Ninja Selling Podcast

There's nothing quite like being sick for 12 days that will motivate you to review your "life list," and take stock of what you've accomplished so far. Garrett reflects on how this recent experience affected him, and shares his insight on what you can gain from revisiting your life list as well. Matt and Garrett explain how life lists tend to evolve over time, the four categories of a typical life list, and why you should give yourself the opportunity to dream big and let loose as you create your own. Our hosts discuss the importance of focusing on what matters most to you, how your life list ties into your business plan, and why small goals are just as significant as the big ones. They also share some of their most fun and heartwarming life list items, and offer their best advice for how to get started on your own list of goals. This exercise is sure to motivate you to do more, do better, and grow as a person as you check off each item, and add more along the way. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast 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 NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Revisiting your life list Length of life list relates to the level of drive you have Four categories on a life list: Things that you want to do; things you want to have; things you want to be; and things you want to give Certain categories are a bigger priority at different stages in life Focus on what is most important to you - let loose and dream big Small things are significant and spark motivation Every item on your list is a story Some goals can only be checked off by other people MyLifeList.org is a great place to get started on your own life list Let your mind open up and write whatever pops up Your list will never be done - it will always change and evolve Your life list will motivate you to do more, do better, and grow Quotes: "When you go through something like 12 days of being sick, I had some moments in there that made me stop and really start thinking about all the things that I have done in my life." "I find a direct correlation between the size of somebody's life list and the drive that they have to be the best they can possibly be." "There are certain categories during certain parts of my life that have been more important." "The interesting thing with your life list is you've got to separate yourself out from what society says is appropriate, from what society says is right, and you really need to get selfish with your life list to be like, No, this is what I want." "Put everything on the list! You want a private jet? Put that on the list. You want to give a billion dollars to charity? Put that on the list. You want to fly to the moon with Richard Branson and to Mars with Elon Musk? Put it on the list!" "Everything, big or small, that's been on my life list has had a story written with it, of accomplishing it." "I have on my life list to have a Guinness in Ireland in an old Irish pub." "The power of this list is endless." "We've got to find that motivation to bring us back up to show up so that we can continue to achieve all these things that we wrote down." "If somebody is telling me it's silly, it's definitely going on the list." "You've just got to start putting those little things down when they pop up. You've just got to make sure you have a place to record them and let it grow." "There is something magical about getting to go and check something off." 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

There are certain times in your life when you go through major changes and begin to see the world in a different way. Today Matt and Garrett talk about these "threshold" moments and how to use them as an opportunity to go in a new direction. Garrett shares his own personal example of changing the trajectory of his life's journey before starting a family, and reflects on the value of journaling or writing a letter to yourself to make the most of this process. These big turning points can feel scary or daunting, but our hosts describe how you can reframe them as new and exciting adventures, and most importantly, a chance to create magic and manufacture your own luck. When you find yourself at a crossroads in life, use this time to think about where you want to be and plan a roadmap for how you want to get there. Matt and Garrett chat about being on purpose with your goals versus simply hoping things work out. They describe the importance of believing in yourself, pushing out negative self-talk, and acknowledging where you're at right now before getting started with big changes. You'll also hear about focusing on who you want to be as you write out your own story, sticking to your guiding principles, and how this mentality can help in other important areas of your life. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Thresholds and big changes in your life can change the way you see the world Writing a letter to yourself is an amazing exercise to reflect and move forward Garrett shares his own personal example of changing the trajectory of his life's journey before starting a family He views these threshold moments as a series of new adventures Matt sees them an a chance to manufacture your own luck - think about where you want to be and figure out how to put yourself there It's up to you to take those actions, but also to have the belief that you can advance Being on purpose with how you want to move forward versus simply hoping it works out Push out the negative self-talk, acknowledge where you're at right now, and ease into the process Mindset and voices in the back of your head play a huge role Break big goals into smaller steps - this helps build confidence and motivation to go after the next step Writing out your goals gives you a guiding principle to help stay in alignment with them Ask yourself, Who do I want to be? Focusing on the "who" will help create the identity that will get you to the "what" Let go of negativity and look at your life as a roadmap Quotes: "Thresholds can happen in a lot of different ways. But the install is, That's a moment that allows you to see the world in a different way." "It's like wearing a different shade of glasses. And all of a sudden, you're like, Wow, there's colors here that I didn't know existed!" "That goes back to - your activities produce your results… That's how you create magic." "A lot of people go into that very lost and very scared. And sometimes you can just stop and sit down with some paper and start writing out, What do I want this next part of my journey to look like?" "I look at them as a series of small adventures." "This is what I would call manufacturing luck." "Belief is the most important part of all this." "First thing is you need is to acknowledge where you're at right now. I think that's where a lot of people - they get going...they start throwing out these big, big goals...But a lot of times you need to stop and realize where you're at right now." "A lot of people don't realize where mindset plays into this, and the self-talk and all the little voices that we have roaming around the back of our head." "If you have a letter written like that, when moments come up, that allow crossroads to take place, or forks in the road to take place, you now have a guiding principle to step back and say, Does this fit what I put in line here?" "If you focus on the who, then that also helps you build the identity that will take you to the what." "You can't do this journey with a whole bunch of negative crap that you're bringing with you." "Stick as much as you can to what your guiding principles were upfront." 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

