Ninja Selling Podcast

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

As realtors, we need to be educated and pay attention to trends in the economy that may affect our clients. Today Matt and Garrett dive into an issue that's having a huge impact on our industry at the moment - supply and demand. They explain the role that rising costs are playing in real estate, why contractors are leaving prices open-ended or even abandoning jobs altogether, and the impact that other factors could have on homeowners, such as inflation rates and tax policies. Understanding the current situation comes back to knowing your industry and knowing your product, and will help you serve as a trusted advisor to your clients. Our hosts highlight the importance of doing your research, and talking to business owners and trusted experts around you to find out what's truly going on in your area, rather than relying solely on the news or information provided on social media. Becoming an expert on what's going on in the industry, and knowing how to guide your clients through potential pitfalls and challenges is just one more crucial way to demonstrate your value. The more knowledge you can provide, the more powerful your position will be in their world. As Garrett points out, if you're uneducated, you're just another number in their database. You can avoid this by educating yourself on all aspects of the business, and today's episode will lay out how to do just that. Tell us who your go-to experts are, ask questions, and share ideas for future episodes by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Current supply and demand issues Real estate plays a huge role in the economy Costs are going way up and contractors are leaving prices open-ended Comparison to ordering a plate of food without knowing how much it costs, then getting a bill for $100 afterward Realtors need to be educated about this situation and pay attention to trends in the economy that affect business Comes back to knowing your product and knowing your industry Role of inflation rates, tax policies Warren Buffett's comments that inflation is already here Inflation does not necessarily mean doom and gloom, but it does mean we need to educated about it and how it could affect homeowners This opens up the conversation with your clients We're in the middle of a sunny day, not remembering how cold a rainy day can be Need to be prepared for these situations and pull our head out of the sand Look at the data, but also talk to local business owners and experts Content producers on social media are becoming the source of information for young people Need to be careful that you are getting news from reliable sources Do your research and be an expert for your clients If you're not educated, you're just another number in their database Quotes: "There are some trends starting to happen out here right now that are making me step back and go, Okay, this could get really interesting, really fast." "It also happens to be one of our basic human needs as well, shelter. So it plays a big role." "I start hearing about builders saying, Yeah, we'll accept your contract to build a house for you, but you know, the price is going to be open-ended until we can actually buy all the supplies because we can't give you a price." "I think we are starting to come into an interesting time right now where we're going to see some stuff like this start to go on." "I need to be financially smart about what is going on. What does this all mean? How is it going to affect my people and where can I guide them to go get more information? Because we're going to need to be really trusted advisors for people coming up here." "People will figure out how to buy or sell, and this is why we need to be trusted advisors." "Just as if you were going to run a grocery store, you're going to pay attention to what's going on with diesel prices, because your trucks are moving stuff around all the time, and that's going to impact your inventory." "If you look at the data of just inflation - ending in April, we've hit the highest trailing 12 month of inflation rate numbers at 4.2 than we've seen since 2011 and 2008." "Everybody's talking about, What if we have inflation? And [Warren Buffett] said it's already here. If you're not noticing that inflation is already starting, you're behind on what's going on." "It's hard to remember how cold the rain is when it's a sunny day." "My best education comes from the people that I know right around me and asking more questions, more so than the news." "That's why I talk to people I know in finance when I want to understand certain things. That's why I talk to doctors when I want to understand things about health. That's why I talk to personal trainers when I want to understand things about fitness. That's why I talked to Garrett when I want to understand things about real estate." "If you can get into the actual relationship with somebody, where you are trusted advisors for each other, and you come together and you talk about what's going on and what you're seeing out there, those can be extremely powerful." "Be that source of information for them, be that source of knowledge." 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

