Ninja Selling Podcast

Whether you're dealing with contractors, photographers, or handymen in your world, having good relationships with vendors can enhance the value you bring to clients, ensure that important jobs get done faster, and make your business run much more smoothly overall. Matt and Garrett discuss the importance of these relationships and how to develop them effectively, including paying contractors early, writing thank-you notes, creating an enjoyable work environment, and treating your team to lunch or appreciation events. These simple but meaningful gestures immediately set you apart from the rest, and put you at the top of the list of agents vendors want to work with. Matt and Garrett's helpful insights are sure to resonate for both new agents and seasoned professionals alike. Because once you find good people who get the job done, showing your appreciation is key to ensure that they go above and beyond to take care of you and your clients moving forward. Today's episode will show you how to build those crucial relationships with vendors so that you're not just someone who called to hire them, but someone they'll truly want to help and do their best work for. 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: Relationships with vendors can enhance the value you bring to clients and help you get things done faster You can develop these relationships so that you're not just someone who called to hire them Having good relationships with contractors does not necessarily mean you'll have preferential treatment, but you might stand out in their mind as someone they like to work with Communication and setting the right expectations Surrounding yourself with good people who will get the job done, keeping them in your circle, and making sure they show up for your clients when you need them Pay them early and write thank-you notes to show your gratitude You can also treat them to lunch or have an annual event to thank your vendors for all their hard work Having hospitality goes a long way - people want to work where they enjoy working Showing appreciation for vendors, photographers, contractors puts you at the top of their list of people they want to work with This makes everything run smoother Don't ask for discounts just because you give them a lot of business - paying full price shows that you recognize their value Let the other person offer a discount Ask for contact information for other vendors who have done a good job Reach out and let them know you were impressed with their work Quotes: "[Clients'] perception of the value that you bring to the table is affected by your ability to get these people to help you get the job done. Because if you can't complete your job or get it done in a timely manner, it does look bad on you." "It's important to basically step into, How can we change our relationship with these vendors where we're not just somebody that called to hire them?" "Just because you have a good relationship does not mean that you will get preferential treatment." "At the very minimum, if you have a good relationship with a contractor or vendor or anybody, you get great communication." "This whole game is about expectations... If we set the right expectations, it's easy. But if there's no communication, you can't set any expectations." "Never go late on paying somebody because if that's the case, they're going to go to the people who pay them first." "There's nothing worse than doing a job and then having to go chase around somebody to get paid." "People want to work where they enjoy working… If you make the environment for the crew, for the business owner, enjoyable, then they're going to want to work there." "The relationships are huge. From a simple glass of water to a case of beer, it just changes the dynamic of the relationship." "The best and most healthy relationship is to let the discount come from the person that is providing the service." "If you just take the time to slow down, acknowledge them and take care of them, you will stand out so fast. Because there are so many other people out there that they are working for that are just being aggressive and mean with them." "This is all about building strong relationships with the service providers in your area so that when you need help, when you need that service, they actually will drop and reschedule things to be able to make sure you get taken care of." 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

While Matt and Garrettt have discussed handwritten notes on the podcast in the past, today they put the focus on building upon this important foundation to take them to the next level. Having observed that completing these notes can, at times, simply become an item to be checked on a list, our hosts are here to show you how to move well beyond that and ensure that you start writing the most powerful notes you can to really have an impact on the lives of those around you. They begin by stressing the importance of your intention or the 'why' behind your notes as well as starting from a place of gratitude and making an impact on others' lives. Matt and Garrett also highlight just how critical it is that you truly listen to your people, and go on to discuss one of Garrett's most special notes, his pink pen story, and how to take your handwritten notes to the next level. They finish up by introducing Ninja Note Cards that are now available for all those interested. We all know that handwritten notes are a tried and true essential component of the Ninja philosophy, and today's episode builds upon this rock solid practice to really reach their full potential and generate that positive impact that is the goal of every Ninja. 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: The 'why' behind writing your notes Starting from a place of gratitude Making an impact on others' lives Listening to others One of Garrett's most special notes Garrett's pink pen story Taking your notes to the next level Ninja Note Cards Quotes: "Look at the 'why' behind the note along with the 'who'." "My feeling with notes is, if I'm going to write one, it has to invoke action coming back to me, it has to bring that energy back and you can't do that with just a 'Just thinking of you'." "When I look at a handwritten note…it's like an external gratitude." "My intention when I'm writing a note is I'm going to impact the world so much that I'm going to get a phone call back." "At the end of the day, we're trying to impact somebody's world in a positive way." "If you're in a headspace where you're just not feeling it, don't do it…but don't use it as a reason to never do it. In fact, find ways to put yourself in that state so you can do it as often as you possibly can." "And it's so awesome to feel and receive that energy. And so, know that the notes also have a power beyond just the person that you're sending it to." "The whole thing is about making an impact for somebody with your written words." "If there is energy there, you could say a few words, and it'll be there. You could say a lot of words, and it'll be there. But if the energy is not there, the quantity of words doesn't really much matter anymore." "Ask questions, listen, pay attention." "Just think a little bit about the person that you're writing to and write the same note. It'll have a different level of energy that goes out with it." "And if you don't hear a response back, don't worry about it." "See if you can change that energy and take it to external gratitudes when you actually sit down to put pen to paper for your notes and see what happens." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Ninja Note Cards

