Ninja Selling Podcast

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

Matt and Garrett have planned a really fun episode all about the referral process for today. They're seeing a tremendous amount of referrals happening out there currently which is great, but they're also seeing some frustration around the process when it's not taken seriously. Referrals can be a source of great success for all parties concerned, and today our hosts outline how to ensure that is the case each and every time. They discuss extensively the importance of taking some time to get to know your client before referring them to another realtor, the need to put some work into these referrals and to follow up on them, and the prospect of becoming a master of giving referrals. They finish up by demonstrating proper introductions, and stressing the value of maintaining a realtor database and keeping track of referrals. Taking referrals seriously and putting in the effort to ensure the clients' needs are met will prove rewarding for all parties, and Matt and Garrett show you how to do it here today. Speaking of connecting people, our hosts have a truly exciting announcement today as well. After receiving many requests, they 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: Getting to know your client before referring them Taking referrals seriously Following up Becoming a master of giving referrals Making a proper introduction Building a realtor database Keeping track of referrals Quotes: "Ninjas like to refer to Ninjas." "If you're going to get paid, do a little work." "This is actually the highest dollar per hour activity they can have in their business if they choose to handle it correctly." "Let's take this seriously." "So why am I paying them a referral fee?" "And if you can't make that connection, then maybe be honest about that and don't take the referral fee if you're just going to lob something out there like that." "You're almost like a relocation department at this point in time." "Realtors love to get together with other realtors and talk." "The potatoes have been the main driver!" "When you're receiving a referral, don't now wait for that person to call you…you've got to call." 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

Just about every one of Matt and Garrett's coaching calls these days at some point turns to the topic of time management, so they figure the time has come to address it on the podcast as well. As the world works its way through the pandemic, the return of the '24/7 realtor' seems to have begun, and today's episode will show you how to restore some balance in your lives by helping you understand and manage your time and business so they fit the lifestyle you want to live. Our hosts begin by stressing the importance of, and steps involved, in understanding both your time and your business, calculating your P dollar per hour and making sound decisions based upon it, and the necessity to really explore your processes and systems. They also delve into the factors involved in hiring the right person to join your team, if that is the action you determine needs to be taken, and the importance of, and strategies for, tracking your time. Given all the information and advice they share today, Matt and Garrett would also like you all to really come to an understanding of your time over the coming month(s). They are also asking you to contact them with your 'aha moments' and feedback on what you discover along the way - as they say, 'it will dramatically change the way you look at your business'. Episode Highlights: Understanding your time What P time is Calculating your P dollar per hour Making decisions based on your P dollar per hour What I time is Looking at your processes and systems Higher dollar per hour for P time Increasing your I/P ratio Hiring the right person The importance of I time Tracking your time Quotes: "Your P time is time that you're actually in a selling situation." "Calculate your P hours for the month, take your monthly income that you made, divide it together, and boom you get your dollar per hour." "If you are not having enough I hours, then we need to hire somebody to do some other things so that you can build your I hours back in." "It felt good because it was realtor stuff." "I time creates P time." "How can I improve my I to P ratio?" "Higher dollar per hour for the P time is directly correlated to how well you're doing your 10 Step Buyer Process and your Sweet 16 Listing Presentation and your Pre-listing Interview." "I can get that same outcome in less amount of time." "You want to understand the time and free up time, you've got to understand your business before anything at all." "Do not be cheap!" "People are…sacrificing the time with their loved ones, trying to, like, chase this around." "They are going to make my business and my world start to function here properly." "If you're using the Planner, it's right there!" "There are so many benefits to looking at your time." "Get control of your time by giving yourself awareness of your time." "It will dramatically change the way you look at your business." 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

Joining Matt and Garrett on the podcast this week is Garrett's great friend since his junior year in high school, Chad Wold. Currently Louisiana Pacific's General Sales Manager for the entire West Region, Chad has 14 years of experience in the construction material industry and a vast amount of knowledge about supply chain issues and what exactly is going on in new home construction these days. Today, he gives listeners a behind the scenes glimpse of the impact that the pandemic has had upon so many aspects of new home constructions. Chad begins by sharing what he is seeing in his industry these days, the causes and many effects of the pandemic, how home builders have responded to these challenges, and the rise in new home construction and material costs. With our hosts, he then explores the many factors that are involved in trying to predict the future of home building, 'catching up the supply', and the overall economic impact. Chad's unique insights provide a vast amount of information that so many in the general public just do not have, and today is your opportunity to learn all about them right along with Matt and Garrett. Episode Highlights: What Chad is seeing these days The causes and effects of the supply shortage How home builders responded to the shortage Current new home construction and materials costs The current and future impact upon home building businesses Carrying costs Catching up the supply Multi-family vs. single family projects Changes to mill production The many factors involved in the future of home building The impact upon employment in the industry Exploring different building materials Building codes Quotes: "COVID really had spurred a building boom – one that the industry was just not ready for." "Production for the most part ceased." "This is stuff that we've never seen before." "The big builders are getting bigger…unfortunately, the smaller home builder is fighting for what's left in the market in terms of available materials." "If you have a house that's finished, you're going to command the price." "Is this something that's, you know, a bubble right now?" "I see this thing continuing on…there's a need for housing out there." "Multi-family projects have come to a grinding halt." "They want to have their own space, largely because of the fears around COVID." "All of a sudden, you're like, 'Stop taking new accounts'." "Their livelihoods are based off of our ability to produce wood for them." "How can we just go into, like, relationship maintenance mode?" "I think cinder block would be something very sexy." "This is getting really hard to figure out." 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