If you're a new agent looking to grow your business and thrive from the outset, you'll definitely want to tune in to today's episode. Matt and Garrett give their advice for building a solid foundation for success, tell us which habits to instill early on and which to avoid, and explain why flow should be your number one priority. They discuss being 'new' and why it's actually an advantage in creating relationships as you are ready to learn and do not have to rebrand yourself, and they encourage agents to skip the fancy websites in favor of postcards and personal calls in the beginning. Our hosts talk about untapped resources like Toastmasters and special interest clubs as a way to connect with new people, and clarify that we can initiate real estate conversations as soon as we make those connections. If you purposefully dedicate time to building flow and new relationships, drop your preconceived notions about what it means to be a realtor, and go out there in full force as yourself, you'll be amazed at how quickly you can build your database and see big results. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can ask questions, discuss episodes, and share tips with other Ninjas. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Some new agents develop bad habits from the beginning, some start with rock solid foundations and thrive from there State of marketplace when you start will affect how you build your business This is a great time to start as it will force you to develop a solid foundation and avoid bad habits You can build a sustainable business if you keep up with it as you go along Being new can be an advantage as you are ready to learn and build relationships Building flow and relationships with people is your biggest priority right now, should be your number one focus starting out Find a process that works, like Ninja, trust it, get in flow with your people, and share what you're learning This will start to establish you as an expert in the field and open up your Sphere of Influence without looking like a salesperson New agents should skip the CRM and fancy website and go directly to postcards Advantage of being a new agent is starting relationships without any baggage - you don't need to rebrand yourself New relationships often lead to better referrals than your existing contacts Purposefully dedicate time to connect with new people and make sure to put it in your calendar Big missed opportunity for new agents is Toastmasters, a group of ambitious people who are looking to improve their public speaking skills Meetup.com or any special interests groups/clubs are also a great resource for connecting with new people who have similar interests Ninja Philosophy is to give people information, give them value - and you can do that immediately after making those connections Sending postcards and calling is less invasive than email Don't buy into the idea that it will take six months to make your first sale A lot of agents find success with open houses, but don't rely on them entirely Number one focus should be getting in flow with as many people you can and building a database, blocking out time to take action and reach out Make goals and double them Drop preconceived notions of realtors - go out there and be yourself Quotes: "How can a new agent take the Ninja Selling System and build a thriving business as soon as they get licensed?" "The agents that started in 2008, 2009, 2010 are like hardened war veterans. They're no joke, no messing around. They have fundamental set-up in their business because they had to figure it out to make the business work." "I feel like we're in that type of market right now… If you learn how to grow and build this business, and build your foundation right now, you will be an extremely successful long-term real estate agent." "This is an amazing time, if you're serious about starting your business right now, because you're not going to have any bad habits." "There's so many places you can go grab information that I think being new is not that big of a deal." "Flow with people is your number one. Biggest, biggest, biggest thing you need to focus on right now… Write down the word 'Flow.' That is your number one focus. Flow is the driver." "If you're inexperienced in this business, and you want to go bigger, flow is the answer to everything." "The best thing about being a new agent is you know what you don't know, which is a lot. You get to go dive in and do research and learn a lot of stuff and start sharing that." "You can't be a secret agent at all." "That branding of yourself as a new agent is one of the most messed up things that people just botch all over the place." "A lot of times it's new relationships and applying the branding, the postcards, and all that into growing those relationships and those connections. Those sometimes can be better referrals than the people who have known you for a long time. But a lot of people get twisted on that. They think the old group would be your best referring group." "You have to purposefully dedicate time to connect with new people… I think that's got to be in the calendar." "They're going to go to the people that they like and trust, and they can see themselves in. That's why I like these affiliate groups." "The Ninja Philosophy is, give them information, give them value. And as a new agent, a lot of times people go, When can I start mailing them? When have I bridged that gap? ...And the answer is immediately. The minute you make that connection with them." "It's amazing how fast it can progress. This is where I go back to where everybody goes, Oh, new agent, it's going to take you six months to get your first sale. Don't buy into that. Don't listen to that." "You can put together a transaction very, very fast." "Everybody you meet becomes a new relationship." "You've got to let that stuff go of, This is what it means to be a realtor, and be you. And go full force a hundred percent." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode looks at John Assaraf's four stages in the journey toward growth: Comfort Zone, Fear Zone, Learning Zone, and finally Growth Zone. Being in your Comfort Zone might feel familiar and safe because you have control over your situation, but no real growth or change can come from there. Matt and Garrett explain why so many people find themselves stuck in their Comfort Zones, and what they can do about it. The first step is acknowledging what is holding you back, and analyzing your fears to the point where you can push through them to learn new skills. Matt cautions against becoming a Success Zombie, though - only accumulating new knowledge or designations without putting any of it into practice. Real growth can only happen when you take action and set goals that are connected to a purpose. Seeking out motivation, talking ideas out with others, and learning from masters can help lead you away from your Comfort Zone and Fear Zone. Garrett also talks about the inherent nature of making mistakes within the Learning Zone, and reminds us that every failure is a learning opportunity. Matt explains the importance of believing that you can get to the Growth Zone, letting go of excuses, and he and Garrett point out that you don't have to go through this process by yourself. Surrounding yourself with people who ask more of you will allow you to see things from a different perspective and help push you to the Growth Zone, oftentimes faster than if you had embarked on the journey alone. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can ask questions, discuss episodes, and wish Garrett and his beautiful wife, Sarah, a Happy 20th Wedding Anniversary! You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: John Assaraf's The Answer and the idea of moving through your Comfort and Fear Zones into the Learning Zone, then finally to the Growth Zone Comfort Zone is where you feel safe and in control, even if you don't particularly like the situation you're in Fear Zone is characterized by a lack of self confidence, finding excuses, letting other people's opinions affect you First step in to acknowledge what you're afraid of and analyze what you're truly concerned about Analyze it to death Seeking out motivation, inspiration, or a guide to help move you out of Comfort and Fear Zones Going back and doing something you understand versus pushing yourself to go learn something new The Fear Zone is internal, which is why speaking to others can help you push through fear into the Learning Zone Getting to the point where you're open to learning so that you can seek out people to learn from and grow with Learning from masters is key, but you also don't want to become a Success Zombie and get stuck in the Learning Zone, where you are taking in abundant information without putting any of it into practice Growth happens when you take action Setting new goals should come after Fear Zone - once you've moved past your fear, you're ready to learn and figure out how to achieve them Make sure what you are learning is aligned with specific goals Connecting your goal with a purpose How to tell you're actually in the Growth Zone versus just thinking you're there Trial and Error of being in the Learning Zone - not everything will work, but you can't let that set you all the way back to your Comfort Zone The belief system and not making excuses for why you can't get to the Growth Zone Take a step back and look at how you can move yourself along this process and come up with a plan Don't feel like you have to do this alone Quotes: "What is this Fear Zone that stops a lot of people from growing?" "I think Comfort [Zone] - your subconscious mind gets it. It's comfortable with it. You know it. You know what to expect." "I think the first thing is acknowledging what you're afraid of, I think that's the best way to move kind of through that Fear Zone." "Analyze it to death." "Finding somebody that can almost be a guide for you to go through the Fear Zone so that you know you're not the only one, right? Everybody's been there. Everybody goes through it." "There are so many places you can go besides taking a step back and doing something you understand." "We get a lot of people that...they're like, Okay, I'm a bit in my Comfort Zone. I know all the stuff that I'm kind of fearful of and now I need help. Now I need something that can kind of get me to the Growth Zone. I think that's what you need to get through to that Learning Zone, to be open to talking to a master, to talking to somebody that has the knowledge." "That's the part of where it shuts you down from being a learner, is if you're not willing to learn from other masters around you." "The Growth Zone is finding purpose, living those dreams, setting new goals, conquering objectives. And so all things that have to do with action." "Once you are breaking through to the Learning Zone, now you can actually have the opportunity to set a goal that has purpose." "When they get into the Growth...this is where miracles happen. It's like all of a sudden there are results produced that are beyond what you could have dreamt." "There is no failure. Every failure is just a learning opportunity." "At some point you have to trust. Trust leads to belief, and then that's what's going to allow you to take action. Because if you don't believe, then it's going to be hard to push past the Learning Zone." "It's right there in Mastery, to surround yourself with those kinds of people who ask more of you than you do, and that's going to help push you along this journey." 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 John Assaraf's The Answer

