Ninja Selling Podcast

On today's "quick hit" episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply assume clients will come back to you without putting in the effort. If you're not staying connected with your clients, all it takes is a little bit of time and attention from another realtor to sway them in the other direction. Matt and Garrett talk about the difference between stealing clients and earning them based on the value you bring. Remember, it's not enough to have a person's number in your database - you need to nurture that relationship, otherwise they become fair game for other realtors. Matt and Garrett explain how to protect your database by cranking up your flow, and how this can unlock the referral side of the equation as well. You'll also hear about the importance of having a positive mindset, being motivated by your competition rather than consumed by it, and not being afraid to "harvest" new clients, while also taking good care of your existing relationships. As you'll hear in today's episode, people move toward value, and whether you're dealing with a new or current database, if you're showing up for them, they'll show up for you. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Who really owns your customers? Where do they come from? Why are there so many online lead sources? Today is a total "mindset" podcast to help shift your mindset, especially for those who may feel stuck coming into the business or changing to a different marketplace The idea came from Randall O'Dowd, who has recently moved from Seattle to Palm Springs Randall is confident he can build a database in his new marketplace - every client he has ever worked with, he has earned based on the value he was able to bring This is how you accumulate clients He can do this in a new marketplace as well The average person knows about 12 realtors - there is a lot of competition vying for business Don't get overconfident and assume people will continually go back to you On the other hand, you don't want to be held back by a lack confidence either The majority of realtors do not stay in good flow with their clients after a sale Staying in contact with your clients leads to referrals and keeps your name top of mind as a trusted professional If you're not staying in flow with your clients, all it takes is a little bit of attention from another realtor, and they will turn in that direction instead Clients want to be taken care of, and you can't let yourself become entitled that they will stick with you no matter what It's not enough to simply have their number in your database - you need to nurture that relationship otherwise they're fair game to other realtors Never take your relationships for granted When we all show up and do our very best, it raises the game for the business as a whole Protecting your database Using the term "past clients" implies that your business with them is finished and they're now free to move on Simple autoflow and real estate reviews can make a big difference You want to make sure clients are coming to you with their real estate decisions Online leads exist because there are "orphan clients" who don't have a strong relationship with their realtors Some clients will do this even if you are in good flow with them, but you can let that go and focus on the rest of your database Don't be a secret agent, where you make connections with people but fail to send out mailers - make sure they know you're a realtor The importance of mindset - being positive and confident in the value you bring Be aware of competition, but don't let it consume you Think of businesses you want to deal with - you want to go where you feel taken care of Ninja gives you the tools to connect with people about the things that are important to them, and gets your name out there so people understand you're in real estate Don't be afraid to attract or "harvest" new clients, and make sure you hold onto your current clients by showing up for them Show up for them and they'll show up for you People move towards value Even if someone already has a realtor, talking to them and demonstrating your value increases the odds that they'll refer you - they may even feel more inclined to do so because they weren't able to give you their business in the first place Quotes: "This is a total mindset podcast. We run this all the time, especially with new people coming into coaching, or people that are merging into newer marketplaces or different marketplaces." "Now I'm their personal realtor. I harvested them from somebody else because of who I am, how I was able to work with them, the value I was able to bring." "That's how you accumulate clients is through earning their trust through the value that you share." "The other interesting stat is that the majority of realtors are horrible at staying in flow with their clients after the sale." "It's not necessarily about that one transaction, it's about the referrals. And if you can stay in flow with them, they've got a lot of referrals every single year that they can pass your way if you stay in flow with them and stay in contact with them." "[Clients] want to be taken care of. And I think it's, it's funny when somebody gets that entitled, That's my client! And it's like, Well, you haven't talked to them in a year." "Never take your relationships for granted. Because there is somebody that will come in and, on purpose, try to steal your people." "It actually raises the game of all of our businesses when we are showing up on a better level." "If you're looking at all the people you've done business with and viewing them as 'past' clients, we're already in a 'behind mindset'... You're affirming that they are now free to work with whomever they want, which they are, by the way." "The first step is getting your database to come and use you when they need you for real estate." "Why do online leads exist? Because there's orphan clients. There are people who don't have a strong relationship with a realtor. And they may know 12 realtors, but they don't have a strong enough relationship with a realtor to not click the button on Zillow of the house that they're interested in seeing." "If one of your clients goes and clicks a button on Zillow, or