Ninja Selling Podcast

Continuing on with our last episode about taking extreme ownership, Matt and Garrett discuss Marianne Williamson's moving poem, "Deepest Fear," a beautiful representation of why we sometimes do not show up in life as our full, brilliant selves, and the power that comes with embracing how much we are truly capable of. Many of us often "play small" and stay in the darkness because it feels comfortable and safe, but our hosts explain that this does not serve the world, and that we all deserve to grow and let our lights shine at their brightest. Pushing through discomfort to the growth zone, and going after big goals actually inspires others to do the same, and creates a culture of people who are living their best, most authentic selves - who are liberated from fear, and feel free to pursue their passions wholeheartedly, which we can all learn so much from in turn. Matt and Garrett share their insights on each enlightening section of "Deepest Fear." They talk about reconnecting with our childlike mindset of seeing opportunity everywhere, and feeling excited to learn and grow as much as we can. You'll also hear about letting go of fear, giving yourself and others permission to be exactly who you are, and reframing life's challenges as happening for us, not to us. Garrett reflects on how these principles have guided him personally, and explains that if you start by tackling small obstacles in your life, you'll slowly start to chip away at barriers and suddenly find yourself overcoming bigger fears. Together with Marianne Williamson's empowering words, today's conversation shows us what can happen when we no longer fear our light, but instead allow it to shine the way it was meant to. Share the ways you've knocked down fear by joining the growing 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: Ninja principles apply to any business or industry Matt shares Marianne Williamson's "Deepest Fear," a poem that demonstrates why we sometimes don't show up or why we're not as amazing as we could be They begin with the idea that our deepest fear is that we're powerful beyond measure Massive breakthroughs happen when we realize how powerful we are and what we're capable of It can feel comfortable to hide in the darkness as it can feel scary when your light is shining and all eyes are on you This comes back to taking ownership and moving into the growth zone We all start to question ourselves and our abilities as time goes on, but there is so much power in accepting that we all deserve to grow and be our best selves When you ask yourself, "Who am I to be (fill in the blank of whatever you want to be)?", turn it around and say, "Who am I not to be those things?" There is nothing stopping you from being the person you want to be Sometimes we play small so we don't make others feel inadequate, ruffle feathers, rock the boat But this doesn't help you or anyone else As you get older, you don't want to look back and wish you would have taken action or done something differently Playing small does not serve this world Embracing your full potential and going after big goals actually inspires others to move out of their comfort zone as well Fear of discomfort stops a lot of people from pursuing growth Analogy of parents trying to protect their children from getting hurt, but setting these limits prevents growth Children see opportunity and brightness everywhere, but at some point, many of us lose this attitude Ninja can help you change your belief system and reconnect with that childhood mindset of embracing the world around you When children find something that are interested in, they dive in wholeheartedly We can learn so much from their energy and their excitement about learning and growing When we experience challenges, remember to take on the mindset that life happens for us, not to us There's safety in making sure other people are staying with us But when you give people permission to go outside the box and let their light shine, you'll be able to learn so much from them as well Give yourself permission to be exactly who you are, not what anyone else thinks you should be Living without fear creates a ripple effect and can inspire other people through small, everyday actions If you start with small obstacles or fears, you'll slowly start to chip away barriers and find yourself tackling bigger challenges Quotes: "What are we really giving up if we're not really being the best that we can be?" "Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us." "We ask ourselves, 'Who am I to be brilliant, gorgeous, talented, fabulous?' Actually, who are you not to be? You are a child of God. Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do." "We were born to manifest the glory of God that is within us. It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others." "The truth is, we are all capable of incredible things." "It says it is our light, not our darkness that most frightens us. I think that's because you can hide in darkness. When the light's on, when you're shining, when you're the source of that light, man, you're in a position where it can be a bit scary because all eyes are on you." "All of us have this really powerful piece that we can bring to the table if we want to unleash it, every single one of us." "Why wouldn't you be able to be that? Why couldn't you be exactly what you want to be?" "And the beauty of this is it makes you stop and really have to ask that question of, Why am I stopping myself from going and being this person that I want to be? Because it's amazing how much of it's right at our fingertips, when all of a sudden, we realize that we can - we can go do this." "A lot of times, we'll just be like, No, I'm just going to play it [small] right here. I don't want to ruffle any feathers. I don't want to rock the boat. I don't want to do anything. But that actually doesn't really help." "My playing small does not serve this world. There's nothing enlightening about shrinking." "By me going and being big and achieving these things, or going after these things, and growing into these roles that I want to be, it serves other people." "I think that level of discomfort as you grow stops a lot of people from the growth. That stops a lot of people from actually being able to really see that light that they might have on the other side." "When we talk about children, I think it's a very fun place to come from and watch how they approach learning. Watch how they, when they find something they're interested in, how they go all into it in this incredible way. Because they are fascinated by that." "What if you took investing in real estate or investing in retirement plans with the zest and excitement of a child?" "What are we really born and put on this planet to do? And it's to just share that brightness and glory with everyone around us... What if you brought that into your business?" "I can let my light shine, and give other people permission to do the same." "Give people the permission to grow, give people permission to go outside the box, give people permission to set new standards, because you will learn from them also. You can only do so much on your own. So when you have all these great people around you, and you're letting all their light shine and be the best they possibly can, you get to, at the same time, learn from all of them at different levels, which I think is a really important thing to understand about this. Don't put your fears on them." "You can't just talk about things. You've got to get out of your element and get out there and be who you are. Be who you want to be, not who others want you to be. None of this is about doing the things that society says you should do, that your parents say you should do, that your boss says you should do. This is about doing the things that you feel deep down inside, that you're like, This is who I am, and who I want to be, and who I want to share with the world. And it's going to help other people do the same in their own way." "It's amazing, when you're around somebody who's letting go, and just going all in. And every once in a while you come across somebody like that, that is just like, Look, I'm going to be me, I'm going big, I'm going to share who I am and my thoughts and my feelings and my energy." "There's a much greater good around all of this when you truly are moving in that direction." "As we grow, I think one of the biggest benefits, if you can lean into this, is if you start small and realize that the fear that was holding you back - when you cross a threshold and accomplish it and move towards it, and you get to see the light on the other side, it's like, Oh, it's okay. I can create, I can do this. I have all these resources around me. I have all these great people I can ask questions to, I have all these great books around me that I can learn from and grow, that allow me to be better every single day. You start to realize by the little wins that all of a sudden, you start to start tackling the bigger wins, the bigger fears." 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