This week, Matt and Garrett return to the issue of the low visible inventory in homes that absolutely everyone seems to be talking about lately. By taking a step back and looking at the mindset that people are bringing to this topic, it becomes readily obvious that so many are coming from the scarcity side rather than that of abundance. In today's episode, our hosts offer some ideas and strategies to help you flip that mindset and take advantage of the unique opportunities available out there these days. During their conversation, they delve into some stats that Matt has about the number of deals that are actually taking place these days, and then go on to explain the pond analogy regarding property availability, and emphasize the need to change the current dialogue and mindset. They also look at where and how to find inventory, review the power of affirmations and introduce their affirmation challenges for us all, share a couple of excellent resources, and highlight the importance of having an abundance mindset. As Matt and Garrett make clear, you are going to see exactly what you're looking for, so it's time to adjust your mindset, train your sites on the inventory that exists, and make even more of your peoples' dreams come true. Episode Highlights: Jim Kwik's Limitless Matt's stats about deals that are happening The Pond analogy Changing the dialogue/mindset Finding inventory Matchmaking The power of affirmations The opportunity available to you now Talking to those you are in flow with and other realtors Matt and Garrett's affirmation challenges Pam Grout's E-Squared Having an abundance mindset Quotes: "If we're so focused on something, we're going to miss the opportunity that we could clearly see in front of us if our mindset, if our brain, allowed us to see it." "Your mind can drive so many things in the right direction and the wrong direction." "Just because inventory is visibly low, doesn't mean that deals are not happening." "That way that we've been doing it for so long is not how the inventory is showing up." "It's just not where you're looking." "This is your opportunity to converse with your database and see if there's opportunities to matchmake." "When you can all of a sudden get your head wrapped around that there's inventory there, you see it everywhere." "I'm starting to have more dream conversations." "This works way better when you've been talking to them normally." "I'm going to fix this inventory problem all by myself!" "There's no time frame on how affirmations work." "You're seeing exactly what you're looking for." "There is an abundance of opportunity all around you no matter what." 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

Some interesting buyer scenarios are beginning to pop up, and Matt and Garrett have chosen one in particular to examine today. Given the low level of visible inventory these days, they are hearing about realtors who are putting themselves into the position of making decisions for buyers by indicating that they are paying too much for their property. This is a situation that really needs to be addressed, and our hosts do so by giving a clear warning about the dangers of this practice. They begin by defining fair market value and reviewing the dangers of installing limiting beliefs in buyers and trying to predict the future. Determining what is 'too much', the value of staying on the process side of things, supplying all the information for buyers to make their own decision, and how buying a home is different from buying mayonnaise regardless of the brand you feel is the best, are all discussed as well. Matt and Garrett finish up by exploring the intrinsic value that a house may have for buyers, the best way to protect your clients, and the potential buyer's remorse and reverse buyer's remorse that realtors can be generating by making decisions for their clients. There are no two ways about it, the role of the realtor is not to make decisions for buyers – you're headed for a world of trouble when you start down that road. Instead, ensure that you provide all the information for the buyer to make their decision on fulfilling their dreams, and in the end, you'll both be much happier. Episode Highlights: Defining fair market value Installing limiting beliefs in buyers Predicting the future "How do we determine what's too much?" Covering yourself by staying on the 'process side' Supplying all the information to allow them to make their decision How homes are different from even the best mayonnaise Intrinsic value Protecting your clients Buyer's remorse and reverse buyer's remorse Quotes: "Let the market do the talking." "We're literally installing limiting beliefs in our buyers, and I have a problem with that." "You could squash some dreams potentially, and I don't want to put us into a position to do that." "It's not for us to make the decision on…it's about giving them enough information so they can make decisions for themselves – that's what your role is." "We can't tell them what to do." "Building costs are going through the roof!" "You could be scaring them into a much scarier situation." "Every single piece of property is unique." "Only they can determine what that's worth to them." "If anybody says they can predict what the real estate's going to look like in the future, they're lying to you." "We have to be careful what we're saying as realtors." "If you are worried about them, give them more information." "You have just lit buyer's remorse on fire." "At the end of the day, they'll be a lot happier if they're the one making the final decisions either way." "The plus side is you don't get blamed." "We're here to serve, we're not here to decide." 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 Settling Wilmington's Great Mayo Divide: Duke's vs. Hellmann's