walks into a new home community, and doesn't tell you about it, that's not their fault. That is your fault." "Being aware of what the competition is out there in the marketplace is one thing, but letting that fear consume you so that you do nothing and just turn your mindset down a path of, Nobody wants to do business with me, which is the extreme side of it - you don't want to even be heading in that direction with that." "That's why Ninja works so well. We're going to get pieces out there that help them understand that you're a real estate agent. We're also going to connect with them on the things that are important to them. And that way you can walk into a brand new marketplace or your current marketplace you're in and you can harvest other people's clients, because other realtors are dropping the ball every single day." "Don't be afraid to get out there and attract, steal, harvest - however you like to put it. And don't lose what you have. Hold on to the people that you have by showing up for them." "Show up for them and they'll show up for you." "People move towards value. That's all you've got to remember: If I bring more value, people will move towards me." "Sometimes those are the people that will actually go out of their way to refer you because they felt bad about not using you because they had to use whoever." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

The Federal Housing Finance Agency (FHFA) recently published their House Price Index (HPI) for 2021's second quarter, and today Matt and Garrett are doing a deep dive on the report. The FHFA HPI is a broad measure of the changes in single-family house prices based on data from all 50 states and over 400 American cities that extend back to the mid-1970s. Our hosts break down the most fascinating and relevant findings so that you can educate yourself and your clients about what's currently happening in the real estate world, and solidify your position as a trusted, knowledgeable advisor. Matt and Garrett discuss rising and falling real estate trends over the past two decades, and review the current top five and bottom five states for appreciation. They talk about the difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices, and they encourage listeners to follow up with your own research on the transactions behind the trends. They review the most interesting trends happening in cities like San Francisco, Idaho, the City of Boise, and El Paso, and Garrett explains why you should always "Follow the beer". You'll also hear about changes in average home prices versus annual income, accessible equity, and using this information to become "the source" of knowledge for your clients. As Matt and Garrett point out, there is always so much going on behind the numbers, and it doesn't take much to sit down each quarter and educate yourself on the bigger picture, whether that be in your own backyard or across the country. This is part of the value you bring as an agent, and helps set you apart as a professional who's on top of important shifts and changes in the marketplace before they even happen. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Today's episode is all about knowing your stats and data, reviewing the numbers so you can be fully knowledgeable for your clients and demonstrate your professionalism Certified Ninja Coach Mark Johnson is great at reviewing Federal Housing Finance Agency (FHFA) reports and distributing them to the rest of the team The most recent FHFA House Pricing Index report on Q2 (download here) revealed what happened through COVID and immediately after restrictions started being lifted This PDF is an extremely useful tool and can be helpful with real estate reviews Page 10 illustrates the Monthly House Price Index for U.S. from January 1991 - present Matt and Garrett discuss rising and falling trends over this time period, including the 2008 Financial Crash and plateau in 2011 There is a lot going on behind the scenes that is making people want to buy real estate right now Top five states: Idaho had a 37% appreciation rate in one year; Utah was 28%; Arizona 23%; Montana 23%; and Rhode Island 23% Alaska is currently the worst state for appreciation in the United States - 8% appreciation for the entire state Coaching through COVID actually became somewhat uneventful because every state was experiencing the same market We have been in a very strong seller's market There are different ways to use this report - the key takeaway is to use it to educate yourself Q2 2021 was highlighted as the best quarter for the entire United States at 4.92% growth in just three months There's a difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices Try to look into the transactions behind pricing trends and look deeper into the data Do not make real estate decisions based solely on this, but use it as a guide Appreciation trends in San Francisco, Boise, Idaho, and El Paso Remember the lily pad in the pond example - the goal is to notice changes coming before they've already happened Garrett's mantra of "Follow the beer" - look at where businesses like breweries or tech companies are setting up shop It doesn't take a lot to devote some time every quarter to review these trends and educate yourself on what's happening The average home price has grown to $390,000, but average income has not grown at the same rate - how long is this going to be sustainable? Use this information to build your knowledge and help guide your clients accordingly Accessible equity and reinvesting in your own home You don't have to have all the answers - this actually forces you to ask more questions and do more research Learning everything you can helps you "be the source" Quotes: "We are going to talk about some stats today. We're going to talk about knowing your numbers, knowing what's happening out there in the real estate world so that you can be smart, educated, trusted advisors, not necessarily reliant on everybody else to hand you the information." "When this was having this huge ramp-up [in 2006], the people that were educated in the marketplace were watching it and going, It's a false market. It was based off of lending that was getting out of control." "There's a lot more