Ninja Selling Podcast

On today's episode, Matt and Garrett celebrate the arrival of Matt's beautiful baby daughter, Elizabeth Grace, and continue their celebration of their 300th episode by tackling a couple more listener questions which they didn't get to cover earlier. These excellent questions are all about planning and blocking time in the most productive fashion, and you know our experts have a lot to say on these crucial topics. In this episode, our hosts discuss business planning tips for 2022 and the value of blocking out time to make plans far enough in advance, explain the need to carve out time to take care of ourselves during business planning, and review three essential pieces of business planning and the vital pieces that are left out of many business plans. They also talk through the need for breaking the plan down and analyzing it, share tips on how to be effective at executing business plans, and address the fallacy that business plans have to be complicated. There is so much to celebrate at Ninja Selling lately - Elizabeth Grace, over 300 podcast episodes, and now today's masterclass regarding the power of business planning and time blocking. Join Matt and Garrett here today to share in the excitement! 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 need to set time aside for planning. Take care of yourself and turn business planning into an event you look forward to every single year. The correlation between people that have a completed business plan to the ones who don't. Putting a business plan into a structured plan of action or a roadmap. The three separate sections of our business plan. Being objective in planning and learning from mistakes. Tips for planning. Recommendation: that you get the business plan for a new year done early November. Addressing the fallacy that business plans have to be complicated. Learning how to time block better. Putting priorities on the actual items that you set up. The five daily activities and four weekly activities. Starting with gratitude. Showing up and staying on your agenda. The uncontaminated week to start. The need to understand the importance of the activities that you're putting on your calendar. The beauty of building a real strong routine and making your environment distraction-free Atomic Habits by James Clear The Time-Block Planner by Cal Newport. Quotes: "Every single time we watch somebody that sits down, fully plans out, not just planning but fully plans out and gets it mapped out, they have a way stronger, less stressful year than the person that's winging it." "When you build your business plan, think of it in that way of what are the steps that I need to plan on the calendar before the things happen." "Get the business plan done early November." "When people start their business plan, they start moving into the next year already." "A nice way to, like, pull business planning together is it doesn't have to be crazy complicated." "The whole part of the planning is to get things on the calendar so that you can take action." "On the business in the morning, in the business in the afternoon." "When you have the routine set in place, you get better control over time." "You have to limit yourself to the time available." "If it's on the calendar, recurring, and you're not showing up, you're now constantly training yourself to not show up, which is a problem." "Part of the ability to not be interrupted comes from making your environment distraction-free." "Another interesting thing, too, is that most of our distractions in our world come from our own thoughts versus actually pings and dings from our phone, so we have to slow ourselves down." "You always have the ability to refocus, readjust, and take action on the things that you know will help you be productive in your business. And if you do look at it that way, each day and each moment is a new opportunity to be on purpose versus on accident, then you're going to be better." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

On today's episode, Matt and Garrett chat about what to do when you reach out to someone and they fail to call you back, or worse, a potential buyer lists with another agent. Our hosts explain why you should never take this personally, and offer their advice to stay in flow with that person, continue reaching out, and maintain a positive attitude as you shift your energy toward finding the next five (or fifty) deals rather than getting fixated on one lost transaction. They also discuss what your true goal should be when it comes to reaching out to people, the power of the "ask," taking scarcity off the table and what to do when buyers disappear. While ghosting in the real estate world can indeed be frustrating, you never know what is going on behind the scenes, and it's important to keep your focus on building genuine relationships as they may still lead to other transactions down the road. As you'll hear, holding onto negative energy will only discourage people from wanting to work with you or refer your name to others. If you can remain objective and considerate should people decide not to work with you, this will leave a lasting impression of professionalism that they'll be sure to remember the next time they're in need of a real estate expert. 