Ninja Selling Podcast

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

Today Matt and Garrett talk about what you need to consider when planning events. They advise you to analyze the goal of the events and tailor your plan accordingly. They encourage breaking down the plan and paying attention to the people you're going to invite, how to invite them, whether you should call, mail, text, video, or email, the photography at the event, follow-up after the event, and other aspects. In addition, they share stories from life experiences about event planning. What stands out of the discussion today is that the small and frequent events are more intimate and valuable in attracting and connecting with clients and referrals from a business point of view. Garrett kicks off today's discussion by observing how people today don't look forward to events because they take a lot of work to execute well. Matt then connects this tendency to today's trend where people are scaling down the size of events but increasing their frequency. They highlight how not everybody's comfortable being in massive groups of people and how their decision on whether or not to attend an event is dependent on who else is invited. Matt and Garrett encourage simple, small, but frequent events as these are intimate, easy to organize and repeat from one quarter to another. They spell out that you can make it as simple as scheduling quarterly wine tasting at the wine bar down the street, going bowling, or ax throwing. The hosts finish up by discussing why you need to break down your events planning and emphasize the essence of making an invite phone call and RSVP. 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 perks of small, simple, and frequent events The baggage with a big event Event planning trends Planning out your live flow versus only your auto flow Deciding who to invite Keeping events simple – even as simple as quarterly wine tasting Inviting different groups The core smaller group Deciding how to invite Why you ought to invite by phone call Don't forget the RSVP. It's as vital. Quotes: "You definitely want to do the wine party the day before you do the tequila party." "I want to have these smaller groups. I want to make it more intimate. I want to be able to spend more time with these people. That is what people want right now." "When I say event, I don't necessarily mean there's going to be some grand invitation and catering things, but like taking a group of people ax-throwing four times a year or going to do bowling a couple of times a year." "We talk about events, and I look at the society that we're in right now. There's a wine bar right down the street. If I was selling real estate locally in town right now, I would take advantage of that. Wine tastings are going on all the time." "Some people think the larger databases are better. And we've found more often than not that it's actually a big database is great, but it's the core smaller group that we get to spend more time with that's typically what's gonna make or break a business." "When you have that smaller group, you get that chance to ask the deeper questions." "What we need to keep in mind right now is coming out of this time that we've been in the last two years, there's a lot of power in the smaller events instead of just one big bash." "Maybe you should think about inviting one person in the household of one of your clients instead of the entire household to get them a little jealous." "One event can turn into several touches, which means multiple events turn into a lot of touches. And your flow is handled for the year pretty much." "Don't miss the opportunity to make the invite phone call." "This is sales 101 here, folks. If you call, you're more likely to make the sale." "Frequency of interaction by picking up the phone is where you're going to unlock referrals. These small events, again, allow you to unlock the phone." 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 today's episode, Matt and Garrett chat about 'time of possession', an important concept in communication about which there seems to be some confusion these days. It appears that a lot of people don't understand that, when it comes to building relationships, building a database, and building a business, this concept is really a fundamental piece of communication. So to clarify this for everyone today, our hosts discuss just what the term 'time of possession' actually means, as well as its importance and why asking questions is crucial. They explain why many find it difficult to grasp the concept of 'time of possession' and how many make the mistake of failing to keep conversations going simply because they fail to ask questions. They touch on the subject of one-uppers who are all about stealing the 'time of possession', and discuss why you should master the skill of asking better questions as this makes all the difference in conversations. They end with a discussion on how to get solid answers instead of one-word replies from your audience - simply ask better questions. 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: Defining 'time of possession' in terms of communication Learn to ask better questions Are you a one-upper? Avoid stealing the time of possession Questions, questions, and more questions! The benefits you get from asking questions Here is why you keep getting one-word replies Your job as a ninja is to ask more questions Quotes: "People that love to talk, go start a podcast, you can get it all out of your system." "If you have a similar experience with somebody, it gives you the opportunity to ask more and better questions" "What you should be aiming for is making sure that the person you're talking with has more 'time of possession' than you do." "It's okay to talk, but when you're going to talk, talk in the form of questions." "The person who's enjoying the conversation the most is the one who's doing the talking." "Your job as a Ninja is to keep them talking." "Everybody's saying what's on their mind, but very few are asking people 'What's on your mind?'" 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

