Ninja Selling Podcast

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

Matt and Garrett are diving deeper into the idea that your clients don't need you, they should want to work with you - because you can actually take this to the next level, and turn that "want" into a "need". Once you have established your expertise and given your client the best experience possible, clients will not only want to work with you, but they will recognize just how much they need you moving forward on all their real estate decisions. Our hosts break down this cycle, and how the Ninja Process can help you become the person your clients just can't buy or sell their house without. They explain the importance of building relationships with your clients, getting to know them on a deeper level while maintaining professionalism, and understanding the reason why they are selling their home, rather than just the details of the house itself. Once you truly understand your clients' needs and put them first, they will go from not knowing they needed you in the first place, to wanting you, to finally feeling like they will always need you in their lives. Share the ways you have managed to go from a need, to a want, back to a need again, 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: Revisiting the idea of, 'They Don't Need You, They Should Want You' Recognizing that once people want you, they actually realize that they do need you because of the value you bring to their experience This often happens after the transaction has taken place - how can we help clients realize this earlier in the process? Ninja Process allows you to do this by creating communication, creating dialogue, identifying common interests, and focusing on clients' needs Turning yourself into the person clients must have in their life when they are making real estate decisions Putting other people's needs ahead of your own rather than searching for the next sale Need/Power Dynamic Getting to know your clients on a deeper level while maintaining a professional relationship Transition from wanting to work with someone to truly needing them Asking clients what their home means to them, and learning what's important to them so you can do the best job How soon to start the process of building relationships and asking deeper questions Understanding why a client wants to buy or sell, not just the details of the home Similarities to Matt and Garrett's approach to coaching - taking the time up front to really get to know who that person is This can be applied to every profession and relationship Quotes: "That want starts to turn back into a need… I cannot do it without you. I need you." "They don't need you, they should want you. And now that they want you, they're going to recognize that they need you." "It takes that progression of, I didn't know I needed it, and then all of a sudden, it's like, Oh, I want it. And then it's like, Now my life will always have that in it. I will always have this item, or this thing, or this person in my life moving forward because now I need it." "We don't necessarily recognize that need until we've used the product or service, and we go back and say, This has really enhanced my experience, my life, whatever it might be. And that's when we recognize, I wouldn't have this experience, I wouldn't be where I am if it weren't for that. And therefore, I did need it." "Look at some of the stories and testimonials that agents get after the transaction, when there's reflection and the clients go, Man, Garrett, we couldn't have done this without you. I didn't even recognize it until we were signing the papers, and it all started to come to me...without you, this wouldn't be possible." "This is why the Ninja Process works so well, because it starts with getting to know these people." "What you described is basically releasing a focus on the transaction… As soon as you take that away from yourself and say, It doesn't matter to me whether this transaction goes through or not, as long as it's the best thing for my clients, all of a sudden you no longer need that deal, which shifts the power in your favor." "If you don't get attached to the outcome, then you have a lot of power in negotiations, in conversations, in relationships. And all of a sudden, people start to feel like they need you." "If you really get good at figuring out these people on a very deep level, that's the thing that will turn you from the, I want this agent, to, I need this agent in my life. And it's just a layer of going deeper of understanding, that a lot of people kind of skip over." "It's the nuances and the conversations that you have with a professional service advisor that make the difference. It's not necessarily just the result of what you get at the end of the day." "The one question that I always go to, which I think is great and can work in any sales situation, is, What does this mean to you? What does this home mean to you? What does this transaction mean to you? What does this car mean to you? Then listen." "That's what my house means to me. If somebody can pull that out of me and understand, This is what I'm selling, This is what I'm leaving behind right now… That's that piece that's going to make me say, Okay, this person - if I'm going to go and sell my house, I need them in my life because they understand me, they understand what I'm selling, they understand this much bigger picture than the house." "To go from that not needing, to wanting, to back to needing, so many people don't understand that this is actually the heart of where it comes from." "Professional relationship involves relationship - it's not just, I'm going to do this service for you and see you later." "I think it starts right at the moment that they say, We're thinking about buying or selling… I now get this chance to learn everything if I want to ask the right questions." "It's so not the nuts and bolts - it is a much greater picture of Who Are You?" "Everybody's going to have their own unique method and process for this." "This works in all scenarios, all places." 