Ninja Selling Podcast

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

Next up in Matt and Garrett's series featuring special guests is the creator of the @actuallyagents real estate meme page, Luca Alboretti. After a few years of being in real estate, but lacking a real passion for it, Luca has gone on to achieve huge success by fully committing to making friends and injecting his own hilarious personality into his work. Today, you have the opportunity to learn exactly how he made this all happen, and how he found joy and passion in his work along the way. Luca shares the beginning and growth of his meme page, the similarities between this work and his real estate work, the importance of perseverance, and the role that the relationship process played in throughout. He also discusses what he has brought from his page into his business, his excitement about the growth of the referrals aspect and bringing on new people, and the importance of being flexible in taking advantage of opportunities as they arise. As our hosts point out, Luca's story of finding success and happiness by being genuine and authentic has inspired so many agents, and the same will undoubtedly be true for you as well as you listen in to this informative and entertaining episode today. Episode Highlights: The start and growth of Luca's meme page The similarities in his meme page and real estate work The importance of persevering Building the page through the relationship process What he brought into his business from the page What he's excited about now Moving beyond memes to referrals How he has inspired other agents Bringing new people into Luca's business Taking advantage of opportunities Quotes: "The truth is sometimes the funniest thing that's going around." "Probably the biggest growth explosion we had was during this quarantine." "When you're running these pages, you're looking at the engagement." "The page has bled into my real life and vice versa." "You just have to stick with stuff." "Real estate is fun again because I get to be myself." "If I make some people angry, then the ones who care don't matter, and the ones who matter don't care." "If I have one regret, it's that the bigger the page gets, the less of that person-to-person interaction I deal with." "Really, the jumping off point was just making as many friends as possible." "I started learning and it really changed things." "It's the Monday Guy!" "It's a net positive feeling." "God bless the haters." "I don't deal with people who don't have a sense of humor…the people I end up dealing with are just a joy." "This is a lot of work, but, again, if the passion's behind it, it's okay." "You're being as genuine as you possibly can be." "You've just got to ride the wave, because the Universe…doesn't care about your plans at all." "If you or anyone you know is looking to buy or sell real estate – commercial oriented – please contact me." 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 Connect with Luca: Instagram and Twitter: @actuallyagents

This week, Larry Kendall, the man who literally wrote the book on Ninja Selling, joins Matt and Garrett on the podcast once again. Always a wealth of information and keen insight, Larry is here today to talk about 'The New Abnormal' that has resulted from the pandemic, and how agents can unlock the market that has arisen within it. This is 'The Larry Kendall' we're talking about here, people, so get ready to start taking notes! Larry begins by discussing off market transactions and the tools for finding them, including The Ninja Nine and the ability to recognize change. He also shares his formula for these transactions which involves some 'magic questions', sales syntax, the proper mindset, and really listening to the people's responses to FORD questions. He and our hosts also explore the difference between dabbling with Ninja as opposed to really engaging with the system, and Larry concludes with an enlightening and inspiring tribute to the power of relationship and grace. Privy to the strategies that the most successful Ninjas are employing to unlock this current market, Larry's advice in today's episode is pure gold, and following it will have an absolutely incredible impact upon your business and your life. You're going to want to listen to this one a couple times! Episode Highlights: Off market transactions Tools for finding them The Ninja Nine Recognizing change Larry's formula for off market transactions The 'magic' questions Sales syntax The 4 stages of the buying process The realtor mindset Asking FORD questions and listening Dabbling vs. engaging with the system The power of relationship and grace especially these days Quotes: "The market is what I call 'locked up' right now." "This is not a new concept, but it works so well in this new market." "They're going to go find them on their own if we can't do it for them." "You've got to be more creative, and you've got to be more proactive." "What drives real estate is change." "You're going to find pain, and you're going to find a whole lot of pleasure, and both of those will cause movement." "It's not just what you do, it's doing it in the right order or the right sequence." "You don't have to buy, but you always have to look." "Don't be…talking to them about moving mechanics until you've gotten them into the process." "58% of homeowners in the United States have 60% or more equity…trillions and trillions of dollars of 'tappable' equity." "The chance of change is so high right now…you need to be reaching out to them." "It's not 'salesy' at all – it's conversational." "All of a sudden, they're selling themselves." "If the matches don't happen, now they have inventory." "He's creating the market." "You've got to be systematized and have the long view." "This is as authentic as it can get." "A polite and thoughtful way of behaving." "Helping people get from the life they have to the life they dream about." "Let me get this straight, you just want me to be nice to people?" "'Commission breath' stinks – it's really bad." "Stop selling and start solving." 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