In recent coaching sessions, Matt and Garrett have noticed that many agents are missing opportunities to go above and beyond for their clients, and are not taking extreme ownership of their businesses and themselves. When questions come up, or something goes wrong in a transaction, the best thing you can do for your client is be their expert and handle the situation for them - gather all the information, make phone calls, do the research, and make sure you are getting the job done. Passing the buck is not only unprofessional, but it also creates confusion and stress, and gives away all your power. When you own the outcome and take responsibility for doing the best job possible, your value as an agent will prove undeniable, even if you don't get the results you were hoping for. As Matt points out, taking ownership may not guarantee results, but it guarantees you the freedom of direction and more opportunity with your clients moving forward. Whether it be with your work, health, or wealth creation, Matt and Garrett discuss the idea of taking ownership today - no one else can save money or eat a healthier diet for you. Only you can make this happen. They talk about not making excuses or blaming other agents, and how taking ownership allows for incredible growth and new problem solving. They acknowledge that this is an ongoing journey, and that changing your belief system can be difficult. However, the consequences of not owning the outcomes in your life will be even more challenging. This does not mean you have to do every single thing that comes across your plate, but instead you can focus on changing your processes and looking for ways to add value. Today's profound conversation reminds us that there are opportunities for growth and excellence all around us, and if we take ownership of those moments instead of letting them pass us by, we can grow and improve in countless areas of our lives. Join the growing 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: Terri Johnson is offering two open Ninja installations in August (August 10 and 23) Visit NinjaSelling.com/events for more information Today's topic is about the challenging skill of taking ownership of your business and yourself Delivering Happiness by Tony Hsieh will give you incredible insight on taking ownership in your life Garrett's observation that a lot of agents are not grabbing opportunities and running with them as they come up It's important to take extreme ownership of opportunities to go above and beyond for your clients, for example when questions come up or things go wrong Owning the outcome Example of problems coming back on home inspections When you blame others or pass the buck, it creates confusion and stress, and gives away all the power to other parties Taking ownership may not guarantee results, but it will guarantee more freedom of direction and more opportunity with your clients down the way Example of eating healthy and taking extreme ownership over what you put in your body, even when temptation is readily available Taking ownership as it relates to wealth creation for agents You need to take ownership of putting money away now as no one else is going to do this for you Matt and Garrett hear a lot of agents complaining that something was the other agent's fault Taking ownership allows you to grow, learn, find new solutions This can apply to anything in your life If you're not taking ownership, it's very easy to make excuses Brokers who complain that their agents are not productive need to remember that they hired them This also applies to agents who complain about buyers - ask yourself what caused you to choose a client who can't make decisions It's difficult to change your belief system around this, but the consequences of not doing so are even harder It's your responsibility to make these changes happen, not anyone else's When things don't go your way, it's an opportunity to reflect and figure out how you can do things differently next time You need to own that you are the creator of the results you get Taking ownership of your health is a great place to begin A lot of people are struggling with taking time off work after COVID Taking ownership in your life is an ongoing journey You don't have to do every single thing that comes across your plate, but instead focus on changing your processes and looking for opportunities to add value Opportunities for growth and excellence are given away all the time Take ownership of these moments, and they will help you grow and get better in countless areas of your life Quotes: "To your client, the best thing you can do is take extreme ownership." "Instead of just saying, The buyer agent messed this up - you personally [say], What could I have done better to make sure that that doesn't happen in the future? Because I'm owning this outcome." "When you don't take ownership of, We actually can control the outcome of what's going on, you're giving up all the power." "The [agents] that are winning every single time are personally taking responsibility of, My job is to get them this house. And if they don't get it, it is my fault." "Taking ownership doesn't necessarily guarantee results. It doesn't guarantee a particular result. However, in my opinion, it guarantees freedom of direction, it guarantees more opportunity down the way." "No matter whether it is - your health, your relationships, your business - if you are not taking that level of control and self responsibility, then you're not going to access the freedom that you could have down the road." "If you want to look at wealth creation, anybody who's listening to us right now - take ownership of it today. There's no reason you can't start today, there's no reason you can't start putting money aside today, no matter how much money you're making. There's no reason you can't do it. But you need to take ownership that you are the one that's going to make it happen. Nobody's going to do this for you." "We're not talking about creating a false level of complacency or contentment. We're talking about acknowledging that everything that happens for you, everything that happens to you, is for you, and you are the creator and receiver of those things." "Whatever is in your world, take it." "When you take ownership of it, you now get to grow. The minute you let go of the ownership of it, you're killing growth. Because you're not looking for solutions. You're not looking for answers. You're not looking for, How could I have done this better?" "It's everything in your life - you can take that opportunity, when you get an outcome that you don't like, take that step back and say, How could I have made this outcome go the way that I wanted it to?" "If you're not taking this level of ownership, this level of self-responsibility, then it's so easy to just go right into excuses." "If you actually build an organization around people who take that level of self-responsibility, everybody's going to step up, everybody's going to become a player. You're going to minimize the amount of victims that are in your environment." "The hardest part is changing your belief system." "That's my responsibility to make that happen. It's not anybody else's responsibility." "Anytime I don't get the outcome that I want, that's my opportunity to self-analyze and be like, Okay, what could we have done to get a different way to get the desired results?" "These are these little choices that we get to make throughout the day. And you need to own that you are the creator of the results that you get." "Don't give in that easy. If you've got something you want to do, own it, go after it and figure it out." "This is a long, never-ending path and journey." "It doesn't mean that you now have to do every single thing that comes across your plate when people are asking you questions. It's really about managing certain processes and looking for those opportunities to add extra value for your people." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett share their insights from the Ninja Selling Leadership Institute about how to become a better leader and good quality manager. They talk about how this can influence an office and lead to greater success for agents as well. Broker managers can make or break the entire company experience, but not everyone is meant to fit this role. Our hosts break down Larry Kendall's approach for bringing in the right people, hiring the best of the best, and making sure agents are coachable, not just great producers. They discuss the importance of having a strong vision for your company, how this can help you attract ambitious agents, and using your core values to guide every decision toward growth moving forward. You'll hear Matt and Garrett's most important takeaways from their time at the Leadership Institute, and they reflect on how these principles can work for leadership roles in any industry. Join the growing 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. Episode Highlights: Matt and Garrett attended the Ninja Selling Leadership Institute Today's episode is about what they've learned from the course about good quality leadership and managers Informal leaders Larry Kendall's quote that effectiveness equals the quality of the decision multiplied by the buy-in, not plus A 10/10 decision with one buy-in is a "10" idea, but a 7/10 quality decision with 8 buy-ins is now a "56" idea What are you experiencing with your agents - Anxiety? Lack of buy-in? Stress? Confusion? Look back at the pieces you're missing that are causing this outcome If you make better managers, and make them better leaders, you'll see better agents as a result Managers can make or break the entire company experience Some people fit well into that role, others do not Hire managers who create a positive work environment and "rally the troops" Larry Kendall's process for hiring agents Bringing in people who are coachable is the most powerful thing you can do for your company It's not all about their numbers - you want to make sure they're ambitious and ready to learn as well Some offices have certain hiring quotas that make it difficult to focus on quality As managers, you need to ask yourself whether company core values align with the metrics you're required to hit This ties into the vision of the company You can have a productive company, but without a strong vision, it's never going to feel like freedom Make your vision big enough so that everyone else's vision can fit underneath it Productive time for managers and agents Manager's job is to drive GCI, and agents bring in the GCI These principles apply to leadership roles in any industry Quotes: "Being a great manager doesn't necessarily equate to being a great leader." "If you're a good leader in the office, you know who your informal leaders are." "Effectiveness equals the quality of the decision, multiplied by the buy-in." "You watch these offices that just struggle to get things accomplished. They've got all this great stuff, but they don't know how to make it come together." "What are you experiencing with your agents? Is it anxiety? Is it lack of buy-in? Is it stress? Is it confusion?" "A lot of people come to us because they don't have great managers." "It's not the commission splits. It's not the technology support that gets agents to stay or leave. Those things are important, don't get me wrong. But it ultimately comes down to who is the manager." "Who are you putting into that role? There are people that are meant to be good managers, and they're meant to rally the troops. And they're meant to give complex information in ways that everybody can understand… That's a skill. And a lot of that skill is not trainable." "Bringing in the top of the top, the best of the best, the ones that can follow rules, the ones that are coachable." "If you focus on coachability, you can take somebody who is brand new to the business, but they're ambitious, they're ready to listen. And that's got to be part of your recruiting process." "As managers, as leaders of a company, look at what you've established as your core values, and ask yourself, Do our practices that we have in place, in the metrics that we're telling people to hit, match with what our core values are? And if they don't, then we have a mismatch that you need to go back and say, Hey, let's just readjust some things." "When you have a vision, you can attract agents because they know exactly where you're going. And you'll attract the people who want to be a part of that and want to go with you." "Make your vision big enough so that everyone else's vision can fit underneath it." "[Vision] is what's lacking the most in most companies. And then they wonder why they are herding cats all the time." "The manager's job is to drive GCI - that's their job. And the people who bring in the GCI are the agents." "The biggest thing that I think people can take away from this is, this is a very, very important thing in this industry. Focus on quality leadership, quality management. Whether you're an agent trying to encourage that from your owners and your managers, or you're a manager encouraging it from your owners, or you're an owner. Let's go top down." 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

For the second time ever, Matt and Garrett meet face-to-face to record today's episode about gift giving, and how to use this as a way to build connection with your clients. Whether you're doling out mugs, water bottles, cutting boards, or knives themselves, our hosts talk about how to do this tastefully, have fun with the process, give the right gifts, and do it in such a way that clients do not feel bombarded with marketing material. It's a delicate balance, but Matt and Garrett are here to walk that fine line with us. They break down the difference between gifts versus paraphernalia, the right time to give out branded products versus more personalized items, and the intention behind your gifts. Matt and Garrett discuss the idea of giving gifts that add value to people's lives, and the missed opportunity of providing branded moving boxes and supplies to clients. They caution against putting your information on day-to-day items as this can come on too strong, and encourage listeners to ask themselves whether their gift is related to marketing or simply a thank-you. You'll hear about branding items discreetly, and how to give gifts in a way that feels comfortable and personal to both you and your clients. Share your marketing materials by joining the growing 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. Episode Highlights: Matt and Garrett record today's episode face-to-face! All about giving gifts (mugs, water bottles, cutting boards, coolers, etc.) with your name or logo on them If done properly, this can help build connection with clients You can have fun with this Gifts versus paraphernalia and marketing materials You can personalize gifts for your clients rather than giving them something with your name on it Giving branded marketing tools (t-shirts, hats, pens) as gifts can take away from the personal energy you're aiming for What you put on the products can also make a difference - if you put your name, phone number, and email versus a simple logo, it can feel like you are handing that person a billboard to advertise your business It comes down to intention Promotional materials at trade shows and community events should definitely include your name and information Garrett's example of an agent who gives moving boxes and supplies to clients - this is a great opportunity for branding Is your gift related to marketing or simply a thank-you? If it's a day-to-day item, think twice about putting your name on it They will remember who gave it to them, and including your information may be coming on too strong Brand things as much as you can, until you get to particular thank-you gifts or personal gestures If you are sending a personal note, avoid writing it on branded stationery If you feel uncomfortable about giving certain branded items, you probably shouldn't do it You can brand things in a discrete, classy way Quotes: "There's so many different approaches to how you're supposed to do this. What are you supposed to do? And some people are like, I feel so awkward about this. And then some people are like, But you've got to do something." "There's a choice of you buying something with a logo on it - Someone buys a mug with Ninja Coaching on the side of it, that's their choice to have that mug. To say, Here's a mug with my logo on it, now turns into marketing." "The minute that it's a marketing tool that was intended as a gift, now the energy is lost." "When all of a sudden it