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 you reach out to somebody and you don't hear back Do not take it personally; continue calling on a personal basis - eventually this may open the door to business conversations again Sometimes people are just too busy to call back, but they will still appreciate the gesture Goal is building relationships and maintaining flow, not necessarily getting calls back What to do when clients list with someone else You may not have all the information they're dealing with Don't get fixated on one lost transaction - celebrate with them and apply that positive energy to finding the next five (or 50) deals Negative energy will affect referrals as people will not want to work with you When buyers disappear, there could be a major issue going on behind the scenes that they do not feel comfortable sharing (divorce, death) Stay in flow with them and continue to reach out; they may come back to you in the future The one phrase you can use to gain closure and leave a great impression Be direct and professional Take scarcity off the table Understand the power of the "ask" Quotes: "We reach out to new people. And what happens when they don't call back?" "One of the agreements is, Don't take anything personally. And I think that's very important when it comes to this business." "Our job is to focus on relationships, build relationships, maintain relationships. Their job is not to pay attention to us. They've got other stuff that they're doing." "We would love to have the response back. But that's not always the win - to have the response back. It's to make a good touch in somebody's life." "Unless this is somebody in your database that you don't want to be in flow with, do not stop being in flow with them. They appreciate you reaching out - unless it's that sales pitch all the time." "You've got to stop and think about all the moving parts that made them make that decision not to come work with you." "You can't take it personally...because there's plenty of business out there for everybody. So if you're going to focus on that one deal that went away from you, you are wasting energy that could be spent on attracting five more deals." "When you take it personally, you amplify this negative energy, which also becomes an affirmation." "If they do a good job, that's going to benefit you in the long run. Appreciation is a good thing." "When you say, I don't want to hound you, and obviously you're busy and you've got stuff going on, and you shut that down, that's when they go, Oh, my goodness, and they pick up the phone. It works extremely well." "It highlights that you're a professional with a process. And I think people respect 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

Join Matt and Garrett as they celebrate 300 episodes of The Ninja Selling Podcast with a very special Q&A show! They dive right into your questions, beginning with how to handle potential clients who want to see a house immediately, and those who would jump at the right house but otherwise aren't in a hurry. You'll also hear about planning your budget to ensure you're providing value without overspending, educating yourself around real estate investments, and how to set recent Ninja graduates up for success. Our hosts offer their thoughts on prioritizing the Ninja Nine Systems into your routine, making sure to keep people in your autoflow, having Magic Wand conversations, and asking F.O.R.D. questions (Family, Occupation, Recreation, and Dreams) to truly understand your clients, build genuine relationships with them, and identify how you can help them accomplish their goals. As entertaining as it is informative, today's super-sized anniversary episode is full of helpful tips and resources, insightful topic discussions, and detailed answers to all your questions that will leave you ready for another 300 incredible installments! Thank you so much for listening and for your participation in this amazing community. To share your ideas, ask questions, and connect with other Ninjas, join the Ninja Selling Podcast Group on Facebook. 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: Special Q&A show for our 300th episode Potential client who wants to see a house immediately, but you believe in 10-Step Buyer Process It's best to meet with them beforehand, at a location other than the property in question Stick to your Systems, especially around safety Start your work together with the 10-Step Buyer Process and a Buyer Packet Underlying life changes that are causing either pain or pleasure that motivate action Magic Wand Conversations Keep people in autoflow and offer to send information of value Organize your "Hot List" with people at the highest level of pain or pleasure at the top Budgeting without overspending - Ninja is a very inexpensive business to run A big red flag is if your expenses exceed 30% of your income Majority of value you bring is through personal interactions Make sure you're not putting more on your credit card than you can pay off at the end of the month Educating yourself on real estate investments (Bigger Pockets and Focus 1st are great resources to get started) Understand your client and what they're trying to accomplish Setting new Ninjas up for success, providing an environment that allows them to take action Fitting Ninja Nine into your routine Quotes: "The most important thing you can try to do up front is see if you can schedule that time just to meet face-to-face and not at the property." "You have to put your foot down on a process." "I'm very particular about making sure people are safe. You have to have a full process with that." "Yes, we can definitely go see this house. But I have a process… I have a system that will help us see other opportunities that maybe you haven't been able