going on behind the scenes that are making people want to be buyers out there right now." "Idaho, ranked number one right now - 37% appreciation in one year! Twelve months - 37% appreciation." "For right now, I need to know the top five and I need to know the bottom five." "Coaching has been a fascinating thing through COVID, because it got a little boring. And I mean that in the best way possible." "This is why you see this in these numbers right now, is that we have just been in a very strong seller's market for the most part." "The grand conclusion is - be educated. Be educated on all this stuff, so that when somebody is out there going, Wow, man, the real estate market's really doing well right now, you can be like, Yeah, let me tell you about how crazy it is right now." "I also like to look at the quarter appreciation, which Q2 2021 highlighted as the best quarter for the entire United States at 4.92% growth in one quarter - in just three months, which I think is very interesting to see." "When you're looking at this stuff locally, in your own markets, start to look into the transactions behind these pricing trends." "Do not go and invest in real estate based on this, but use it as a way to help guide you with what's going on." "If they continued at minus 1.5%, it's going to take a couple of quarters for you to see any major changes in their annual appreciation." "The goal is to notice that the pond is filling up with lily pads on the 15th day. Most people notice it on the 28th day, a couple days before the whole pond's full and the change has happened. Our job is to notice it on the 15th day." "It's interesting, to watch San Francisco go through what it's going through, to watch Boise City spike the way that it's spiking. There is a lot of money moving there right now, there are a lot of people that are pulling out of some of their other states." "There's a lot behind these numbers. And once you start to educate yourself in this, then you can start to see bigger trends, do a little bit more research. And it doesn't take a whole lot. Just ask questions, ask yourself questions and then that'll take you down a path." "My job is to know what's happening with real estate - in our backyard to across the United States. And you can all do it. The numbers are there, the information's right there. It's presented to you every single quarter." "There's a lot of numbers coming out about growth, and you'll hear anything from, 17 to high 18% year over year, which is massive when you think about the average across the country. And it has brought the average home price up to $390,000." "Don't let the data scare you or put you in a position where you're saying, Oh my goodness, the sky is going to be falling at some point. Just use it for what it is - it's information and use it to build your knowledge. That's it." "Just from a personal finance perspective, be careful. Never over leverage yourself, no matter what the markets are doing." "You don't have to have all the answers. That's actually probably the best part is when you don't have all the answers. It forces you to ask more questions, which then helps you go explore so you can learn more, so that over time you can start to become the source." "If you're the source, talk about the attention you can get in the marketplace and the confidence with your clients - then you'd be able to do more business and smooth out your business. So no matter the market, you're the guy or the gal." "You have to slow down, do the work, educate yourself." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

As a broker owner, manager, team leader, or even as an individual agent, sometimes you may find yourself dealing with someone who just doesn't seem coachable. But are they really uncoachable, or is there something else going on? As a coach, it's your job to ask the right questions, dig deeper, and find out the real reason why they may be pushing back on certain Ninja Systems. As Matt and Garrett point out, the number of people who are truly uncoachable is actually much smaller than you might think. Today's episode will help you unlock the real reason why someone may be putting up roadblocks in the coaching process, and determine how to get them back on the path to success. Using the example of his own lukewarm feelings about handwritten notes, Garrett explains that oftentimes people resist certain systems because it brings up different fears or misunderstandings for them, rather than because they are uncoachable. He talks about finding other options that accomplish the same goal, and being careful not to write people off too quickly. Matt and Garrett share "uncoachable" red flags to watch out for, and remind listeners that sometimes it takes time for people to come around and feel ready for the process. Another possibility is that you're simply not the right fit for that person, and part of being a good coach is recognizing when the key to success might lie with a different mentor. While coaching may not be for everyone, today's episode shows us that with a little bit of patience, persistence, and a lot of questions, you can help almost anyone overcome their struggles to achieve success worth celebrating. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Today's episode is extremely useful for broker owners, managers, team leaders and individual agents How to determine whether you're working with a coachable person If someone refuses to do one of the Ninja Systems, they're very likely scared or unsure how to deal with it There could be something else going on, or maybe Ninja just isn't the right system for them Most people are coachable There are four types of agents in an office: productive/coachable agents; productive/non-coachable agents; non-productive/coachable; non-productive/non-coachable You have to be careful not to misidentify non-productive/coachable people with non-productive/non-coachable people You need to dig deeper and ask more questions to find out which category they fall into If you can find their "why," the reason they're an agent, you can find the path to bring them in and they become a lot more coachable Some people just get stuck on certain systems, as Garrett illustrates with his own