Today's topic is a timely one as everyone has been working on their business plans with the end of the year approaching and the new year just around the corner. Matt and Garrett once again highlight the importance of making this plan, and want to add one particular piece to apply to it, and that is to plan for a business journey that you will actually enjoy. One insight that Garrett's father made that has really stuck with him over time is that a lot of people build a plan that they don't really necessarily enjoy, and that's what our hosts want to remedy here today. Garret begins with the poignant story about that conversation with his dad while he was battling lung cancer, the biggest takeaway for Garret from this conversation, and his disappointment in people beating themselves up for not achieving a goal. Our hosts then delve deeper into how many people are planning a business to enjoy the journey to the goal, the power of that mindset, increasing your income per hour to have the life you want, and the questions to ask yourself when developing your plan. You are in charge of your planning, and you know the quality of life you want to achieve, so don't stop believing in creating a plan for a journey you'll actually enjoy, and not one that will end up being as, let's say, 'unsettling' as listening to Matt singing Journey! 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: Build a plan that allows you to enjoy the journey. The power of the mindset. Time and work. Ninja's biggest goal. Making decisions based on how you want your lifestyle to be. How much you are supposed to raise your goal. The biggest mindset challenges. Where do you see yourself in five years? Money doesn't buy happiness. Creating an enjoyable path in making business plans/goals. The story of the guided missile. Often evaluate your business goals. Quotes: "If you build a path that you can enjoy the journey, you never fail on the goal." "I need to take a look at not so much pushing the goal, but maybe really focusing on how I adjust my day-to-day relationship with my business so that I'm enjoying this path that I'm on." "Money doesn't buy happiness." "I want you to put the big goals out, and I want you to find drive and passion to go after and accomplish those." "There's nothing in this world that you have to do. You just have to accept the results of the things that you do." "They're not perfectly correlated in that, well, if the goal gets bigger, that means the enjoyment of the journey has to go down - not the case. In fact, they can ride together, upward. "Human beings and guided missiles are very similar - they need a couple of pieces of information to hit goals." "What the guided-missile doesn't do that people do is people care where we were launched from, the guided-missile doesn't." 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 chat about a time in business where people get stagnant in their goal setting, especially when it comes to money. The hosts discuss that knowing your goal and driving its purpose is essential, and that, when people have met their security, they suddenly lose value, power, and cause to set income goals. They explain that security is a big part of where income goals come from and insist that the motivation to do more, serve more, and make more has to come from somewhere and that you need to be clear about why you want to do what you want to do. They also discuss that even when people are comfortable in their financial security, there's always some stress. Matt and Garrett also emphasize the need to have a 'why' that truly motivates you, followed by figuring out the tools that can make that happen while still having the freedoms and the life you want to have. They finish up by clarifying what is 'more', and what you should consider if you want to grow. 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 to do when goal setting is stagnant. Knowing what's driving the purpose behind your goal is essential. When it comes down to income goals, are your securities met? Security is a big part of making income goals. Find the 'why' behind the motivation to do more, serve more, and make more. Even with the comfort of financial security, stress is prevalent. Wealthy people have a clear understanding of what they are doing and why they are doing it. Sometimes people want the more important goal but do not want to work harder. They need to have the right tools in place. Hard work still needs to happen; you just have to change your definition of hard work. What is more? A good 'why' should bring you to tears. Quotes: "Security is a big part of where income goals come from." "Peak earning years for most people is between 40 to 60 years old. Because about 40 years old, you have a midlife crisis, and you start looking around and going like, I don't have X amount of earning years in front of me." "Decide what you want to create, the life that you're looking for, not what you think you can have. And that for a lot of people, I think that's what drives them." "There's a certain point where the wealth is just a byproduct of creating something." "There is natural scalability that can happen is if you're running a good operation." "Being in better flow, identifying your vital few and a clear way up in your autoflow. All of those things can help. But operationally, things need to change too." "There's no correlation between how hard you work and the amount of money you make." "I want to be clear that hard work still needs to happen. You just need to change your definition of hard work. And most people define hard work as I'm out there grinding and hustling and putting in the hours and writing contracts at 11 pm." "Being smart about how you structure your operations, how you stay true to your core values and expectations that are set, that's also working hard. It's just not part of time worked." "In life, when you find something that is a 'why', that's big enough, there are no obstacles for me getting to this place that I want to get to." "If you want to grow, you need to get clear. You need to step back and ask yourself, 'What are the moving parts around this?'" "There's a good chance when you find the right 'why' it could bring up a lot of emotion internally for you." "If you're setting financial goals, ask yourself why you're setting that certain financial goal and where are you at in your security as it relates to your finances. Because if you're overreaching a financial goal just to have a higher income goal, and it exceeds your security, you may have an issue with the motivation of achieving 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

On today's episode, Matt and Garrett talk about regrets and not just any kind of regrets, home buying regrets. The discussion is inspired by an article regarding a study that reported 64% of millennial homeowners who've bought a home during COVID have regrets. This is an article where you have to really dig down into the details, rather than just accept the headline, and that's precisely what our hosts do here today. They begin by looking at the actual reasons for the regret, and then highlight the need for that all important buyer interview process right at the start. Matt and Garrett also delve into the 80/20 rule, the importance of narrowing down what is truly important to the buyer, and the differing levels of regret among different generations. Overall, they highlight the fact that if you focus on your relationships and stay in good quality flow with your people, you will be able to have plenty of business, whether people regret some element of their home or not. 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: 64% of millennial homeowners who've bought a home during COVID have regrets. Understanding where the regrets are coming from. How do we mitigate these regrets? The pros and cons of rental and homeownership. Talking to clients about the 80% perfect home as opposed to 100%. The buyer interview process. The evolution of what comes along with homeownership. The highest category across the board Quotes "You're going to make some compromises, even if you have unlimited funds because you also are dealing with whatever is currently available. Your dream home may be down the street, but somebody is kind of living in it. So you can't really kick them out and take over." "People are more likely to find 50% of what they're looking at right now. But really, the 80% rule, that idea is just putting that concept in their mind that finding the 100% home is probably not what's going to happen." "Everyone has a regret of something that they did or how this home works for them. As an agent, we need to understand that we're not going out to find somebody a perfect house." "For your clients, you're giving them the ability and the confidence to buy a home and love it." "And that's the beauty of the two pieces of paper, really brings to light what are the things that are really important because that allows you to search for the right stuff, not everything that they've dumped on you and told you about." "They highlight that homeownership still ranks at the top of the list in terms of being a part of the American dream." "It gets interesting how data can be twisted, how the messages can be twisted. If you're going to be educated on sharing this type of information, you need to go and read into it further and not just look at headlines." "If you're jumping from this headline to that headline and adjusting your business based on that, you're going to wear yourself out. Focus on the relationships, have fun with the headlines, enjoy them, read the articles, and read more into the data." "I want you to go from the life you have and go to that life you're looking to have, that you dream about, and make sure that we are keeping our search focused, so you don't miss out on anything." 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