Ninja Selling Podcast

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

Today Matt and Garrett are excited to discuss the common misconception that people need to use you as an agent – instead, they should want to work with you because of the guidance and expertise you bring, not just the service. They talk about having conversations early on to create relationships and build a foundation that shows your value, asking F.O.R.D. questions (family, occupation, recreation, and dreams) to engage and genuinely connect with people, and how this process sets clients up to actively want you in their corner when real estate needs come up. Using the examples of milk, cars, dating, and tires, our hosts explain that there really is no need for certain products or services over another. But if you can show people what you bring to the table, they will want to work with you even if they don't necessarily need you, and refer you to friends and family as well. By bringing joy to the selling process, making it an enjoyable experience, and solving problems for your clients, you can eliminate commission objections and establish yourself as an important resource that people will want to use time and time again. How do you 'drive the want' and make sure clients seek you out to be part of their real estate journey? Matt and Garrett invite you to share your ideas on the Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast, where you can also ask questions and discuss episodes. You can check out https://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: People don't need you – they should want to work with you Creating conversations with the right people Building relationships for long-term success Selling wants versus needs Building value through F.O.R.D. questions (family, occupation, recreation, and dreams) Focusing on people's wants, rather than needs Bringing joy to the selling process and making the process easier for clients How genuine connections can also lead to referrals Quotes: "I think it's a big misconception a lot of people have is that they think people need them this much." "It makes so much sense. We need food and water, right, everything else is a desire. We've qualified different levels of need, I guess, as we advance in society." "The average person can Google all the stuff they need to be able to sell their home on their own. They don't need you… But it's different when you show up in their world as such a resource to make it easy for them, to help guide, to bring education, and smarts, and the expertise that you've gained over the years… You bring all this with you to the point that then they're going, 'Okay, I want Matt Bonelli in my corner when I'm going to go sell my next home.'" "I look at it as having a professional in your corner... I want to have him supporting me and guiding me as I'm buying new property." "That's the level that we need to be focusing on building and growing, and this happens through F.O.R.D. (family, occupation, recreation, and dreams)." "Even people who do the cold call stuff, and they're really good at it – they aren't driving need, they're selling value in driving the want and the desire to work with somebody." "When you ask those questions, when you engage somebody like that, it makes them want to move towards you. They want to talk to you more." "If you're selling real estate, if you're selling anything, your job is to figure out, 'How do we get them to want us, to be involved in this world?' And I think a lot of it comes down to relationships." "There are certain things I buy in my world because of the person that's selling the product almost more than the product itself." "People will pay money for two things: Something that brings them joy, like a Ford Raptor or a Tesla, or something that solves a problem. Now the unique position of being a realtor is that you can do both." "This is just this massive referral source you create as they're going around and telling the world that you're unlike any other service they've ever used." "None of these people necessarily need you. And I think that that's a great mindset to kind of get into, is 'How can I create a relationship where they want to have me in it when real estate is happening? They literally want me to be in their friends' real estate world when they need help with real estate. It's a want thing. They need to want you to be involved with it. There is no need." 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 https://ninjaselling.com/events/ Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett discuss the backup offer, an overlooked opportunity in today's marketplace that holds so much potential. Even when a property is listed as pending, the percentage of transactions that fall through is probably higher than you realize, and sellers often move to backup offers to secure a sale. Matt and Garrett discuss why sellers do not remark properties as active again, and having a backup offer in place can help you use this to your advantage. They discuss why you should still view properties that are under contract, how the backup offer can benefit both buyers and sellers, and how it can prove useful even if your buyer has lost out on a multiple offer. In this marketplace, you can expect the unexpected. But today Matt and Garrett show us that even when things do not go as planned, there is still opportunity. The backup offer leaves as many potential options open as possible, lets you get creative with solutions, and puts your clients in a better position for success. So grab your beakers and enjoy as our hosts break down the facts and figures of this very fun topic! To discuss episodes, ask questions, and share advice, join our Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://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: Backup offers and initial buyer search Looking at homes that are already under contract Percentage of transactions that end up going back on the marketplace is higher than you think Why people do not remark property as active Role of backup in multiple offer scenario Complete the full Buyer Process Stigma of putting home back on the market Earnest Money Quotes: "I'm seeing so much great