Matt and Garrett welcome a very, very special guest this week, one that they have talked about in previous episodes, and one whose story is an inspiration for us all. Sarah Johnston is a Ninja Agent currently working in Calgary, Alberta, who, after experiencing a significant setback in her career, has found her secret to flattening the curve in her business through authenticity, consistency, and humor – a lot of humor. She begins by sharing the story of the ups and downs in her early journey through real estate, her discovery and implementation of the Ninja system, and the day that changed her business and her life forever. Sarah goes on to offer her perspective on authenticity, branding, and ensuring business consistency throughout the year, all while sharing the strategies she employs to achieve her massive success. She concludes the episode by discussing her excitement for moving to a new market, and sharing some sage advice and a valuable resource for all listeners. Sarah's story is a fascinating one which she relates with a passion, energy and self deprecating humor that will instantly draw you in, and proceed to educate and inspire you in the process. Episode Highlights: Sarah's journey in real estate Discovering and implementing Ninja Selling The importance of being authentic Sarah's moment of 'getting out of her own way' Her perspective on branding Ensuring business consistency throughout the year Sarah's client communication calendar Her pop-by strategy Moving to a new market Quotes: "It was the worst, like, 3, 4, 5 years of my life…it kind of blew up my life." "I feel like I've been in the business for 85 years already." "It all came down to client communications." "Make it easy, not automatic." "The minute it gets generic, people are going to see it from a mile away." "I keep it short and sarcastic because that is literally me." "That moment made me realize that the authenticity comes from who you are and not who you're trying to be." "The years since then have been absolutely amazing." "You could just tell that it resonated with a lot of people." "It's who and what you are, and so people…they gift you that brand." "As soon as that connection is made, that becomes your brand." "We have way more control over this than we think we do." "When people get busy, they stop doing the prospecting, and that's the number one biggest problem." "It's really about client care…you just keep that engine going." "The industry average for emails that are opened is 13% which is, like, gag inducing…mine, right now, sits at 67%." "I'm going to see if I can be gifted my brand in another market." "I clearly just like to be my own crash test dummy." "I'm starting with a database of 12, which I'm super excited about…I know it's going to work." "Keep that client care and that communication steady because that is how you're going to flatten the curve." "Make it easy for yourself, guys. Don't be too hard on yourself." 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 Sarah Sarah's Instagram and Facebook: @adventuresintealestate adventuresintealestate.com theninjasellingpodcast.com/adventuresintealestate