Continuing on with our last episode about making excuses, today Matt and Garrett look at getting caught up in your Customer Relationship Management (CRM) system and overthinking which platform you should use. They explain that for most successful Ninjas, they usually keep it simple. All you need is a business tracker and a database. The bells and whistles can be fun, but they're not what's going to make or break your business. Our hosts talk about relying too heavily on automated systems, and how this can take away from the genuine care and connection you put into your relationships. They explain that your technical platform should optimize your system, not create it, and clarify that if it's not helping you manage your relationships, it's not a CRM - at least not in the highly personal world of building relationships in real estate. You'll hear about which areas a CRM can actually help with efficiency, the importance of interacting with your CRM to make it truly effective, and Garrett takes us back to the days of doing business with a Rolodex. If you stick to your foundational activities and focus on your relationships, whichever platform you choose can be a great supporting tool for success. But as you'll hear on today's episode, technology should always be used to enhance your business, not distract you from it. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: It's very easy to get caught up in the Customer Relationship Management (CRM) system you're going to be using, but that's not the thing that's going to determine your success For most successful businesses, they're using a very simple platform - it doesn't have to be over the top (but there is a threshold where the technology you're using is too archaic) Overthinking your CRM can become an excuse All you really need is a business tracker and some type of database (e.g., Google Contacts) When looking into CRMs, ask yourself whether you're hoping to help you or your clients - the priority should always be your clients You don't want to simply wait for your CRM to tell you when to call or connect with people - that takes away from the genuine care that you put into those relationships The technical side should help optimize your system If it's not helping you manage your relationships, it's not a CRM Make sure you're actually interacting with the CRM Don't get stuck on overthinking which CRM to use Quotes: "All those bells and whistles are really great. They're really fun, they do a lot of great stuff. But at the end of the day, it's not the CRM that's going to make you successful." "If I was to look at the most successful Ninjas that I know out there, the most successful business people that I watch, it's usually a very simple platform that they're working with." "The most simple way to run an entire business is with a business tracker, and some type of database. For me it would be Google Contacts." "We've seen people run six figure businesses, seven figure businesses off of those things alone." "The question that I always have is, Are you looking for something to help you or help your clients?" "When you get these automated systems, all of a sudden, me reaching out to...go have lunch with them is not really genuine." "Most people will go into a tech solution to give them the system, when really the technical solution should help you optimize your system." "If it's not helping you manage a relationship, then it's not a CRM." "First off, you need to make sure you're going to interact with the CRM, because just the CRM in itself is not going to change your world." "I could do my business right now with a Rolodex - totally could." "I know some people who actually still use a Rolodex type of system. And it works." "My thing is, keep it simple." "Very rarely in Ninja, is it some crazy CRM that's allowed the results to happen. More often than not, it's the incredible relationships those people have." "Everything else should be supporting what you're doing to execute on the system." 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

Creating content for social media or enhancing your pre-listing packet can be very useful tools as a realtor, but when these activities are consuming your entire day, it's time to step back and put your Ninja Nine back at the top of your priority list. If you're finding yourself hung up on the idea that you'll get to your systems once you've done something else, you may be making excuses for inactivity. On today's episode, Matt and Garrett talk about what happens when agents get stuck on creating the "perfect" content to the point that they neglect other, more important foundational activities. Or worse, their overthinking and preoccupation with creating content yields no results at all. Our hosts discuss the importance of knowing what consumers are actually looking at - if you spend hours and hours pouring over your newsletter, only to stick it in an unmarked envelope never to be opened, it's not the best use of your valuable time. Matt and Garrett encourage us to take advantage of the products and services offered by our brokers, to set time blocks to make sure we don't get bogged down in content creation, and to optimize the activities that are actually producing the best results. They caution against comparing yourself to other agents, and remind us to lean into the activities that we most enjoy doing. This will help you use your time more efficiently and avoid getting wrapped up in tasks that don't move your business forward. If you're having fun with the creative side of your business but it's taking priority over your Ninja Nine, today's episode will help you recognize whether it's become an excuse, and how you can recalibrate. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Content creation on social media can be a very helpful tool, but it shouldn't take priority over doing your Ninja Nine Reminder to send in your pre-listing packets to Garrett for a special research project It doesn't have to be the "best of the best" - just whatever you're currently using It's better to send out something than get held up trying to create the "perfect" packet Real estate reviews, pre-listing packets, marketing campaigns, and databases tend to fall prey to overthinking and overanalyzing to the point of inactivity If content creation takes up most of your time, it becomes an excuse for not doing your foundational activities Keep in mind what consumers are actually looking at Example of agents spending an inordinate amount of time creating their unique newsletter, then sticking it in an unmarked envelope, likely never to be opened at all If you enjoy spending that time creating the newsletter, it's not necessarily wasted time If the enjoyment factor is not there, you might be better off putting your time toward something else Avoid comparing yourself to others as this can get you stuck in the weeds Find companies and products that you like and trust and use those - you don't have to do everything yourself Set a time limit to make sure you don't get bogged down in content creation If your clients love the content you're creating, find out which parts they enjoy most and optimise those aspects - talk to people whose opinions you truly value and trust If you can produce the same results in half the time, why wouldn't you want to go that route and leave yourself more time for personal passions or family? Consistency with social media is more important than creating that one post that