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 podcast is about...podcasts! Join Matt and Garrett as they discuss how podcasts are being used in the real estate community, how they can help build your brand and create professional relationships, and whether an Arts or Science format is the best approach. They'll help you decide if starting a podcast is right for you, and share their tips for doing it successfully. They talk about finding a topic, releasing episodes on a consistent basis, and including entertainment value into your show. Other tips include investing in quality microphones and sound equipment, reaching out to local business owners to feature them on the show, knowing your audience, and banking several episodes before finalizing distribution. Most importantly, have fun and don't take it too seriously! You will get better over time. Share your thoughts and get in on the conversation by joining the 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 a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: How podcasts are being used in the realtor community - what works, what doesn't work Using podcasts to raise your profile, expand your brand Starting with your community, even if it's a very small group, and building energy from there Making sure you include entertainment value and personality in your podcast versus simply sharing market stats Deciding on your topic and format Matt's experience using John Lee Dumas' Free Podcast Course Importance of releasing episodes on a consistent basis Successful purposes of a podcast Podcasts are a brand-building tool that also allow you to get a little more personal Invest in a good microphone and equipment Start by recording several episodes before worrying about distribution Podcasts can be timeless, timely, or whatever you want them to be You can use your podcast to grow relationships with clients and other professionals Know your audience and the direction you want to go in Have fun with it, build relationships through it, create a little bit of impact Remember podcasts are not for everybody - but if the idea excites you, it may be worth pursuing Quotes: "I am amazed, still today, how many people listen to podcasts." "You get to talk! Which is the number one thing that every human loves to do, is hear the sound of their own voice!" "I think you need to sit down and brainstorm - what is the information we want to give out, and who do we want to be affecting?" "Community has got to be your first place that you want to start off with. And when I say community - that is your audience at first. That's where you should be focused on, that's where you should be starting it. And that might be 100 listeners… And that's okay. It might be a very small group up front." "But that group, as they tune in regularly and they get the information, it just starts to grow and build some energy around it, which can be very fun." "If you're going to go into the podcast space, too, there's got to be an entertainment value to it, there's got to be a personality to it." "Find what you're passionate about talking about, and that will become the best place to start." "You can reach out and ask if they want to be on a podcast, and I have really seen some pretty awesome results of people saying yes to that. You know, very rarely will business owners turn down an opportunity for free marketing." "The opportunities for how you want to structure it are truly endless, but you do want to have some type of format." "If you want people coming back, the consistency has got to be there. People need to know what to expect… If you have consistency to your podcast, you're going to develop listenership over time." "Podcasts are actually a tremendous way to engage with a lot of people in, really, not a lot of time." "As a real estate agent, obviously the more people you can have being aware of who you are, what you do, the elements you bring to the table, the novelty behind you - you're not like every other real estate agent. I mean, how many other real estate agents out there are interviewing local businesses and educating people on how awesome the community is, as well as educating people on what's happening in the real estate market right now?" "It is a brand-building tool, just like everything else that you do, only - I think the cool thing with podcasts is people expect it to be a little bit more personal." "The other cool thing - your podcast becomes little pieces of content that can be shared out… You can take one episode and chunk it down into audio grams. If you're recording it on video, it can be video chunks that can then go to all different places as well to distribute and share that value." "Don't take it too seriously, by the way, because you're going to get better over time. If your first episode is no good, who cares? By episode 100, you're not going to even remember that episode." "Come up with what you want to talk about, how frequently you want to do it, how is that going to fit into your schedule or your routine, and time block that time because it can catch up to you real fast." "There's so many things that you can do. The opportunities really are endless. You've just got to choose what you want to do and drive into it, and keep that accelerator down." "It's fun, so that's a big opportunity. But I also just think that this can be a great asset to any business, quite frankly, not just real estate. Any business owner, if you would like to engage in conversation, if you're good at asking questions, you can start a podcast." 