Today's episode opens with a question for you - if your business is a vehicle, which seat are you in? Are you in the driver's seat, making every decision about where you want to take your business? Or are you in the passenger seat, making a few calls but largely handing control over to others? Matt and Garrett discuss the importance of accepting your current reality so that you can make the necessary changes to get back in the driver's seat, even if you're starting from the back seat or worse, the trunk. They talk about having creative input and control over your marketing, rather than relying on Autoflow Marketing strategies. And they acknowledge that while you may not want to be in the driver's seat for every aspect of your business, you still want to be in control of the process. Being a navigator from the passenger position can be equally important, as Matt and Garrett point out with the example of rally car racing. And if you've found yourself relegated to the back seat of the car, our hosts explain how communication can help you get back in control of the wheel. Connect with other Ninjas, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: If your business is a vehicle, which seat are you in? If you feel like you're in the passenger seat, it's time to acknowledge that so you can make some real changes, get back in the driver's seat, and take control of your business again So much power in accepting your current reality Don't hand the steering wheel over to others and let them decide where you're going Being in the driver's seat means having creative input in your marketing Autoflow Marketing point is a great example of being in the passenger seat It's okay if you don't want to be in the driver's seat for every aspect of your business, but you still want to be in control Hiring someone does not mean you need to relinquish all control and move to the back seat The passenger can also serve an important role as navigator - rally car racing is an excellent example of this Knowing your process keeps you out of the back seat Communication is crucial and can help you move back to the front of the car Look at your systems and analyze where there might be a challenge or breakdown in communication This can even be applied to your personal life and relationships Are you moving toward your goals and dreams with your business? If not, you're probably not in the driver's seat Be aware of your position and be purposeful about what you need to do to change Quotes: "Your business is a vehicle - which seat are you in?" "You wonder why you're so confused about how you ended up here - it's because you're sitting in the back seat. You're in the trunk! Somebody else is driving." "I think the majority of people are in the passenger seat." "You can't make changes usually in your business or in your life unless you acknowledge where you're at right now. And I think it's time to stop and acknowledge." "Do you have a say in what's being put together? Do you have a voice in the type of marketing that's going out?" "I think for some things in your business, you don't want to be in the driver's seat of it… When it came to staging a house, I did not want to be in the driver's seat. I am not that person. I hired someone else to drive that car." "When you go and you hire somebody or you bring in an expert, you technically are in the driver's seat. You can let that person go if you want to, if you don't like what they're putting together." "With hiring people, that's also where a lot of people end up in the back seat. They relinquish too much control." "If your hands are not in it, if you're not checking in periodically, you do run that risk of all of a sudden going, How in the world did we get here and why are there only three wheels on the car?" "This comes into knowing your process. I think if you know how your business operates, if you know your process, so you know what's coming next, you're immediately pulling yourself out of the back seat. If you're in reaction mode...you're totally in the back seat." "When you start to analyze your business and start to break down all the pieces of it, I think there actually are the right spots that you need to be in the passenger seat and there are the right spots where you need to be in the driver's seat. What you don't want is to be in the back seat." "If you find yourself in the back seat, communication will fix that. That means you need to pick up the phone, you need to talk to people, you need to figure out what's going on. And the minute you do that, you've moved yourself back up the passenger seat position." "If you acknowledge that you're in the back seat, you're now also acknowledging that there is a communication issue that is happening with yourself, with your team, with your clients potentially. And so find that challenge and figure out what's the best way to solve that problem as quickly as possible, and you'll move yourself into the front portion of the vehicle." "I have no communication anymore and I'm on the back seat… I think that there's lots of different places here that people are going to stop and be like, That's where the issue is." "Hopefully the result there is that you're in the driver's seat of the entire business… We want to end up in that driver's seat because this is your future. This is your goal. These are your dreams that you're building with this business. And so if the business isn't moving you towards that, then you're probably not in the driver's seat." "This doesn't take long to figure out, and it doesn't take long to change. But you have to be aware of it, and then you have to be purposeful about what you're doing to do to make the change. And then go 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