has the name and the email address and the phone number that's now on the item - you gave me a billboard. You gave me a marketing piece to make your business better." "Anything that's delivering value to somebody as it relates to real estate, you want to have your information on." "Alright, so I'm going to give you boxes, as your realtor. And by the way, here's a thing of tape. And here's...labels and stuff for the boxes, and here's pens. If you want to brand all of that stuff, go for it. Have at it. That's the stuff that people are going to keep around." "I love moving boxes, I think they are fantastic. This is a very old school idea that a lot of people don't do. And it is a big missed opportunity, I think. This is a product that adds value. It's not a gift. It is a gift in a way, but it's helping somebody do something." "There's the right times and the wrong times. And I think for most people, you just need to take a look, and again, go, Is this marketing for me? Or is it a thank-you? If it's a thank-you, let it just be a thank-you." "They're going to remember who gave it to them. So I don't think you have to worry about your information on things that people are going to use often, use frequently." "If you feel uncomfortable about it, then probably don't do it. If you're totally comfortable with it, then go for it." "I see great moments for the right type of marketing and the right type of thank-you. And when you cross the line or you miss the opportunity, again, you can't really get that opportunity back." "The discrete placement of things, I think is a nice, classy way to do it." 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

Traditional sales training usually encourages agents to steer every conversation toward real estate, focusing only on getting the business, and immediately asking people whether they are thinking of buying or selling. For many, this can feel too aggressive or "salesy," and understandably so. Today Matt and Garrett guide us through the process of initiating real estate conversations organically by focusing on helping people, bringing value, and being genuinely curious about what is going on in their lives, whether that be real estate-related or not. They talk about detaching from the outcome of these conversations altogether and instead focusing on building relationships. If your intention is to serve people with information, be their expert, and connect, the transactions will always follow. Our hosts revisit the importance of F.O.R.D. topics (Family, Occupation, Recreation, Dreams), and Garrett shares his favorite question to open the door to real estate conversations without being "salesy." Matt and Garrett share their best advice for keeping these conversations natural, including asking people about their dream home, having a relaxed approach on social media, and being mindful of the context of your relationships so that you can have fun with them in an appropriate way. They remind listeners that you don't have to run away from real estate conversations to avoid appearing "salesy." In fact, today's episode will show you how to move toward them, but with sincere interest and intrigue, rather than by shifting into pushy "pursuit mode." Join the growing 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. Episode Highlights: Part of Ninja is not bringing up real estate until the clients does Ninja attracts people who don't want to act "salesy" Real estate and homes come up organically in conversation all the time You can utilize postcards and marketing to do the real estate talking for you Then you can just focus on connecting with people, and a lot of times, they will bring it up Traditional sales training encourages agents to immediately ask people if they're thinking of buying or selling With Ninja, you can take that off the table completely - you don't need to go there The focus should be on creative marketing and reaching out to people to build relationships If your business is built entirely on asking people for referrals, the minute you stop doing that, business stops If someone brings it up, it's totally okay to engage - but keep the conversation natural and avoid diving right into asking whether they're thinking of buying or selling Answer their questions and ask your own to keep the conversation going about real estate Balance between knowing you're the expert and having a conversation with someone - you don't want to simply lecture people about statistics and market trends You can make outbound calls to follow up on your conversations and give updates without being salesy Your intention should be serving people with information and making connections, not trying to get business Detach from the outcome and the transactions will come If you bring value and expertise to the conversation, you will establish yourself as a trusted advisor Focus on helping people, and they will refer you to everyone they know Analogy of catching a cat - you'll never catch a cat if it knows you're in pursuit mode F.O.R.D. (Family, Occupation, Recreation, Dreams) questions are a great way to create connection and steer the conversation to real estate organically One of Garrett's favorite questions to ask is, What made you fall in love with this house? Then you ask what they might look for differently in their next home It's fun to talk about dream real estate Have genuine curiosity and embrace the real estate conversation You can initiate a conversation about real estate, but it needs to be about their life and their world Be curious about what's going on with them, bring value, help people If you approach it as a "Sales" conversation, a wall will go up quickly For new agents, asking people what made them buy their house opens up the conversation and helps you learn more about what draws certain people to certain properties without feeling "salesy" Have fun with it What you put on social media will inform the way people feel when they have real estate conversations with you in person If you're coming on too strong or salesy, they may not feel comfortable approaching you in real life Be mindful of the energy that you're bringing to the conversation and the context of your relationships with people Don't run away from real estate conversations - move toward them, ask questions, get intrigued Focus on helping people, sharing your expertise, and learning what's important to them as well This will help you build those relationships and become a trusted advisor Quotes: "I think that this is a really interesting dynamic that a lot of people get into, because they try to figure out, When is it okay to bring up real estate?" "Ninja attracts people who don't want to act salesy." "Some people may be uncomfortable talking about real estate because you don't have a good autoflow program going on." "You have to have other pieces built in your business that do the real estate talking for you. But the cool part is, if you're doing it right, people will bring it up for you. And that's what we want. We want people to make that connection with us." "Real estate always comes up." "Most of us are not going to develop a strong business by asking people if they could send people our way. That's also just not a good sales strategy. Quite frankly, I'd rather see people actually come up with really creative quality marketing programs, and go out and door-knock...versus just constantly asking people for business. Because you won't be able to talk to enough people. This is why you want to build relationships." "If your business is built on you asking for it... the minute you stop doing it, it turns off." "You are their expert. Be their expert." "There's this balance between you knowing you're an expert and having a conversation with somebody." "All of a sudden, you're not being salesy. You're not pushing real estate on anybody. They're not walking away going, Well, Matt got really aggressive when all of a sudden we brought up real estate." "The intention there is serving people with information, with value, with connection, whereas a lot of people might be looking at, But I'm trying to get business." "Make it your intention to serve them and bring value to them first, then the transactions will come." "You'll never catch a cat by being in pursuit mode of that cat." "The minute that person thinks that there's a game on here, they move away so quickly. And it kills the referrals, it kills that future business down the road." "Everybody's got something they fell in love with about their house. So if you want to kind of go down those areas, I find that that's very fun when you can dive into that." "I think you can lead in with real estate, but you need to lead in with real estate about their life and their world." "That's the biggest thing that I want people to understand, is that it is okay to talk about real estate. It is okay to go down these paths with people. You just don't want to go into it with the intention of trying to find business... But if it's genuine intrigue, genuine interest, I think you get away with a lot. And have some fun with it." "Don't be afraid to talk about real estate. Just don't put yourself in a 'Sales' situation because the 'Sales Wall' will go up. And it will go up fast. Just bring value, and help people, and embrace the real estate conversations." "The more you do it, I think the easier it gets, too." "If you ask somebody, What made you buy this house? That is not a sales question at all. It's an intrigue question." "This is why Ninja works so well for people - depending on your relationships, there's going to be different ways that you have conversations." "Do not run away from real estate conversations. In fact, run towards them." 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