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 your marketing strategy is all about you, you, you - your accolades, your tricks, your success - Matt and Garrett are here to tell you, you need to make some major changes. It's not about you, it's about the client and how you can make their world better. On today's episode, our hosts discuss the pre-listing packet, and how you can use this promotional tool to showcase what you can do for your clients, how you will help guide them to their hopes and dreams, and demonstrate your value by outlining everything involved with your process. They talk about the marketing trap that so many agents fall into - focusing on their own biography, rather than on the amazing experience they provide. Matt and Garrett share tips on how to make the most of your pre-listing and buyers' packets, including the use of flow charts and pictures, explaining current issues in the marketplace and how you will protect clients from them, and emphasizing why your service is important, rather than just something you do. They discuss other marketing strategies, like postcards and social media posts, and reminisce about car brochures as an example of how to show people what a product can do for them. Garrett points out that simply having a pre-listing packet is enough to set you apart, but today's episode will help you take it to a whole new level by shifting the focus away from you, and onto what you can do for the client. Share your pre-listing packet ideas and get in on the conversation by joining the 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 a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Marketing - focus on how you can make someone's life better versus gimmicks like free appetizers Information to include in your pre-listing packets and buyer packets Flow charts that illustrate the entire process and everything you are doing behind the scenes Updating pre-listing packets to reflect current market trends Dan Smith's FAQ Sheet for buyers' agents Challenges of being a buyer in today's marketplace Demonstration of your value in pre-listing packet Showing clients how you can put them in the best position to buy the home they fall in love with Helping people understand why they want a certain service or product, and what it will do for them Keep the focus on the process, rather than on you as a realtor Is your buyer's packet a biography of your success, or about how you'll guide clients to their hopes and dreams? Garrett is blown away by how many agents still do not use a pre-listing packet Car brochures as an example of how a product will make your life better Using pictures and visual imagery to show what clients can achieve by working with you Invitation to share examples of how you make the most of your pre-listing packet on the Facebook group Quotes: "If you were to hire someone to do some marketing for you, you need to look at that as like, How is it that someone is going to walk away from this moment that we've been able to interact with them with something that's going to improve their world?" "If you can create an element of information that they're going to want to sit down with a spouse, maybe with a friend, and maybe even come back to you and be like, Tell me more about that. I want to know more about that because I think that that could make my life better. I think that's very powerful." "If I look at the average person's pre-listing packet, it is not focused necessarily on the client very much. It's not focused on making their world better. It's all these tools and tricks and stuff that I have to offer. And unless I can connect to how I can make their world better...it's lost. It's just stuff. It's just things." "I think every market that we go through, we learn more about, what are the different levels of services and experiences that we want to highlight into these pre-listing packets, and buyer packets, by the way, to show that this is going to be an amazing experience for these people." "Having a flow chart of what this process is, and the journey that sellers and buyers are going to go through, with you as their guide, I think is the most important piece that I most often see left out of these packets." "To realize that there's all these things that you're doing when they're not with you… I think those flow charts are great to make them go, I didn't realize there were these many moving parts in making me go from listing my house to the closing table. I didn't realize there was this much stuff that happened before we even put the home on the market." "That's the power of the pre-listing packet, when you make it about them, is that it's not all you, you, you, Here's what we're going to do, here's my accolades, here's what I'm great at… It's, Here are the problems of this marketplace right now, here's how it's going to directly affect you in all these different ways, and here's how I'm going to protect you from it. That is the piece that needs to be inside a pre-listing packet that is missing a lot." "Or somebody creates their pre-listing packet, puts a stamp on it, and five years later, they're still using the same one. If it's done right, it shouldn't work anymore!" "[Dan Smith] created this FAQ sheet that basically has the Magic Wand Scenario for his sellers, and he talks to his sellers now about, Hey, this is what we're going to do to make sure that our buyers' agents are bringing the best offers to the table, and then we'll take a look at those and see what we need to tighten up with certain terms to make sure that we lock in a good contract. And the buyers' agents are thanking him because he's providing an explanation of the services to the sellers that are going, Oh man, I don't have to deal with that now and that's going to help me get the best offer." "Those are the little things that you can tweak into your pre-listing packet, depending on how the markets are operating, that demonstrate that value and showcase to the sellers, like, I want that. I really would like to have that service." "Let's talk about how we're going to put you in the best position so that when you find the home you fall in love with...you don't have to watch it be sold to somebody else." "My favorite