Matt and Garrett welcome an amazing member of the Ninja family, Lee Eckroth, to the show to discuss his journey with Ninja Coaching, including the revelation that he was not initially ready to be coached and the pivotal phone call that ultimately changed this for him in a big way. Lee talks about transforming himself physically and mentally to get himself in the right mindset to be coached, figuring out his "why" and how real estate could help him achieve his goals to give back to his community, and how this realization completely changed the way he operated his business. Lee expands on how the Ninja Systems have allowed him to have a better business and a better life, the idea of training clients to be Ninja clients, and the importance of "getting off the electronic leash" periodically. Our hosts ask Lee about the next exciting phase of his business, his philosophy behind building a great team around him, and which Ninja Systems he still makes sure to do every single day. As Larry Kendall likes to say, you should only share things that can be duplicated. Lee's inspiring journey of implementing the Ninja Systems and building an incredible business, all while giving back and doing the things he loves, is a brilliant testament to the kind of success you can find if you stay on the right path. For more information about Lee's tech company, you can visit Majordomo.com or send an email to Lee@majordomo.com. 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's guest is Lee Eckroth of Town & Country Realty in Corvallis, Oregon Garrett and Lee have known each other since April 2007 Lee has a huge heart and desire to give back on an extreme level Lee's introduction to Ninja and journey with Ninja Coaching He wasn't quite ready to be coached at first - it took years to implement, but once it happened, it happened in a big way He realized there was too much going on that didn't align with his values or how he wanted to live his life; a phone call with Garrett made him realize this He made huge changes mentally, physically, personally, and professionally Once he had a "clean slate," he was ready to start the process back up with Garrett Getting physically and mentally healthy helped Lee see what was truly important to him A key part of his journey was letting go of the past and focusing on the future Getting yourself in the mindset to be "coachable" Surround yourself with the best mentors and influences you possibly can Getting past thresholds on his journey Realizing he needed more than just working and getting paid - he wanted to give back and was inspired by other agents who did this Shifting the focus from how many closings they had to how many beds they could provide to needy children This transformed how they did business and the energy his office put out there People responded to this and became even more drawn to working with Lee's team as a result The important role that Ninja Systems have played in Lee's business so that he could enjoy more success than ever, but still have plenty of time for other areas of his life Training clients to be Ninja clients Lee wishes he would have implemented Ninja Systems earlier, but Garrett points out that the learning experiences along the way are all part of the journey "Off the electronic leash" vacations Ninja Systems give you momentum and make sure your business takes care of itself, even during challenging times Lee co-founded a tech company called Majordomo, which offers repair estimates based on your home inspection He brings Ninja Systems to everything he does Garrett comments that Lee is in top gear Lee's team is his community Affirmations are a key part of Lee's morning Being consistent with your Ninja Systems is key to success Quotes: "For me, I love mountain biking. I love hanging out with people and appreciate being with my Ninja family today." "I learned from Larry - only share things that can be duplicated." "The implementation took years for me to grasp. But when that happened, it happened in a big way." "Garrett and I were on one of our phone calls. I was multitasking, which tells you a little bit about where I was. Here I was, having this great coach, but I was doing multiple things while I was on this call, because obviously, that call wasn't the most important thing at that point in my life." "I quickly got to a point saying, I got to figure out what I need to do to turn this around because it's possible this guy, Garrett, who was my coach, was seeing something I wasn't seeing." "That was a key part of this whole journey was really figuring out where I wanted to go. And realizing that real estate was a tool to get me there." "Getting physically and mentally healthy was really important… It gave me the ability to find out what was important to me, because I had too much other stuff around me that I thought was important. And it turned out that was just all stuff." "You told me to go home and take down every picture that I had in my home that reminded me of the past and put those away and only focus on the future. And that was a key part of that journey." "If I'm willing to be coached, great things can happen." "The idea was for the number of bedrooms and residential properties that we sold, we would make a donation to this organization so they could give a bed to a kid. That was a complete turning point of my business." "I'm a community guy. And for me, my community was my coaches. It was the people where I live, it was the people I worked with. It was never about the real estate. It was always about doing really cool stuff. And real estate was just a way to get there." "I tried to surround myself with people who could extend some of the ideas that we had. But it came down to the Ninja Systems. And it was about attracting the right people you wanted to work with. And then using the Systems, the Buyers Process, and just everything that we do to train those people so that we could have our own lives." "While you're teaching us to be Ninja real estate agents, we're training our clients to be Ninja clients." "Looking back, if I knew what I know today, I would have worked three times as hard to get those systems up and running faster. That's one of the changes I would have done." "Your clients don't respect you if you're taking phone calls while you're supposed to be with your kids. They just don't." "As long as you have good systems in place, people are going to want to work with you… You could be a really great person, but if your systems are miserable, you're toast." "We have this company today that we're really proud of. We are serving agents and homebuyers across the country, helping them better understand and make those confidence decisions based on that home inspection data." "Affirmations are a key part of waking up every day. And being in the right mindset, knowing what you're going to do every day." "For anybody out there, getting to a point where you have a greater 'why' than just real estate or having income - it can be life changing. And once you get into that space, that's really where the magic starts to happen." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group Lee Lee Eckroth at Town & Country Realty Majordomo Website Lee@majordomo.com

On today's episode, Matt and Garrett discuss current marketplace trends in pricing, and address the misinterpretation that sales are slowing down due to a lack of buyers. Our hosts explain that when the marketplace continues to appreciate, at some point this hits a ceiling and sellers push prices to the point that buyers lose interest, creating a bigger overall shift. For a transaction to take place, both buyers and sellers need to agree that a price is reasonable - if buyers don't feel this is the case, they will make this clear through their offers or lack thereof. This is why buyers are really the only ones who get to determine market value and define the marketplace as a whole. Matt and Garrett talk about listening to the buyers in this marketplace, and they discuss the pitfalls of sellers both underpricing and overpricing their homes. Our hosts explain why listing at fair market value is your best strategy, and share some important tools that will help generate interest in your properties without putting off the buyer pool. The key is to think beyond price and look at the marketplace from a buyer's point of view. Garrett encourages listeners that the market is not slowing down. In fact, buyers are still very much out there, but we need to adjust our perspective (and prices) so that our listings appeal to them, and today's conversation will guide you on 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. 