Ninja Selling Podcast

One of the many lessons that 2020 taught us all is the power of community and just how much we may have taken it for granted in previous years. It has left many of us hungering for its return, and wondering how to achieve it now, and just what that might look like. Matt and Garrett have been watching this evolve and have witnessed some agents who are embracing the changes and are coming up with very creative ways to manage them, and they share some examples with you here today. They begin by stressing the need for a mindset that is open to change, especially the changes in community these days, and they explore the notion of joining, leading, or creating your own community at this critical time in history. They look at some examples of agent and broker communities that they are seeing, the current hunger for community, creating one for those with whom you have done business, and the reasons why 'Clubhouse' is so popular these days. As they point out, the 'good old days' version of community is not going to be returning. Now is the time to acknowledge that and get on board with the future of community and the many benefits that can come your way once you embrace it. Episode Highlights: Starting with the mindset to be open to change A new look for community Joining or leading a community Turning your audience into a community The importance of having and fulfilling core values Agent and brokerage communities Agents finding other agents and creating communities What kind of community do you want to join or lead? Creating a community for those who have done business with you The current and future hunger for community Why 'Clubhouse' is doing so well these days Quotes: "We're watching some people right now that are embracing this change, they are embracing this new world." "Community is going to be changed forever in how we thought community looked." "This is a platform I want to be involved with, these are people that I want to be involved with." "There is a place for everyone." "By the way, my marriage is great." "The model is kind of going through some very big changes right now." "Here's a space that you can create to build out a real community where there is dialogue happening." "All of a sudden, you get these engagements happening." "Now's the time!" "People are starving for community right now." "Don't just sit and wait for the 'good old days' to come back." "Do it with a lot of passion and intent, and it's going to work out pretty well." "I want to go over there." 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

Now that we're one month through this new year, we are rapidly approaching that magic number of days that will test the initial effectiveness of our 2021 business plan. The 45 Day Rule is something that Matt and Garrett covered in detail back in 2019 (the episode is linked below), and is something whose importance cannot be overstated, particularly during these unique times. A key indicator of the level of consistency you bring to your business and your plan for it, the 45 Day Rule can be applied at any time of the year, although it is particularly well suited to the beginning of February, and this year is definitely no exception. Matt and Garrett begin by explaining exactly what the rule entails, the causes of traditional 'slow times', and the tipping point and the 'taking of ownership' inherent to the rule. They also explore the importance of monitoring your Hot Lists, checking your results against your actions, analyzing routines and foundational activities, and determining your next action. They conclude by examining the very bedrock of the rule which is the amount of consistency which you bring to your business. The world may have changed considerably over the past year, but the effectiveness of the 45 Day Rule has most definitely not, and our hosts are here to remind you of that fact and to help you use it to its full potential. Episode Highlights: 45 day rule Traditional 'slow times' The tipping point Taking stock and taking ownership Watching your Hot List Checking your results against your actions Analyzing your routine and foundational activity Determining your next action now Consistency Quotes: "You have to be honest and analyze what actions are we putting in?" "It is a progression." "Why don't you send things through the holidays?" "It works in either direction." "People do not give themselves enough credit for how much power they have in creating things around them." "It opens up other activities we can do in parallel." "If they're seeing results, I guarantee you there is something that they're doing consistently." "Consistency is the X-factor to your success." "I am choosing to focus on the things that directly relate to where I want to go." "You can start at any point." "What can I work on today and everyday?" "That's not in my business plan right now." "If you engage this market and you do the right activities, I am watching miracles happen right now in the very first part of this year." 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 45 Day Rule Podcast 2019

