Ninja Selling Podcast

If you're having the little thought that you might need an assistant, you definitely need an assistant. On today's episode, Matt and Garrett break down everything you need to know about hiring an assistant, navigating that working relationship for optimal success, and what you can do to ensure your assistant performs at the highest level possible long-term. Our hosts explain the importance of having a solid foundation in place when hiring an assistant, as well as making your expectations and job descriptions clear from the beginning, and encouraging open communication with one another. As you'll hear, having F.O.R.D. (Family, Occupation, Recreation, and Dreams) conversations with your assistant can yield amazing results, and even introduce new ideas that will not only help your business run smoother, but also free up more time to focus on income-producing activities. As you begin your business planning for 2022, today's playbook for hiring an assistant will show you how to make the most of this relationship, and set yourselves up for a rewarding dynamic in which you both play to your greatest strengths and skill sets, and reach your mutual goals together. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Proper etiquette around hiring an assistant and navigating that relationship Have a plan, clear expectations, and a solid foundation Preventing communication breakdown between agent and assistant Make a list of low dollar producing activities that can be delegated to someone who's not licensed, and who truly enjoys looking after those tasks Disassociate from the idea that you need to hire another "you" A licensed assistant could also be an option Hiring someone with specific skill sets This frees up time for other valuable activities Number one reason assistants leave or get fired is lack of effective communication initiated by the agent themselves F.O.R.D. questions and encouraging open dialogue with your assistant Be open to their ideas and suggestions Have your assistant document what they're doing for you Hire an assistant before you need them Quotes: "There are some things you can do when you first decide to bring in an assistant that'll make everything go smoother, long-term." "Let's have a process in place so that they know what they're going to be doing." "You need to get a clear idea of what your operations look like, which is what is so beautiful about business planning." "How many times have I seen people say, These are all the things that I get bogged down in, but they don't write it down." "That's a very important point that people should pay attention to is that when you're hiring somebody - you're not trying to hire another version of you. You're not trying to duplicate yourself so that you can be in more places at one time. You're looking for somebody who can be a strength in an area that you either just don't want to be strong in, or it's a weakness, or it's just not an income producing activity." "When you free up time, it allows you to then free up the ability to communicate with your assistant." "Where can I build a process and build some systems so that there's clarity when I bring somebody in? And now I have the freedom to communicate." "The number one reason for an assistant either blowing out and running away, or getting fired, is lack of communication set up initially by the actual real estate agent themselves." "Because of the lack of communication, these things fester and fester and fester." "What am I doing to make sure that this person has everything they need to do their job?" "If you make this a regular practice, and you give it space, it can work really, really well. It's amazing." "I would recommend hiring somebody before you need them." "If you're having that little thought of, Maybe I need an assistant - you need an assistant." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

As we look toward the future of real estate, many realtors fear that an increase in buyer agency will render them obsolete. In this episode, Matt and Garrett are here to tell you that this could not be further from the truth. In fact, buyer's agents are worth their weight in gold right now, and this is not going away any time soon. Our hosts explain why agents are still so crucial to the buyer experience, and talk about their shared pet peeve for the idea that buyer's agents are free. You'll hear about taking the perspective of potential clients, having a strong process and structure in place when working with buyers, and making your value clear up front. Garrett gives an update on his buyer's packet extravaganza, and Matt throws his own challenge out to listeners, but with a very intriguing caveat. If a purchase is risky or complex enough, people need to bring in a professional for guidance, which is why agents will always be necessary regardless of the market. If you're providing the highest level of service and fully embracing being an amazing buyer's agent, you can absolutely find a high rate of success within this realm of the industry, and today's episode offers a fun and entertaining jumping off point for you to do just that. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Today's episode is all about buyers and buyer's' agents Buyer agency is poised to explode in the next 5 to 10 years, but agents are still necessary Buyers should have an incredible experience when they are buying their homes Analogy of travel agents helping you make the most of your vacation experience Buyer's agent is worth their weight in gold - that's not going away Pet peeve around the idea that buyer's agents are free Value of process versus presence Taking client's perspective Having a process and structure in place for working with buyers It's important to make your value abundantly clear Power of a good buyer's packet and update on Garrett's challenge Matt invites listeners to send him their buyer's packets as well, but you'll need to do a little digging Garrett's mailing address can be found here If a purchase is high risk or complex, the average person needs to bring in a professional to guide them through it This is why agents will always be needed, regardless of the market You can start taking steps now to ensure you're providing a high level of service Be okay with being an amazing buyer's agent - embrace