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: When a marketplace continues to appreciate, at some point agents start to wonder when this will top out and buyers will lose interest This causes an interesting change in dynamic and creates a bigger overall shift Buyers are the only ones who are allowed to push the price - if they don't feel it's a reasonable amount, they will make that clear through their offers or lack thereof Your goal is to get as close to market value as possible There is a lot of misinterpretation in the marketplace right now, and Garrett does not agree that it is slowing down For a transaction to take place, two parties need to agree that the price is acceptable Buyers are the smartest people in the marketplace and it's their money that will fund the entire transaction - they need to be working with smart agents (as opposed to the belief that new agents should start working with buyers) Buyers are going to define the marketplace As discussed with Tara Tooley, if you're running a good buyer process, you can manage your time extremely well working with buyers When you put a listing price on a home, that is a marketing tool Listing a fair market value is overall the best strategy Pitfalls of both underpricing and overpricing - when you start to play this game, buyers back off and that is when properties start to sit It's up to agents to supply the data and help sellers come up with the best listing price that will generate interest without putting off the buyer pool Six months ago, pricing higher wasn't a bad strategy - but you need to keep up with current trends and take that into account when deciding on pricing When you gradually push the prices a little bit higher, eventually you start to hit a ceiling When you're listing a home, you need to think beyond price - you want the home to appeal to buyers and position it correctly Tim DeLeon created a great pricing tool call Focus 1st to help with this This came out of a piece called Absorption Rate Positioning, which allowed you to look at the marketplace through a buyer's eyes Buyers are hyper-educated about a specific chunk of the market, within a certain price range and style of home - this is why they're the ones who are allowed to set the price of what a property is worth Appreciation trends over the past year The marketplace is going to speak to you as soon as you put a home on the market, and the faster the pace, the faster you'll have to adjust People think the market is slowing down because of a lack of buyers, but the buyers are definitely out there - we have just misinterpreted the marketplace and need to look at it from a different perspective Pricing is the fastest thing you can adjust Don't push the price - let the buyers get there They're the ones who get to determine market value Quotes: "We're seeing some interesting things happen out there in the marketplace in terms of pricing." "Buyers are the only ones that are allowed to push the price." "You're either going to get multiple [offers], or you're going to get one or you're going to get none. And when you start getting none or it's taking longer for offers to come in, that's when you start to say, Okay, we need to listen to the buyers in this marketplace." "That is your goal is to get as close to market value as you possibly can." "This is where, again, right now we need to step back and take a look and be like, What's happening in our marketplace? Because I'm tired of hearing people say the marketplace is slowing. I don't agree with that." "When it comes to price, what's important to see is that to make a transaction happen, two parties need to agree on something. And price is one of those things." "Buyer's agents have got to be smart too, because they're working with the smartest people in the marketplace." "If you're running a really good buyer process, as we talked with Tara Tooley - you can manage your time extremely well working with buyers." "When you put a list price on, it is a marketing tool. That is basically the initial offering of a property. There's a strategy around that… We recommend that if you list a fair market value, it probably overall gives you the best strategy." "A lot of people don't even realize they're pushing the price." "I think when we are first starting to go into a very fast moving marketplace, I think our - what we think we're pushing the price is less than what the market can handle, where the threshold is, I think once you've been in it for a while, you start going a little bit higher, a little bit higher, a little bit higher. We start pushing it a little bit more...then we start to hit that ceiling." "They're sitting there saying the market is slowing down. It's not." "As inventory starts to come back a little bit, as more people are considering selling, or as demand slows - whatever it might be in your market, we want to position against all the things that a buyer looking at your home will also look at. And when you start to take that into account, now you can present a price in accordance that would attract buyers." "[Buyers] are hyper-educated in a specific price range, specific style of homes, specific area, neighborhoods, whatever that might be. And they know everything that's going on. They know every home that's come on, they know every home that sold in that price range." "This is why [buyers] are the ones that get to set the price when it comes to what a property is going to sell for. This is why they're allowed to sit there and say, I'll pay more for that because I can justify it on a much higher level." "It's a great tool to go back to, to allow your seller to step out of being the home owner and really look at it from a different perspective." "The market is going to speak to us as soon as we put this home on the market. And the faster the marketplace is going, the faster we have to adjust." "One of the best things you can do is adjust, and adjust quickly to see if we can get into that zone - because the buyers are there. The buyers are out there." "That's why these properties are starting to sit and it's like, No, we've interpreted the marketplace a little bit wrong, is what I'm watching. And we just need to take a look at it from a different angle." "Really, price is the fastest thing that we can adjust. Because there's only so many things we can adjust." 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 prepare to adapt to whatever changes may come our way in the future, today Matt and Garrett dive into the topic of a possible foreclosure wave, and what this potential trend might look like in the months and years ahead. They explain that yes, the foreclosure process may be getting started on a number of homes very soon, but there are still ways to avoid this fate by working with your bank and correcting your finances before it gets to this point. Matt and Garrett review the financial circumstances that led to the wave of foreclosures in 2008, and break down how today's situation is different. They also discuss the importance of educating yourself and being prepared for anything so that you can guide your clients to success either way, and they explore the different ways investors can help people out of a bad situation. Remember that news headlines in general tend to skew toward the negative side in order to attract more attention, but the foreclosure process is not one that's written in stone. There are many different ways to steer clear of that path, and it can even create new and creative investment opportunities for those who are open to them. As we learn in today's episode, when change is on the horizon, you can either hope that it doesn't come to pass, or you can prepare for it, look for the positive elements that come along with that shift, and find ways to embrace change and use it to your