to see yet." "It starts at the beginning, when you introduce yourself, and you're having those conversations, you're asking F.O.R.D. (Family, Occupation, Recreation, Dreams) questions, learning a little bit about what's going on with those people who are walking through." "Those 'What If' people out there, they're not really buyers unless you can determine that they have some sort of underlying pain or pleasure that they need an answer to. If they don't have it at all, be real careful how much time you're giving to them." "We need to know what's the motivation behind them wanting to move forward with a process because that's going to help you qualify who's serious." "It's easy to get caught up with just adding value and then realizing you now have a five-digit credit card bill. What the heck happened?" "My warning sign typically goes off if people's expenses are 30% of their income." "The majority of the value that you're going to bring to people is going to be through your personal interactions." "Start with what actually adds value as it relates to your profession. And then you can add on top of that." "It's not about the gift. It's about the time, it's about you paying attention to them. And we want to create more opportunities for you to have that interaction with them." "If you're an agent, and you don't own an investment property, it doesn't mean that you can't help investors - you just need to know what they're looking for." "Create an environment that allows [new Ninjas] to take action." "That is what we specialize in is helping people come out of an installation and smash it out of the park." "Take a look at how you're currently operating your routine and visualize, What's my Magic Wand routine? And now what are the things that I need to do to get there?" "Our number one focus is building a foundation that we can consistently follow over and over again." "Thank you to everybody who listens to us week over week. And for all of you who continue to send us questions, and share this and really help us keep this podcast alive. It's awesome. I really, really appreciate each and every one of 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

As many Ninjas get ready to dive into their business planning for 2022, now is a great time to look at self-responsibility. On today's episode, Matt and Garrett share their thoughts on taking full accountability for the results around you as you review what worked from last year and what didn't. They talk about learning from failures, reframing them as "education moments," being kind to yourself, and identifying limiting beliefs so that you can build an objective plan for success moving forward. Our hosts explain how the Ninja Nine Systems can help you accomplish your goals and stay consistent with productive habits, as well as the importance of focusing on business activities that are in your control (it's a lot more than you think!), and how taking responsibility can serve you well in other areas of your life. Ultimately, you are the only one who can take action to get the results you want. Today's conversation will help you determine whether you're truly embracing self-responsibility in your business, and why taking this important step is so crucial to your success. Submit your questions for an upcoming Q&A episode by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you can also share ideas and connect with other Ninjas. You can 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: Self-responsibility and business planning Reviewing what worked this year, what didn't, where money was spent You are the only one operating your business who can take action Failure is a synonym for learning - these are "education moments" Taking full accountability helps you build in consistency with good habits Identifying limiting beliefs Remember not to overcomplicate Stay committed to the Ninja Systems and business activities that are in your control Taking responsibility will serve you well in other areas of your life (e.g., health and fitness) Quotes: "Whether the excuses are valid or not, let's just take some responsibility, and say, I am the reason for the results that are around me - the identity of myself in the past has created my reality now." "You are the only one that's taking action. You're the only one that can take that forward step that then produces the results that you want." "Failure is just - look at it as a synonym for learning. It's an opportunity to learn from what happened. And when you take a higher level of self-responsibility, it allows you to actually put together a plan that can work for you." "If you beat yourself up, you're not going to learn." "Be self-responsible for what got you these results that you have sitting in front of you right now." "When you take full responsibility, it opens up the opportunity to be objective and understand so that you can build in consistency...with good habits." "Take responsibility. It's going to serve you so well. Even in areas outside the business...it's just a good life practice." 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 do their best to keep things simple as they explore the dangers of overcomplicating in your world, whether that be through writing emails, scheduling lunches, or performing your Ninja Nine Systems. Our hosts explain why your best approach is to be as concise and direct as possible, and offer their best suggestions to avoid confusion in your communication with clients and colleagues. Matt and Garrett look at which Ninja activities tend to get the most convoluted, the important role of intention as you decide whether to include your business card with handwritten notes, and why simply picking up the phone can sometimes be the most effective way to get on the same page quickly. Today's episode will help you recognize when you might be overcomplicating so that you can rein it back in, do a gut check, and get back on the path towards clarity. 