it and own it Quotes: "One area that I think is going to really explode over the next five to 10 years is buyer agency." "I do think we're going to be moving into a place at some point where buyers are going to be seeking out professionals to help them with the experience." "The buyer's agent - a good buyer's agent, a really good one - is worth their weight in gold right now." "My biggest, biggest pet peeves is the statement of, You should work with a buyer's agent because it's free for you as a buyer. Oh my goodness, it makes my skin boil because it's so not true." "At the end of the day, people should be hiring you for your process, not for your presence." "Working with buyers is absolutely miserable when you don't have a good process." "You have to first have that mentality of loving working with buyers, creating an amazing process." "A lot of people don't put as much attention into the buyer process as they could." "That's the beauty of a good buyer's packet." "Having a really amazing advocate or team of advocates on your side to help you find the right neighborhood...that would fit all the needs and desires that you have - Oh man, that's huge, huge value." "If the risk and the complexity is there, and the risk is high enough, what we do is we get a professional team involved in it." "Be okay with being an amazing buyer's agent." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Every Ninja has a story, and today Matt and Garrett have the pleasure of hearing Jessica Babington's, who was first introduced to Ninja in 2010. Jess shares how she was first introduced to Ninja Systems, why it resonated so deeply with her, and what has kept her on the Ninja path for so many years. She recalls a pivotal moment that changed the course of her real estate career, how she made the jump to becoming a solo agent, and expresses her appreciation to Garrett for helping her see a world of possibilities as she prepared to cross that threshold. Jess shares her incredible insights on developing the right belief system, letting go of fear, and embracing the Ninja Systems. She talks about investing in yourself through coaching, shares her favorite Ninja Nine activities, and breaks down her philosophy to keep things simple. You'll also hear Jess's two key pieces of advice for transitioning to a new market, how she builds genuine relationships in real estate, and the powerful way that living debt-free has shifted her motivation as an agent. Jess's inspiring journey shows us just how much you can accomplish in this business once you shed the "sales" jargon and let your passion for helping people guide the way. Her dedication to her community and to her clients leave little doubt that the Ninja Systems can not only make you a better agent, but a better human overall. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Today's guest is Jessica Babington of Luxury Lake Real Estate in Mooresville, NC Her introduction to Ninja and what kept her on the Ninja path Jess's experience coaching with Garrett Pivotal moment that changed her career Growth and crossing over thresholds Developing the right belief system Getting rid of "Sales" jargon Positive affirmations and letting go of fear Power of meditation Investing in yourself via coaching Analogy of pushing a snowball uphill, which grows and takes off once you get to the top Her favorite (and least favorite) Ninja Nine activities Simple marketing and genuine relationships Transition to luxury market Pre-listing interview and being prepared Building her business through referrals Being motivated by giving back to the community Getting involved with a cause that you're passionate about will keep you fired up and help you build a better business Knowing your "why" and accepting that it can "shift" throughout your life Finding success through the pandemic Providing value to clients by helping them navigate potentially difficult situations Getting clear on your mindset and what you have to offer Quotes: "There are no no accidents in my mind and in the journey that life takes you on." "There are many ways to find success in our industry and you have to find what really rings true for you." "[Ninja] just really goes to the core of who I am, which is somebody who wants to genuinely know people, genuinely build relationships with people, and genuinely help them get to where their goals are in real estate." "You really helped me expand my mindset and work on some self-talk and some self-belief, that I was capable of a whole heck of a lot more than I knew I was." "That's the other thing about Ninja that's so beautiful is it also helps you just be a better human." "I'm not a salesperson. I'm just somebody that helps people and is an advocate for people. I bring people together in real estate transactions." "By doing the affirmation, I was more in the driver's seat and had more control than I thought." "There was definitely a time of transition and I had to just continue to work the Systems and know that the Systems are going to work." "The first step was to become the subject matter expert. If I'm confident in my knowledge of the market then that helps me tremendously." "We talked about pre-listing interviews and making sure you understand what these people are looking for before you walk in the door." "If you've done that pre-listing interview and you've collected as much data about who these people are, and what they're looking for, when you go into the door, you will be much less intimidated and then you have a higher likelihood of being successful." "You don't ever want the commission breath." "Just start to look at, Where's the greatest need in my community, and how can I fit into that?" "You have to be open and want to grow, and want to be motivated by a Ninja coach." Links: Jessica Babington www.JessicaBabington.com @JessBabington on Instagram www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode touches on a hot topic of discussion these days - whether now is the right time to buy. If you have buyers who are asking this question, there is probably more going on, and it's your job to find out what. Matt and Garrett talk about helping your clients narrow down their long-term vision, how a potential purchase fits into their five-year plan, and whether it aligns with their lifestyle. Using the Ninja Buyer Process, you can help your clients find clarity, even in the midst of unpredictable life events. Our hosts explain how to guide both renters and homeowners through this process, ask the right questions, and empower them to become smart, educated Ninja clients, who ultimately become decisive Ninja buyers. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Today's episode explores whether now is the right time to buy If buyers are asking this question, we need to discover what's holding them back Ask lots of questions to find out what else is going on You need to get a bigger sense of why they're asking this, and what this purchase means to them long-term Renters versus homeowners What is the lifestyle your buyers want to have (within their means)? Helping clients narrow down their long-term vision Uncertainty of life events can change these decisions as well Ninja Buyer Process will help clients find their clarity, become Ninja clients, and ultimately Ninja buyers Quotes: "When buyers start getting into that, Well, is this the right time to buy? There's something else going on, and we need to discover what." "My first thing is, Well, talk to me about what this house means to you for the next five years." "You need to get a bigger sense of why they are asking this." "If you are a current homeowner, and you are planning on staying in that local vicinity, and you're worried about what your money is going to do, that you have tied up your house, it's going to go down, or it's going to go up no matter what. You're in the market. You're there." "If it's your primary residence, don't play with the money so much." "Let's start talking about these decisions based on the life you want to live and why you decided that you wanted to explore purchasing a home or selling a home in the first place. And as a real estate agent, that's our job is to help guide our people through this process." "When it comes to making big purchase decisions like a house, if you have a long-term vision, it's going to make that so much easier." "Sit down with them and have them write out exactly what they want that bigger picture to look like." "We're making financial decisions, sometimes based on the uncertainty of life events… We're already combining two things that don't always match well together. And then taking the uncertainty of both of those things and putting it together. No wonder people get confused in a time like this." "Tell me what's really going on through your head. And what would you really like to see out of this home, this neighborhood, this change that you're looking to make?" "You've got to look at the quality of life, but also the time that you're here on this planet and say, Okay, is it worth having that in my life, for the time that I'm here?" "[The Ninja Buyer Process] allows them to be an educated, smart buyer. That's the beauty of that process." "It's not designed to make you a better agent. It's designed to make them better buyers." "If you're doing the right things up front, you've turned them into a Ninja buyer. Ninja buyers can make decisions for themselves. And if they're leaning too heavily on you, it means you haven't asked enough questions. You haven't done your processes. You haven't allowed them to be a Ninja client." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Garrett has come up with a wonderful topic this week, and Matt has embraced it fully, and that is the value of slowing down, being with your people more, and actually improving your business as a result. There are so many reasons as to why people become almost hyperactive in their business and speed through everything they do, but, today, our hosts will walk you through precisely how to counter this, becoming more authentic, efficient, and consequently successful along the way. They begin by looking at some of the reasons people end up in 'hyperactive mode', what slowing down really means to them, and the Ninja principle of not getting attached to the outcome. From there, our hosts explore flow frequency, finding balance, being interested and, therefore, interesting, and the key to unlocking referrals. No one is saying to slow down in the sense that you stop doing anything, but what Matt and Garrett highlight instead is the importance of slowing down to really get to know and care about your people. Following their sage recommendations here today will prove mutually beneficial to you and all those with whom you come into contact. Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share your own life list, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches. Episode Highlights: Going into 'hyperactive mode' and some reasons behind this What slowing down really means Not getting attached to the outcome Flow frequency Finding balance Being interested and interesting The key to unlocking referrals Quotes: "Sometimes we get so caught up in the business that we've created, that we're running with, that we can't slow down and do the things that help the business grow to where it got it to." "We don't want to slow down and don't do anything." "Be with your people for longer." "Make it bread first, then decide if you want toast." "Let's really get to know these people. Let's really figure out what's going on, listen to what they have going on in their life." "If you are interested in others, and curious about learning more about what's going on in their world, they're naturally going to be interested in you." "If I do the systems, the business flourishes. If I focus on the right energy and have the right interest with people, that just makes them move towards me, opens up more opportunities for me to do more business. It's just a natural byproduct." "There is nothing like having someone invested in your success." "Whatever it is that you own, and that you are making a living around, you have opportunities every single time when you're around people to slow down." "But the reason that damn business is so successful over there is because every single person that walks in there they slow down with, and they actually have learned stuff about us and they care about us." "I don't care what your business model is, this is a piece that will help your business level up." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

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