Ninja Selling Podcast

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

The Dual Agency Scenario is an interesting one that keeps coming up in Matt and Garrett's recent coaching sessions. Today they look at how to handle the situation when you have multiple buyers interested in the same property, or you have a buyer who's interested in one of your listings. They acknowledge that protocols may vary depending on your state, but the key is to have open communication with your clients, and be upfront about your procedure for this, and any other potential situations that could arise, during your 10-Step Buyer Process conversation. This clarifies that you will be representing them, and not sharing any information to the other parties involved. Being transparent about your process helps to build trust, and gives your clients the confidence to know that they are ultimately in control of their real estate decisions, not just along for the ride. Getting ahead of these situations also prevents uncomfortable conversations in the moment, where your clients feel pressured to make decisions under confusing, rushed circumstances. If you don't currently have a policy for Dual Agency Scenarios in place, Matt and Garrett explain how to do so with your managing broker or a trusted colleague, without having to refer your clients elsewhere, pay additional fees, or lose the relationship that you've worked so hard to build. Share your process for Dual Agency Scenarios in 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. Episode Highlights: What to do as an agent when you have multiple buyers interested in the same home It comes down to process and having open communication upfront Garrett's example of an agent who had 4 buyers interested in the same property Are we having the conversation up front with our clients during the 10-Step Process, based on whatever the protocol is in your office? Consumer Information Statement Dual Agency Scenario - you have a listing and a buyer, and the buyer is interested in your listing Key is to be clear and open about the process so there is no confusion - people can't make decisions when they're confused Clarity helps build trust as well, particularly if you are going to be a dual agent and write an offer on your own listing If you are representing the buyer only, and you overhear what another buyer is offering, you can use that information to formulate your own offer - you cannot do this if you are representing both buyers This isn't really a disadvantage, though, as it is very rare for another agent to let you overhear this information Comes back to speaking to your client upfront about different situations that could arise, and how you would handle them How the broker relationship comes into play, can bring huge value to the process Managing broker can help write the contract in a dual agency scenario, then you take over once negotiation is complete This way you don't have to refer clients away from you, and you can maintain the strong relationship you've worked so hard to build If you do not want your managing broker to take on this role in dual agency scenarios, you can also work out an arrangement with a colleague you trust, and be sure to reciprocate when they are in the same position Being upfront with your clients about the process, even if you don't encounter a dual agency situation, gives them the confidence to know that they are in control of the decision and that they're not just along for the ride If are only having these conversations as the moment arises, it can feel very "salesy" and put pressure on your clients If you don't have a process, figure one out immediately (for managers and brokers) Reminder that Ninja principles apply not only to real estate, but to all businesses that involve working with people Quotes: "Does your office have a policy of who that person gets given to, and in what order, and what does that look like?" "If you don't let them know, it does bring up weird questions… Who is she representing? How much has she shared? How does this work? Do they know where our negotiation standpoints are? It just brings in confusion." "We want to do everything we can to make sure that they understand that they're being represented, and there's as little confusion as possible. Because people can't make decisions when they're confused." "There needs to be a very high level of trust." "As a managing broker, anytime my agent was in these situations, our process was, if you have a listing, and you have a buyer, I will write the contract and negotiate for the buyer as the manager, there's no fee for that, I just do that. And then once the negotiation's complete, the process goes back into the control of the agent." "Same thing, if there are multiple buyers that an agent had writing on a listing - Alright, the first one to write, you take, and the next one, I'll take. We'll negotiate out. And then after that you take over. And that's a huge opportunity. Because like then there's no referral fees going in there for a little bit of work." "I think managing brokers, a lot of times, don't realize that that is a massive value that they can bring to their agents, and to let them know, I'm here to represent you and to take care of that situation when it comes up. And again, you're not going to owe me anything." "If you don't have a brokerage that has these processes, talk to your colleagues and develop a process that works for you guys." "That's why I think managers can easily step into this role. You have the experience, you have the knowledge. And if you're a part of Ninja, you also know how this works, right?" "There might be that situation of, I don't even want my managing broker to represent my people. I would be looking internally or to my colleagues to say, Hey, if