advantage moving forward. Tell us your thoughts on a possible foreclosure wave by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also 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's episode looks at what might happen if a foreclosure wave hits in today's market There are a variety of opinions about foreclosures and home equity Matt and Garrett agree that yes, the foreclosure process will likely be getting started on many homes, but this may not be a problem for the marketplace as a whole due to the current abundance of equity However, individuals who are looking at foreclosure will definitely need to get their finances sorted Foreclosure is not necessarily a process that's written in stone - once you are notified that the process has begun, you can still take measures to avoid it and protect your credit Different states and banks have different regulations around foreclosure and eviction - you may be able to work out a new arrangement to avoid foreclosure You might be able to sell your home with enough equity so it doesn't become a short sale Garrett recalls the marketplace of 2006, when people were using their homes as a bank account and purchasing luxury items that they could not pay for - then the marketplace changed and home value dropped by 60% in California People are not maxing out their credit limit today the way they did then It's still important to educate yourself and be prepared for anything so that you can guide your clients either way Messing up your credit can affect you in a number of ways - you may not even be able to rent There are many different ways investors and banks can work with you to avoid foreclosure (eg., buying your home and renting it back to you so that you don't have to move) This could actually create new investment strategies If this change is coming, you can look at other opportunities that might come along with it and how you can use these to your advantage With the amount of equity the average homeowner is sitting on, to have your home foreclosed on would be foolish - there are too many options for avoiding this path Selling your home instead of going the foreclosure route can also help add inventory to the market Remember that news headlines are almost always written with a negative spin as this attracts more attention Quotes: "What happens when this foreclosure wave hits this marketplace? And Matt, what are we seeing? What are we talking about out there?" "This is just my initial thought on this - yes, there will be foreclosures that happen or potentially happen. The foreclosure process will certainly be started with a lot of people who have stopped paying their mortgages, whether that's due to financial struggles, or the fact that there was a moratorium on foreclosures, and so people could stop paying their mortgages without penalty." "On the other side of that is, because of the rise in the market, there is an abundance of equity, that I personally don't think is going to create a massive problem for the marketplace. For those individuals [who are going through foreclosure], it could be a big problem." "You don't have to be foreclosed on. You don't have to have that on your record and have your credit dragged through the mud, because you have the option of selling your house or getting current or working out a new arrangement with your bank." "Let me just sell my house because there might be, and most likely is, enough equity, that I could sell it without it becoming a short sale, which is another option that can be accessed to avoid foreclosure." "At the time in 2008, when that happened, there were a lot of people that were already at the limit before the decline. Whereas I think there are far less people that are at their limit right now. So if there was a decline, people would be able to get out before the market would plummet 60% or 40%." "This is a potential change on the horizon. You can kind of hope it doesn't happen. You can prepare yourself for what if it does happen, but the biggest thing is go get educated." "Be open to the things that are not seen in the data." "I could see somebody come around saying, Hey, no problem, actually, instead of you having to move out of your home and sell it, I'll buy it from you and rent it back to you. And you can stay in your home. And we'll let you work on getting whatever you need to get fixed up. And then you can buy it back to us at a predetermined price for a fee." "That could be a very strong investment strategy, as people are trying to figure out their worlds here coming up. And instead of them personally selling it or having to deal with the bank, I do think there are people that will lean into the relationships they have with people that can help them out." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Following up on our recent conversations about being adaptable as we enter a post-COVID marketplace, today Matt and Garrett talk about embracing change and accepting that there is never one constant "normal" in real estate. Garrett explains that agents who have been able to adapt along the way are doing extremely well, and that change is a good thing as it forces us to recalibrate and move out of our comfort zone to learn new skills and grow. People also reach out to the people they trust during times of change, and it's up to you to be able to help them navigate through it. If you are knowledgeable and primed for market shifts early on, this positions you to be a true guide and trusted advisor for your clients. Our hosts offer their best advice for leaning into change rather than resisting it. They encourage listeners to surround themselves with people who learn and adapt as well, use affirmations, and to always be on the lookout for trends and data points that will help prepare you for what's to come. Matt and Garrett draw parallels between changes in real estate to changes in our bodies and health and fitness goals as time goes on, and they discuss the example of lily pads on a pond to illustrate the power of being open and aware of change before others even realize what's happening. Of course, once you think you have a conclusion, tomorrow is a new day and everything could change again, but this is why it's so important to be ready for anything, and to be grateful for these constant opportunities to improve and flourish. 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: Going through COVID, agents are wondering when we'll get back to "normal," but there is no such thing in real estate There is never one constant "normal," and today's episode is about being grateful for change People who are able to adapt and avoid fixating on when the "good old times" will be coming back are actually doing extremely well To have a neutral market, the traditional stat is that you must have about six months of inventory Sellers market versus Buyers market Market shifts are usually gradual or "trending" rather than drastic changes like in 2008 or 2020 Since everything is always changing, it's important to learn how to live in that changing environment and lean into it The only constant is change But there are still elements in your life that need to remain consistent, such as exercising every day, to help you stay in a positive, adaptable mindset The marketplace is constantly changing, which is similar to our bodies - we can do things in our 20s and 30s that we can't necessarily continue as we get older We need to be constantly adapting around this change Parallels to health and fitness goals When things change, it forces you to recalibrate and find a new way of doing things that might be outside of your comfort zone - this enables you to learn new skills and grow The other constant in real estate is that relationships always perform well, but the tactics you use to foster these may change based on circumstances (e.g., not being able to meet in person during COVID) When things change, people reach out to the people they trust for guidance It's up to you to to be able to help people navigate through this change, but if you