Through coaching sessions and recent conversations in the Facebook podcast group, agents overwhelmingly report that the phone is their least favorite aspect of the Ninja System. Today Matt and Garrett look at why this is, and how to become a master of the phone, even if you don't feel like you're inherently "good" at it. They point out that the biggest priority is to have your F.O.R.D. conversations (Family, Occupation, Recreation, and Dreams), and talking on the phone is the most efficient way to do so. They share their advice to write a list of people you already talk to regularly, who you'd like to connect with more, and people you never call. If you don't enjoy talking to certain people, take their name off the list! Instead, focus on the people you connect with, enjoy speaking to, and are interested in, and you'll soon have a list of people who are easy to call. Matt and Garrett explain how F.O.R.D. questions help you uncover common interests with clients, and unlock a deeper level of flow and connection with them. They discuss your belief system, and whether you are actively telling yourself you don't enjoy the phone. Our hosts share their best advice for becoming more comfortable making calls, pushing past the awkward phase until it gets easier, and they address some common complaints they hear about why people don't like the phone. They talk about using the phone as a tool of connection, taking the path of least resistance, and only calling people you would be interested in spending time with in person. Once you have the right names on your list, all of a sudden you'll find yourself looking forward to picking up the phone, and excited to lean into this very important step of the Ninja Process. Join the growing 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. Episode Highlights: Garrett posted a few questions in the Facebook community: Which system is your favorite? Which do you wish you were doing better? And which is your least favorite? People overwhelmingly reported the phone as their least favorite Today's episode looks at how to become a master of the phone It's not a matter of whether you're good at talking on the phone or not The most important thing is to make sure you're having F.O.R.D. conversations (Family, Occupation, Recreation, Dreams), and the phone just happens to be the most efficient way to have them - but these can take place in other ways Who you're calling makes a difference in terms of whether you're excited to make a call or dreading it Garrett's advice to write down people's names - who you are already talking to regularly, who you'd like to talk to more, and people you never call If you don't enjoy talking to them, take their name off the list Remove yourself of the burden that you need to talk to certain people just because they're a client Instead focus on calling the people that you connected with, that you enjoy speaking to, and that you're interested in Asking F.O.R.D. questions helps you uncover common interests and unlock a deeper level of flow with people Some clients are just not as talkative or open to answering questions, and that's okay This could also be an opportunity to get better at asking the right questions Top producers don't necessarily have a large core sphere of influence, but they have very active flow with them This creates referrals and keeps the business rolling Talking on the phone may feel awkward or difficult at first, but just like working out, you need to push past that and it will get easier Your belief system can affect how you feel about the phone if you are actively telling yourself it makes you uncomfortable or you are not good at it Take the path of least resistance and call people at times you know you'll be in better flow with them (e.g., during College Basketball season) People have commented that the "I'm just calling because I was thinking about you" call feels fake If you focus on connecting with people over common interests and build a list of people you enjoy talking to, the calls will become easy Highlight names to categorize who you most enjoy speaking with, who you could call more, and who you'd feel strange calling Focus on the first two groups Re-evaluate this list once a quarter, not as you're getting ready to sit down for your Hour of Power The phone becomes a tool of connection You don't have to interject business topics until the client brings it up A good rule of thumb is to only call people you would want to spend time with in person Keep track of people who reach out to you, and who you would want to speak with even if you weren't in real estate - this will help you form your core list of names If you have the wrong people on your list, you won't want to make calls Quotes: "It's probably the number one thing that we get to address when we're coaching and working with people is: How in the world do you figure out the phone and how do you make it so that you can be a master of the phone?" "It's not whether you're good at talking on the phone or not. I want to take that off the table." "If you really break it down, you have the wrong people on your list, if it's causing you that much stress." "Start with whoever is in your database or on your list that...you don't want to talk to. Just take them off the list. Start there. If you don't feel like talking to that person, don't call them." "If they're not people you're excited about having conversations with, you don't really have much in common, but they trust you as their real estate adviser, great. Just show up as the real estate advisor then. I think that's totally okay." "It removes the burden of being like, Well, I guess I'll call… [But] I don't really know what to talk to him about. And I don't have a reason to call, but he's a client so I should call. No - don't force yourself into that situation." "You're looking for those little things. As you start to ask more F.O.R.D. questions, dig down, dig deeper - you're looking for the stuff that you have in common, like interests with those people. And when you find common interests, that's the way I'm going to continue flow with that. That's the easiest path." "That's those little paths that you look for, that build those relationships… This is how you start to establish a deeper level of flow with people." "I want everybody to be comfortable with knowing that it's okay to not be great friends with everybody you do business with." "If you're not used to doing that, of course, it's going to be hard to pick up the phone because you feel a little awkward about it. And that's okay, too. We just need to push past that a little bit, just like the first time you start working out. It feels hard, of course. But then it gets easier." "I've watched people that have the belief system of like, I don't like talking on the phone. The phone's uncomfortable for me. And you have this core belief." "You start to understand those times of, this is a time I can be in better flow with this person, if I choose to. It's an easy phone call right now. At other times, it's not easy. And you take the path that's, again, got the least resistance." "The more you have the right people on the list, the more, all of a sudden, the phone calls become really easy." "Start with people who you talk to even if you weren't selling real estate. Who would come over to your backyard barbecue, if this wasn't your profession? And that list may be small, and that's okay. We got to get a baseline." "Then we build up some confidence. And then the phone becomes this thing we look forward to, because it's a tool of connection. And you learn to love connection as well." "You never bring up business unless they bring it up first. It is really just connecting with somebody. And I think that that's a big fear for people, is that they think it's something bigger than that." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Success is something that we all strive for, but today's episode looks at the different ways success can take form, and what it means to you. The definition of success is entirely subjective, and cannot simply be measured by wealth or titles. Matt and Garrett talk about creating your own definition of success, whether that be income-driven, spending time with family, or hammering out your ideal work schedule. The key is knowing what feels right for you, what lights you up, and doing your best to move towards that goal every day. Success is about achieving your desired outcome, and that will look different for everyone. Our hosts share examples of how traditional gauges for success, like gross commissions and profits, may not always reflect the real story. They talk about being driven by other factors besides money, and eliminating their income goals in favor of an abundance mindset - trusting that money will flow toward you, so you can enjoy other things you love. They discuss the importance of family, physical health, mental health, and being unencumbered, in their own definitions of success. And they encourage listeners to reflect on what success looks like to them, pay attention to what sparks their passion, and go for it. As Larry Kendall says, if you focus on your process, the people, and what brings you joy, the money will take care of itself. Join the growing 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. Episode Highlights: Looking at success and what it means to you Success can often feel overlooked or unappreciated because it doesn't line up with what you feel you're "supposed" to do, based on opinions of others The raw definition of success is static, but the truth is that it will be different for everyone Success can take all different shapes Titles, wealth, positions are perceived values - but the elements of success that go unseen are of tremendous value as well, such as time with family Garrett's example of an agent who was purchasing leads and experiencing great success as a result, but upon closer examination, there were a lot of moving parts and costs in getting to that point Brokerages tend to measure success only in gross commissions, volumes, and transaction count They don't take your expenses into account If you are only concerned with financial wealth, focus on your net profit, your bottom line number (not gross commissions) The goal of Ninja is to increase your income per hour so you can enjoy your life outside of work Some agents thrive on being available 24/7, and others need more walkaway time The key is knowing what feels right for you, and what makes you feel happy as you lay your head down on the pillow at night The definition of success is subjective, and isn't only about money Success is about accomplishing your desired outcome - this will look different for everyone Once you focus on your own passion and decide which goals are important to you, the money will always follow If you feel like you are doing your best, and you are proud of what you're doing, that is a great gauge for success and that's when you feel most lit up and motivated Getting away from specific income goals in favor of an abundance mindset, trusting that money will flow towards you so that you can enjoy other things you love Family is the most important priority for Matt and Garrett To Garrett, wealth is not about making X amount of money - it's about making enough to be able to enjoy activities and vacations without having to worry about whether there is enough in the budget Success means being unencumbered Physical and mental health are also huge gauges for success, especially as you get older Whatever your definition of success is, are you doing your best today to move toward that? What do you need to work on? You need to decide what success looks like to you, pay attention to what lights you up, and go after it Don't let other people's definition change your trajectory Quotes: "We need to define what success looks like." "The definition is going to look different for everybody, but the raw definition...is that it's the attainment of wealth, position, or honors. It is the accomplishment of an aim or a purpose." "Is that really success, to have to manage and do $700,000 worth of transactions, to walk out of it with $200,000 in income, give or take? And this is where the waters get really muddy." "I think people need the okay to not have it always be about money, and there's lots of different definitions of what success is." "The whole point of Ninja was, increase your income per hour so you can have a life." "How many people in this industry have not taken a real vacation in over a year, who always have their phone with them?" "When you start talking about, What is the definition of success? The second part of that definition is getting the desired outcome… You've accomplished something. You've done what you've set out to do." "All of a sudden you watch their business light up." "What's fun is when you start to figure that out, and then you dedicate yourself to being the best at that thing, there's always a financial reward that comes on the back of it." "Larry says this all the time, If you focus on the process, the transactions will take care of themselves. If you focus on the people, the money will take care of itself." "There's a certain point that you go, It's not about the money anymore. At which point, you've got to figure out what success looks like." "When you figure out what success looks like for you, all of a sudden your energy kicks out, your drive kicks up. Everything just kind of comes to life." "I deleted the income affirmation and went to just, Money flows easily toward me. And just basically saying, I attract all that I need. Abundance is there. And just being in purely abundance mindset, to know that the needs will be met so I can focus on the things that I really like to do and enjoy and love." "A number one goal of success for me, is that I've got these little people that are counting on me, that I need to make sure I can turn them into the best adults that I can possibly turn them into. That's one piece of success in my world." "[Mental health] is probably the biggest component of it all, too. Because that's going to drive how you act, it's going to drive how you show up for those little things every day that are going to keep you driving towards your definition of success." "I hope that everybody takes all this and just starts to think about what that means for them." 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 have been preaching the pre-listing home inspection for many, many years, and today they devote an entire episode to break down why. Pre-listing home inspections are an important step to make sure you're putting people in safe homes. They also increase buyer confidence, raise your trustworthiness, protect both buyers and sellers, and decrease stress for all parties involved. They offer up all the knowledge you need to negotiate from a place of power, and to achieve the best possible offers for your clients. They prevent contracts from falling through during the transaction phase, since everything has already been disclosed, and help you avoid having to put a home back on the market - a huge red flag for potential buyers. Our hosts point out that top producers almost always have the pre-listing inspection built into their process, and even though you may uncover an issue or discover that your seller is unwilling to negotiate, Matt and Garrett explain that this will come out in the process no matter what. It's better to find out before you've invested your time, energy, and marketing dollars into a property. You can fix the problem or simply disclose it to buyers so they know exactly what they are dealing with. In addition to offering clarity, confidence, and marketing appeal, pre-listing home inspections also give you peace of mind as an agent, knowing that all parties are completely informed about the property being purchased. And they serve as another opportunity to demonstrate your role as a trusted advisor, and raise the value level of the industry as a