Ninja Selling Podcast

On today's episode, Matt and Garrett discuss a very timely topic that Garrett brought up, and it's all about home prices, where they've been, where they are now, and where they may be headed. There's a lot of looking to past valuations going on out there, and our hosts are here today to share that it's time to throw off the baggage of past home prices, come to terms with current value of homes, and use these current valuations to make decisions in your real estate practice. Garrett kicks off the episode by telling a story of a client narrating a shocking valuation of a house in Seattle. He explains that home prices have drastically changed, and you need to let the baggage of how homes were priced in the past go and get with the times. Matt then describes the different perspectives of home pricing, laying out that as a guide, we should not confuse the home buyer with past valuations of homes. Together, they go on to offer a reminder of your fiduciary responsibility, caution about not breaching this responsibility by putting your need to be right about pricing ahead of the client's interest of purchasing or selling a home, and presenting information to your client objectively, detaching yourself from the outcome. Living in the past is not going to serve you well these days – it's time to rid yourself of that baggage, acknowledge where we're at now, and keep moving forward to further success. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Contrasting home prices today and in the past. Throwing out the baggage (beliefs and mindsets carried from historic home valuations). The different perspectives to thinking about the baggage. Our role, as guides, is to bring all the information and make sure the clients are making intelligent decisions. Your fiduciary responsibility to your clients. Breach of fiduciary Staying objective. A snapshot of the marketplace and the future of what could happen with pricing. How to have the pricing conversation with clients. How to help people in business stay in the moment when it comes to interest rates, pricing, and releasing that baggage. Letting go of the past baggage helps you negotiate better deals for your clients. Detaching yourself from the outcome and remaining objective with your clients. Quotes: "We do have to let the baggage of prior pricing and future pricing go so that we can work with what the pricing is today. What do we need to do to compete today?" "We control the process; they control the decisions." "A lot of times when we bring too much of our own stuff into it, we can get into that world of working in that decision side." "I don't think we need to forget the history of what's happened with marketplaces, but when it comes down to me being a guide for the people in this market right now, that information is not useful anymore." "You can negotiate better deals for your clients when you get rid of that baggage because you don't have a fog over your face." "I'm going to help them get this house. We're going to position them into a situation where that's going to make sure that they can be successful moving forward." "Staying detached from the outcome, acting as that guide, I think, is going to be the way to lay the foundation of staying out of that baggage mode and staying in the moment." "Stay focused on what your clients are saying and listen to what they're saying about their qualifications and their comfort level because that will also help you be in a protection mode if you need to be as well." "It's the subconscious stuff that comes out through little comments and little things that we kind of drop little easter eggs when having conversations with people." 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 highlight the critical link between health and business success. They reveal how neglecting health during busy times can lead to burnout. By automating grocery delivery and hiring chefs, you can circumvent unhealthy eating habits. They discuss the benefits of investing in fitness equipment and hiring trainers for better health management. Sleep strategies are emphasized, with tips on improving sleep quality through diet. The duo encourages setting small health goals to enhance productivity and life satisfaction.

As we get ready to celebrate Thanksgiving with our loved ones, Matt and Garrett take a moment to reflect on gratitude and what it means to have a grateful state of mind. They begin with the physical impact that gratitude can have on your brain and body, and how it biologically changes your energy to help attract more of what you want in this world. They talk about Dr. Joe Dispenza's stance on gratitude as the ultimate state of receivership, and offer their thoughts on how to find gratitude throughout the day. Garrett reminds us that if we cannot be grateful for what we have now, then we will always feel unfulfilled even after we've crossed the next threshold. Matt explains why gratitude does not create complacency (in fact, it does the opposite), and breaks down gratitude as an exercise in being mindful and present, which your clients will undoubtedly respond to. You'll also hear about the power of starting off each day by giving thanks, sharing gratitude as a team-building exercise, redirecting your thoughts to the positive, and why noticing even the smallest things that you're grateful for can add up and truly change your life for the better. Be sure to join the Ninja Selling Podcast Facebook group where you can ask questions, share advice, 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 power of gratitude and having a grateful state of mind Choosing to be grateful has a physical impact on your brain and body; it changes your energy "Gratitude is the ultimate state of receivership" - Dr. Joe Dispenza Being ungrateful can prevent you from seeing ample opportunities all around you Optimism is not necessarily the same thing as gratitude Starting every day with gratitude will change your life Pause once or twice a day to ask yourself what you are grateful for, and dig deep into those elements Gratitude is a low urgency, but high importance activity Alarms or Post-It reminders can help encourage you to consciously think about gratitude This does not create complacency If you cannot find gratitude in your current state, then you will still feel unfulfilled even after you get that new car or promotion Gratitude is an exercise in being mindful and present, which clients