this comes up, Matt, I'll have your back, you have my back." "This goes back to the tribe that you build in your office as a managing broker and owner of a company. You want to build people in that want to help people out like that. They're not just sitting there going, Well, what's in it for me? If there's nothing for me, I'm not helping you out, you're on your own. We don't want that. We want a group of people that are like, I'll jump in and I'll help." "Even just practicing this process of explaining this upfront, and really looking into how we control the process, how they control the decisions, will also help you with negotiations even if you don't have this scenario happen. Because your clients will also be prepped to know that they're in control of their decision." "I think it's very healthy to let them know that they actually are in the driver's seat of this. We're not taking it over and being like, Ah, we've got it from here." 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

Emotions are playing a big role in today's marketplace, often leading buyers to offer significantly more than asking price because of the intrinsic value they place on a home. And while emotional value has always been a factor in real estate, the current imbalance of supply and demand has really brought this to the forefront, and emotionally driven bids are increasing fair market value more than ever before. Today Matt and Garrett talk about the current trend of buyers making enormous offers based in fear or panic over losing a property, and how this is establishing a new market value for both buyers and sellers. Like luxury cars, people are willing to spend more on homes that fill an emotional need for them, and it's important to understand how this is currently affecting the market so that you can explain it to your clients and help guide them through the process with a level head. In order to win the game, you need to understand the playing field. Right now, the game is trickier than ever, but today's episode looks at how to help your clients win, even as the rules change in unpredictable ways - and give you yet one more way to demonstrate your massive value as an agent in the process. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, 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: Fair Market Value versus Emotional Value of a home Emotion is always involved when purchasing primary real estate, and intrinsic value is always placed on a property This plays a role in how much people will offer on a property, often much higher than asking price because they are emotionally buying the home When people bid significantly over fair market value because they are emotionally driven based on fear and panic over losing a property, this can then set a new market value precedent, which is cause for concern You could argue that this emotionally driven offer now becomes fair market value because both buyer and seller agreed that is was a fair price, having full knowledge of the asset Matt's comparison to real estate market to how stock markets and currencies trade People assume fair market value can only go up and the baseline will stay there, but it can go the other way, too (e.g., 2008 crash) Emotions and intrinsic value are always at play - we're just seeing it more now because of the imbalance of supply and demand Garrett's example of cars as an emotional value purchase - some are utilitarian, some are specialty, luxury vehicles that people are willing to pay more for in order to fill an emotional need Emotional value also informs the asking price sellers are looking for - shooting for the moon to see if they get it This will start a trend in the marketplace as more people will list their home to see if they get a similarly high price "Make Me Move" prices could lead to a trend of greater inventory Emotional value is the precursor to establishing fair market value Revisiting Step 10 of Buyer Process, and talking to your clients about the role emotions are currently playing in the market You have to know what game you're playing to be successful at it Successful agents right now understand the game and are able to explain it well to their clients Understanding the market is part of your value as a realtor Your value is understanding the playing field, understanding the process, and being able to understand and guide your client without getting swept away by emotions Example of helping guide people to win games in Vegas Someone who helps you actually win games has much more value than someone who just shows you around and doesn't know how to play Fascinating to watch how emotions are affecting the marketplace right now, and it will continue to change Our job is to keep our emotions level and be a good step down transformer for buyers and sellers Quotes: "Emotion is always involved when purchasing primary real estate." "They're not looking at what type of windows does this house have? Or have they been updated or things like that? They're literally coming from this crazy emotional place. Which is like making them, as you just said, put a $900,000 over list price offer in. And people go, That's insane. They're overpaying for the house. No, they're emotionally buying a house." "The challenge is - what you come to as a potential fair market value conclusion, a lot of times is not what actually the property trades at. And then you wonder, Well, is that emotional value now establishing a new level of fair market value? Because fair market value is what a willing and able buyer and seller agree on if they have full knowledge of the asset." "That's the crazy thing. They were willing to not lose the properties. But now it's a mark that everybody goes, Oh my gosh, it just sold for that, that must be new market value, based