Ninja Selling Podcast

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

With the market heating up all over the place, and real estate moving so quickly these days, one topic that seems to increasingly arise in Matt and Garrett's conversations with realtors is how to 'ask for the business'. Recognizing that the real questions here are how to become a trusted advisor and when and how to offer your assistance, in today's episode our hosts offer their seasoned advice, augmented with a useful time frame that has been successfully implemented by one of the agents with whom Garrett works. They begin at the beginning, which is, of course, the need to become a trusted advisor for your people, and then they introduce Tara Tooley's '36 hour window' and the steps to follow within it, highlight the 'act as if…' approach, and review the 'magic wand' question. Garrett also explains one of his pet peeves, and then they finish up by emphasizing the formal or informal implementation of two valuable Ninja processes, and the importance of asking foundational questions. By following the sage advice and Ninja processes discussed here today, the perceived need to 'ask for the business' will be supplanted by the natural progression of your people toward making the decision that the path you so professionally offer is the one that they ultimately want to take in their journey to make their dreams come true. Don't forget that the Ninja Selling Podcast group on Facebook continues to grow and you are invited to join and discuss episodes, ask questions, and support one another. 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. Remember, as well, that there is a new hotline number where you can share feedback – even negative comments will be used as a growth opportunity toward mastery! Send in your thoughts on the voicemail service at (208) MY-NINJA. Episode Highlights: Being a trusted advisor Tara Tooley's '36 hour window' Steps to take in those 36 hours 'Act as if…' The 'magic wand' question One of Garrett's pet peeves Implementing The Buyers Process and The Pre-Listing Interview formally or informally Asking foundational questions Quotes: "For the most part, when it comes to real estate itself, you need to understand you are their expert." "The thing that drives you crazy is when people are like, 'I'm just going to give them some space'." "We didn't take that 36 hours to solidify our professional relationship." "I've got 36 hours right now to ask the right questions, engage them in the right processes." "You've got to move fast, and you need to be smart in this marketplace." "You need to be their 'go to' and you need to make it easy for them." "Do you have anybody helping you with this?" "This is why it's so important to have buyer and seller packets ready to go." "If you do it right, and you provide the value…very often, they're going to naturally go, 'This is the path we need to take, this is the route we need to go'." "It's not salesy if you're helping them do something they want to do." "These people need my help and they need clarity." "I'm involved in a process that's going to help me succeed." "Processes produce predictable results." "Tell me your story." "When you have that initial conversation, when you're like, 'Ooh, there's potential here', set your clock and look at how can you ask the right questions to move that conversation forward to get you to the point where you can 'ask for the business' by moving into your process." "People are up for an adventure right now." 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 Matt and Garrett dive into one of the core foundational documents of Ninja Selling: Stewart Emery's Mastery, and the idea that we must commit to excellence, consistently go beyond our limits, and remove anything in our lives that promotes mediocrity, whether it be professional or personal, mental or physical. Matt and Garrett dissect each powerful paragraph in Mastery and remind us what we can accomplish when we refuse to accept the ordinary. The pandemic has led a lot of us to accept average as "good enough," but it's time to redefine excellence and commit to making a change. Maybe it's time to get out of those sweatpants, or maybe you're ready to get back to the gym. Mastery will give you the mental boost you need to stop making excuses and start taking action. Matt describes the cleansing experience of reading Mastery, and how it reminds him that we are all a work in progress, with more opportunities to grow and improve each day. Our hosts explore the two ideas that resonate most for them in Mastery – how the world suffers from "terminal normality," and the importance of having people in your life who push you to the next level of success. We can also learn from masters who are crushing their goals way better than we are, as long as we can let go of resentment and be receptive to what they have to teach us. Our hosts explain how we can embrace our "ordinariness" to find the extraordinary, and the humbling experience of realizing that even the wildly accomplished are just normal people who have decided to work beyond their limits. Matt discusses Tony Robbins as an example of "Correct, don't protect," and the uncomfortable experience of growth. Garrett shares how this relates to his sandbag workouts and gives some advice on how to approach someone you feel may be holding on to limiting beliefs. A big thank-you to Sandy McMaster and Kevin McCarthy for inspiring our hosts to finally explore Mastery on the podcast, and of course to Stewart Emery for his moving affirmation. Matt and Garrett encourage you to read Mastery every morning and watch as it changes your worldview completely. You can find it in full at https://ninjaselling.com/resources/ and click on "Mastery Slick". As always, our hosts invite you to join the Ninja Selling Podcast group on Facebook to discuss episodes, ask questions, and support one another. 