example of resisting handwritten notes - it comes down to a fear of writing for him He has found his own creative workaround that still accomplishes the same goal of making personal connections - and this is okay, too Sometimes people push back because it's an excuse not to do a system, or they misunderstand it Questions that will help managers figure out whether someone is actually coachable Where is your strong reaction coming from? What memories come up around this activity? Let these questions sit, and when the person is ready to circle back and discuss their answers, that's when they're in a coachable moment You can't coach someone if they're not ready to learn You need to ask lots of questions, and if you're getting fewer and fewer answers, that's an indicator that the person may not be coachable or open to the process The number of people who are truly uncoachable is actually much smaller than you might think But if they really aren't receptive or willing to try different things with you, that's when you need to have the discussion of what path they want to take It's not an easy process to ask the right questions and dig deeper to find out whether they're coachable - it requires a lot of time and deep thought It could also be that you're simply not the right coach for that person, and maybe they would connect better with someone else Finding the right coach is crucial to success in the coaching process You also have to determine whether you are ready to be coached Being coachable means you have to set your ego aside and have some level of vulnerability so you can accept guidance A good coach will ask the right questions so that you can identify your own shortcomings - this is much more powerful than having someone list off your weaknesses As a manager, if you feel someone is not ready to be coached, see if they respond to other resources that might open them up to the process (success stories, inspiring athletes) You can't force people to feel ready for coaching It's the manager's role to help agents be the best they can possibly be, even if that means finding a different office or a different coach that works better for them As we gear up for the fourth quarter, if you're finding yourself putting up roadblocks around certain systems, or if you're a manager whose agents are pushing back, this is an opportunity to ask more questions and see if you can find a way to get past it or find other options that still bring the success you're looking for Quotes: "How do you know when somebody's uncoachable?" "Anybody who responds that fast and that hard, typically is scared. There's something there that's freaking them out that they don't know how to deal with." "From a manager's standpoint, they introduce Ninja to people, and they all of a sudden have some people in their office that are like, Yeah, no, that's not my system. I don't like it." "I find most people are coachable. Most people - you can give them direction and get them to a place that they want to go to. But if you're running into somebody that's giving you that much pushback, there's usually something else going on." "If they are coachable, which is the system that they would be coachable to? If it's not what we coach here, great, fine, we can figure something out or move them on. And if they're not coachable, then we have to figure out what to do." "If we can connect the dots to what we're coaching, teaching, what the system is to their why, they become a lot more coachable." "It's important in your life to have a good coach that can help you work through some of that stuff and understand it." "If my coach came to me and said, You have to write handwritten notes, I'd blow out. I'd be like, If you're going to require that of me - this is so painful for me, I'm going to go find something else to do." "That's my workaround. I will pick up the phone and have that conversation with somebody and tell them how incredibly important they are to me and what they mean to me in my life, which a lot of people would put into a handwritten note." "I think there's some things you can help people figure out and there's some things you need to find workarounds for them. Because you don't know all the stuff going on behind the scenes that's shutting them down." "I find most people it's a misunderstanding of the system. Like with the notes, they have a misunderstanding of what they're supposed to put in the notes." "I think a lot of times we give up before we figure it out." "I try to create coachable moments, and you can't just coach somebody on something that they don't want to learn anything about. It doesn't work that way." "You need to ask more questions. And when you think you've asked all the questions, you need to ask more questions. Because that's the only way you can figure out what's going on internally with this person." "I think for managers, being able to identify - the more questions you ask, the less answers you get - I think is going to be an indicator of whether an agent is coachable or non-coachable for you." "When you are asking questions, and you're getting one-word answers, not a lot of information back, there's two things: One, maybe they're uncoachable. The second is maybe there is another big wall there that they're afraid to take down." "How many more things do you want me to give you that you're not going to do? That's when you have somebody in front of you who potentially may not be coachable. And that's when you have to have a discussion with them and be like, Hey, what path do you want to go?" "Sometimes you're not the right person who's going to ask the right questions that that person needs to answer. And all of a sudden, you find that person that for some reason is able to unlock those right questions. All of a sudden, you see this massive movement forward." "For the individual - I had to go through this myself too - you have to determine whether you're ready for coaching… It's helpful if they're ready to be coached." "To be coachable, you have to open up and have some level of vulnerability to understand that, I don't have all the answers. I have all the ability, but I need some guidance, and I need to be willing to hear things that I may not want to hear when I'm being coached." "If you're a manager and you have someone who you think is not ready to be coached, see if there are resources that you can guide them to that might inspire them to open up to be coached. And that could be success stories from other people in the industry. It could be success stories shared from professional athletes." "That's the role of the manager is to help the agents be the best they possibly can, even if that means they need to go to a different office, they need to go to a different company, they need an external coach or an internal mentor, but we need to figure that out for them so that we can help guide them in that coaching role." "If you can help them get to where they want to go - you don't have to be the person that asked the right questions. But you do need to be the person that can put them in the place where they're going to have the right questions asked." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

With the fourth quarter of 2021 just around the corner, today's episode looks at giving yourself a jumpstart and taking advantage of this window to really light things up for your best quarter yet. Matt and Garrett explain that having a great fourth quarter does not start in the fourth quarter, but rather, about 45 to 60 days beforehand. So right now is the perfect time to really make an impact. Our hosts talk about the importance of building momentum, staying consistent with your Ninja Nine Systems, and being on purpose with your time. Once you have a solid foundation with your daily activities (phone calls, real estate reviews, lunches), you can really dial it up or plan something big going into your fourth quarter. Even if you're on track for a solid 2021, Matt and Garrett share their advice to stay on top of your Ninja Nine Systems in order to pick up the pace, rather than push things off until the end of the year. You can also use this time as an opportunity to sharpen other skills, find new and creative ways to connect with your sphere of influence, or expand on whichever system comes most naturally to you. Now is the time to accelerate your business and set yourself up for a truly incredible fourth quarter, and today's episode will show you how to do exactly that. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches. Episode Highlights: Right now is your opportunity to light up your fourth quarter - a lot of people miss this window Having a great fourth quarter starts 45 to 60 days ahead of time You still have time to give yourself a jumpstart Don't focus on when things close, instead focus on building up momentum that you can carry with you for a great first quarter Even if you're on track for a solid 2021, you still need to stay on top of your activities and make sure you're not letting real estate reviews, phone calls, etc. slide Be on purpose right now August/September is the time to pick up the pace and run with it This will allow you to go into the holidays without all the year-end stress First and foremost, you need to focus on your Ninja Nine to really accelerate things This is a simple system that enables you to be consistent on a daily basis Consistency is so important, and the results will always follow This is not to say that you can't do something big going into the fourth quarter - but it's best to do that on top of your consistent Ninja Nine systems You can accomplish your Ninja Nine in two to three hours a day, which offers flexibility so that you can still live your life in other areas without neglecting the business side of things One big event is not going to sustain or grow your business - being consistent with your Ninja Nine will Example of being a good parent - you need to show up with love and attention for your children every single day, not just attend one baseball game per year Once you have a solid foundation, you can dial it up or dial it down from there Ways to dials it up going into the fourth quarter Look at which systems come naturally to you and find ways to expand on them What gets you excited within your database? Which parts do you like best? Which relationships do you want to improve upon? This will help you identify which systems to lean into This can also be an opportunity to sharpen other skills that you'd like to improve upon or educate yourself in new areas or markets You can also find creative ways to influence your sphere and connect with people The time to light up your fourth quarter is now Quotes: "This is your opportunity right now to light up your fourth quarter. And a lot of people miss that opportunity." "If you want to have a great fourth quarter, it doesn't start in the fourth quarter, it starts 45 to 60 days before." "It doesn't really matter if it closes December 31 or January 1 - it really doesn't in the grand scheme of things. But the momentum that you can carry through this fourth quarter, to have a great quarter or set yourself up for a great Q1, that's what this is about really." "It's a much bigger picture than the plaque on the wall. The picture is this growing business, the people we're helping, what this business allows us to go and do. And whether that closes in January, closes in December, doesn't make a darn difference." "Be consistent with it right now. Start doing [your systems] right now. Get the flow going with those real estate reviews. Do them in person right now, because that's where you're going to get the biggest and best results." "Be on purpose right now." "August, going into September - oh my gosh, this is another opportunity for you. You've got to run with it, you got to pick up the ball and run." "If you really want to accelerate things, the Ninja Nine is your answer." "We want the Ninja Nine to become this foundation that, whether school's in or school's out, you can do it. It marries well with your lifestyle so that you can live the life that you want and do the Ninja Nine." "Don't plan that if you're not doing the basics. That's not going to save your business, because that one-off doesn't do it. Showing up all the time does." "The first place I always look at is, What are the natural systems that automatically work well for that person?" "This also could be a good time to sharpen some skills, sharpen your analytical skills." "I want everybody to know the opportunity is right now, if you want to make an impact in that fourth quarter - it's not once you're in it, and you're running. This is your time right now." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett take an in-depth look at the number one Ninja Nine System that agents report having trouble with - speaking or communicating with 50 people per week. Rather than getting bogged down in it, our hosts talk about shifting your mindset and identifying the reason why you're making these calls and connections. Easily one of the most misunderstood pieces of the Ninja puzzle, your 50 calls per week is also one of the most fundamental in creating the results you want to have, and it's what makes all the other pieces fall into place. Our hosts break down the biggest challenges and missteps related to this particular system, and offer their best strategies to overcome them. They talk about getting yourself out there in the community and making connections based on similar interests and passions, whether that be in person or online. Regardless of which avenue you choose, the most important step is to have one-to-one conversations and take the time to connect on a personal level. Ask questions, comment on social media posts, and share advice when asked to show your genuine curiosity and care. This will put you on the path to becoming a leader in your community, and your business will thrive as a result. You'll hear what qualifies certain people or conversation as one of your fifty contacts for the week, how seemingly inconsequential interactions can actually lead to business, and why you need to approach this system as a long-term play. For those who struggle to hit your 50 contacts per week, remember that if you're focused on building genuine relationships, detaching from the outcome, and figuring out what makes people light up, the business will always follow. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Episode Highlights: Today is a deep dive on one of the Ninja Systems - talking with 50 people per week A lot of people get bogged down in this and it can be very difficult if you're approaching it the wrong way Identify the reason why you're making these calls and connections This system did not come out of nowhere - there is a reason for this piece in the Ninja puzzle It's one of the most fundamental and powerful ways to build your business and create the results you want to see Get yourself out there and make connections in your community Join social groups, meetings, and use online platforms You can build relationships through online venues if you spend the time to develop them People who are engaged in their communities always see their businesses thrive Forming groups will also set you apart as a leader and someone with knowledge and influence This also builds a sense of community and will help you grow your database quickly Chamber of Commerce or Rotary meetings are a great way to connect with other business owners and leaders of the community Qualifiers to include someone as one of your 50 contacts Current clients or people you have recurring conversations with absolutely count If you focus on building relationships and detaching from the outcome entirely, the business will always follow Practice talking to people and having FORD (Family, Occupation, Recreation, and Family) conversations Advice for new agents Quality and consistency with your database are more important than quantity "Interviewing" people and truly learning about them Building on questions you're asking, following up, and figuring out what makes people light up Joining our Facebook podcast group is an excellent way to connect with other realtors and be part of a growing community Quotes: "This is probably the number one system that heightens the level of stress for people when they start trying to figure out, How am I talking to 50 people?" "A lot of people also approach it just completely in the wrong way. And it can get difficult if you're approaching in the wrong way." "The biggest challenge that I see around this is the mindset of why. Why am I talking to 50 different people?" "The initial why I look at is to build quality relationships that can be around you for the long term so you can have a sustainable business." "You need to be talking to, and interacting with, at least 50 people per week, if you want to have these results. And it's just a piece of the puzzle. However, that piece of the puzzle is incredibly critical to making the results that we want to have happen." "I would say it's a piece of the puzzle that is so powerful that I've seen people build businesses off of just that." "You've got to get yourself out. You need to find environments to make yourself accessible and be able to communicate with people." "Your number one thing is, How can I get involved in something that you have a passion or like-interest around?" "You can build relationships through these [online] venues - if you spend the time." "You all know that person in your world, in your community, that whether they are the mayor or not, you're like, Man, that person just has their hands in everything. And they care about stuff and they're moving forward." "The people that show up for Rotary and show up consistently, those are people that care. They want to see the best for the kids, the families, the businesses. They want to give back. It's a really good group to be around." "What we're trying to do is to make sure that when we have an opportunity for interaction with another human being, that we're taking that moment to slow down and try to learn something about them. And that's the qualifier." "This is a long-term play." "Your goal then with your 50 people is to see if you can figure out the common interests that you're like, I can circle back around to this conversation again." "These are the things that make those people move towards you." "Even the people that you're like, Oh, man, they don't talk very much. If you hit on the right thing, you can't get someone to shut up! And that's a win. That's what you want." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

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