potential over just taking that time to be in the backup position." "This is a 'small percentage opportunity,' but it is larger than it should be in this market. "I'm hearing many stories of backup offers all of a sudden coming into play, and people getting the house that they really wanted, which is really exciting." "When we're doing the initial buyer search, we always suggest...include the Under Contracts because it will give your buyers a perspective of what's going on in the market." "Even if you are not seeing things fall out, they are. People just aren't remarking the property as active for many reasons." "A lot of these properties that are under contract and going to backups, if you're not a backup, you would never know." "My initial mindset was, 'That one is not available,' but that's not true." "The amount of homes moving through the pipeline is very high. Inventory is very low." "So why not get a backup offer in place with a home your buyer really loves, and if it comes back to them, then they have the opportunity?" "It allows you to kind of play that field a little bit." "There's just so many opportunities around these backup offers right now that are just not being taken advantage of." "The damage of having to go back on the market and incur more days on market… A lot of people just see it come back on the market and go, 'Oh, there must be something wrong with that home.'" "I would much rather have a backup position for my seller than to have to go hit the marketplace again." "When things are moving really fast and big changes are happening, people will do things that you never thought they would do." "Expect the unexpected in this marketplace and prepare your buyers by looking for creative and unique opportunities to put them in a position to get something cool." 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 https://ninjaselling.com/events/ Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett revisit a question that keeps coming back around – what adjustments do we need to make to the Buyer Process in this fast-moving market? In short, nothing! They discuss the importance of continuing the 10-Step Buyer Process and the clarity that each step provides. Matt explains why reviewing the Buyer Process is actually more important than ever, and likens it to preparing your buyers for the battle that lies ahead. Our hosts share how the Buyer Process prevents getting blindsided later on, and how to initiate the process immediately to give buyers a sense of guidance and security from the start. Garrett points out that, much like you would hire an experienced guide on a trip to the Amazon, the 10-Step Buyer Process allows you to map out exactly how you're going to make the experience successful for your buyers. If you've ever considered adjusting or skipping this important exercise, Matt and Garrett are here to set the record straight: Please, please, please do not change the Buyer Process, regardless of the pace of the marketplace. It's a simple conversation that allows you to collect all the information you need, clarify details like financing, build connections, and ultimately help your buyers find the right home. No need to change a darn thing. To discuss episodes, ask questions, and share advice, join our Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: People are not searching for the whys, but the whats, because the whys take time Following the 10-Step Buyer Process even in today's fast-paced market Making connection and developing control Preparing buyers for battle Adjusting the pace of the Buyer Process by initiating immediately Offer review dates Buyer Process gives buyers security and guidance Garrett's analogy of hiring a guide in the Amazon Quotes: "What are the things we should adjust in this fast-moving market with the buyer process?" "One of the biggest adjustments that we're having right now is the speed of how we're having to work with people." "Sometimes we get so stuck looking for what they want instead of why they want it, and that is what the 10-step Buyer's Process is designed for." "The reality is…the time is there." "As it's laid out, when you look at the 10-step Buyer Process…I don't see anything on here that you would skip, because everything gives you clarity." "Don't change anything! …This needs to be kept exactly in the format that you currently have it in." "I think the Buyer Process is important at all times, but in this market, it becomes even more important because it's like you're preparing your buyers for battle!" "These are the things you don't want to get blindsided with later in the process." "If anybody wants to adjust anything, adjust how fast you can take somebody to initiate the 10-Step Buyer Process if they say they want to buy. I think you could initiate it immediately." "Basically, you're kind of fast-forwarding Steps 1 and 2." "If you're not doing this process, you're probably…out there looking at homes that are not the right home for your buyers." "This is where you get to have all these great conversations with these people and set them up about what to expect as we're going out into this crazy world of buying a home right now." "Do not change the 10-Step Buyer Process. Please, please, please!" "Think of it like a trip to the Amazon. You're their guide. Here's how we're going to do this to be successful." 