off of some crazy person that was in full fear and panic mode - [they've] just set a new market value price. This is causing me some concern." "The thing that I think people get lost on with fair market value, Garrett, is we for some reason, assume that fair market value is established so that it stays that way going forward, that's the new baseline. But fair market value can go the other way, too." "We had the conversation about emotions and intrinsic value. And that was well before this marketplace, obviously. And it's always at play. Here, we're just seeing it now more than ever, because of the imbalance of supply and demand." "We could see people starting to put the Make Me Move prices out there. But if they don't get them, they just take the home off the market and continue on with their lives and their house." "Maybe that's where emotional value and fair market value tie in. It's like the emotional value is the precursor to establishing fair market value." "The agents that I'm finding out there that are being very, very, very successful with working with their buyers right now, truly understand the game. And they're able to explain the game to their clients, so that the clients can go in and be successful." "So many realtors right now are going, Oh, in this market, what's our real value? It's right here, understanding this stuff - having these conversations and being able to be a guide. It's not just...because you can read comps. There's plenty of smart clients out there, too, that can read comps. That's not your value. Your value is understanding the playing field, understanding the process, understanding your client." "When they get into the emotional state, they need somebody who is not emotional. And if you keep...your emotions in check, because you're not buying the property, you become an amazing asset to them, because then it can save them from maybe a bad decision or help them make a decision to do something that is a little uncomfortable, but they know it's the right thing to do." "The value of a real estate agent right now, I think is actually higher than it's ever been. Because the game is so tricky." "If you can't help people, and you don't know the tricks, and you haven't evaluated what's going on, you can't explain the game, you have no value… You're just walking around showing me games at the casino." "It's our job to keep our emotions at a certain level and be a step down transformer for our clients. And now more than ever, boy, do buyers and sellers need a good step down transformer." 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 the multiple offer scenario becomes increasingly common in today's market, so too does agent competition, which can lead to tension and frustration between realtors. Today's show looks at the importance of having good communication with fellow agents, even though you are in competition with each other, as it is another important aspect of building relationships. Being empathetic and considerate of other agents' time is extremely beneficial as you grow your business as it can help secure backup offers, early viewings, and ultimately better deals for your clients. When agents do not get along, negotiations can go bad fast. Matt and Garrett offer suggestions for creating cooperative relationships with other agents from the moment you meet, including complimenting them, asking questions to engage conversation, and treating them as you would a potential client. This builds rapport and ensures that they will want to work with you in the future. Matt and Garrett talk about approaching your work with other agents as a 'co-op-etition," and remembering that you are all there to cooperate and win together. They discuss being respectful when competing for listings, having an intentional local realtor database that you apply your Ninja Systems to, and working with other agents to share information and feedback that will benefit both agents and their clients moving forward. If you have a reputation for doing the best you possibly can, not just for your clients, but for fellow agents as well, people will want to work with you, refer to you, and reach out to you as a trusted advisor in the real estate world. As agents, we can all achieve greatness together, and today's episode will show how something as simple as being nice can go a long way in helping everyone succeed. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, 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: Communication with fellow agents Two sides of this - agents have been able to secure backup offer because of their relationships with fellow agents; others have had very frustrating experiences because of unclear communication Being cooperative and considerate of other agents' time goes a long way Example of Dan Smith's FAQ sheet for buyers' agents - builds rapport and connection Working well with other agents is also beneficial for your clients Going into a negotiation with an attitude will start you off with a roadblock Having empathy and working together facilitates a better deal, better contract for your clients When agents don't get along, the deal can go sour quickly Create good relationships from the beginning Randall O'Dowd's suggestion to compliment them, ask questions, and treat them like you would a client This builds connection and rapport Be mindful of how you interact with other agents at open houses as well - your reputation can precede you, and you want to make sure it's positive Approaching your work with other agents as a 'co-op-etition' - you're all here to cooperate and win together Having an intentional local realtor database that you apply Ninja Systems to Good relationships with fellow agents can help overcome judgment if a listing hits the marketplace wrong Have