will respond to Start morning meetings with something everyone is grateful for Ted Lasso is an amazing example of a grateful human being It's normal for your mind to wander when you sit down to do your gratitudes, but you can take control of this and redirect your thoughts Express gratitude with your feelings - truly feel your gratitude when you express it Noticing even the smallest things you're grateful for adds up and will change your mindset to actively look for the positives in your life Quotes: "If just expressing gratitude is not enough, know that by expressing gratitude, it changes your energy in a way that helps you attract more of the things that you want in your world." "We watch agents that are struggling in their business or just business owners struggling and sometimes it's just because they're in an ungrateful state of mind." "Starting every day with gratitude - if you start there, and then compound that to expressing gratitude throughout your day, for all the things that are in your world, your life will change for sure." "A lot of people say, But if I'm just grateful for everything, doesn't that exercise complacency? And it doesn't. It actually does the absolute opposite." "The problem is if you're not in a state of gratitude to begin with, you cross those thresholds and you go, Oh, well, it'll be better when I'm making $1,000,005." "It's almost like you look for ways to cancel your gratitude." "The money is not going to turn you into somebody that's grateful for the surroundings." "Just close your eyes and stop for a second and pause - push the pause button and stop and just think about the things that you're grateful for in your life." "Feel that gratitude when you express it. That's what's going to change your energy is through the feeling, not just through saying it." "When you really get into a state of gratitude, you start looking for things that you're grateful for. You will actually go through your day going, That's something I'm grateful for." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode is all about waking up early, what it means to you, and how it can help you become even more productive in your business. While starting your day off earlier than usual can take some getting used to, Matt and Garrett explain how you can gradually work your way up to a more disciplined morning routine and manage your evenings to better prepare for early wakeup times. Once you have made this shift, you'll be amazed at how much more work you can get done when you're free of distractions. Our hosts talk about giving yourself something you want to wake up for in the morning, changing your belief system around getting up early, analyzing your day to find out when you are most productive, and resetting your mind and body to a positive energy before going to bed each night. If you need a boost throughout the day, Matt and Garrett have some great suggestions for you, including working out, going for a walk, enjoying an invigorating podcast, squeezing in a nap, or even blaring punk rock music. Of course, tea and coffee can come in handy as well! When all else fails, try to remember who is counting on you to perform at your very best each day. This may help motivate you to prioritize an extra 30 to 60 minutes of personal development time in the morning, which sets you up to feel more energetic, inspired, and efficient for the rest of the day. As you'll hear, this can have an incredible impact on other areas of your life, and create healthy habits that will serve you well both personally and professionally. Share your tips for waking up early by joining the Ninja Selling Podcast Facebook group where you can also ask questions 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: What does it mean to wake up early, and how can it help you be successful in your business? Waking up early will depend on each person and when you want your day to start It can help you get work done free of distractions and ease into your routine Matt and Garrett don't necessarily believe in the blanket statement that successful people wake up early, but they may have so much on the go that they are excited to wake up in the morning and get started The key to waking up early is managing your evenings - this is something you'll need to gradually build toward Try not to look at it as waking up early, but as waking up on time in order to get everything done that you want to accomplish You need to find what time works for you and when you feel most productive (e.g., Garrett's wife, Sarah, is most productive after the house goes quiet at night) This may change over time Building discipline around your sleep routine will enhance many other areas of your life Waking up early is not easy, and it will take some getting used to - try to incorporate activities that you look forward to, like morning affirmations or working out You can also try programming your brain to believe that you're going to get as much sleep as you need in order to feel wonderful and productive When you go to bed late, people tend to tell themselves, "I'm going to be exhausted tomorrow," then it becomes a self-fulfilling prophecy A short nap can be helpful (especially if you have a newborn like Matt!) Giving yourself an extra 30 minutes each morning for personal development adds up over time Give yourself something you want to wake for - this creates a habit Journaling can also help you stay on track If you're having trouble feeling motivated, think about who is counting on you to perform at your very best every day Quotes: "If I go past 6:30am, I'm laying there in bed with my eyes wide open going, Why am I still in bed?" "I do think that if you want to fit more things in, it can certainly help to wake up earlier than you currently are." "It would be great if I could sit down and do that between 7 and 8am, but I have all these things in my life. It's like, well, do we need to wake up earlier to get those things done?" "The key to waking up early is managing your evenings." "If I'm still stressfully answering emails or doing work at 10 o'clock, that's going to impact the wakeup time. So you do need to manage the evenings." "Building discipline around your sleep routine and your wakeup routine can also enhance so many other areas of your life." "I'm a huge proponent of having that space where you can get your body and mind right every morning." "The days that I do [wake up early], I run better than the days that I don't." "You can program your brain to say, Look, I've only got three hours here - my body's going to get exactly as much sleep as it needs so that I feel amazing when I wake up. Programming your brain like that is an amazing tool." "I want you to optimize your life the way that you want to have it." "You need to plan an environment where you have something you want to wake up for." "The interesting thing is, because of the habit of waking up twice a week for the podcast, I have now trained my brain that I wake up at five o'clock in the morning whether I like it or not." "This is not about waking up early and jumping into email. This is about waking up early and maximizing the time for yourself that is going to make you more productive with the rest of your day." 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