goes viral Be mindful of what you have the capacity for and do not overbook yourself Lean into the activities that you enjoy doing the most, be consistent with them, and use time blocks to stay on task Quotes: "I will do it once I have that - That's an interesting place that we find people all the time." "Don't let those become excuses for inactivity." "So many people get stuck in, Well, I need to create the best content or I want this content to be unique...then it just consumes the entire day." "I would say content creation turns into the over-analyzation of, What features do I need? What do I want it to look like? Maybe I should go with this one? Maybe I should go with that one?" "The two most common questions I see are, What CRM do you use? That's probably the number one. And then the second is, What do you use for marketing?" "I love creating content. But you have to look at it from a systems perspective when it starts to consume all this time and becomes an excuse as to why we're not doing foundational business activities." "Find companies, products, and sources that you trust, that you like, that bring value to your people, and use those products." "The number one complaint of your owners and brokers out there is that they have services that you don't use." "I'm a big believer in, Tighten the timeline down." "Go talk to your people about what parts that they really like, and see where you can optimize some of your time there." "If that 10 hours that you're spending, or more, on your newsletter is not producing the business results that you want to see, then your clients don't really love it that much." "If you're going to spend this time away from your loved ones, not necessarily doing your other passions in life, let's be really efficient with it." "This is the hard part, because you have to actually talk to your people about what you're sending, which sometimes can be uncomfortable." "I think that's what you've got to look for is, What feels right to me? What's something that I enjoy doing? And running in those directions." 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 begins with a special "Pre-Listing Extravaganza" from Garrett, where he invites listeners to send in their physical pre-listing packets, as well as a description of how they present it, to be showcased and discussed on a future podcast. Next, Matt and Garrett jump into today's topic - How and when to add people to your autoflow database. They discuss the difference between physical mailers and email content, when to use them, and they clarify that when you're sending postcards, you're offering high value information rather than simply asking for business. If you truly believe in the knowledge and expertise that you bring, don't hold that back from the people who deserve to hear it. Our hosts talk about using mailers to create real estate conversations, rather than waiting for other people to initiate them. Postcards also have the potential for a 100% open rate, and if you're not sending them, you leave the door open for other realtors to take your place. Matt explains how to effectively use email marketing, and Garrett outlines the importance of first asking for permission before sending out electronic newsletters. You'll also hear a healthy debate about the "Unsubscribe" button, tips on how to invite people to your email list delicately, and how postcard campaigns have completely changed people's businesses in Matt and Garrett's coaching experiences. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Garrett begins with his "Pre-Listing Extravaganza," where he invites listeners to send in their physical pre-listing packets, as well as a description of how you present it You can send it to: Garrett Frey, 3335 Placer Street, Ste 368, Redding, CA 96001 Matt sees a higher level of success among those who use physical pre-listing packets versus digital Effective pre-listing packets require a great deal of time and effort Next, they move on to today's topic - How and when to add people to your autoflow database Who to mail to versus who to email - it's always different, and you need to be strategic When you're selling mailers, it's high value information - you're not simply asking for business You can put people on your mailing list right away, and you can even add a personal note on their first postcard Some agents feel concerned that sending postcard mailers to friends and family may put stress on the relationship, but this is not the case Matt's own example of using postcards If you truly believe in the value and knowledge you're bringing, don't hold that back from people It takes the average person six pieces of mail to realize they've been receiving content from you - they may think they've been receiving mail from you all along and are just now realizing it after you met You can find mailing addresses by checking tax records If you're not sending information, this leaves the door open for another realtor to step into your place Create real estate conversations by putting people on your mailing list Postcards have the potential for a 100% open rate If someone is a client of yours, or you have had a conversation with them about real estate, they can go on your email list It's important to ask for permission before sending out electronic newsletters Make sure there is a place where people can sign up for your mailing list versus having to manually add them You can also let people know you're adding them to your email list, and they can unsubscribe at any time Some people are more comfortable with email marketing than others, and it can definitely be very effective You can send out one or two emails per year inviting people to join your mailing list, or put the offer in your email signature Garrett has seen postcard campaigns completely change people's businesses Please send in your pre-listing packets before December Quotes: "One of the things that we hear about all the time is people come to us in coaching, and they reach out and they're like, I want to create a pre-listing packet, and I'm not sure what exactly to put into it. I'm not sure exactly what it should look like… They overthink it tremendously." "The pre-listing packet, as far as I'm concerned, is a defining piece for a lot of realtors out there." "If you want to participate, send me your pre-listing packet. Send me what you got, send me what you would send to a potential listing that you have out there. I don't want email versions, I'm looking for physical pre-listing packets." "If you send it to me, you need to be okay that we're going to, in some way, shape or form, showcase it on the podcast." "I see so many people get stuck on, How do I add people to autoflow? How do I get people from my database?" "I just want to be clear about that - When we talk about the mailers...we're sending high value pieces of information. It's not asking for business." "It doesn't stress the relationship if there's value there." "When people come into your world, put them on the mailing list. Let them get the value that you're receiving. If you truly believe in the content and the value that you're sending, that it does add value, then why would you hold that back from anybody?" "If you're not sending information...somebody else will likely step into that place." "Here's the thing - that conversation would not have happened if my postcard was not showing up in his mailbox." "It's so much easier when you've delivered value to somebody, for them to come to you and ask a question, versus you sitting around, waiting for the opportunity to jump into a real estate conversation. Create the real estate conversations by getting these people on your mailing list." "The reason I love postcards is because it really has the potential of 100% open rate." "People look at their inboxes differently than their mailboxes." "If you have an email list, make sure there is a place where if people are researching you, they can find a way to sign up for that as well versus you having to manually add them." "Put it in your signature. Give people the opportunity to sign up in many places." "I've had so many people in my career of helping that they have come to me and said, My postcard campaign has changed my business." 