can't adapt yourself, then you can't find a path for them Change is where innovation and growth comes from Our non-conscious brain is resistant to change Look around at the people you're surrounded by - are they crabs or lobsters, who are pulling you back? Try to seek out people who embrace change and have a positive mindset Affirmations also help your subconscious open up to a different perspective and calm the anxiety that naturally comes up when things change The goal of a Ninja is to be able to open and aware of change before most people realize it's happening - this positions you to be a true guide and trusted advisor Example of lily pads on the pond You need to do your research and talk to people to find out what's going on so you can be prepared for it And even once you think you have a conclusion, tomorrow is day one again and everything could change Quotes: "That's the one thing that we can always be sure about, is that there will be another change." "People were able to adapt to change and not go, Oh my gosh, when's the good old times going to come back? They are doing extremely well and did extremely well through this time that we just went through." "We don't really pay attention a lot of the time to the pace of change, because it's usually gradual. There are a few instances where it's drastic, 2008 and 2020 - drastic change...but usually it's gradual." "If everything's always changing, why don't we just learn how to live in that changing environment?" "There's those that adapt to change, and there's those that are waiting for the good old days to come back. The ones that adapt to change, flourish, the ones that are waiting for the good old days to come back are perfectly adapted to a world that no longer exists." "When you look at change...it's not good or bad. It's just change." "There's a reason that a big part of Ninja is focusing on changes in people's lives. And what we consistently watch is that as big changes happen, people reach out to the people they trust." "If you are not willing to adapt to change, you can't find a path for them." "We can prepare ourselves for change by putting some of the practices in place that can help us get through change." "Be open to understanding information that is there and be open to looking into that information as well to understand what's going on." "When you see these things on the horizon - to adapt to the change, and to be a trusted adviser, you've just got to go do some research." "Even once you have the conclusion, you have to be like, Alright, day one again. I have to keep open and be ready." 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

When you invest in the team of people you work with, it can make everything run smoother and even help grow your business. Today Matt and Garrett discuss what it means to build your team, grow your team, and invest in your people. You can do this monetarily by providing training and education for your employees, but you can also invest in them internally by building connections and taking the time to understand their goals and what they're hoping to accomplish. When you hire a new person, you're not just paying them to do a job - you're giving them an opportunity to achieve their hopes and dreams. Creating connections makes people excited to work with you, and want to go above and beyond to help the business succeed. Our hosts share their favorite examples of team-building rituals and activities that help colleagues relate on a deeper level, allow their personalities to shine through, and create an atmosphere of fun together. These experiences can also help people tap into skills they didn't even know were there. Matt and Garrett talk about having the "Magic Wand" conversation with your people, how truly knowing them can enhance your client experience as well, and why investing even a little bit of time and money into your team can go a long way and motivate top producers to stick around long-term. This isn't an expense - it's an investment. And if people perform better because they love being part of your team, that is absolutely an investment you want to double down on. 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: As the Ninja coaches and instructors have gotten together recently, they've been talking a lot about what it means to build your team, grow a team, and invest in your people It's important to invest in the team of people you work with because it helps everything work better and grow your business This might be your assistant, transaction coordinator, and vendors like photographers or contractors It's an important topic for people who are looking to build a team, and also for managing brokers/owners It's not enough to just pay people well You're not just hiring people to do a job, but you're also giving people an opportunity to achieve their hopes and dreams Matt loves to hear when agents hire someone new, and they feel excited to send them to a Ninja Installation so they can learn all the tools and systems they'll need for success Investing in people can show up in a lot of different ways - you can invest in tools and training, but also take the time to get to know them, build connection Examples of team building rituals at The Group (Susie Ewing's office in Fort Collins, Colorado), and Matt and Garrett's experience at a cooking class These activities help people connect on a deeper level, see each other's personalities, and create an atmosphere of fun together You need to look at these expenses as investments - if people perform better because they love being part of the team, that is absolutely something you want to double down on Take the mentality of creating relationships with your clients and apply that to your team Have the "Magic Wand" conversation with your people to help uncover their goals Knowing other agents and working together also ensures that your clients will be well taken care of if something comes up that may not be in your wheelhouse Invest in the mindset of your people (e.g., mindset of abundance) Invest in education within your business and beyond (e.g., starting a book club) This creates a ripple effect in job performance and happiness Example of The Group helping employees with investments and setting them up for financial wealth Investing even a little bit of time and money goes a long way - it doesn't have to be expensive This goes for top producers as well - they may not need your help selling real estate, but are you investing energy into their other goals? You need to always ask yourself whether you are investing in your people to make their world, their job, their experience better and show that you care about them This will make your team want to work together and stick around long-term It's much better to invest in the people you have now than to continually hire new people Quotes: "As we coach people, and as we work with them, we watch them bring team members and we watch them grow." "Whether it's just an assistant, a transaction coordinator, or whatnot - even all of your vendors that you work with...photographers to contractors to home inspectors - all of these pieces, we need to invest in them. And we need to help grow because it helps everything work better." "When I look at investing in your people, I look at the same way we look at our clients, when we're helping people buy and sell, we ask a lot of questions, we talk about what their dreams are, what they would like to accomplish. And that's missed out a lot when you look at companies and teams." "You're not just hiring somebody to do a job. Yes, on paper, that's what it is...But you're also providing, as an employer, so to speak, an opportunity for this person to achieve their hopes and dreams." "Investing can show up a lot of different ways." "These are team building investments that take time and energy, there's some money involved. But it's that thing that brings that group closer together. It's what makes people fight to want to be in the Mulberry office, because it brings in a group of people