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 https://ninjaselling.com/events/ Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett sit down with certified Ninja Coach, Gretchen Adams, to discuss the Scratch Pad Solution and why it's so important in today's fast-paced market. The Scratch Pad Solution (sometimes referred to as the Scratch Pad Close) is used to help clients who are on the fence about whether to place an offer. It allows them to sketch out the details of an offer and take the time to consider whether certain terms and conditions truly fit with their long-term goals. Gretchen explains how this can prevent future fallout for clients, and takes the pressure off to sign an offer they may not fully understand or feel comfortable with. Gretchen reviews the five most negotiated points of a contract (price, terms, dates, inclusions/exclusions and contingencies), and shares the advantages of slowing down the offer process for both client and agent. Our hosts talk with Gretchen about using the Scratch Pad Solution as a tool for buyers and sellers to ensure they are making decisions that align with their initial objectives, and how it can help agents demonstrate their knowledge and experience. Garrett awkwardly drops the mic as they discuss the "Magic Wand Offer," and Matt explains how using this tool can help limit your stress and be more present with clients. The Scratch Pad Solution is one of Larry Kendall's top Ninja tips, and today's episode will leave no doubt in your mind as to why. To discuss episodes, ask questions, and share advice, join our very active Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: The Scratch Pad Solution and how it can prevent later fallout with clients Gives them time to review contract Winner's Curse Intrinsic value of a home for each client The Scratch Pad Solution as a tool to refer back to for buyers and sellers Not all negotiation points are created equal Magic wand and dream scenario Demonstrating control and limiting stress for agents Agent mindset/client mindset Quotes: "One of the things that I just simply love about Ninja is that it fits in every market. So all of these systems and processes work no matter the market that we're in." "Typically the Scratch Pad Close, we're talking about it when we have a buyer who's on the fence and doesn't seem to be able to...write that offer. So we offer up the Scratch Pad Close to sketch out those terms of the contract." "Since things are moving so fast, this is an opportunity for a client to see everything before it goes off for digital signature." "It's really giving them that sense of how to use this tool, and what it is, and how we're going to use it to help them be successful." "There's an opportunity for the agents to gain a little bit more control of the process, too, and it allows them to go faster." "I provide, you decide." "It allows you, before you get into that heat of the moment, to be able to say, 'Hey, let's figure out what is a reasonable offer to you,' and that's different than what we think the home is worth." "It gets them out of that whirlwind...and puts it into a little more perspective." "Any time you delay that conversation, it just builds anticipation and greater disappointment." "If you could wave a magic wand, and have this go any way you want, and based on these five things, what would you like to see in an offer?" "This is another part of the process where we can demonstrate control, where we can keep them focused, and for you as a busy agent, it gives you the opportunity to be present." 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 https://ninjaselling.com/events/ Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Today's episode looks at one of Matt and Garrett's least favorite phrases: "Let's be realistic." They explain how this expression is often followed by a list of excuses that hold people back from seizing opportunities, simply because they are afraid of being let down. But is the outcome you're afraid of even based in your own reality, or are you afraid of repeating someone else's mistakes? "Let's be realistic" can easily lead to a negative belief system, which then becomes an affirmation. Matt and Garrett show us how being "realistic" actually prevents you from being the person you want to be, and why you need to change this belief system immediately. Our hosts warn against accepting the average as standard, and the danger in basing your goals around statistics. They explain how getting stuck in "reality" blocks you from seeing all of your options, and Garrett shares how his experience coaching with Jen Sincero ("You Are A Badass") made him realize that he was falling back on certain truths as excuses. Matt recounts the importance of removing things in your environment that are limiting, and "Let's be realistic" absolutely makes the cut. If you are looking to grow, evolve, and change your mindset to optimize success and opportunity, Matt and Garrett will show you why letting go of "reality" should be your first step. Don't forget to join the Ninja Selling Podcast group on Facebook to discuss episodes, ask questions, and share advice. Go to https://www.facebook.com/groups/theninjasellingpodcast to sign up today! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: Being realistic and making excuses How you hold truth in the world Accepting what is "average" and how it negatively affects your goals Subjective interpretation of statistics Safe goal and stretch goal "Reality" as a fixed term and how it blocks you from seeing other options Matt's experience coaching with Jen Sincero Reminder to remove things in your environment that are limiting, to encourage growth and change Quotes: "When people start saying, 'Be realistic,' usually that means I'm about to hear a long chain of excuses that follow after that phrase. That's a real big reason why I don't like that phrase." "You need to really step back every once in a while and ask yourself, 'Is that story right? …Can I produce a different result?'" "Just because everybody else is being average, why in the world do we have to be average?" "Usually you can pull stats from anywhere you want to in order to paint a picture." "If you hold it as truth, as reality, you're literally not allowing your brain to see any other options… You're stuck in a pattern that is holding you back from being the person you want to be…" "The reality is you can change that! You can change everything." "Don't use that term to put you in a box. Instead be aware of it so we can work on changing the belief system." "Is this all true? Am I okay with it? Am I okay just succumbing to that being realistic in reality, or do I want to let go of that?" "The best way to change, the best way to grow, the best way to evolve is you have to set the reality off to the side for a second and you've got to take a look at the world from a different angle." 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 https://ninjaselling.com/events/ Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group