is back again to join Matt and Garrett on today's episode. In addition to his many, many achievements, Larry, as most of you will already know, is the creator of Ninja Selling, so you can be certain that he has a massive amount of experience, knowledge, and advice to share. This time around, he and our hosts explore great migrations of the past and present as well as their impact upon the world of real estate. Larry starts by discussing great migrations throughout the years all the way up to the most recent one where COVID and lockdowns have triggered early retirements, cultural shifts, and people moving from the city to smaller communities, and vice versa. He also emphasizes the importance of your database, the power of realtor referrals, and the adjustments that home builders are making these days. Larry finishes up by delving into how kids' education has been diminished by COVID, identifying what drives the real estate market, and reminding everyone that helping people make good decisions is part of our responsibility. Each and every time that Larry joins the podcast there is just so much wisdom to soak up, and, as you will hear, today's episode is no exception. 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 First Great Migration in the United States. The Second Great Migration from farms to cities. How COVID has triggered the Third Great Migration. The move from the city to smaller communities. How resort communities are being overwhelmed by the move. The broader economic impact of the move. The Migrations impact on commercial real estate. The effectiveness of remote working. The importance of your database. What people should consider when looking for a place to live. An employee's income and their cost of living. The adjustments home builders are making to floor plans. The importance of the buyer interview. How the quality of education has been diminished by COVID. What drives the real estate market. Quotes: "A lot of people are deciding and realizing 'I can work anywhere. If I can work anywhere, then where would I want to live? I used to have to go to work. Now work comes to me, and I can live anywhere.'" "The research that I've read on remote work is that, depending upon the type of work that you're doing, there is less productivity, anywhere from 20 to 30%, less productivity. When people work at home, they get distracted." "If your work was in a big city and you had an hour commute each way, two hours a day, you can make up for that loss of productivity by working more." "63% of the people who were on a Zoom call, even if they have the camera on, they are shopping online." "You need to be more in tune with where your people are migrating to. Are they migrating across town or are they leaving the community? And if they are, you need to set up a referral for them. You also need to replace them in your database." "People are analyzing now more than they've ever analyzed." "Millennials have spent seven years longer in apartments than previous generations before they came out to buy houses. And many of them are in luxury apartments." "We always say the buyers are the smartest people in the market, and when it comes to the product available in a new market, they are smart on the product, but they are not knowledgeable on how that location works for them." "We work with a lot of builders and help them design neighborhoods and houses. We try to keep our finger on the research, and the number one amenity that people want is access to a good place to walk, a walking trail. They would rather have that than just about anything." "We're watching people make a move and realize that it's a little bit different. Their evaluation of this new environment that they're in is happening very quick and it didn't quite fix their pain, and need something a little bit different to make that work. And all of a sudden, two years, one year, they're picking up and moving." 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 bring up a great topic in today's episode about 'holes in the boat'. It's a good time to step back and analyze how your business was built, if it needs repair or if you need to add new things to fix it. Many real estate agents don't realize that they have a lot of pieces supporting their businesses that, if repaired and brought up to date, would erase the need to add even more pieces. In light of this, our hosts take this opportunity today to explore ways to keep your business ship-shape and sailing full steam ahead. They begin by explaining that when coaching real estate agents, it is important to look at the foundational activities in the business plan, and clarifying the extent to which social media and its tools are useful to your business. Garrett emphasizes that analyzing your business will help you identify the hole that needs to be fixed and why it is better to fix the hole than to try to add a whole new system. Together, Matt and Garrett highlight Mark Johnson's grading system which can help you step back, analyze the foundation that you already built, and determine if and where any holes might exist. They also go on to emphasize the importance of leaning into the relationships you have and how that can lead to even further relationships. In essence, today our hosts are motivating you to determine how sea-worthy your business is, what kind of vessel it is you're sailing, and where its holes might be, because having certain things patched up properly will ultimately help not only keep your business afloat, but ensure that it maintains its steady course toward personal and professional success. Don't forget to sail on over to 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 importance of analyzing your business. Identifying the holes in the boat. Fixing the holes versus adding new systems. Why you need to build a strong foundation. Mark Johnson's grading system. Your intention behind using social media matters. Why it's important to maximize your relationships. How seaworthy is your business? The type of vessel you're sailing. Where the hole is in your business matters. Why you need to patch things up in order to grow your business. Quotes "How much more stuff do you want me to teach you that you're not going to do? You could very easily go grab more systems that you're really not going to implement all the way." "I enjoy coming up with creative educational