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: We want to be extremely clear with written communication When you over complicate things, it creates confusion Keeping your phrasing simple and concise will make everything more efficient Leave an email in your drafts folder for a day or two and come back to it if you're unsure No body language in written communication to help convey meaning Complicating the Ninja Systems, especially real estate reviews and autoflow Simplify your availability for lunches to save yourself from going back and forth Sometimes it is best to pick up the phone to get on the same page quickly Question of whether to put a business card in your handwritten notes - some notes call for it, whereas others do not If you feel like you're overcomplicating something, take a moment and do a gut check Intention is a huge factor Becoming aware of when you're overcomplicating helps get you on the path towards clarity Quotes: "The way I look at it is like, let's not overcomplicate the communication, particularly when it's going to be typed out in an email or a text." "We need to be very, very clear with our written communication because we know that people are going to misconstrue intention and what we really mean behind the words." "I realized that if I just said what I wanted, what I needed to say, what I thought was the right thing to say, I was more efficient with my time." "We are Ninjas. Don't overcomplicate it. Don't run away from it. Go into it." "It's not that Millennials don't like the phone - it's that you are calling them about things that aren't important, that could be transferred in another method of communication." "You reaching out and talking to people, inviting them to lunch is very powerful." "Hands down, the most overcomplicated System in the world when it comes to Ninja - real estate reviews." "There are certain times that you need to...pick up the phone, make this simple. Let's get on the same page right now. Let's clear this up." "I made the comment on that post - If any of you out there send me a handwritten note, please put your business card in with it." "It's not, Don't ever put a business card in with a personal note. There are the right times to do it. You've got to follow your gut. But we overcomplicate it." "We make such a big deal out of something so small because we want to be right. And I think that's a big reason why we overcomplicate things." "If you feel like you're overcomplicating something, whether it's drafting a response, or trying to decide who to call, give yourself a moment and just take a gut check." "I think this highlights how easy it is to overcomplicate the littlest of things, including a podcast episode!" "Once you become aware of it, I think that's when you can figure out the path towards clarity." 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

If you're having the little thought that you might need an assistant, you definitely need an assistant. On today's episode, Matt and Garrett break down everything you need to know about hiring an assistant, navigating that working relationship for optimal success, and what you can do to ensure your assistant performs at the highest level possible long-term. Our hosts explain the importance of having a solid foundation in place when hiring an assistant, as well as making your expectations and job descriptions clear from the beginning, and encouraging open communication with one another. As you'll hear, having F.O.R.D. (Family, Occupation, Recreation, and Dreams) conversations with your assistant can yield amazing results, and even introduce new ideas that will not only help your business run smoother, but also free up more time to focus on income-producing activities. As you begin your business planning for 2022, today's playbook for hiring an assistant will show you how to make the most of this relationship, and set yourselves up for a rewarding dynamic in which you both play to your greatest strengths and skill sets, and reach your mutual goals together. 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: Proper etiquette around hiring an assistant and navigating that relationship Have a plan, clear expectations, and a solid foundation Preventing communication breakdown between agent and assistant Make a list of low dollar producing activities that can be delegated to someone who's not licensed, and who truly enjoys looking after those tasks Disassociate from the idea that you need to hire another "you" A licensed assistant could also be an option Hiring someone with specific skill sets This frees up time for other valuable activities Number one reason assistants leave or get fired is lack of effective communication initiated by the agent themselves F.O.R.D. questions and encouraging open dialogue with your assistant Be open to their ideas and suggestions Have your assistant document what they're doing for you Hire an assistant before you need them Quotes: "There are some things you can do when you first decide to bring in an assistant that'll make everything go smoother, long-term." "Let's have a process in place so that they