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 "quick hit" episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply assume clients will come back to you without putting in the effort. If you're not staying connected with your clients, all it takes is a little bit of time and attention from another realtor to sway them in the other direction. Matt and Garrett talk about the difference between stealing clients and earning them based on the value you bring. Remember, it's not enough to have a person's number in your database - you need to nurture that relationship, otherwise they become fair game for other realtors. Matt and Garrett explain how to protect your database by cranking up your flow, and how this can unlock the referral side of the equation as well. You'll also hear about the importance of having a positive mindset, being motivated by your competition rather than consumed by it, and not being afraid to "harvest" new clients, while also taking good care of your existing relationships. As you'll hear in today's episode, people move toward value, and whether you're dealing with a new or current database, if you're showing up for them, they'll show up for you. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Who really owns your customers? Where do they come from? Why are there so many online lead sources? Today is a total "mindset" podcast to help shift your mindset, especially for those who may feel stuck coming into the business or changing to a different marketplace The idea came from Randall O'Dowd, who has recently moved from Seattle to Palm Springs Randall is confident he can build a database in his new marketplace - every client he has ever worked with, he has earned based on the value he was able to bring This is how you accumulate clients He can do this in a new marketplace as well The average person knows about 12 realtors - there is a lot of competition vying for business Don't get overconfident and assume people will continually go back to you On the other hand, you don't want to be held back by a lack confidence either The majority of realtors do not stay in good flow with their clients after a sale Staying in contact with your clients leads to referrals and keeps your name top of mind as a trusted professional If you're not staying in flow with your clients, all it takes is a little bit of attention from another realtor, and they will turn in that direction instead Clients want to be taken care of, and you can't let yourself become entitled that they will stick with you no matter what It's not enough to simply have their number in your database - you need to nurture that relationship otherwise they're fair game to other realtors Never take your relationships for granted When we all show up and do our very best, it raises the game for the business as a whole Protecting your database Using the term "past clients" implies that your business with them is finished and they're now free to move on Simple autoflow and real estate reviews can make a big difference You want to make sure clients are coming to you with their real estate decisions Online leads exist because there are "orphan clients" who don't have a strong relationship with their realtors Some clients will do this even if you are in good flow with them, but you can let that go and focus on the rest of your database Don't be a secret agent, where you make connections with people but fail to send out mailers - make sure they know you're a realtor The importance of mindset - being positive and confident in the value you bring Be aware of competition, but don't let it consume you Think of businesses you want to deal with - you want to go where you feel taken care of Ninja gives you the tools to connect with people about the things that are important to them, and gets your name out there so people understand you're in real estate Don't be afraid to attract or "harvest" new clients, and make sure you hold onto your current clients by showing up for them Show up for them and they'll show up for you People move towards value Even if someone already has a realtor, talking to them and demonstrating your value increases the odds that they'll refer you - they may even feel more inclined to do so because they weren't able to give you their business in the first place Quotes: "This is a total mindset podcast. We run this all the time, especially with new people coming into coaching, or people that are merging into newer marketplaces or different marketplaces." "Now I'm their personal realtor. I harvested them from somebody else because of who I am, how I was able to work with them, the value I was able to bring." "That's how you accumulate clients is through earning their trust through the value that you share." "The other interesting stat is that the majority of realtors are horrible at staying in flow with their clients after the sale." "It's not necessarily about that one transaction, it's about the referrals. And if you can stay in flow with them, they've got a lot of referrals every single year that they can pass your way if you stay in flow with them and stay in contact with them." "[Clients] want to be taken care of. And I think it's, it's funny when somebody gets that entitled, That's my client! And it's like, Well, you haven't talked to them in a year." "Never take your relationships for granted. Because there is somebody that will come in and, on purpose, try to steal your people." "It actually raises the game of all of our businesses when we are showing up on a better level." "If you're looking at all the people you've done business with and viewing them as 'past' clients, we're already in a 'behind mindset'... You're affirming that they are now free to work with whomever they want, which they are, by the way." "The first step is getting your database to come and use you when they need you for real estate." "Why do online leads exist? Because there's orphan clients. There are people who don't have a strong relationship with a realtor. And they may know 12 realtors, but they don't have a strong enough relationship with a realtor to not click the button on Zillow of the house that they're interested in seeing." "If one of your clients goes and clicks a button on Zillow, or walks into a new home community, and doesn't tell you about it, that's not their fault. That is your fault." "Being aware of what the competition is out there in the marketplace is one thing, but letting that fear consume you so that you do nothing and just turn your mindset down a path of, Nobody wants to do business with me, which is the extreme side of it - you don't want to even be heading in that direction with that." "That's why Ninja works so well. We're going to get pieces out there that help them understand that you're a real estate agent. We're also going to connect with them on the things that are important to them. And that way you can walk into a brand new marketplace or your current marketplace you're in and you can harvest other people's clients, because other realtors are dropping the ball every single day." "Don't be afraid to get out there and attract, steal, harvest - however you like to put it. And don't lose what you have. Hold on to the people that you have by showing up for them." "Show up for them and they'll show up for you." "People move towards value. That's all you've got to remember: If I bring more value, people will move towards me." "Sometimes those are the people that will actually go out of their way to refer you because they felt bad about not using you because they had to use whoever." 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