question when somebody is sharing with me all the services that they provide, is, Why? Why do you have that service listed? What does it do for me?" "In basic sales, you get shot down more often because people don't understand why they want that service or that product." "I'm not saying don't share your services - just give me a reason why it's important because that's when you make it about them. That's when, all of a sudden, you turn the corner and it's about them now, rather than just something you do." "If you make it about you, the realtor, then you have the biggest opportunity to become a roadblock in their process. Whereas if you outline the process, and how it will help them achieve their goals and dreams, then you no longer become the roadblock if, operationally, you're running everything smoothly." "Open up your buyer's packet, look at your marketing and ask yourself… Do you feel that, if you're looking at it from a client's perspective, that you are engaging with somebody who's going to guide you to victory, it was going to guide you to your goals and dreams? Or do you feel like you're reading a biography of someone's success? And if it's the latter, then we probably need to make some tweaks." "Because you've hired us, this is what we're going to give to you so you don't have to be stressing out." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode looks at the Law of Influence - what it means to truly have influence over other people, how it can lead to greater professional and personal success, and the way it evolves over time as you continue to build your business. Having influence comes down to how abundantly you place other people's interests first. Matt and Garrett discuss how you can build influence with others by asking questions, expressing empathy, and truly caring for them. Having this genuine connection creates trust, and people pay more attention to your suggestions or advice once you have this relationship. From there, success is inevitable! Social media can give the illusion of having influence, but our hosts explain that real influence isn't about the number of followers you have - it's about the quality of your one-to-one connections and how you use a given platform to create relationships. Matt and Garrett talk about making the most of your Sphere of Influence, even if it's only a small group, and Garrett shares his thoughts on whether technology has actually improved the way we create influence. They discuss the importance of scaling influence, being pure and genuine with people, and giving to others without sacrificing your own goals. Matt breaks down Bob Burg and John David Mann's Five Secrets of Genuine Influence from their book, The Go-Giver Influencer: A Little Story About A Most Persuasive Idea, and they end by encouraging us to embrace a core of caring in all our interactions to become a true person of influence, the foundation for any good Ninja. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, discuss episodes, and enjoy the amazing conversations taking place. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Go Giver's definition of influence - how abundantly you place other people's interests first Influence can change over time Sphere of Influence - a group of people (or sphere) that you have influence over regularly Trying to grow the group of people you have influence over, and how this can yield success and results Examples of local businesses that have taken care of Matt and Garrett beyond simply doing a job (Meyer Crane and Passion Heating and Air) Influence begins with asking questions, expressing empathy, taking care of clients' needs People pay more attention to your suggestions and trust your advice when you have influence over them Scaled influence Number of followers on social media does not necessarily translate to having influence Revisiting Luca Alboretti's visit to the podcast and his ability to build connections by truly caring about people The Go-Giver Influencer and the Five Secrets of Genuine Influence True influence starts with a core of caring Quotes: "Do people really understand what influence means? And the level that this can go to?" "Your influence is determined by how abundantly you place other people's interest first." "Influence can be situational and occupational as well. So I believe you can have influence over someone as their trusted real estate advisor, but you may not have influence over someone when it comes to other things." "Real, true influence is when you put the other people first. It has nothing to do with you building your business… Truly being an influence in their life, and connecting with them, and knowing what's important to them, and knowing what makes their world light up - that's where I think influence becomes really amazing to watch. And when you start to get into those roles with people, success is inevitable." "If you have influence over me because you paid attention or you had great customer service when I called your company… All of a sudden, I'll pay attention to other things because now I trust you." "Well, who am I going to pay attention to? Obviously the people who have influence over me are going to take a higher priority." "I think that's where a lot of people get confused, too, they think influence has to do with the numbers, right. There is scaled influence. You can scale your influence, and you can have a massive audience that you have influence over without necessarily having one-to-one interactions. But influence always starts with the one-to-one interactions because when you scale it, you can have interactions that scale, that help you change your message or deliver your message." "It doesn't matter how many people follow you on social media. It doesn't matter how many people you have in your database. Start with the people that are there. If you can develop influence over them, which, like you said, it's not a switch you can flip, but it is