content. There's a desire not to necessarily be 'tik tok famous', but to reach more people through a form of education versus looking at strategies as a way to create a business, which might drill another hole in your boat." "Do you have an ocean-going type vessel that can handle the rough season and handle storms and also be out there and enjoy the sunsets, the beautiful calm water? I think it's an interesting way to look at the foundation of your business." "Mark Johnson's grading system becomes very handy because you can start to see and assess your boat, even when you're at speed you can know there's a hole here and you can decide what you want to do with it." "We have people that run really successful businesses without doing all of the systems. They may not have the real estate reviews happening, they might have the notes happening, and, as they're running at speed, they try to fix that hole in the boat and it's not necessarily the best use of energy." "This is what's fun about one-on-one coaching, we get to identify a hole when somebody starts panicking and wants to do different things they've never done before." "Even if you're not doing certain systems, there may not be a hole in your boat which is important to acknowledge. "When I start a coaching relationship with somebody, one of the things I always tell them is my goal is not to get you to do all the systems 100%. My goal is to get you to create a foundation that's going to allow you to create the goals that you want to create, and as long as you are working in alignment and the business is flowing in a direction you want, you're doing the things that are creating calm and peace in your life, hitting the numbers that you want to hit, enjoying this business you're creating, that's a solid built boat." "When you have the vessel built properly, you can go after big goals." "We have a water pump in the boat pumping out the water. If a hole is small, and the pump is good, we won't notice the hole, that makes up for the hole. But if you keep poking out this thing, and the hole gets bigger and bigger and bigger, that pump is eventually not going to be able to pump out all the water and we're gonna sink." "When you do that analysis, you're going to recognize the things that you truly enjoy about your business and the things that really make it strong." 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

Jen Egbert joins Matt and Garrett to discuss the impact of Ninja Selling on her business. Jen is a specialist in architecturally significant homes in Boulder, Colorado, and after working there for more than 20 years, she has cultivated a deep expertise in the premium neighborhoods and the region's most prestigious builders, designers, and service providers. Jen starts with the many steps she has taken to getting to Ninja level, including taking courses like the Ninja Installation. She discusses how she took the knowledge from these courses and utilized them in growing her business while having Garrett as her coach. Our hosts and guest discuss the importance of matching your clients personality-wise and saying 'no' to those who don't. They emphasize reducing your database, understanding who your ideal clients are, and why you should never undersell yourself. 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: Jen's journey to Ninja level Implementing the knowledge gained in Ninja Selling Reducing your database Proper time management for scheduling and making calls Why your clients need to match you personality-wise Having an understanding of who your ideal clients are Attracting the kind of clients you want How to determine your value Implementing one system and remaining consistent Quotes: "I just remember thinking, 'This is the most sophisticated, useful course I've taken so far in this industry'. I actually walked away with tools that were easy to implement." "When you stop lying to yourself that you have all these people in your world and start focusing on the people that you actually know, it changes things." "Part of hitting really big goals, crossing thresholds, is a belief in yourself." "Part of doing the numbers that you do is you have to be able to say 'no' to people." "I am really clear about the people that I can help and the people that I cannot." "Are you able to convey your value to the client?" "Don't give up on that big goal that you have. Keep going after it year over year, doing the things, believing in the system, because it's going to produce the results for 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 Ninja Coaching Book Study Connect with Jen: Website Instagram

On today's episode, Matt and Garrett talk about the value of vision boards and visualizations for your vision. We're just into the new year, and with it comes fresh hopes and dreams, and this discussion could not have been more apt. Many people don't have a vision board, not even a simple image of something that they can look at every day as a goal and a reminder that they're going after that goal. As a result, they lose focus, keep postponing the goal, and in most cases, never put plans in action. The hosts today discuss how having a vision board and visualizations remedies this. Before getting into the topic of the day, the hosts reflect on the podcast's three years of being. Matt mentions that the Ninja Selling podcast has been hitting incredible numbers, and they are full of gratitude to the listeners, and their Facebook community for the podcast downloads, engagement, and growth. Getting into visions and vision boards, Garrett ties the Ninja Selling Podcast's growth over the last three years to the day's topic, mentioning he never envisioned the remarkable growth of the podcast when they started. Our hosts go on to the value of creating vision boards and share personal experiences about using them themselves. In this episode, you'll hear a mixture of real-life stories, including fence construction, kitchen repairs, a swimming pool, car payments, getting the body in shape, and how they were determined by sticking—or not sticking—to the vision board. Garrett narrates a seemingly impossible task achieved by having it on a vision board, and together they recommend steps to start on a vision board. The value of having a physical vision board in your environment and the need to be careful about who you put your vision board around are also emphasized. As you will hear today, having a clear vision is crucial to success in any endeavour, and having a vision board is a key tool in making that vision a reality. 