The Federal Housing Finance Agency (FHFA) recently published their House Price Index (HPI) for 2021's second quarter, and today Matt and Garrett are doing a deep dive on the report. The FHFA HPI is a broad measure of the changes in single-family house prices based on data from all 50 states and over 400 American cities that extend back to the mid-1970s. Our hosts break down the most fascinating and relevant findings so that you can educate yourself and your clients about what's currently happening in the real estate world, and solidify your position as a trusted, knowledgeable advisor. Matt and Garrett discuss rising and falling real estate trends over the past two decades, and review the current top five and bottom five states for appreciation. They talk about the difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices, and they encourage listeners to follow up with your own research on the transactions behind the trends. They review the most interesting trends happening in cities like San Francisco, Idaho, the City of Boise, and El Paso, and Garrett explains why you should always "Follow the beer". You'll also hear about changes in average home prices versus annual income, accessible equity, and using this information to become "the source" of knowledge for your clients. As Matt and Garrett point out, there is always so much going on behind the numbers, and it doesn't take much to sit down each quarter and educate yourself on the bigger picture, whether that be in your own backyard or across the country. This is part of the value you bring as an agent, and helps set you apart as a professional who's on top of important shifts and changes in the marketplace before they even happen. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Today's episode is all about knowing your stats and data, reviewing the numbers so you can be fully knowledgeable for your clients and demonstrate your professionalism Certified Ninja Coach Mark Johnson is great at reviewing Federal Housing Finance Agency (FHFA) reports and distributing them to the rest of the team The most recent FHFA House Pricing Index report on Q2 (download here) revealed what happened through COVID and immediately after restrictions started being lifted This PDF is an extremely useful tool and can be helpful with real estate reviews Page 10 illustrates the Monthly House Price Index for U.S. from January 1991 - present Matt and Garrett discuss rising and falling trends over this time period, including the 2008 Financial Crash and plateau in 2011 There is a lot going on behind the scenes that is making people want to buy real estate right now Top five states: Idaho had a 37% appreciation rate in one year; Utah was 28%; Arizona 23%; Montana 23%; and Rhode Island 23% Alaska is currently the worst state for appreciation in the United States - 8% appreciation for the entire state Coaching through COVID actually became somewhat uneventful because every state was experiencing the same market We have been in a very strong seller's market There are different ways to use this report - the key takeaway is to use it to educate yourself Q2 2021 was highlighted as the best quarter for the entire United States at 4.92% growth in just three months There's a difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices Try to look into the transactions behind pricing trends and look deeper into the data Do not make real estate decisions based solely on this, but use it as a guide Appreciation trends in San Francisco, Boise, Idaho, and El Paso Remember the lily pad in the pond example - the goal is to notice changes coming before they've already happened Garrett's mantra of "Follow the beer" - look at where businesses like breweries or tech companies are setting up shop It doesn't take a lot to devote some time every quarter to review these trends and educate yourself on what's happening The average home price has grown to $390,000, but average income has not grown at the same rate - how long is this going to be sustainable? Use this information to build your knowledge and help guide your clients accordingly Accessible equity and reinvesting in your own home You don't have to have all the answers - this actually forces you to ask more questions and do more research Learning everything you can helps you "be the source" Quotes: "We are going to talk about some stats today. We're going to talk about knowing your numbers, knowing what's happening out there in the real estate world so that you can be smart, educated, trusted advisors, not necessarily reliant on everybody else to hand you the information." "When this was having this huge ramp-up [in 2006], the people that were educated in the marketplace were watching it and going, It's a false market. It was based off of lending that was getting out of control." "There's a lot more going on behind the scenes that are making people want to be buyers out there right now." "Idaho, ranked number one right now - 37% appreciation in one year! Twelve months - 37% appreciation." "For right now, I need to know the top five and I need to know the bottom five." "Coaching has been a fascinating thing through COVID, because it got a little boring. And I mean that in the best way possible." "This is why you see this in these numbers right now, is that we have just been in a very strong seller's market for the most part." "The grand conclusion is - be educated. Be educated on all this stuff, so that when somebody is out there going, Wow, man, the real estate market's really doing well right now, you can be like, Yeah, let me tell you about how crazy it is right now." "I also like to look at the quarter appreciation, which Q2 2021 highlighted as the best quarter for the entire United States at 4.92% growth in one quarter - in just three months, which I think is very interesting to see." "When you're looking at this stuff locally, in your own markets, start to look into the transactions behind these pricing trends." "Do not go and invest in real estate based on this, but use it as a way to help guide you with what's going on." "If they continued at minus 1.5%, it's going to take a couple of quarters for you to see any major changes in their annual appreciation." "The goal is to notice that the pond is filling up with lily pads on the 15th day. Most people notice it on the 28th day, a couple days before the whole pond's full and the change has happened. Our job is to notice it on the 15th day." "It's interesting, to watch San Francisco go through what it's going through, to watch Boise City spike the way that it's spiking. There is a lot of money moving there right now, there are a lot of people that are pulling out of some of their other states." "There's a lot behind these numbers. And once you start to educate yourself in this, then you can start to see bigger trends, do a little bit more research. And it doesn't