whole. Join the growing 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. Episode Highlights: Matt and Garrett have been preaching pre-listing home inspections for many years This part of the process may not be necessary, but it is advisable and it will help your clients get better offers You may find something wrong with the property, but this is going to come up no matter what Part of the listing agent's responsibility is helping sellers with whatever defects or issues come up Homeowners Disclosure is still required, but homeowners do not always know what they need to disclose Important to put people in safe homes It would be extremely unfair to skip pre-listing home inspection to the parties that rely on you to be their expert Garrett's story of an inspector who discovered that homeowners had slapped a coat of paint over rotten material Matt loves pre-listing home inspections because it helps you avoid the second round of negotiations They allow you to negotiate everything upfront and have all the knowledge you need to achieve the best contract possible Even if you think buyers are getting higher offers than ever right now, completing pre-listing home inspections can help them do even better It also helps eliminate buyers' fears that something is wrong with the house, and they'll be that much more confident putting in a great offer It offers clarity and lets buyers know exactly what they're dealing with Analogy of buying a used car versus a certified pre-owned car Having the home pre-inspected can also be used as a great marketing tool Helps avoid having the home go under contract, and then go back on the market - this is a huge red flag for potential buyers Gives you peace of mind knowing all parties were completely informed about what was purchased Makes you more trustworthy as an agent and protects your clients A seller who does not want to complete a pre-home inspection is also a red flag Pre-listing home inspections increase your trustworthiness, confidence with the buyers, and decrease stress for all parties It also adds a huge convenience factor, and consumers pay for convenience Garrett addresses complaint that agents have lost listing over pre-listing home inspections It's better to find out you have an issue or a seller who's unwilling to negotiate before you've invested your time, energy, and marketing dollars, rather than during the transaction Also, you don't have to fix everything - you just have to disclose it Let the buyer decide how they want to handle it This is another opportunity to raise the value of what you do as a realtor, and for the entire industry as a whole Top producers have this built into their process Quotes: "This is a piece of the listing process that I am very, very passionate about." "There's so many ways that sellers can win bigger by doing pre-listing home inspections." "I hear people say, Well, why would you want to point out there's something wrong with the property? Aren't you hurting yourself by putting that out there? And then finding maybe something that's wrong? I always laughed at that - I was like, Usually it's going to come up no matter what." "Putting people in safe homes for one, I think is a big thing." "That's not an uncommon thing for someone to be like, Let's just touch some things up here, and maybe it isn't that big of a deal. Like, Hey, it looks great. It looks nice. We've been living with it for so long. How bad could it be?" "To skip a step like this, I feel is extremely unfair to the parties that have relied on you to be their experts, to help them through this process." "The reason why I love pre-listing home inspections, not because of this market, and because of helping buyers, but because I hate the second round of negotiation. I think it's a waste of time. I think it's just riddled with problems." "That's one of the things that you're doing when you get a pre-listing home inspection, is you are setting yourself up to have all of the knowledge so that you can negotiate from a position of power, so that the sellers can achieve the best contracts." "I don't care if you're getting the most that you've ever thought you would, you could probably do better." "One of the four buyers' fears is there's something wrong with the house. And if, as a seller, and as a listing agent, we can eliminate buyer fears...it's amazing." "Anything we can do to make sure that that property does not go under contract and then go back on the market, we want to do as a listing agent. You don't want properties to leave the market and come back on because there's a huge red flag attached to this property now." "Me as a listing agent, I am actually pretty concerned - this property isn't going to come back and haunt me a couple years down the road. I would be able to sleep better at night going, I feel good because all parties were informed on what they just purchased there." "Listing agents out there, please, please, please, please, please do a pre-home inspection. Figure out what they look like in your marketplace. Figure out how to sell it to your seller - that this is actually a really powerful thing to be able to present the property in this way. And all the benefits are going to come out of it. It's not a negative. I think it should be done to protect the clients." "I don't even know if there's any negatives really to it. Other than, you might find a lot of stuff about the house that you're going to find out about anyway. And if you have a seller that doesn't want to do it, that's also kind of saying something too, right?" "Do this stuff, guys. You get increased trustworthiness, you get increased confidence with the buyers, you get less stress." "And it's not like you have to fix them. You just have to disclose it." "This is one of your opportunities to raise the level of what a real estate agent is, to provide more value than the other real estate agents out there." "There's a reason why we've dedicated an entire episode just to this one topic. Clearly, we think very, very highly of this." 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

Many agents today are finding themselves stuck in the mindset that they can't find success in this marketplace, or make it work for them. Today Matt and Garrett explain how shifting your mindset first can help you see opportunities where others do not, and they remind us that people will always experience life events that require real estate changes, regardless of market trends. The opportunity to create business is always present, but you need to have the right frame of mind in order to see it. Matt and Garrett talk about surrounding yourself with others who have a positive outlook, putting in the hard work to maintain a proactive attitude, and taking care of yourself in other ways (exercising, eating healthy food, and drinking plenty of water) to strengthen your overall mindset. Garrett performs a thought experiment to show how pre-programmed beliefs affect how you view your environment, and shares how we can "fill our minds with the things we want to see" instead. If you can focus on the belief that success is always possible, that you offer a service of great value, and that people will always need it, then you'll be able to handle any challenges thrown your way and grow your business in the process. Join the growing 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. Episode Highlights: Topic of mindset has been coming up in a great deal of coaching sessions Many agents are getting stuck in the mindset that they can't be successful in this marketplace, or don't know how to make it work for them The first step is to have the right mindset and truly believe that there's a way to make it happen People will always experience major life events that warrant real estate changes, so there will always be opportunity Surround yourself with people who have a more positive outlook, as that can shift your own mindset Buyers and sellers will always be pushed to the pain level where they need to make a big change Have the affirmation that you will find and create opportunities for your clients It's hard work to maintain this type of mindset First quarter burnout can make it difficult You need to take care of other areas of your life to protect your optimistic mindspace Your body is like a machine, and you need to have a regimen that will help it run at its best Garrett's thought experiment from Pam Grout's E-Squared about how pre-programmed beliefs affect what you see in your environment Fill your mind with the things you want to see Importance of staying hydrated Quotes: "Very