know what they're going to be doing." "You need to get a clear idea of what your operations look like, which is what is so beautiful about business planning." "How many times have I seen people say, These are all the things that I get bogged down in, but they don't write it down." "That's a very important point that people should pay attention to is that when you're hiring somebody - you're not trying to hire another version of you. You're not trying to duplicate yourself so that you can be in more places at one time. You're looking for somebody who can be a strength in an area that you either just don't want to be strong in, or it's a weakness, or it's just not an income producing activity." "When you free up time, it allows you to then free up the ability to communicate with your assistant." "Where can I build a process and build some systems so that there's clarity when I bring somebody in? And now I have the freedom to communicate." "The number one reason for an assistant either blowing out and running away, or getting fired, is lack of communication set up initially by the actual real estate agent themselves." "Because of the lack of communication, these things fester and fester and fester." "What am I doing to make sure that this person has everything they need to do their job?" "If you make this a regular practice, and you give it space, it can work really, really well. It's amazing." "I would recommend hiring somebody before you need them." "If you're having that little thought of, Maybe I need an assistant - you need an assistant." 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

As we look toward the future of real estate, many realtors fear that an increase in buyer agency will render them obsolete. In this episode, Matt and Garrett are here to tell you that this could not be further from the truth. In fact, buyer's agents are worth their weight in gold right now, and this is not going away any time soon. Our hosts explain why agents are still so crucial to the buyer experience, and talk about their shared pet peeve for the idea that buyer's agents are free. You'll hear about taking the perspective of potential clients, having a strong process and structure in place when working with buyers, and making your value clear up front. Garrett gives an update on his buyer's packet extravaganza, and Matt throws his own challenge out to listeners, but with a very intriguing caveat. If a purchase is risky or complex enough, people need to bring in a professional for guidance, which is why agents will always be necessary regardless of the market. If you're providing the highest level of service and fully embracing being an amazing buyer's agent, you can absolutely find a high rate of success within this realm of the industry, and today's episode offers a fun and entertaining jumping off point for you to do just that. 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: Today's episode is all about buyers and buyer's' agents Buyer agency is poised to explode in the next 5 to 10 years, but agents are still necessary Buyers should have an incredible experience when they are buying their homes Analogy of travel agents helping you make the most of your vacation experience Buyer's agent is worth their weight in gold - that's not going away Pet peeve around the idea that buyer's agents are free Value of process versus presence Taking client's perspective Having a process and structure in place for working with buyers It's important to make your value abundantly clear Power of a good buyer's packet and update on Garrett's challenge Matt invites listeners to send him their buyer's packets as well, but you'll need to do a little digging Garrett's mailing address can be found here If a purchase is high risk or complex, the average person needs to bring in a professional to guide them through it This is why agents will always be needed, regardless of the market You can start taking steps now to ensure you're providing a high level of service Be okay with being an amazing buyer's agent - embrace it and own it Quotes: "One area that I think is going to really explode over the next five to 10 years is buyer agency." "I do think we're going to be moving into a place at some point where buyers are going to be seeking out professionals to help them with the experience." "The buyer's agent - a good buyer's agent, a really good one - is worth their weight in gold right now." "My biggest, biggest pet peeves is the statement of, You should work with a buyer's agent because it's free for you as a buyer. Oh my goodness, it makes my skin boil because it's so not true." "At the end of the day, people should be hiring you for your process, not for your presence." "Working with buyers is absolutely miserable when you don't have a good process." "You have to first have that mentality of loving working with buyers, creating an amazing process." "A lot of people don't put as much attention into the buyer process as they could." "That's the beauty of a good buyer's packet." "Having a really amazing advocate or team of advocates on your side to help you find the right neighborhood...that would fit all the needs and desires that you have - Oh man, that's huge, huge value." "If the risk and the complexity is there, and the risk is high enough, what we do is we get a professional team involved in it." "Be okay with being an amazing buyer's agent." 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