that are all like-minded, having a good time, enjoying this business. And that's what you want." "It was hysterical. Every coach walked out of that room saying this was an incredible way of seeing each other's personalities." "That's the beauty with building a team, is when you do something like that, you're going to watch skills come out of people that you didn't realize were there, or they were stronger than what you thought, by creating that environment." "If you have somebody who can perform better, because they love being a part of the team, that is an investment that we need to double down on." "Making sure that you all understand who each other is really opens a lot of doors." "This goes beyond job roles as well. If you're investing in the education, development of your assistant, of your team, members of your staff - if you're an owner, these things can have a ripple effect in terms of their performance and their happiness." "When you're not giving in and investing, those people don't want to show up for work in the long run. They don't want to step up and go above and beyond, to go do something outside the box for the sake of the company… You can very clearly see a company where they have not invested in their people." "As a business owner, take a look around at who your people are, pay attention to them and figure out - What is the best thing I can do to invest into them to make their world, their business, their career, whatever it is, better? You will have longer standing employees and partners in this business." "There's a whole financial component to this, to the cost of hiring new people… It's way better to invest in the people that you have." "Your ROI on the investment into your current people is going to be way bigger than finding new people." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

The Ninja Selling Podcast is all about breaking down current trends we see in the real estate world, and today, Matt and Garrett explore the idea of people selling their homes, but not necessarily turning around and buying. More and more sellers are cashing out and perhaps living in unconventional ways or renting until they're ready to jump back into the marketplace, which adds inventory without adding to demand. Our hosts explain how this trend might affect the marketplace, and also open up a world of new possibilities as your clients consider their next move after selling their homes. Rather than staying fixated on the traditional path of selling your home/buying a home, today's episode is all about adapting to this possible change, and using it as an opportunity to show your expertise as a trusted advisor, and build relationships by asking the right questions to help your clients discover the best possible option for them, even if that means moving to a van down by the river! 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: Matt and Garrett are noticing a trend of people selling their homes, cashing out, and renting instead of moving into another home while they wait and see what will happen in the marketplace This is going to drop demand for homes and also create more inventory When you have someone who wants to sell but not buy, this adds to inventory without adding to demand Some people are deciding to live in unconventional ways instead of rushing to move into a new home (e.g., living in an RV or at a campsite) This allows them to slow the transition down, which a lot of people appreciate This trend could really affect the marketplace as we add more inventory It also changes the conversation and opens up more options than just selling your home and buying another It's important to ask the right questions so you can guide your clients instead of staying fixated on the way things are "supposed" to be Again, as a realtor, you need to be adaptable and be aware of all possible options for your clients "Warm/Hot" List If your clients are willing to take that calculated risk, it's your job to guide, support, and educate them through it We don't always have to have a solution - it's about asking the right questions to help your client understand their own dreams and goals for homeownership or otherwise This can be frustrating as an agent, particularly when you know it may not lead to a sale However, it is still an opportunity to showcase your expertise, foster relationships, and build a reputation as a trusted advisor, which is huge If you're truly connected with people, they will come back to you when it's time to make a change, and they will refer you to others as well Example of Garrett's outstanding experience at a local restaurant where he felt completely taken care of It's all about creating the best possible experience so that people will always want to come back to you After this period of uncertainty, people are turning to trusted friends and family more than ever, which has created an incredible referral relationship market This is where you come in - if you can establish yourself as a trusted advisor who can guide people, educate them on all their options, and look out for their best interests, this will open up a world of opportunities Quotes: "I'm amazed how much Larry Kendall shows up in our [Facebook] group and is interacting with it." "I'm starting to see a trend of people saying, Well, I'll cash out, put the cash in my pocket and rent something for a little while here, just to watch and see what this marketplace is going to do. And this is going to do two things - One, is it's going to drop the demand a little bit. But it's also going to increase the inventory." "I think in our mind, we get in that mindset of, The answer is to sell and buy. This is what I'm going to help these people do. And I think the beauty of the conversation we're having right now...it's like, let's give them another option." "As a realtor and a guide...as these changes happen, it's so important to ask questions versus saying, Well, this is how it's supposed to be. Because otherwise you're going to get lost in the weeds." "We're a guide in this process. And you can only guide if you know where the people want to go, and what that scenario looks like for them, and what they're trying to accomplish." "All these crazy ideas that are opening up for people right now. And they might sit back and say, Look, maybe I don't want my primary residence to be in the real estate market." "In times of market shifts and changes, no matter how slight they are, the opportunity to showcase your expertise, and build a reputation as a trusted source is huge." "If you're truly, truly, truly connected with them, and you're that source of information, you're the one they can come to with any questions at all...that's part of the experience that makes them want to refer." "This [podcast] is to say, Hey, there is a potential trend that's identified here. And here's your opportunity to ask questions and really showcase how great of an advisor you can be. Because it's going to be a good move for your business long-term." "I have never seen a better referral relationship market than what we're in right now. This time that we've gone through, of uncertainty and change and things being turned on their side, has made people come to the trusted people in their worlds." "If you can be this person in people's lives - this advisor that helps them get to where they want to go, show all the options, and is watching out for their best interest, there's so much potential business way beyond the person that's just in front of you. And if you can figure that out, and help guide them, this is where miracles can happen in your world 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