a baseline for treating every agent professionally as you never know when you might be working with them Communicating with other agents, sharing information and research together will change your business and create so many new opportunities Clients will also take notice of how you interact with other professionals Circle of energy Making sure you have a reputation for making things work for all parties Good relationships with other agents will allow you to have tough negotiations while maintaining respect and professionalism Quotes: "We have such a great opportunity to work and cooperate with our fellow agents, even though we're in competition." "You might think you're in competition with all the other agents and on building your business and things like that. But at the end of the day, you have to work with all these other agents. And the more you can work together, the easier it is for your clients." "If you look into it, saying, Hey, let's start with some empathy, just like we do with our clients, because we need to figure out what the real situation is here and act as advisors all together and negotiate in a fair enough way. Obviously, I know that everybody wants to be on the winning side, but there can be win-wins here. You're gonna end up with a better deal and a better contract for your clients, too." "You always hear the stories of when the agents don't get along, the deal does not go well." "As Stuart Emery says in Mastery, be in the presence of masters without condemning. And I think that's part of it, too… This is a 'co-op-petition,' so to speak. We're all here to cooperate and win together." "There are times where you might compete against each other for a listing, but you see the top agents, they respect each other when one other person gets the listing, to be like, Man...good job." "That happens to a lot of properties that hit the marketplace wrong. The realtors make a judgment on it, they decide a certain way. And that's final, like very hard to overcome." "There's a wealth of knowledge and information there that will not only build stronger relationships with agents, but also make you a better agent for your clients with more information, more knowledge, more background." "Your clients are watching how you communicate, how you interact, for sure. And so that's something to keep in mind too." "If you're going to lose, at least lose with some information so that you can sit there and say, How can we be better next time? How can we improve?" "Let's all get along here and work together." "A rising tide lifts all boats." 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

Around this time of year, Matt and Garrett typically start to notice agents getting distracted by shiny objects, and letting their Ninja Systems slide. Today they're here to set us back on track, and warn against neglecting our foundational activities, such as making F.O.R.D. calls, building relationships, and writing notes. The Ninja Systems offer safety and security in every market, and if they begin to feel tedious, it's important to remember the big picture of how they will help you reach your long-term goals, both for yourself and most importantly, for your clients. Matt reminds us that mastering the mundane is what differentiates those who are good from those who are exceptional. Today's episode will show you how to reinvigorate your Ninja Systems, and once again find the fun and joy in building your business. Our hosts explain why relationships are the foundation for your success, how they allow you to weather any storm and thrive in any market, and the importance of maintaining those connections consistently. Garrett shares the powerful analogy of casting plenty of lines in the water and catching a lot of fish, but if you are not tending to the relationships that brought you there in the first place, you will quickly run out of bait. Building stronger relationships in a busy market, not diminishing your flow by contacting too many people, and focusing on your core group are also discussed. While it may be tempting to simply ride the market wave and let your systems fall by the wayside, the next crash could come at any time. As Larry Kendall says, Ninjas are the ones who learn to dance in the rain. Prioritizing your flow with clients and staying committed to your foundational activities are the key to predictable success, no matter what storms may lie ahead. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, share ideas, 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 Ninja Systems, and how it works in every market This is the time of year people start looking at shiny objects and let their systems slide How long is this wave going to last? Do we need to prepare for an impending crash? Garrett has been using Ninja Systems for 19 years and has yet to find a marketplace it does not work in Ninja Systems offers safety and security in your business and this is not the time to get distracted from it Warn against neglecting your foundational activities, such as F.O.R.D. calls, building relationships, and writing notes Agents get bored and wander from attracting business Need to remember the big picture of why these systems are effective and how they will help you reach your long-term goals, both for yourself and your family, and also for your clients Mastering the mundane Ninjas are the ones that learn to dance in the rain and thrive in any marketplace Maintaining relationships consistently is what will allow you to succeed, even in challenging markets (example of agents whose businesses actually took off in 2008) You can also focus on building even stronger relationships Example of Paul Schneider scaling back the size of his database so that he could connect with clients every 30 days - he made the group