It's finally arrived! The pre-listing packet extravaganza episode is here, and Matt and Garrett cannot wait to dive into all your fantastic submissions. Remember that simply having a pre-listing packet already sets you apart from other agents in the field, but our hosts acknowledge that there are certain pros and cons that can either enhance your packet or work against it. First they explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts. Next our hosts break down exactly what goes into the perfect pre-listing packet. They highlight the importance of focusing on the client, clearly defining your value, showcasing your results using visuals and testimonials, and having a high-quality, organized, streamlined look throughout. You'll also hear about including a letter and resume, a table of contents, and flow charts. And Garrett reminds listeners that every time you attend a listing presentation, you are applying for a job. An effective pre-listing packet allows you to showcase why you're the best candidate for the position, what your process is, and most importantly, how you can help prospective clients achieve the greatest results. Thank you so much to everyone who participated and submitted their pre-listing packets for this special episode. For inspiration or feedback on your own pre-listing packet, be sure to join the Ninja Selling Podcast Facebook group where you can also share ideas, ask questions, 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: Pre-listing packet extravaganza episode is here Special thank-you to everyone who submitted their packets Simply having a pre-listing packet already sets you apart from other agents in the field First Matt and Garrett explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts Heavier, better quality paper will make a good impression and transport better in the mail Make sure you're emphasizing the client's needs and what you can do for them Be transparent about agency contracts Next they break down what goes into a perfect pre-listing packet, such as including your resume, starting off with a letting outlining who you are and what you're all about, focusing on the client, using flow charts, having a table of contents or tabs to help clients navigate through the information, being highly organized, defining your value clearly to the client, providing market information and how you'll help them navigate through it, including something unique to your personality, showcasing your results using Before & After photos, highlighting your marketing plan, having a streamlined look all the way through, and featuring testimonials If people are confused, they will always go to the lowest price Preparation, promotion, and pricing Special shout-out to the submissions that really stood out Quotes: "All these people have pre-listing packets. So you already know they're a step ahead… The fact that you have a pre-listing packet already sets you apart from the rest of the field, because there's a lot of agents out there that don't even have that." "You've got to be so careful about this, especially in today's world - too many words. We're in a world of bullet points right now." "I should be able to open the packet up and read the first two lines, get the idea of what I'm about to jump into. But if I have to read a whole paragraph, or a whole page to figure out what we're talking about, or what's going on here, we have lost the client." "Keep it graphic as well - pictures and images. A lot of people are visual learners." "Here's how I look at it, though… We're applying for a job. We're not only applying for a job, we're applying for a job that the general consensus of the population is that we're overpaid for. So if you're going to present something up front, it better be damn nice." "Copy paper will never do that - it will never ever set you apart." "There's a fine line there of showing that you're capable and that you can get the job done, and then pushing it too far, where it's like, Look at me." "This is about them. They're going through a stressful process, and they want to know how you're going to help them with the processes and things that you have to offer." "You are applying for a job, a well-paying job. Every single time you go to a listing presentation, you are applying for a job. And a resume is necessary." "There were very few [packets] that said, This is the reason that this packet is sitting in front of you right now. And here's all the stuff that you're going to find in it… Here's the letter explaining what this is for you and how this is going to help you go through the process." "Table of Contents, or tabs, if you're working with binders - super helpful, and they make it easy for people to find what they should be looking for." "If it's organized, even if it has less information, I'll probably pull more out of something that is organized." "If your pre-listing packet isn't organized, is that sending a message that this process may not be well organized?" "If you were to drop the pre-listing packet, would you be able to pick it up easily and everything would still be organized? If the answer is no, then we need to combine some things together." "If I read the pre-listing packet, I want to know fully what value you bring as a realtor to helping me sell my home. If it's confusing to me, then now I'm going to go for the lowest price." "Don't have it mixed up all the way through, because it looks like somebody did Arts and Crafts and stuck something together to make it a packet." 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 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