Every Ninja has a story, and today Matt and Garrett have the pleasure of hearing Jessica Babington's, who was first introduced to Ninja in 2010. Jess shares how she was first introduced to Ninja Systems, why it resonated so deeply with her, and what has kept her on the Ninja path for so many years. She recalls a pivotal moment that changed the course of her real estate career, how she made the jump to becoming a solo agent, and expresses her appreciation to Garrett for helping her see a world of possibilities as she prepared to cross that threshold. Jess shares her incredible insights on developing the right belief system, letting go of fear, and embracing the Ninja Systems. She talks about investing in yourself through coaching, shares her favorite Ninja Nine activities, and breaks down her philosophy to keep things simple. You'll also hear Jess's two key pieces of advice for transitioning to a new market, how she builds genuine relationships in real estate, and the powerful way that living debt-free has shifted her motivation as an agent. Jess's inspiring journey shows us just how much you can accomplish in this business once you shed the "sales" jargon and let your passion for helping people guide the way. Her dedication to her community and to her clients leave little doubt that the Ninja Systems can not only make you a better agent, but a better human overall. 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: Today's guest is Jessica Babington of Luxury Lake Real Estate in Mooresville, NC Her introduction to Ninja and what kept her on the Ninja path Jess's experience coaching with Garrett Pivotal moment that changed her career Growth and crossing over thresholds Developing the right belief system Getting rid of "Sales" jargon Positive affirmations and letting go of fear Power of meditation Investing in yourself via coaching Analogy of pushing a snowball uphill, which grows and takes off once you get to the top Her favorite (and least favorite) Ninja Nine activities Simple marketing and genuine relationships Transition to luxury market Pre-listing interview and being prepared Building her business through referrals Being motivated by giving back to the community Getting involved with a cause that you're passionate about will keep you fired up and help you build a better business Knowing your "why" and accepting that it can "shift" throughout your life Finding success through the pandemic Providing value to clients by helping them navigate potentially difficult situations Getting clear on your mindset and what you have to offer Quotes: "There are no no accidents in my mind and in the journey that life takes you on." "There are many ways to find success in our industry and you have to find what really rings true for you." "[Ninja] just really goes to the core of who I am, which is somebody who wants to genuinely know people, genuinely build relationships with people, and genuinely help them get to where their goals are in real estate." "You really helped me expand my mindset and work on some self-talk and some self-belief, that I was capable of a whole heck of a lot more than I knew I was." "That's the other thing about Ninja that's so beautiful is it also helps you just be a better human." "I'm not a salesperson. I'm just somebody that helps people and is an advocate for people. I bring people together in real estate transactions." "By doing the affirmation, I was more in the driver's seat and had more control than I thought." "There was definitely a time of transition and I had to just continue to work the Systems and know that the Systems are going to work." "The first step was to become the subject matter expert. If I'm confident in my knowledge of the market then that helps me tremendously." "We talked about pre-listing interviews and making sure you understand what these people are looking for before you walk in the door." "If you've done that pre-listing interview and you've collected as much data about who these people are, and what they're looking for, when you go into the door, you will be much less intimidated and then you have a higher likelihood of being successful." "You don't ever want the commission breath." "Just start to look at, Where's the greatest need in my community, and how can I fit into that?" "You have to be open and want to grow, and want to be motivated by a Ninja coach." Links: Jessica Babington www.JessicaBabington.com @JessBabington on Instagram 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 touches on a hot topic of discussion these days - whether now is the right time to buy. If you have buyers who are asking this question, there is probably more going on, and it's your job to find out what. Matt and Garrett talk about helping your clients narrow down their long-term vision, how a potential purchase fits into their five-year plan, and whether it aligns with their lifestyle. Using the Ninja Buyer Process, you can help your clients find clarity, even in the midst of unpredictable life events. Our hosts explain how to guide both renters and homeowners through this process, ask the right questions, and empower them to become smart, educated Ninja clients, who ultimately become decisive Ninja buyers. 