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: A highlight of Ninja Selling Podcast's remarkable growth over the last three years The power of a vision board and having it in your environment Matt and Garrett's personal experiences of creating and using vision boards and their efficacy Your belief and doubt will determine whether the things on your vision board come true Real-life stories of other people with having or not having vision boards Steps on how to start on a vision board Physical vision board versus digital vision board Why you should have a physical vision board in addition to a digital one Your life list as a tool for growing the vision board Why you should be careful who you put your vision board around Creating vision boards on Canva There's never a wrong time to make a vision board Quotes "And when you talk about a vision for the future and what you can expect and to dream, sometimes it's hard to dream big when you have nothing to go off of." "There are some big things out there around this podcast that I would not have been able to write as a goal three years ago." "It's the fun part about your growth and your business that, as you start to cross thresholds, all of a sudden, that ability of visioning on a much greater level all of a sudden starts to open up doors that you didn't have before." "This is the power of a vision board. And a lot of people don't realize that when you have to deal with it on an everyday basis, it becomes a part of you in a much different way than just the, 'I want to take a trip to Peru sometime'. Because then that turns into next year. I really want to take a trip to Peru sometime. And then the following year, I think we should really plan a trip to Peru. It just keeps dragging out." "That's the craziness about a vision board is that you don't have to go figure it out. You just focus on it, and looking at it every day, all of a sudden causes the president of the group to reach out to you and be like, 'Hey, are you guys interested in doing this? We'd love to have you.'" "Do you believe at the core that this is available to you or that it is already in existence, it's just on its way to you? And I find that that will make or break whether the things on the vision board will come true for you." "I think vision boards are like the four-minute miles where once you realize that other people have broken through incredible barriers by using these things, you're like, how could I not create one?" "And people go, 'Where in the world did you figure out how to get a shipping container in your backyard and have it be a pool?' 'It started off as a picture on a board.'" "What's really good to get in the habit of is being able to say, 'I don't know currently how we're going to get there, but the answers will show up around me if I focus on it enough.'" "There's never a wrong time to sit down and create a vision board and to put some things down that you're going to remind yourself every day that this is the stuff that's important to you and this is what you want to be doing. You can do it midyear. You can create a new one every couple of months, switch things around, and put stuff up there. But make sure everything you look at on that board you're excited about." 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

We're 10 days into the new year and Matt and Garrett have a question for you: "Are your actions reflecting the plans you set for the new year?" In today's episode, our hosts highlight the power of compound effects and frequent check-ins with yourself on how far you have come with your goals. Matt and Garrett discuss the importance of putting in the work, those actions that will get you to achieve your goals for the year. They also review setting health goals and applying this technique to other areas of your life. The power of checking in and evaluating if you're in alignment with the goal you have set is necessary, and Matt and Garrett touch on this subject as well as shared goals and the power of compound effect. You owe it to yourself to check into this important episode and make sure you are on the right track for personal and professional success in 2022 and beyond. 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: Why your actions should reflect the plans you have made for the year Setting health goals for the year and checking in frequently The power of shared goals The compound effect of the little things Quotes: "Are your actions speaking on behalf of that plan you set or are they speaking about something else?" "Your actions are speaking so loud, I can't hear what you're saying." "If you want to make excuses, that's fine, but your goals don't give a crap about your excuses." "If the future is all made up, what do I want to create? How do I want this to look?" Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Coaching Book Study

In today's episode, Matt and Garrett talk about the referral tree, a handy little system that helps your flow and helps you discover who your true raving fans are. Real estate agents running a referral-based business have a way of keeping track of the people that have taken care of them in their business, but many people do not have a clear way of going back to all the people that have given them these gifts over the years. It's important to analyze what has caused your business to be what it is, what has caused referrals to pour in, how you can take care of these people, be in their world and reconnect with them, and that's precisely what our experts run through with you here today. Our hosts explain that managing a database can be hard enough, depending on how you do it, but it is something you definitely need to keep track of. They explain referrals and introductions, as well as the risk that the person is taking by handing you a referral. They delve into how we should treat the people who refer business to us, what the foundation or structure of the referral tree or garden looks like, and which people should get your real estate reviews every year. Matt shares a book called Embracing the N.U.D.E. Model, explains that the number one reason people make referrals is that they know you are going to make them look good, and encourages you to look for opportunities to create social proof without looking for sales. Today's conversation highlights that these referrals are an opportunity to show rather than tell, and emphasizes the importance of starting to make your referral tree and, just as importantly, to keep taking good care of it. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: How to discover your raving fans. A way of keeping track of the people that have taken care of them in their business. Managing a database and drawing lines between relationships. What is a referral? The difference between a referral and an introduction. The intention and need of the person being referred. How we should treat the people referring business to us. What does the foundation or structure of the referral tree or garden look like? The simplest thing you can start to do with a referral tree. Embracing the N.U.D.E. Model. The reason people want to refer. Creating social proof without being looking for sales per se. Referrals are an opportunity to show rather than tell. Getting down to making a referral tree. How referrals are made versus word of mouth versus introductions. Taking good care of the referral tree. Quotes "The more connected you are, the more social you are." "What I love about the referral tree, per se, is you get to go back and say, 'Okay, Matt Benelli just gave me a referral. How in the world did I meet Matt? Matt was referred to me through somebody interesting.' Another branch like this is a new offshoot going back towards the trunk." "The stronger a referral is made, the better the referral is handed off. Word of mouth versus actually making the connection creates social proof around why Garrett is referral-worthy." "Where I usually watch referral-based businesses grow exponentially every year without getting very expensive to run, is because those referral bonds do get stronger and stronger. The more social proof they have, the more that they can see the good work done." "There's an underlying structure, that if you choose to take the time to go figure it out, to slow down with your database, to look at all the people on there, you will find this support structure that lies inside there." "If you were to set aside 5% of your gross commissions specifically to take care of the people that are referring you and support your business to do something nice for them out of the blue, this would give you a group to love on." "These people value your business; they see it as a value to other people. So continue to give them reasons to value it." "Real estate reviews are a great place to lean into this, have that opportunity to talk about real estate and continue to be their person." "If you focus on your referral tree and focus on those people who have sent you referrals you get to create a different level of energy with that group of people that are connected to your business." "You are the trunk of this tree, the stronger this trunk is the more people understand who you are, what your value is." "Every single person here has put their stamp of approval on you." "Take good care of that tree, make sure it has plenty of water, some good nutrients, plenty of sunlight, all the good things that a tree needs to be healthy and strong." "Watering your tree is making sure that you still do a good business because the only way you're going to get referrals is by making sure that you're taking care of the people who come into your business. If you don't, those referrals will stop." 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 Embracing the N.U.D.E. Model

In today's episode, Matt and Garrett welcome the new year by sharing their excitement to have participated with some amazing real estate agents in the Annual Winter Soldier event put up by the Group Inc. in Fort Collins. What made this event exceptional was the board-breaking activity where you write your fear on the board and literally break through that fear. Garrett talks about the emotion and energy at the event of people sobbing when someone broke the board, as well as the questions regarding your fears that form part of the lead up to the breaking. Matt kicks off the discussion by sharing a story about a lady who did not want to let go of her fear because it provided her with special things in her life. Garrett then explores the fact that fear gives value, and, together, our hosts talk about overanalyzing and exploring your fears. They share why it is important to acknowledge the things you have gotten from your fear and how that is a step taken in the direction of accepting a high level of self-responsibility. Matt highlights the value of transforming fear into an asset, the importance of writing down that fear, and how to drive a company to success. The hosts finish up by discussing the best and worst things that can come out of facing your fear, as well as testing your limits and moving past them. Don't forget to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: The Annual Winter Soldier event put up by the Group Inc. in Fort Collins. Breaking through fear. The process leading up to the board-breaking. What fear provides. The value fear gives in your life. Exploring the fear and Larry Kendall's four questions. Acknowledging the things you've got from the fear and accepting a high level of self-responsibility. Transforming fear into an asset. How to drive a company to an element of success. The importance of writing down your fear. The best and worst thing that can come out of facing your fear How to test your limits and move past them. Quotes "You get your transformation when you need it." "If you can acknowledge the things that you've gotten from your fear, you have taken a step in the direction of really accepting a high level of self-responsibility." "Embracing what that fear is allows you to look at it from a different angle, rather than just be scared of it, to understand that it is providing me a different level of value or way to look at the situation that's in front of me." "I have stopped myself from doing things in my life by holding on to a certain fear so heavily, trying to protect myself from not turning into somebody or not seeing that result happen." "First, take a look at the energy of the company, take a look at the energy that you're putting into your organization, the energy that you're receiving from your organization, and