On today's episode, Matt and Garrett sit down to discuss an upcoming shift in the marketplace that they've been noticing, and how agents across the country can prepare themselves for a possible change. As we start to see showings and multiple offers slowing down, it seems the markets may be gradually cooling off. While some may wonder if we're returning to "normal," Garrett explains that there really is no such thing in real estate, with different variables always creating a unique marketplace that we never see twice. Because the market is always shifting, we need to be aware of what's going on and be able to adapt to change at any given time. Our hosts explain that while it's still too early to predict exactly how this "constipated marketplace" will play out, sales are still very much happening and there is still ample opportunity for growth. They talk about setting realistic expectations for your buyers and sellers, asking them the right questions, and using this information to guide your clients through any marketplace. Matt also encourages us to keep our eyes open and look at the available data to strategize for success with our clients, and to use this time to slow down, reevaluate our processes, and remember that the need for real estate changes will never go away. As long as you make sure to stay educated and prepared, you will be able to handle anything as we move forward in the coming months. And Matt and Garrett will be here to walk us through it all, no matter where the "new abnormal" takes us. 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: Markets seem to be cooling off a bit, with homes getting one or two offers instead of multiple offers Larry Kendall says that we're moving into the "new abnormal" following COVID People wonder if we're going back to a "normal" marketplace, but in reality, we have never had the same marketplace twice - it's always different There are always different circumstances and variables that make it a unique marketplace We always need to be aware of what's going on in the market and be able to adapt to change at any given time It's still too early to predict exactly what is going to happen Showings and multiple offers may be slowing down, but sales are still happening - there is still plenty of opportunity It's important to set realistic expectations for your buyers and sellers, and ask the right questions This is the time to slow down, reevaluate your processes, make sure you're doing what you need to be doing, and that you're gathering all the information you need to guide people through any marketplace Questions help clarify confusion as we shift into a new marketplace People are still going to get married, start new jobs, have kids - the need for real estate changes will always be there You can't blame the market for anything - remember, we make up the market Example of agents still having tremendous success through the 2008/2009 Recession Keep your eyes open, ask questions, look at the data to strategize with your clients Make sure you're extremely educated about what's going on in the marketplace at any given time There is always a winning strategy If you are thinking about selling right now, the opportunities are massive if you feel that that decision fits your needs right now Be prepared, ask plenty of questions, and you'll be able to handle anything Whatever happens in the coming months, Matt and Garrett will be here to walk us through it Quotes: "The conversation is also coming up - are we going back to more of a 'normal market'? Are we shifting back a different direction here that we used to be in? And I thought it was interesting, Larry had brought it up yesterday that we're in the 'new abnormal' is what he's calling it. And I think we're going to continue to be in the 'new abnormal' for a long time." "If you look at every market we've ever been in, I've never seen the same marketplace in 20 years that I've been around real estate." "There's always different variables, there's always something going on, that makes it a unique marketplace." "With any business in any community, we need to always be looking around and saying, What is the current market that I'm dealing with right now?" "My dad used to say, Those who resist change are perfectly adapted to a world that no longer exists anymore." "The marketplace is constipated right now." "Sales are still happening. It's not that sales have slowed down. And I think that's where you can get confused is - Maybe showings have slowed down. Maybe the multiple offers have slowed down for certain properties, but they're still happening for certain properties. There are still properties getting over asking. We're just starting to see some properties sit on the market, instead of a few hours, it's maybe a couple of weeks. And maybe there's a price reduction happening here or there." "You've got to continue to ask questions. The processes that are in place force you to ask questions. They force you to slow down, and with the information that you gather, you can guide somebody in any marketplace." "A lot of people had a lot of confusion coming out of where we've just been. And they're stuck and frustrated on, How do you move forward? Which makes people back away. Confusion makes people not be able to make decisions. Questions, though, clear confusion." "People are going to still get married, they're still going to get divorced, they're still going to have babies, they're still going to lose jobs, and they're still going to get new jobs. This stuff doesn't stop. But they need to know a path on how to navigate through that, and that's where - everybody who's listening right now, needs to get their focus on over the next couple months." "You can't blame the market for anything." "The number one thing that I kept telling people was go back to the list of change, stay in flow with your people. And you're going to find people in here, that no matter what the marketplace is doing, no matter what is going on, they need help. They need help moving from point A to point B, because that is how our world works. And that's never going to stop." "Keep your eyes open, ask questions, and don't assume that you know exactly what's going to go on. Use data, use information, use what people are saying in response to your questions to help strategize with your clients." "You need to be extremely educated on what's happening with real estate in your marketplace." "What a great time to be in a position if you're like, I'm thinking about selling my house. The opportunities that are around that right now, if you are potentially a seller, are massive. The equity that people are sitting on is absolutely incredible. It's life changing equity." "Keep your eyes open, ask questions of your clients. And you're going to handle this just fine." 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

Building on last week's conversation about Parkinson's Law, today Matt and Garrett take a look at PIE Time and what your time is really worth as a Ninja. Garrett reviews the history of PIE Time and how it came about. For those who may be unfamiliar with PIE Time, P = Productive Time (time that you'll actually get paid for - you, a customer, a contract); I = Indirectly Productive Time (FLOW time; Ninja Nine time – generates P time); and E = Everything Else Time. Our hosts break down each component of PIE Time, and give detailed examples of each. They review why no time is created equal, with Indirectly Productive "I" Time being the most important piece in terms of generating income. And although Everything Else "E" Time is sometimes referred to as "Non-Productive Time," Matt and Garrett explain that this is still a crucial slice of the "PIE," as it can indirectly help with your overall attitude and work ethic. They talk about goals for your I to P Time ratio, wherein for every two "I" hours you spend, you will be rewarded with one "P" hour at peak performance. You'll hear about "P" or "Paid" Time (showing property, going on listing appointments, writing and negotiating initial contracts), which is the easiest time to measure and is the basis for determining your worth per hour. Matt and Garrett also discuss the three most important things you can do to increase your dollar per hour amount, the wide range of hourly rates they've seen in coaching, and finally, they dive into the numbers with great enthusiasm to illustrate exactly how knowing