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 Garrett gives listeners a new hotline number where you can share feedback – even negative comments will be used as a growth opportunity toward mastery! Send in your thoughts on the voicemail service at (208) MY-NINJA. Episode Highlights: Reading of Mastery in full Cleansing experience of reading the affirmation Not making excuses Individual standards for ordinary Pushing beyond your limits Committing to excellence Removing everything in your life that promotes mediocrity Surrounding yourself with masters and people who push you to excel The uncomfortable experience of growth Gratitude and compassion for yourself Correct, don't protect Helping others let go of limiting beliefs Quotes: "Mastery is a product of consistently going beyond our limits." "Mastery, at the core, is not a weak document… It's very strong, it's very powerful." "There's another limit that we need to push beyond." "Guaranteed change is coming if you commit." "Don't let great be good enough." "If I'm spending time with a certain group of people a lot…I regress. Whereas if I'm with another group of people, I progress." "If you are the weakest person in a fitness group, for example, you're going to get a lot stronger." "Who are the people who want to see you grow?" "You have to be able to be in the presence of people who are way better than you and not have resentment." "We are all ordinary, and it just kicks you in the face with humility." "Extraordinariness is built on humility." "Embracing that ordinariness is the power. That is what opens everything up." "That's the beauty of creating miracles, is it all comes from our ability to push beyond those limits." "If that's what you want, go after it." "Sometimes we don't see ourselves. We need the right people around us, and we need to be open to making the adjustments ourselves." "Are you creating a limit for yourself? How can we remove that?" "If you read [Mastery] every morning, it will make you look at the entire world differently." 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 For your copy of Mastery, go to https://ninjaselling.com/resources/ and click on "Mastery Slick"

Today's episode comes with a big disclaimer from Matt and Garrett – they're not saying to go out and re-enter the world the way we once did pre-pandemic. What they are saying, is that the world is beginning to open up again at different levels in different areas, and that means the potential for face to face meetings is increasing. Given all that, it's time to start planning for this return, while still following the guidelines in your area and your own comfort level as well, and find ways to make these powerful interactions happen in everyone's best interest. Matt and Garrett begin by encouraging listeners to identify both those who you feel safe around and those who trust you, and they then share some examples of how the return to face to face interactions has already begun for some realtors. They review the notion that the pandemic has caused people to dream extensively and they are ready to talk about these dreams, as well as the importance of the energy transfer that occurs when you meet someone in person. Key conversations, database growth potential, and planning for the return of face to face interactions and events are also explored. There is no denying the power of meeting people and sharing energy in person – let Matt and Garrett show you how to return to this level of connection safely, effectively, and comfortably. And, speaking of connecting, don't forget that, in response to many requests, our hosts have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Matt and Garrett will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today! Episode Highlights: The people you feel safe around The people who trust you Getting back to face to face People sharing their dreams these days The energy transfer in face to face meetings Key conversations Database growth potential Planning for the return of face to face opportunities Some ideas for upcoming events Quotes: "The people that are getting out are getting better results." "I have actually seen people fill up lunches on their Monday Morning Agendas." "They're fully present…which makes those interactions, I think, more powerful." "It's amazing…how fast you can fall out of flow with people." "There's something about the face to face that is so incredibly powerful." "Once you meet somebody in person, your energy is now connected forever." "This is an opportunity that is coming back online for us, and we need to lean into it." "Be careful of, you know, moving your business and being completely remote." "We're not forcing anybody to come to our event." "You need to get creative…people are craving this interaction." "It's really about being proactive." "Results are synonymous with your impact." "Look for all these opportunities, folks." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Matt and Garrett discuss a roadblock that so many of us are facing right now: How do we fit in the systems when we are running out of time? In this busy marketplace, it's easy to get swept up in your day-to-day business, but it's more important than ever to prioritize and schedule activities that lead to future growth. In the hustle and bustle of all your listings, big offers, and multiple closings, you want to make sure you are still in control of your success rather than riding the market wave, which may dry up. How can we ensure we are still producing on the other side, once things cool off? Our hosts review weekly planning and the key to maximizing time spent on business-building systems, like phone calls and writing thank-you notes. Hint: Preparation allows you to make the most impact with the limited time you have! Commit to an hour-long time block each day to make it happen, otherwise Garrett will happily provide you with a dunce cap as