then ask yourself, 'How can we change that energy for the better?'" "The smaller person knows in their heart that they can't break through the board with their physical strength. They have to be focused, they have to participate in all the visualizations, they need to put themselves into that area if they're going to have any success in this at all." "It's not about the size of you or anything like that. It's about the energy you put into it." "The mindset is very important, necessary even, to accomplishing big things. But then you have to follow up on that with the action of that new belief system." "What I have found myself doing is, when that opportunity comes up, my brain says, 'This is one of those moments that correlates with what you wrote on the board. And what are the different ways we can handle this that's been put in front of you." "What I've been noticing with myself, especially going through business planning and goal setting right now, because that's where my fear comes from and spurs from, I've been overanalyzing and saying, 'I have two paths I can take here, I can go this route, which takes me and keeps me safe. Or I can take this route, which addresses the fear that's there.'" "What's the best thing that can come out of facing your fear and moving past it, and what's the worst thing? And the worst thing is usually so temporary." 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

Following up on their conversation from the last episode regarding core values, today, Matt and Garrett dive into two aspects surrounding goals – setting them and walking in alignment with somebody who achieves that type of goal. Along the way, they share some goals that might push some people's realities and beliefs, discuss why sometimes people do not want to sacrifice their lifestyle to 'hit the number', and Matt talks of a gentleman that he has coached over the years whose goal was to do $100 million in volume. Together, our hosts highlight the fact that good managers and brokers should be helping people to understand what the limits are out there and to push those limits of what is possible. They also advise that good coaches should constantly ask people what they believe, and what their reality and mindset are, and that you should not be paying attention to the limiting beliefs that come into your goals, but rather setting the goals you want and believing in them. Matt and Garrett also offer the sage advice that anyone who has not been to some of the core classes that are offered through Ninja Selling would do well to check out the Ninja Selling Installations. Another great idea, of course, is to join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Setting a goal and walking in alignment with it The power of manifestation How some goals push some people's realities and beliefs Jack Canfield's story How do you make sure you're setting a goal and walking in alignment with it? Jette Youngblood's success story Put the goals out there no matter how much they scare you Is the real goal to have the lifestyle or hit the number? A gentleman whose goal was to make $100 million Social proof can both be helpful and challenging The actions that can help you achieve a big goal How good managers, brokers, and coaches should be helping people What is your reality, mindset of abundance versus scarcity? Limiting beliefs that come with setting big goals Quotes "Your power of manifestation causes you to take action in subconscious ways." "If the plan and actions don't align with your core values, then you're going to have a lot of trouble potentially hitting that goal." "You can do this. Believe in this… it's up to us to fill ourselves with that affirmation." "We need to make sure there are certain systems put in place and certain expectations put in place so that you're not walking outside of the lifestyle to hit the goal, but instead, staying true to the lifestyle while the goal is being hit." "If you really, truly believe in it, you're gonna have to put a little extra work into that belief. You're probably going to have to do a little extra work on your affirmations, your visualizations, your vision boards, your meditations, whatever it is, but that work is worth it." "We have been watching an office trying to break a million dollars in residential real estate for years. All of a sudden, they had four people do it." "Choosing one data point to prove a scarcity mindset has sent a lot of waves through a lot of people who are like 'Oh, my goodness, what's going to happen?' You know, instead of either finding another data point that supports a belief system or saying, 'You know what, I don't care. I'm still gonna do it. I believe that I can.'" "Believe in your goals. Set the goals that you want to hit, and believe in them, and you might see some crazy stuff happen." 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 are all about core values – a topic they have chosen since they have seen a lot of companies seemingly lacking them. They explain that core values could be something as simple as your belief system and, while many companies have core values, they may not be sharing them in a way that ensures the actual people of the company are hearing them. Our hosts insist that core values should be used as a guiding light in terms of how you interact with your agents or potential clients. They begin by discussing why it's important to stick to your core values, why a lot of people and companies struggle with developing them, and a good way to start developing and defining these core values. Matt and Garrett also explain how core values can perform for you daily, especially if you walk in alignment with them, because when it comes down to hard decisions, those without them will choose money as the decision point versus service, resulting in agents who start to go for whoever will pay them the most. Matt recommends Delivering Happiness, a book by Tony Hsieh that explores the importance of core values, and the episode finishes up with inspiring stories about Zappos and Tim Ferriss – bringing to a close yet another Ninja Selling podcast of infinite value to all listeners. 