your worth can help you analyze your business, run it more efficiently, and make the best decisions possible for how and where to spend your valuable time. Let us know your feedback by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also 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's episode looks at what your time is really worth Time is a non-renewable resource Matt and Garrett dive into PIE Time - what it is and how it came about P = Productive Time (time that you'll actually get paid for - you, a customer, a contract) I = Indirectly Productive Time (FLOW time; Ninja Nine activities – generates P time) E = Everything else time It was initially called "PIN Time" - the name has since evolved, but it's the exact same (the "N" stood for Non-Productive Time, but this had a somewhat negative connotation) Garrett feels that the label "Non-Productive Time" actually motivates people to become more efficient so they can move out of "Non-Productive" mode For the purposes of this podcast, E Time = Non-Productive Time - but it is not necessarily negative Some of your best time spent will be on E Time activities - it may not directly produce another transaction, but it's a valuable part of your role Example of big businesses having a risk management department - it does not generate revenue, but it protects the bottom line and helps the company run better, which produces more business Many E Time activities are something that an assistant can help you with I Time is where you will directly grow your business - it's the most important time you can use The Ninja Nine are largely comprised of I Time If you are spending an inordinate amount of time on E Activities (e.g., a 3-hour closing), this is an opportunity to look at how you can better manage your systems to avoid this happening again Morning affirmations are an excellent example of E Time activities that do not directly bring about business, but are still important and worthwhile I Time is the one you absolutely want to put on your calendar, and you have complete control over Examples of I Time: Lunches with clients, Hour of Power, customer service calls - but they need to be spent connecting and asking FORD (Family, Occupation, Recreation, Dreams) questions Deals with still go through if you don't do customer service calls, but you may not get any referrals out of them Not all time is created equal The truth will come out in your I:P Ratio Distinction between I Time and just living your life, seeing friends - sometimes your life is I Time You don't have to track your I:P Ratio, but if you're so inclined, for every "I" hour that you spend, you will be rewarded with a certain number of "P" hours - an ideal goal would be two "I" hours to one "P" hour, or even a 1:1 ratio Paid hours - "P" Time is where you can really have some power over your business (showing property, going on listing appointments, writing and negotiating initial contracts) These are also easiest to track and it's where we want to measure our value Take your total income and divide it just by your P hours to determine your worth per hour Knowing your dollar per hour can help you decide who to spend your P hours with (e.g., shuttling people around to look at properties when you know they're not ready to buy will bring your dollar per hour way down) The more effective you are with your I Time/Ninja Nine activities, the better your ratio gets because the better it produces P Time The most important things to work on to increase your dollar per hour are: 10 step Buyers Process, Sweet 16 Listing Presentation and your pre-listing interview The Power of the P (Process and Preparation) Income per P Hour versus Income per T Hour (total time when you include P and E time together) It's important to know your own numbers so you can work with them and identify where you can improve Analyzing your numbers will also help you make smart decisions with your business Track your numbers first thing in the morning It's very easy to do and doesn't take very long - you just have to be disciplined about it Schedule your time, manage your time, and track your time Quotes: "What is your time really worth? And how can you scale it?" "When I think about certain N Time or E Time activities, those are some of the biggest things that fall into the Parkinson's Law of, Okay, maybe these things are of some level of importance - it's not helping us with any new business, but I'm not going to put it on my calendar because it's just kind of this everything else stuff. So it'll just kind of fill in the gaps. But then it starts to fill in the space where we have allowed for productive things." "Firstly, we need to understand that it's not negative, just as you said, Matt. Some of your best time you're going to spend in your business is E time activities." "These are the things that an assistant can help with. A lot of E Time activities are where you can bring somebody on board to help you, who can add value to your business and to your clients." "Most businesses look at success as solidified contracts, right? So what we're trying to do is you're trying to make contracts come together." "That's a good example - gratitudes and affirmations - E Time. I'm not stopping doing that… There's your identification right there of understanding where time is, but how things are important versus productive versus indirectly productive." "I Time is the one thing where this is what you put on your calendar. This is the one thing that you have complete control over, but only you have control over. Nobody else does. But other things can take I Time away from you if you're not careful." "It's only I Time if you actually are asking FORD questions." "Depending on how you approach [I Time] that day, you can actually produce different results for yourself, depending on how you engage it." "Customer service calls are invaluable I Time, and we've all watched it - your number one best source of referrals right now is the current people you're working with." "There are a lot of Ninjas that I know that have built pretty amazing lives, that their lives turn into their I Time, and they wonder why they're so successful. There's people out there like, I don't know - I'm just living my life or going out and hanging out on the boat with friends...and I just got referrals coming in. Well yeah, because your life is I Time!" "If you're inclined to track it, there's a ratio that shows up that says, For every 'I' hour that I do, I get rewarded with however many 'P' hours that are there." "When I'm coaching somebody, and somebody wants to track these numbers, my goal is to get them to a 1:1 [ratio]." "This is where you can figure out what your dollar per hour is - if you know that number, you get to make some very healthy business decisions about who you're spending your P hours with." "Your I Time ratio is directly correlated to the power and efficiency and effectiveness of your I Time activities for your Ninja Nine. So the more effective you are with those activities, the better your ratio gets, because the better it produces P Time." "So preparation and process - so important towards maximizing that income per hour." "This is why it's important for you to know your own numbers, because once you know it, now you can change it. Now you can do stuff with it." "If you take the time to learn this about your business...if you really want to be an educated business owner, and you really want to understand your platform, you should take the time to track these numbers and learn about it. Get a spreadsheet and start keeping track of all this. The data you will get out of it is absolutely amazing, too. So you can make smart decisions with your business." "The point is to understand this so that you can be better at managing your time, so you understand the value of doing a Monday morning agenda, understand the value of time blocking your calendar for your Ninja Nine activities, so that you can see what your time is worth." 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