punishment. They discuss the importance of a proactive, high touch-point hour every day, and how to approach it with purpose so that you do not fall victim to the next "culling of the herd." Matt and Garrett gently remind us that we are not unique butterflies experiencing this time crunch, and explain the value in reframing challenges as opportunities for growth. They invite you to share how you are using your time blocks effectively and going full throttle each day. Today's episode will give you the tools you need to set yourself up for consistent business regardless of the market, and make sure you are the cause of your own success, not the effect! Episode Highlights: Systems dropping off in the industry as a whole Realtor activities that use your time and energy wisely Parkinson's Law and approaching goals with full throttle Prioritizing systems that create business Weekly planning and scheduling non-negotiable time block Hour of Power Future Growth Being proactive in the face of marketplace shifts Cause versus effect of your business Culling of the herd High touch-point systems and on-purpose communication Preparing for quiet times Making the most impact with the time you have Quotes: "It's not do more, it's do it smarter!" "If that's your only thing, do it 100%. Go at it full throttle, go at it full force." "The times need to be scheduled. We need to show up. We need to be on purpose." "Are you the cause or the effect of your business?" "If you're worried about your business right now, then you're the effect." "It doesn't have to be that way – get ahead of it, pick your systems and be very, very on point with them" "Imagine what you could produce in an hour a day." "When you get that limited hour to do something, smash it out of the park!" "Set yourself up for success right now. You can make it happen." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group

Larry Kendall's most recent visit to the podcast was so jam-packed with information that Matt and Garrett decided they needed to have him back again to continue the discussion, and lucky for all of us, today is that day! In this episode, Larry picks up where he left off by delving into the concept of negotiating home plate in an effort to reverse the cancelled contracts that some realtors are experiencing in the current market. When Larry speaks, it's wise to listen closely, and today is no exception! He and our hosts begin by emphasizing the importance of researching the frequency of cancelled contracts in your marketplace, defining 'home plate' and when to negotiate it, and the necessity of counseling your seller or buyer early on, particularly about the 5 negotiating points in a contract. They then explore some of these points, including contingencies and dates, stress the need for you to control the process, and offer some strategies to help you win contracts. The 'magic wand' approach, the concerns with electronic negotiations, and the value of backup contracts and showing up at 'moment of truth' are discussed as well. The episode concludes with a review of the components that go into the right listing, getting the 'perpetual motion machine' going, and a recommendation to attend Ninja Installations whenever possible. As they note, there is so much information presented here today, you will want to run through it a couple times just to ensure you haven't missed any of the priceless pieces of wisdom shared. And, don't forget that, after receiving many requests, Matt and Garrett have decided to start a Facebook group where listeners can get together to talk about episodes, ask questions, and connect with others. Our hosts will be in the group as well to do some fun things and serve as resources for members of the group. If you're interested in joining this community, please go to https://www.facebook.com/groups/theninjasellingpodcast and sign up today! Episode Highlights: Researching the number of cancelled contracts in your market What 'home plate' means and when to negotiate it Counseling your seller or buyer The 5 negotiating points of a contract and educating your clients about them Contingencies and dates Controlling the process Some ideas to help win the contract Larry's example of using the 'magic wand' approach Electronic negotiations and the 'faceless other' Backup contracts The components involved in presenting the right listing Showing up at 'moments of truth' Getting the 'perpetual motion machine' going Ninja Installations Quotes: "There's a lot of damage that happens around this." "Ninjas are about efficiency and having a process and high income per hour and customer satisfaction." "We recommend that you negotiate 'home plate' at the time you have all those offers on the table." "You need to negotiate as much as you can up front." "I'm not watching the listing agents...and sellers understand the power that they have." "See what the options are…ask the questions." "These discussions need to happen up front so that you're negotiating 'home plate'." "Pre-inspections are absolutely God's gift to realtors." "As the listing Ninja, you've got to control that process on behalf of your seller." "If you want to win the contract, take a look at the 5 negotiating points." "Don't stick your head in the sand." "If your seller could wave a magic wand and have this transaction go just the way they want it, tell me about that." "Price isn't everything to all sellers." "Pick up your phone - that is your best negotiating technique, in my opinion." "How many offers do you really have?" "Your next listing is embedded in this one." "My goal is to put you in the strongest negotiating position possible." "Top producing Ninjas who really bring their A-game are not having a problem with inventory right now." "Don't ever sacrifice process or service because of what the marketplace is doing. Always be at this high level." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group