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: Today's episode explores whether now is the right time to buy If buyers are asking this question, we need to discover what's holding them back Ask lots of questions to find out what else is going on You need to get a bigger sense of why they're asking this, and what this purchase means to them long-term Renters versus homeowners What is the lifestyle your buyers want to have (within their means)? Helping clients narrow down their long-term vision Uncertainty of life events can change these decisions as well Ninja Buyer Process will help clients find their clarity, become Ninja clients, and ultimately Ninja buyers Quotes: "When buyers start getting into that, Well, is this the right time to buy? There's something else going on, and we need to discover what." "My first thing is, Well, talk to me about what this house means to you for the next five years." "You need to get a bigger sense of why they are asking this." "If you are a current homeowner, and you are planning on staying in that local vicinity, and you're worried about what your money is going to do, that you have tied up your house, it's going to go down, or it's going to go up no matter what. You're in the market. You're there." "If it's your primary residence, don't play with the money so much." "Let's start talking about these decisions based on the life you want to live and why you decided that you wanted to explore purchasing a home or selling a home in the first place. And as a real estate agent, that's our job is to help guide our people through this process." "When it comes to making big purchase decisions like a house, if you have a long-term vision, it's going to make that so much easier." "Sit down with them and have them write out exactly what they want that bigger picture to look like." "We're making financial decisions, sometimes based on the uncertainty of life events… We're already combining two things that don't always match well together. And then taking the uncertainty of both of those things and putting it together. No wonder people get confused in a time like this." "Tell me what's really going on through your head. And what would you really like to see out of this home, this neighborhood, this change that you're looking to make?" "You've got to look at the quality of life, but also the time that you're here on this planet and say, Okay, is it worth having that in my life, for the time that I'm here?" "[The Ninja Buyer Process] allows them to be an educated, smart buyer. That's the beauty of that process." "It's not designed to make you a better agent. It's designed to make them better buyers." "If you're doing the right things up front, you've turned them into a Ninja buyer. Ninja buyers can make decisions for themselves. And if they're leaning too heavily on you, it means you haven't asked enough questions. You haven't done your processes. You haven't allowed them to be a Ninja client." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Garrett has come up with a wonderful topic this week, and Matt has embraced it fully, and that is the value of slowing down, being with your people more, and actually improving your business as a result. There are so many reasons as to why people become almost hyperactive in their business and speed through everything they do, but, today, our hosts will walk you through precisely how to counter this, becoming more authentic, efficient, and consequently successful along the way. They begin by looking at some of the reasons people end up in 'hyperactive mode', what slowing down really means to them, and the Ninja principle of not getting attached to the outcome. From there, our hosts explore flow frequency, finding balance, being interested and, therefore, interesting, and the key to unlocking referrals. No one is saying to slow down in the sense that you stop doing anything, but what Matt and Garrett highlight instead is the importance of slowing down to really get to know and care about your people. Following their sage recommendations here today will prove mutually beneficial to you and all those with whom you come into contact. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share your own life list, 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: Going into 'hyperactive mode' and some reasons behind this What slowing down really means Not getting attached to the outcome Flow frequency Finding balance Being interested and interesting The key to unlocking referrals Quotes: "Sometimes we get so caught up in the business that we've created, that we're running with, that we can't slow down and do the things that help the business grow to where it got it to." "We don't want to slow down and don't do anything." "Be with your people for longer." "Make it bread first, then decide if you want toast." "Let's really get to know these people. Let's really figure out what's going on, listen to what they have going on in their life." "If you are interested in others, and curious about learning more about what's going on in their world, they're naturally going to be interested in you." "If I do the systems, the business flourishes. If I focus on the right energy and have the right interest with people, that just makes them move towards me, opens up more opportunities for me to do more business. It's just a natural byproduct." "There is nothing like having someone invested in your success." "Whatever it is that you own, and that you are making a living around, you have opportunities every single time when you're around people to slow down." "But the reason that damn business is so successful over there is because every single person that walks in there they slow down with, and they actually have learned stuff about us and they care about us." "I don't care what your business model is, this is a piece that will help your business level 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