something that you can start practicing right now and you can start going after it." "It's how you show up to use and create influence in those venues." "Sometimes we look at all these cool pieces of technology and we go, Well this is the answer. Now I get to do this. But really, what I find, is the most successful people that I'm around take that time to shake the hands, kiss the babies, be involved with people's lives, understand what's really affecting them, really get into that." "That was the catalyst that allowed the relationship to create the influence." "This is a very important point because a lot of people say, Well I place other people's interests first all the time, but sometimes are doing that, never thinking about themselves, which is okay. But then the relationship just becomes kind of like a martyrdom… It's okay to have your own motivations. It's okay to have your own goals." "But when you really care, that's when it gets crazy. That's when that influence really starts to set in, and it's like a fire hydrant that you're drinking out of all of a sudden. It's like, Where did all this business come from? It's that core that you created - this caring and influence, that makes it just go to insane levels. "Influence isn't determined by what happens in your business, it's who you are. And so when you're at the grocery store, when you're driving down the road, whatever it is - practice these secrets: Breathe, listen, smile, be gracious, trust. Think about how you are being a person of influence, and really, how abundantly are you placing other people's interests first?" 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 Go-Giver Influencer: A Little Story About A Most Persuasive Idea by Bob Burg and John David Mann

"Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen." Many of you have said this without realizing it's the official Realtor's Prayer. But instead of waiting around for another boom in the marketplace, Matt and Garrett encourage us to recognize the opportunities that are right in front of us every day to optimize success. In today's episode, they explain that there is always a boom if you know how to look for it. People will always fall in love, grow their families, switch careers, and go through other life changes that warrant the need to sell their homes. The Ninja Mindset helps you take advantage of these opportunities, rather than hoping for the marketplace to heat up again. Matt and Garrett share how to create your own real estate boom by connecting with people over the phone, sending postcards, and conducting real estate reviews. Matt points out that even if your prayers are answered with a boom, you still need to take action to see results. Our hosts discuss the importance of commitment and consistency, speaking to clients and other agents frequently so that you're always top of mind, and give examples of how you can set yourself apart. Your boom is here. You just need to get out there and make it happen, and Matt and Garrett are here to show you how. Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, discuss episodes, and learn more about the Ninja Mindset. You can also check out www.ninjaselling.com/events for information on events and open installations. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Realtor's Prayer and the idea that you need one more real estate boom to improve success Instead, recognize and take advantage of every opportunity in front of you regardless of the market There is always a boom if you know how to look for it People are constantly going through life changes and the need to sell their homes will never go away Market value versus emotional value of a home For most people, there is a certain price that they will sell their home for, even if they are emotionally attached Real estate reviews, connecting with people on the phone, and sending postcards will help you create your own boom Fishing analogy where people think there is only one way to garner success -- you need to be able to adapt and look for new solutions Commitment and consistency Frequently calling and interacting with people (every 30 days) Quotes: "Dear Lord, please give me one more real estate boom, and I promise that I will not blow it this time. Amen." "Many of you have said it out there without realizing that it is actually an official prayer." "I have a feeling there is going to be a good amount of people that are going to realize after the fact what this marketplace is right now, and how they engaged it… and go, 'Oh crap, give me another run.'" "Let's not get to that point where we're reflecting on that… Also, recognize the opportunity that's in front of you every single day no matter the market." "When you're working with relationships, there's always a boom. So if you're sitting around and waiting for the next one, you're really not taking advantage of the moment that you're in right now." "Inventory is way down, but that doesn't mean that homes aren't selling. And if homes are selling, that means there are homes for people to buy." "Buying and selling a home, if it's not an investment property - even sometimes if it is, is an emotional decision. It's emotional." "If you want an activity to take advantage of a real estate boom -- real estate reviews!" "There's always a boom. There's always opportunity. People always need help." "Commit to showing up for your business… Commit to following through, to making that work in a comfortable Ninja Way." "You can embrace the people that you are frequent with right now and get into deeper relationships. Your active clients - you're talking to them at least once a week. So those are great resources for you right there. Take advantage of this." "Your boom is here. God will give it to you if you take action… Get out there and make it happen." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events www.NinjaSelling.com/Events Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group