A lot of Matt and Garrett's conversations these days have to do with agents wondering when it's the right time to bring in an assistant to their business, and how to find the right person. There are many aspects to consider when looking into this prospect, and our hosts, as always, have a wealth of experience, advice, and examples to share that will help clarify this all important decision for you. They begin by sharing some of the cues that will indicate to you that it's time to take the plunge, and then look at the ways to prepare for bringing someone on board, looking at it as an investment, creating the job description, and the different levels of assistant, especially virtual ones. Spending time on your high dollar activities is discussed, as is the first step to take in finding the right person, the power of affirmations in this process as well as some excellent resources for you to consult as you move in this direction. Getting the right person to join your business at the right time can result in greater business success and quality of life overall. Let Matt and Garrett show you the way in today's fascinating and practical episode. Episode Highlights: The cues that tell you that you need to bring someone into your business Preparing to take someone on board Treating this as an investment not a cost Creating the job description for an assistant Different levels of assistants - especially virtual Spending time on your higher dollar per hour activities The first step in the process Finding the right person The power of affirmations in the process Some excellent resources Quotes: "This business, if you're doing it right, will create you more business than you know what to do with." "Hiring an assistant is like buying a washing machine." "You're basically buying time back." "Anything that's basically not in the important category, needs to be offloaded to someone else as best as possible." "I make a list of everything that I hate doing in my business and that list turns into a job…then I enjoy my job more because I'm doing the things that I like." "A transaction coordinator, usually, is paid by the transaction, and they only get paid when the transaction closes." "If you can spend 1 hour a day managing your freelancers versus 4 hours a day doing the work, then you are already getting time back." "Experiment with it…one task, one job." "It should propel growth." "It's not just a cookie cutter thing." "You want somebody who you're invested in and they're invested in you." "I recommend paying slightly over market value." "What you focus on expands." "Let the reins go a little bit." 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 Who Not How The 4-Hour Workweek

Continuing on from last week's episode, Matt and Garrett are still seeing some steps that are being skipped by agents due to the current flurry of activity in the markets these days. This week, they take a look at one of the most important time blocks of every agent's week, second only to their weekly planning, and that is the customer service call. So often pushed off the schedule, or not even scheduled at all, these calls are critical to building those lasting relationships that are so mutually rewarding, and our hosts have some great examples and advice about them to share with you all today. They start by reviewing the long term relationship at the heart of the Ninja system, highlighting the many benefits of making regular customer service calls when building these relationships, and demonstrating the dangers of allowing them to lapse. Controlling your time, The 5-Step Calling Process, unlocking referrals and generating social proof are also discussed. As you will discover, you really don't need a huge database if you take great care of your people, and the customer service call, explained in vivid detail here today, provides the key to achieving just that. Episode Highlights: Building a long term relationship Relieving stress for all parties Scheduling the calls The importance of regular communication especially in times of low inventory The dangers of letting communication lapse Controlling your time The 5-Step Calling Process Unlocking referrals and the compounding effect Social proof Quotes: "This is one of your key areas to get time back." "It's a really healthy way to have a relationship with the people you're working with." "It opens us up to being able to ask questions." "Everybody's getting high quality attention." "We will show up better for others than we will show up for ourselves." "I felt their energy come back." "What is my realtor doing?" "Right now, buyers need to know that they've got somebody in their corner." "You can keep them focused." "You want to know what they're doing." "I find that people who do the regular customer service calls asking these FORD questions, start to get more referrals from their active clients." "If you got 2 solid referrals from every single person you did a transaction with last year, what would your year of 2021 look like?" "I've never had a real estate agent that took this much time to get to know who we are." "You don't need a massive database to have a huge business if you are staying in communication, and it starts with the customer service call." "Your clients will love them." "The referral floodgates are open right now, and it's available to everybody. But you've got to be doing the right stuff." 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