interesting to see the results that people are seeing based on their mindset versus what actually is happening in the marketplace." "There's a good part of the population out there that is still not really understanding how to make this marketplace work and how to be successful in this marketplace. And what is starting to really resonate with me is that you have to have the mindset first, that it's possible that there's a way before you can actually make it happen." "It's a trap that a lot of people fall into - they get stuck in this mindset of, I don't know how to make this work. I don't know how to make a sale happen. I don't know how to get my buyers a property. I don't know how. And it literally shuts off all of the opportunities and tools and conversations you could be having with other people." "It's easy to let the market start to control your mindset." "I keep reminding people, like 3% appreciation in one year - that's what we would refer to as healthy appreciation." "What I see mostly is that people who say, No matter the market, I can make it work, we are going to figure out a way. I may not have all the answers, but I'm going to figure out a way. Those are the people who succeed in every market." "If we start with our mindset, then we can handle the challenges of the market and address them with proactive action, versus reacting with a mindset of, Well, that's just the way it is." "It's funny, their mindset says that this run is going to end and then we'll be done. Then home sales are going to stop." "If I focus on, There's always going to be someone that needs my help with real estate. It's a different mindset, though, because the other person - all they see is gloom and despair." "Start to focus on, Who are the people that believe they're going to find what they want? Who are the people that are looking at the opportunity that is available in this market, regardless of where prices or interest rates are?" "There's a point where people are like, I have to move forward, I have to do something. I need your help to get me from point A to point B." "If you have a mindset of, I can help anybody and everybody. I know people need my help. I have a great service to offer, then it doesn't matter if it's hard or easy, because you're going to get through it." "There's an affirmation that then has to start, I find and create opportunities for my clients." "You need to start programming in what you want to see and what you want to look for, because it is there. Your brain just doesn't even know how to show it to you." "I want everybody to understand that everything you see today is because you have a program that you're running, it doesn't necessarily mean it's the truth out there… Take a second and really analyze, Is my program of what I'm seeing in the market right now really what's going on?" "Fill your mind with the things you want to see." "You all do affirmations, you just don't realize you're doing that." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Over the course of the pandemic, a lot of businesses have shifted their marketing strategies and dropped print marketing altogether. But the three most common elements that have allowed agents to continue thriving during this time are phone calls, postcards, and real estate reviews. Today Matt and Garrett explain why now is the perfect time to return to your postcard mailings, or fine tune the ones you're already sending for optimal success. Postcards are almost a guarantee to reach your targeted audience, as everyone opens their mail. Mailers can also be used in conjunction with digital marketing - whereas social media posts alone can get lost in the algorithm. Our hosts talk about putting in the work to create interesting content for your postcards, using them to showcase your personality and creativity, and if that is not in your wheelhouse, hiring someone to help bring your unique voice to life or using templates as a creative reference. Matt and Garrett offer suggestions to include testimonials in your postcards, play with humor, and most importantly, start getting them out the door right away. You can check out some great postcard designs and ideas by joining the growing 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. Episode Highlights: Coaching sessions all over the country help Matt and Garrett zero in on certain trends A lot of businesses changed their marketing platforms during the pandemic, and stopped sending print marketing and postcards Today looks at turning mailings back on or fine tuning your approach as you get to it again Three common elements that allowed agents to thrive during the pandemic have been phone calls, postcards, and real estate reviews Postcards have dried up really fast, but they are still key to your marketing success A lot of companies are now focusing on digital marketing, so sending something physically in the mail will help you stand out - people will pay more attention It's almost a guarantee of a high connection rate as everyone opens their mail Postcard mailing campaigns are the one constant that always produce big buzz and word of mouth behind the scenes But you need to use mailers in conjunction with other types of advertising and autoflow (e.g., social media, phone calls) Postcards are guaranteed to reach your targeted audience, whereas videos and stories on social media can get lost in the algorithm Mailers can be become the foundation for all your other content, including digital micro-content (15 seconds or less) Put the work into it to create enticing content, both digitally and on your postcards Testimonials can be a great feature to include on postcards, and a simple yet effective way to create content You can also hire creative help if needed, which leaves more time to connect with clients or enhance your work/life balance Just make sure to factor in this cost as you set your budget and monitor cash flow Being creative is not in everybody's wheelhouse, and that's okay - that's what templates and other creative resources are for But postcards are an excellent opportunity to show your creativity, personality, and sense of humor if that does appeal to you Understand your strengths and don't hesitate to hire someone who can help bring your unique voice to mailer content Most importantly, get your mailers out the door right away - you can fine tune and get better with time Quotes: "[Postcards are] really the only thing that can come close to guaranteeing a 100% open rate because everybody checks their mail." "This is a long-term play. Mailings are designed to create not only an awareness of who you are in these people's minds, but also to develop long-term delivery of value to these folks so that when they are ready to do something, or when they're in conversations with others about real estate, your name comes up." "Put in the work and you'll start seeing results right away." "It's always come back to this mailing campaign that's been out there and kind of bubbling behind the scenes, exponential results just keeps growing on itself." "I'm not saying social media doesn't work. I actually think it's an amazing platform. If done right, it hits a void that's out there of connecting with people." "When it comes to digital content, the cool thing about mailers is that they can become the foundation for all your other content, because micro-content, digitally, is what's taking over now. It's like content that can be consumed in 15 seconds or less." "Even if you like doing postcards, Garrett, and you're a creative person, it takes a lot less time to spend in your creative zone, doing two postcards a month, than it does trying to do a social media post every single day." "If you have that creative juice, let your personality come out through these postcards, too." "A postcard is a place that if you want to, you can have a lot of personality come out of it, you can have a lot of really great energy come out of it. And I think you can play with it a little bit. I think you can also play with…the humorous side, too." "That's why I just want to encourage everybody - if you're not getting into the mailers, if you have been hesitating on getting back to your mailers, either way, start getting them out there." "I also want to encourage everybody to understand what your strengths are… Just because somebody else was able to do it, doesn't mean that you're less because it's not in your wheelhouse. That's when you need to bring somebody in to take care of that for you, and don't feel bad about bringing in an expert." 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