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 lack of core values The definition of core values could be something as simple as your belief system Why you should stick to your core values How clear are the organization's core values being given to the actual people that are the agents of the company? Why do a lot of people and companies struggle with developing core values The core values of Cadillac A good way to start defining core values How core values can perform for you daily Walking in alignment with your core values Service versus Money Delivering Happiness by Tony Hsieh Quotes: "The definition of core values could be something as simple as your belief system." "If you're a leader of a company, have these core values to make sure that you're using them as a guiding light, in terms of how you interact with your agents, with potential recruits, and your staff and everybody." "I think one thing you have to understand is that there is going to be a certain amount of dissonance that's going to happen between your conscious and you're nonconscious when you start exploring core values." "When it comes to me working as a business, my real core value is to help people achieve their goals and build the life of their dream." "We all have fears, but we do not let them stand in the way of our achievements for ourselves and others." "Consistency is showing up and doing the things that you say you're going to do for others." "You can use a core value as an analogy of the bumpers in the bowling alley. When you're steering, heading towards the gutter, and you have a choice to make, you can use your core value as a bumper to set you back on track." "If today is your last day on Earth, and everything that you've done, to create a legacy is gone, any teachings, writings, all those things, they're gone, and you have nothing left. However, you have a pen and paper with you. And you can write down three truths, three things that you know, to be true, that you want people to know, what would they be?" "Understand that energy is contagious, and the energy that you put off is absorbed by others, and vice versa." "When I look at core values, it's a foundation that everything is built off of." "You need core values so that when things like a global pandemic arrive, your core values help you keep your ship on the right path, and it helps you make the hard decisions." "Instead of just running, have a conversation with them, because you might find that the core values still are there." "The best way to explore core values is: one - through self-reflection, then second - through those open conversations with your current leadership, because they might surprise you. And you might surprise them, and you might be able to go down a wonderful path together." 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 particularly excited about today's podcast because they are going to talk all about expenses. They have been asked numerous times about what normal expenses in running a Ninja business are, and they have realized that there are a lot of variables around this question, so that's what they are bringing to you all today. In this episode's discussion about expenses and scalability in the real estate business, Matt explores in detail the value of hiring a good assistant as your business scales and Garrett speaks of how the best assistants are integral to the real estate business and are seen as partners, not just subordinates. The two go on to share how having a great assistant is pivotal to your business, even if it means paying more. Matt delves into how investing in each person in your database creates exponential growth and recommends spending $3 per person in the database. A case in point is Tami Spaulding spending $30,000 a year sending postcards to people in her database and making $700,000. In essence, today, the hosts show how investing one's expenses in maintaining and building quality relationships trumps lead generation tools in creating referrals, and offer their valuable advice about how you can achieve this in your business. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: What percentage of income should be spent on expenses in business Why hiring a good assistant is a good idea, even if it means paying more A case in point of a great expense is Tami Spaulding spending $30,000 a year in postcards and making $700,000. Though not easily measured, maintaining and building long-term business relationships creates exponential growth. Expenses to invest in for a long-term return on investment Understanding the value you offer You can look at each component of your expense as business partners even though they may be services or products and not people Investing in each person in your database spirals into exponential growth Quotes "Let's say your expenses are 5% of your total revenue, which gives you a gross margin of 95%, which is crazy, right? But you might also be working your butt off. You may not be taking a vacation. The hours of work might be absolutely astronomical, whereas somebody else running 20% expenses has more time." "You have to figure out what you value and where you are and where that marries together." "The best assistant I've seen is when the agent looks at the assistant, and instead of being like, 'This is my assistant below me,' he's like, 'This is an integral business partner that I have that is specialized in taking care of this part of my world and this part of my business.'" "If a component is making your business run more efficiently over the course of a year and making you more money and more life at the end of the year, then that was a great investment. If not, you need to rethink that." "Exponential, that's the thing a lot of people don't understand. Every single person you add in adds an exponential growth." "If you invest your expenses into things that help you maintain and build quality relationships, it's going to be very hard to measure the ROI, but you're going to see the results in revenue growth from that entirety of the investment." "It's nice to know those numbers. That's comforting. But it's also not as scalable because you can't all of a sudden invest more into that lead generation tool and have those leads that are generated create referrals for you." "The real return, which is very difficult to measure, comes from investing in things that help you build, maintain, and be in front of those relationships you already have." "Anything that gets you having conversations can be your highest rate of return per dollar output." 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