take a whole lot. Just ask questions, ask yourself questions and then that'll take you down a path." "My job is to know what's happening with real estate - in our backyard to across the United States. And you can all do it. The numbers are there, the information's right there. It's presented to you every single quarter." "There's a lot of numbers coming out about growth, and you'll hear anything from, 17 to high 18% year over year, which is massive when you think about the average across the country. And it has brought the average home price up to $390,000." "Don't let the data scare you or put you in a position where you're saying, Oh my goodness, the sky is going to be falling at some point. Just use it for what it is - it's information and use it to build your knowledge. That's it." "Just from a personal finance perspective, be careful. Never over leverage yourself, no matter what the markets are doing." "You don't have to have all the answers. That's actually probably the best part is when you don't have all the answers. It forces you to ask more questions, which then helps you go explore so you can learn more, so that over time you can start to become the source." "If you're the source, talk about the attention you can get in the marketplace and the confidence with your clients - then you'd be able to do more business and smooth out your business. So no matter the market, you're the guy or the gal." "You have to slow down, do the work, educate yourself." 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 a broker owner, manager, team leader, or even as an individual agent, sometimes you may find yourself dealing with someone who just doesn't seem coachable. But are they really uncoachable, or is there something else going on? As a coach, it's your job to ask the right questions, dig deeper, and find out the real reason why they may be pushing back on certain Ninja Systems. As Matt and Garrett point out, the number of people who are truly uncoachable is actually much smaller than you might think. Today's episode will help you unlock the real reason why someone may be putting up roadblocks in the coaching process, and determine how to get them back on the path to success. Using the example of his own lukewarm feelings about handwritten notes, Garrett explains that oftentimes people resist certain systems because it brings up different fears or misunderstandings for them, rather than because they are uncoachable. He talks about finding other options that accomplish the same goal, and being careful not to write people off too quickly. Matt and Garrett share "uncoachable" red flags to watch out for, and remind listeners that sometimes it takes time for people to come around and feel ready for the process. Another possibility is that you're simply not the right fit for that person, and part of being a good coach is recognizing when the key to success might lie with a different mentor. While coaching may not be for everyone, today's episode shows us that with a little bit of patience, persistence, and a lot of questions, you can help almost anyone overcome their struggles to achieve success worth celebrating. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Today's episode is extremely useful for broker owners, managers, team leaders and individual agents How to determine whether you're working with a coachable person If someone refuses to do one of the Ninja Systems, they're very likely scared or unsure how to deal with it There could be something else going on, or maybe Ninja just isn't the right system for them Most people are coachable There are four types of agents in an office: productive/coachable agents; productive/non-coachable agents; non-productive/coachable; non-productive/non-coachable You have to be careful not to misidentify non-productive/coachable people with non-productive/non-coachable people You need to dig deeper and ask more questions to find out which category they fall into If you can find their "why," the reason they're an agent, you can find the path to bring them in and they become a lot more coachable Some people just get stuck on certain systems, as Garrett illustrates with his own example of resisting handwritten notes - it comes down to a fear of writing for him He has found his own creative workaround that still accomplishes the same goal of making personal connections - and this is okay, too Sometimes people push back because it's an excuse not to do a system, or they misunderstand it Questions that will help managers figure out whether someone is actually coachable Where is your strong reaction coming from? What memories come up around this activity? Let these questions sit, and when the person is ready to circle back and discuss their answers, that's when they're in a coachable moment You can't coach someone if they're not ready to learn You need to ask lots of questions, and if you're getting fewer and fewer answers, that's an indicator that the person may not be coachable or open to the process The number of people who are truly uncoachable is actually much smaller than you might think But if they really aren't receptive or willing to try different things with you, that's when you need to have the discussion of what path they want to take It's not an easy process to ask the right questions and dig deeper to find out whether they're coachable - it requires a lot of time and deep thought It could also be that you're simply not the right coach for that person, and maybe they would connect better with someone else Finding the right coach is crucial to success in the coaching process You also have to determine whether you are ready to be coached Being coachable means you have to set your ego aside and have some level of vulnerability so you can accept guidance A good coach will ask the right questions so that you can identify your own shortcomings - this is much more powerful than having someone list off your weaknesses As a manager, if you feel someone is not ready to be coached, see if they respond to other resources that might open them up to the process (success stories, inspiring athletes) You can't force people to feel ready for coaching It's the manager's role to help agents be the best they can possibly be, even if that means finding a different office or a different coach that works better for them As we gear up for the fourth quarter, if you're finding yourself putting up roadblocks around certain systems, or if you're a manager whose agents are pushing back, this is an opportunity to ask more questions and see if you can find a way to get past it or find other options that still bring the success you're looking for Quotes: "How do you know when somebody's uncoachable?" "Anybody who responds that fast and that hard, typically is scared. There's something there that's freaking them out that they don't know how to deal with." "From a manager's standpoint, they introduce Ninja to people, and they all of a sudden have some people in their office that are like, Yeah, no, that's not my system. I don't like it." "I find most people are coachable. Most people - you can give them direction and get them to a place that they want to go to. But if you're running into somebody that's giving you that much pushback, there's usually something else going on." "If they are coachable, which is the system that they would be coachable to? If it's not what we coach here, great, fine, we can figure something out or move them on. And if they're not coachable, then we have to figure out what to do." "If we can connect the dots to what we're