smaller with better communication, but this is when referrals and opportunities started pouring in You can diminish flow by trying to be in contact with too many people Matt's observation that successful agents and entrepreneurs usually have a smaller group of close personal relationships, as having countless people in your Sphere of Influence can be exhausting and unsustainable Focus on Ninja Nine and your systems It's not always easy, but it is simple Quotes: "Let's not get too far away from the Ninja Systems." "I have yet to find a marketplace that it doesn't work in." "I've seen it happen so many times that I just want people to know that if you want some safety and security in your business, this is something you need to be taking seriously right now. This is not a time to waver from it. This is not a time to get distracted." "It's easy to get distracted from doing the foundational activities. It's easy to say, Maybe I should look at something else. I just want to make sure I'm protected in case this doesn't continue to work or whatever it is. The truth is that it always will work." "Where I see a lot of people fall off is on the attracting business side, they start to let their relationships go." "It turns into a machine at some point for some people. And I think that that's where they all of a sudden just start to deviate." "You need to map it all out so that you have a really clear picture. Because otherwise, when you do get bored with the system, if you don't have that to fall back on, you will be off to the next shiny object so fast." "When you master the mundane, that's the difference between somebody who's good, and somebody who's exceptional. And so that's what you've got to learn to do." "Ninjas are the ones that learn to dance in the rain." "If you have good relationships, you're going to have people supporting you, and helping you get through that time, particularly if you maintain those relationships at a very, very good level." "I've got a lot of lines in the water. I'm catching a lot of fish. But I'm not going to dig up more worms, so I can continue fishing… I think that that's where a lot of people get lost in this type of marketplace is that, we've got lines in the water, we've got fish in the boat, we've got more fish coming. But we're running out of bait. So you need to go back and tend to that." "The ones that have not figured out how to make this marketplace work are not sitting back with a very awesome database that they have been in amazing flow with going, Yep, still not working. That doesn't exist. If they have an awesome database, and they are connected with them, and they're in flow with them. There's business. There's business falling out of the woodwork." "That's the wonderful opportunity in a thriving market, not just to close more deals, but to build better relationships and stronger relationships for the long term." "The one thing you don't want to optimize are the things that don't scale, which is your personal relationships. It doesn't mean you need to go and have 250 more personal relationships, just keep the ones that are closest to you really strong." "When you talk about relationships, you can actually diminish the return by trying to be in flow with too many people." "You really don't need a whole lot of people, you just need to be in good flow with them." "We find the really great things are where the business is just a byproduct of the great relationships that you're focusing on." "You can't precisely measure the ROI of an individual in your database...because everyone's going to be different, every person is different, every piece of real estate is different. And so don't stress yourself out on measuring the ROI so much, because that's when you start to get distracted. And I think that's why some people will pull away and say, Well, that doesn't work in this market." "No matter the market you're in, no matter what market you think you're going into, no matter what product you sell, or what product you want to sell, focus on those activities and the relationships you want to build and maintain. And you're going to see some success." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's topic was inspired by a listener request, and Matt and Garrett are very excited to finally dive in and discuss the Sweet 16 Listing Presentation. Hailed as "The World's Greatest Listing Presentation," this process engages potential clients immediately, and provides all the tools you need to position yourself as a trusted advisor, get more listings (and sell them faster), identify your client's greatest fears, and differentiate yourself from the competition. The 16 Step Selling Process creates clarity and sets you up to list a seller, not just a home. It allows you to make sure all parties are on the same page, and set expectations for your work together as a team. Join our hosts as they highlight the critical questions provided in the 16 Step Selling Process (you can find the entire list in the Ninja Selling Appendix). They revisit Garrett's strategy to provide homework to his clients in order to gauge whether they are truly sellers, and explain the 'One of three things' conversation that so many agents unfortunately skip in favor of simply getting the listing at all costs. Matt and Garrett also talk about what to do if you feel your goals are not in alignment with a potential client, and debunk the myth that agents have to take every listing offered to them. You'll hear about whether your clients are willing to list (not sell) their home for fair market value, the dangers of both underpricing and overpricing, and the importance of confirming your clients' Plan B should their home fail to sell or get the price they were looking for. Garrett shares his favorite question to ask