Ensuring that people understand the value you bring to the table has never been more important than in these times of extreme low inventories. Matt and Garrett are witnessing an increasing number of situations where agents are in danger of having buyers and sellers go around them simply because they are unaware of the true value of working with a professional. There are definitely ways to ensure that this doesn't happen to you, and today our hosts tell you exactly how. Throughout the episode, they stress the importance of consistently and authentically bringing value to clients well in advance of any transaction. Along the way, they share some of the best ways to educate consumers these days, the incredible value of testimonials, watching for signs of selling, and sharing with others what the current marketplace means to them. Giving up the fear of sharing your knowledge and tools as well as outlining the many steps involved in a successful real estate transaction, becoming an expert for your people, and sharing your value in your autoflow are all discussed as well. There is no denying that times of low inventory can be challenging, but if you are consistent in demonstrating your value to others at all times, true personal and professional success will be yours – it's guaranteed. Matt is also excited to announce that an open Ninja Selling Installation is coming to his hometown of Charleston, SC, April 5-8, 2021 - a rarity which is far too valuable to pass up. If you are able to attend, be sure to check out the link below or go to the 'Events' section of the Ninja Selling website for more information and to register. Sadly, low inventory of available rooms at Matt's house means you will have to keep an eye out to find your own accommodations during this highly treasured event. Episode Highlights: Consistently and authentically bringing value to clients before the transaction The best ways to educate the consumer these days Testimonials Watching for signs of selling Sharing what the current marketplace means right now Sharing your knowledge and giving people tools to use right now as homeowners Becoming the expert for people Outlining the many steps it takes for a successful real estate transaction Sharing the value of what you do in your autoflow Quotes: "If your clients are discovering how good your customer service is during your transaction, we've missed the mark." "It really should be done a couple years before these people are actually thinking about buying or selling." "We've got to first lean into the conversations that we're having right now." "They're loaded with these pearls…they share this great opportunity of what it was like working with you." "It's so much better when it's not your words." "You're seeing more and more brands talk about their customers." "When you're out driving around, pay attention to potential sellers." "When they find a home without you, they're like, 'Well, why did we have a real estate agent?'" "Find them before they actually go on the MLS." "You're starting to deliver customer service before they are even 'customers'." "We need to recognize that people pay for convenience, they pay for advice, they pay for guidance." "If you can't show your…value to these people, they can't perceive what your value is, you're going to be sitting around wondering why people are going around you. And it's starting to happen right now." "The pitch is that you're there for them, and if they have questions, you're available." "That's where it becomes amazing, is when people are sharing and talking about you." "Come from your heart." 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 Charleston Ninja Selling Installation

It will come as no surprise that Matt and Garrett are discussing the importance of relationships – the heart of Ninja Selling – once again in today's episode. However, their focus this time is on a situation which has been uniquely magnified by the pandemic, and which concerns those people in your database who may have been, and continue to be, pushed to the side. This simply doesn't have to happen, no matter what the circumstances, and today, you'll learn how to address this situation head on. Stressing the overall importance of relationships, our hosts look at how to use your 'Hour of Power' correctly, how to break down and audit your database, and how to recognize this time as one of massive opportunity for establishing those coveted long term relationships. They look specifically at how to help condo owners in the current market, the need to lean into the relational base right now, and to develop a plan to have personal interactions with all people in your database. They conclude by reinforcing the need to be genuine with touch points and by revealing the beauty of exploring peoples' dreams - which are so prevalent in this moment – together with them. You know that the secret to Ninja success is based firmly in the relationships you build. Don't let them slip away due to these unusual times, strengthen them instead with the ideas and strategies offered in this critical episode today. Episode Highlights: Using the 'Hour of Power' correctly Breaking down and auditing your database The massive opportunity that is open to establish long term relationships Helping condo owners in this market Leaning into the relational base right now Developing a plan to have personal interactions with people in your database Being genuine with touch points The beauty of exploring people's dreams with them Matt's example of a dream becoming reality Quotes: "The 'Hour of Power' is not about highest potential, it's not about who's going to give you the best results here, for the most part." "The more simple it is for me, the more likely I am to be able to stay in the flow with people that I need to stay in flow with." "You can give them some value…around something that they're experiencing pain with." "I just want to thank you for being in my world." "Right now…you do need to get a little bit more creative so those people don't fall out of your world." "There is no one way to do this…ultimately it comes down to an awareness of your relationships." "Planning and action is starting to take effect." "They're not going to forget that moment, which is then how you really establish that long term relationship." "It's also where a lot of referrals come from." "People have been dreaming a lot." "Don't neglect your people out there, don't look at them just transactional-based, look at them as people and relationships…listening for the pain and pleasure in people's lives." "These are the opportunities, right now, that sit in front of all of you." 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