coaching, teaching, what the system is to their why, they become a lot more coachable." "It's important in your life to have a good coach that can help you work through some of that stuff and understand it." "If my coach came to me and said, You have to write handwritten notes, I'd blow out. I'd be like, If you're going to require that of me - this is so painful for me, I'm going to go find something else to do." "That's my workaround. I will pick up the phone and have that conversation with somebody and tell them how incredibly important they are to me and what they mean to me in my life, which a lot of people would put into a handwritten note." "I think there's some things you can help people figure out and there's some things you need to find workarounds for them. Because you don't know all the stuff going on behind the scenes that's shutting them down." "I find most people it's a misunderstanding of the system. Like with the notes, they have a misunderstanding of what they're supposed to put in the notes." "I think a lot of times we give up before we figure it out." "I try to create coachable moments, and you can't just coach somebody on something that they don't want to learn anything about. It doesn't work that way." "You need to ask more questions. And when you think you've asked all the questions, you need to ask more questions. Because that's the only way you can figure out what's going on internally with this person." "I think for managers, being able to identify - the more questions you ask, the less answers you get - I think is going to be an indicator of whether an agent is coachable or non-coachable for you." "When you are asking questions, and you're getting one-word answers, not a lot of information back, there's two things: One, maybe they're uncoachable. The second is maybe there is another big wall there that they're afraid to take down." "How many more things do you want me to give you that you're not going to do? That's when you have somebody in front of you who potentially may not be coachable. And that's when you have to have a discussion with them and be like, Hey, what path do you want to go?" "Sometimes you're not the right person who's going to ask the right questions that that person needs to answer. And all of a sudden, you find that person that for some reason is able to unlock those right questions. All of a sudden, you see this massive movement forward." "For the individual - I had to go through this myself too - you have to determine whether you're ready for coaching… It's helpful if they're ready to be coached." "To be coachable, you have to open up and have some level of vulnerability to understand that, I don't have all the answers. I have all the ability, but I need some guidance, and I need to be willing to hear things that I may not want to hear when I'm being coached." "If you're a manager and you have someone who you think is not ready to be coached, see if there are resources that you can guide them to that might inspire them to open up to be coached. And that could be success stories from other people in the industry. It could be success stories shared from professional athletes." "That's the role of the manager is to help the agents be the best they possibly can, even if that means they need to go to a different office, they need to go to a different company, they need an external coach or an internal mentor, but we need to figure that out for them so that we can help guide them in that coaching role." "If you can help them get to where they want to go - you don't have to be the person that asked the right questions. But you do need to be the person that can put them in the place where they're going to have the right questions asked." 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

With the fourth quarter of 2021 just around the corner, today's episode looks at giving yourself a jumpstart and taking advantage of this window to really light things up for your best quarter yet. Matt and Garrett explain that having a great fourth quarter does not start in the fourth quarter, but rather, about 45 to 60 days beforehand. So right now is the perfect time to really make an impact. Our hosts talk about the importance of building momentum, staying consistent with your Ninja Nine Systems, and being on purpose with your time. Once you have a solid foundation with your daily activities (phone calls, real estate reviews, lunches), you can really dial it up or plan something big going into your fourth quarter. Even if you're on track for a solid 2021, Matt and Garrett share their advice to stay on top of your Ninja Nine Systems in order to pick up the pace, rather than push things off until the end of the year. You can also use this time as an opportunity to sharpen other skills, find new and creative ways to connect with your sphere of influence, or expand on whichever system comes most naturally to you. Now is the time to accelerate your business and set yourself up for a truly incredible fourth quarter, and today's episode will show you how to do exactly that. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Right now is your opportunity to light up your fourth quarter - a lot of people miss this window Having a great fourth quarter starts 45 to 60 days ahead of time You still have time to give yourself a jumpstart Don't focus on when things close, instead focus on building up momentum that you can carry with you for a great first quarter Even if you're on track for a solid 2021, you still need to stay on top of your activities and make sure you're not letting real estate reviews, phone calls, etc. slide Be on purpose right now August/September is the time to pick up the pace and run with it This will allow you to go into the holidays without all the year-end stress First and foremost, you need to focus on your Ninja Nine to really accelerate things This is a simple system that enables you to be consistent on a daily basis Consistency is so important, and the results will always follow This is not to say that you can't do something big going into the fourth quarter - but it's best to do that on top of your consistent Ninja Nine systems You can accomplish your Ninja Nine in two to three hours a day, which offers flexibility so that you can still live your life in other areas without neglecting the business side of things One big event is not going to sustain or grow your business - being consistent with your Ninja Nine will Example of being a good parent - you need to show up with love and attention for your children every single day, not just attend one baseball game per year Once you have a solid foundation, you can dial it up or dial it down from there Ways to dials it up going into the fourth quarter Look at which systems come naturally to you and find ways to expand on them What gets you excited within your database? Which parts do you like best? Which relationships do you want to improve upon? This will help you identify which systems to lean into This can also be an opportunity to sharpen other skills that you'd like to improve upon or educate yourself in new areas or markets You can also find creative ways to influence your sphere and connect with people The time to light up your fourth quarter is now Quotes: "This is your opportunity right now to light up your fourth quarter. And a lot of people miss that opportunity." "If you want to have a great fourth quarter, it doesn't start in the fourth quarter, it starts 45 to 60 days before." "It doesn't really matter if it closes December 31 or January 1 - it really doesn't in the grand scheme