at the end of each meeting, and the show ends with an important reminder never to skip any of the questions in the Sweet 16 Listing Presentation, as each step is so crucial in demonstrating how great you are as an advisor, and putting yourself and your clients in the best possible position to actually sell their home. Thank you so much to Ana Patrice for her suggestion on today's show. You can share your ideas for future episodes, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. And a reminder that 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: Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients Sets the stage for everything and gives you the right questions to ask Listing a home versus listing a seller People who are only listing due to favorable marketplace shifts are not sellers Sweet 16 Listing Process can help you turn those people into sellers Speak to all the decision makers to clarify why they are selling their home and make sure everyone is on the same page Whether to make it a One-Step or Two-Step process is market specific Start with a home tour How to gently provide recommendations Owning your process and the importance of having control Making a home easy to buy - so desirable that buyers will consider it a no-brainer to put in an offer Following up on your listing packet - sellers will have read it and taken it seriously, but if you're just listing a home, they will simply be waiting for you to give them a price The "One of three things" conversation to have when you first meet with a client This levels the playing field, shows that you're honest, ensures that you are upholding your fiduciary duty, and establishes your commission guidelines Asking clients whether they are willing to list their home for fair market value Emotional value versus market value Positioning versus pricing Dangers in both underpricing and overpricing Asking clients about their Plan B if their home does not sell or they do not get the offer they're hoping for Gives them clarity and allows them to move quickly through the process If you find yourself skipping Questions 15 and 16, you need to readjust your time frame to make sure you include them These questions demonstrate how great you are as an advisor and put you in the best possible position to actually sell the house Garrett's favorite question is to ask whether they have any other properties they need to sell Quotes: "The Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients." "It engages people right off the bat." "Are you listing a home or are you actually listing a seller? And what Ninjas do is we list sellers." "Sellers will do things that sellers need to do to sell their property. And they will fix up the yard. They'll put money into the house… They will put sweat equity into the house to make sure that it looks just perfect for that opportunity when it comes through the door." "There's always a point at which people start to get a little greedy, and they're not sellers. They are people going, If it would sell for this, I will sell. If I could get this much money, I will put it on the market." "All of a sudden, you may have talked to one party on the phone. Now we have both parties sitting in front of us and you get to see this totally different dynamic of what's going on." "The expectation needs to be set and known." "The more control we have, the better the listing looks, the better decisions the sellers are making, the more clarity they have. We're going to get some really good contracts. And we're going to be able to negotiate from a position of strength." "I knew when I got there and the homework was done, they'd done all my little steps. It was like, Oh, I have a seller! Here we go." "I remember when I first started selling, it was like, your mindset is: Get the listing. That's it. Get the listing. We'll figure out all the other stuff behind the scenes later. And this totally changed my whole perception of it." "One of three things is going to happen today: You may like me. You may like what I have to say. You may choose to hire me to help you sell your home. Second is you may like me, but you may not like what I have to say, and you may decide that I'm not the right fit for you and you may choose not to hire me. Third is, I may choose not to take your listing if I feel I can't help you. Shall we proceed and see what happens?" "This just takes all that off the table and levels the playing field and says, No, we're working together." "Essentially what we're doing here is we're showing that everybody has an option here. Sellers have an option to choose who they want to work with. And the realtor has an option to choose who they want to work with." "It's a great question to ask somebody, but it also opens up an entire dialogue with them about what if we miss fair market value and what can that look like and what are the damages that can happen?" "We need to ask more questions and get more clarity for these guys. So they have clarity, and I think that's a really important thing. It's so they have clarity, not us." "Clarity allows people to move so fast." "A lot of these questions can spark conversation to help you have those conversations with your seller, which also reinforces how great you are as an advisor." "If you can get all the way through this, you are in a very, very, very clean relationship with a seller." "When you get that chance to be in front of that seller, hit it out of the park… Don't skip any steps. Don't mess around with it. Show them that you're a professional and give them all the information they need. And then again, this also will make sure that once you have that opportunity, then you're going to have the best chance of actually selling this house." 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