Knowing your product is a crucial part of running your business. But many agents are getting caught up in today's fast-paced market and neglecting this key step. Today's episode looks at the importance of doing your research, taking the time to truly understand the properties in your marketplace (not just the homes, but the neighborhoods, nearby schools, parks, trails, and stores), and how this skill can help you expand into more luxury areas and price points. Matt shares his experience visiting every single listing as a new agent, and tells Garrett why even experienced agents can benefit from educating themselves on new products and areas. They challenge us to designate weekly time blocks focused entirely on learning something new, and Garrett shares his advice to "slow down to go fast." Share what you're learning, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Knowing your product is a crucial part of running your business A lot of people in Sales only research a product in the moment, after a client asks Need to take the time to really understand your product and learn as much as possible Pick new types of properties, do research and analysis, and make predictions to see if you hit the mark Matt's early experience learning about every single listing at his company Value of knowing the products on the marketplace Knowing not just the homes, but the neighborhoods, nearby schools, mountain biking trails, grocery stores Experience does not necessarily mean expertise Multitasking and making predictions Planning time blocks for learning will help you be more productive If you want to get into higher, more luxury products in the marketplace, take the initiative to educate yourself about them - arrange a private walk-through, do an analysis of the properties Your research will also open the door to interesting conversations and details to share Agents are neglecting to do this research in favor of riding the crazy market pace Knowing your product is equally important for new and experienced agents Garrett's advice to "slow down to go fast" Matt's challenge to give yourself an hour per week to learn something new, and slowly increase that with time Quotes: "With knowing your product, this is an interesting piece that a lot of people - they get caught up in doing the business." "You need to take some time to really get to know, on a deep dive, your product - what you're selling, what you're working with. And I just don't see it done enough." "If you want to get into a different neighborhood, or a different price point, or a different style of home, get out there into those areas and learn it." "Know your product and what you're doing." "It provided me with so much value. Also, I got to learn some of these homes that I had never been in - the different styles of home, and talking to the listing agents about how those homes could be used… Just getting out there and learning." "That's where I think the value is… This is about knowing the products that are out there on the marketplace. I think when you're a newer agent, everything is fair game." "You become the expert." "A lot of people, particularly in real estate, go to, just experience - I have 30 years in the business. More and more people don't care. I'm sorry. They care about what you know!" "If you know your product and you're the expert, these are the types of things you can start to do. And people will look at you as the expert versus just someone who can open doors." "You have the opportunity every day to learn more things. And you have the time to do it." "One of the best things I've ever seen to get people to sell a higher end or more luxury type of product in their marketplace, is being educated by it." "Let them know, I'm doing some analysis right now. I'm trying to figure out this marketplace and what is going on here. I love your property, I love this listing… Would you mind if, me personally, if I went, and just used this as part of my analysis?" "It does take time to do this research, but if you put it into your day, you're going to be a better agent for it. You're going to have new knowledge that also gives you opportunity to have conversation." "In this marketplace, what we're watching is people are not taking the time to really, really, really do a little bit more of a deep dive. They're just kind of running at this crazy pace, trying to get deals done… You still need to be an expert to your people. You still need to really have a deep understanding of your product and what's going on." "Even experienced agents - they're getting pushed out of their normal areas." "You can up your knowledge really fast. It's not like you've got to go get a Masters Degree in a particular part of the marketplace." "My favorite saying is, Slow down to go fast. Just take a moment to pump the brakes every once in a while. Slow down, look around. Because when you're just running all the time, sometimes you will fly right off a cliff and you didn't even see it coming." "The more you know what's going on and what's happening, now you can be an expert for your clients." 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