of things. But the momentum that you can carry through this fourth quarter, to have a great quarter or set yourself up for a great Q1, that's what this is about really." "It's a much bigger picture than the plaque on the wall. The picture is this growing business, the people we're helping, what this business allows us to go and do. And whether that closes in January, closes in December, doesn't make a darn difference." "Be consistent with it right now. Start doing [your systems] right now. Get the flow going with those real estate reviews. Do them in person right now, because that's where you're going to get the biggest and best results." "Be on purpose right now." "August, going into September - oh my gosh, this is another opportunity for you. You've got to run with it, you got to pick up the ball and run." "If you really want to accelerate things, the Ninja Nine is your answer." "We want the Ninja Nine to become this foundation that, whether school's in or school's out, you can do it. It marries well with your lifestyle so that you can live the life that you want and do the Ninja Nine." "Don't plan that if you're not doing the basics. That's not going to save your business, because that one-off doesn't do it. Showing up all the time does." "The first place I always look at is, What are the natural systems that automatically work well for that person?" "This also could be a good time to sharpen some skills, sharpen your analytical skills." "I want everybody to know the opportunity is right now, if you want to make an impact in that fourth quarter - it's not once you're in it, and you're running. This is your time right now." 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 take an in-depth look at the number one Ninja Nine System that agents report having trouble with - speaking or communicating with 50 people per week. Rather than getting bogged down in it, our hosts talk about shifting your mindset and identifying the reason why you're making these calls and connections. Easily one of the most misunderstood pieces of the Ninja puzzle, your 50 calls per week is also one of the most fundamental in creating the results you want to have, and it's what makes all the other pieces fall into place. Our hosts break down the biggest challenges and missteps related to this particular system, and offer their best strategies to overcome them. They talk about getting yourself out there in the community and making connections based on similar interests and passions, whether that be in person or online. Regardless of which avenue you choose, the most important step is to have one-to-one conversations and take the time to connect on a personal level. Ask questions, comment on social media posts, and share advice when asked to show your genuine curiosity and care. This will put you on the path to becoming a leader in your community, and your business will thrive as a result. You'll hear what qualifies certain people or conversation as one of your fifty contacts for the week, how seemingly inconsequential interactions can actually lead to business, and why you need to approach this system as a long-term play. For those who struggle to hit your 50 contacts per week, remember that if you're focused on building genuine relationships, detaching from the outcome, and figuring out what makes people light up, the business will always follow. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: Today is a deep dive on one of the Ninja Systems - talking with 50 people per week A lot of people get bogged down in this and it can be very difficult if you're approaching it the wrong way Identify the reason why you're making these calls and connections This system did not come out of nowhere - there is a reason for this piece in the Ninja puzzle It's one of the most fundamental and powerful ways to build your business and create the results you want to see Get yourself out there and make connections in your community Join social groups, meetings, and use online platforms You can build relationships through online venues if you spend the time to develop them People who are engaged in their communities always see their businesses thrive Forming groups will also set you apart as a leader and someone with knowledge and influence This also builds a sense of community and will help you grow your database quickly Chamber of Commerce or Rotary meetings are a great way to connect with other business owners and leaders of the community Qualifiers to include someone as one of your 50 contacts Current clients or people you have recurring conversations with absolutely count If you focus on building relationships and detaching from the outcome entirely, the business will always follow Practice talking to people and having FORD (Family, Occupation, Recreation, and Family) conversations Advice for new agents Quality and consistency with your database are more important than quantity "Interviewing" people and truly learning about them Building on questions you're asking, following up, and figuring out what makes people light up Joining our Facebook podcast group is an excellent way to connect with other realtors and be part of a growing community Quotes: "This is probably the number one system that heightens the level of stress for people when they start trying to figure out, How am I talking to 50 people?" "A lot of people also approach it just completely in the wrong way. And it can get difficult if you're approaching in the wrong way." "The biggest challenge that I see around this is the mindset of why. Why am I talking to 50 different people?" "The initial why I look at is to build quality relationships that can be around you for the long term so you can have a sustainable business." "You need to be talking to, and interacting with, at least 50 people per week, if you want to have these results. And it's just a piece of the puzzle. However, that piece of the puzzle is incredibly critical to making the results that we want to have happen." "I would say it's a piece of the puzzle that is so powerful that I've seen people build businesses off of just that." "You've got to get yourself out. You need to find environments to make yourself accessible and be able to communicate with people." "Your number one thing is, How can I get involved in something that you have a passion or like-interest around?" "You can build relationships through these [online] venues - if you spend the time." "You all know that person in your world, in your community, that whether they are the mayor or not, you're like, Man, that person just has their hands in everything. And they care about stuff and they're moving forward." "The people that show up for Rotary and show up consistently, those are people that care. They want to see the best for the kids, the families, the businesses. They want to give back. It's a really good group to be around." "What we're trying to do is to make sure that when we have an opportunity for interaction with another human being, that we're taking that moment to slow down and try to learn something about them. And that's the qualifier." "This is a long-term play." "Your goal then with your 50 people is to see if you can figure out the common interests that you're like, I can circle back around to this conversation again." "These are the things that make those people move towards you." "Even the people that you're like, Oh, man, they don't talk very much. If you hit on the right thing, you can't get someone to shut up! And that's a win. That's what you want." 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