With the speed at which things are moving these days, Matt and Garrett are seeing some agents skipping some crucial steps in 'The 10 Step Buyer Process' and experiencing a lot of frustration as a result. Taking a few minutes at the start to ask these clarifying questions of all the decision makers involved is vital to avoiding disappointment further down the road. While they have discussed this process in previous episodes, today Matt and Garrett will look at its increased importance, as well as some creative ways to implement it, in the unique times in which we find ourselves. They begin with a quick review of the process before delving into the different types of buyers, the need for you to maintain control of the process, and understanding the buyer's previous experiences with purchasing real estate. Addressing the buyer's 4 greatest fears, talking to them without engaging FOMO, understanding intrinsic value, and the difference between a financial investment vs. a lifestyle investment are all explored as well. In the end, you need to know your client's 'why' for buying a property, and the small amount of time it takes to do that upfront with the Buyer Process will not only save everyone a lot of time later on, but will also allow you to attain that role of trusted advisor that will enrich the lives of all involved. Episode Highlights: The 10 Step Buyer Process The different types of buyers Controlling the process Understanding the buyer's previous experience with buying real estate Addressing the 4 greatest buyer fears Talking to buyers without engaging FOMO Intrinsic value Financial investment vs. lifestyle investment Asking questions to become clear on the buyer's 'why' Quotes: "It helps you understand if you're working with a real buyer." "It turns people into buyers!" "At the end of the day, I would like it if you guys get paid." "Why is this not always with you?" "We don't skip steps here." "It allows you to establish who's in charge of the process." "I've never seen the fear of paying too much being elevated to where it is right now." "We want to give them information, but we don't want to make their decisions for them with what to do with that information." "Exploring options has to be part of this conversation." "We need to get creative right now in terms of finding inventory." "Paying too much is a moment in time opinion and it's arbitrary." "Those are conversations that must happen with your folks when you're getting into these scenarios." "You have no idea what that house was worth to them." "Be careful talking about a primary residence as an investment, because it can come back and get you." "Dig deeper on some of these questions." "Your job is to just ask questions and learn." 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

One thing that is coming up in a lot of conversations that Matt and Garrett have been having lately, especially as people are looking at their goals for this upcoming year, is the topic of mindsets. Given that they possess the power to generate great success, or conversely, put up seemingly insurmountable roadblocks, it's critically important to understand mindset and how to manage it to your advantage. Our hosts begin by discussing the danger of having a negative mindset, and then take a deep dive in exploring belief systems, mindsets, visualization, and the connection between these three important concepts. They share examples of those who have made great gains through their understanding of this connection, and offer some strategies to help you address the collective truths that may have been holding you back from enjoying the benefits of a growth mindset. Gaining an ability to address and manage the beliefs that you currently hold, and which that little voice at the back of your head expresses, can have an enormous impact on your life in general and make the difference between reaching great heights or staying right where you are. Today's episode is a powerful one which may very well change not only your business, but your life overall. Episode Highlights: The impact of bad mindsets Knowing your belief system The little voice at the back of our heads Collective truth Dave Pepin's use of vision boards with his family The first step in attempting to change your mindset Limiting beliefs Beliefs of abundance Belief systems demonstrated in 2020 Gratitudes and affirmations Showing up and being present Tony Robbins Big goals as inspiring or as an excuse Addressing limited beliefs Acting on beliefs Getting to the belief that 'This is who I am' Creating visualization space for yourself Trying to protect yourself Quotes: "Why are you thinking what you're thinking?" "It contaminates the systems so they're not being done 100%." "Sometimes it's really, like, ingrained deep stuff that we have decided that this is the truth." "Some of the stuff is just limiting beliefs that have been imposed upon us by our environment, by other people, and so we may not even now they're there." "That's how we collectively start to build this belief system of how the world works, how we operate, how we act." "We've got to accept responsibility." "Any time you blame something, an external factor that you have no control over, you are now placing a limit on yourself." "They didn't give you limiting beliefs. They gave you their beliefs." "If you want to expand your belief system, set big goals and then chunk it down into those little actions that you can do to achieve it." "You handle it differently when you start with gratitude." "I'm giving my full self to this." "Confidence, I think, is one of the core cornerstones of growth…it's basically your self-belief." "Whatever you give energy to, grows." "Start visualizing yourself showing luxury property while you're showing the properties that you show now." "You really have more power than you think you do." "You've been given at birth everything that you need to succeed however you like to define that…it's what you make of it." "Have faith and take action." 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

If there's one thing that 2020 has taught us, it's that a lot can be accomplished virtually through the use of technology such as Zoom. The issue that Matt and Garrett address today is that too much virtual connection will negatively impact the relationship basis of any Ninja business, so they try to determine that fine line between virtual and in-person. As you will hear, it's not an easy question to solve, but the conversation around it certainly offers a great deal of valuable perspectives, information, and food for thought. They begin by discussing this notion of trying to find the sweet spot between virtual and in-person connections, an example of going too far on the virtual side, and emphasizing the core value of relationships within any successful business. They spend much of the episode trying to determine which activities are best suited for virtual and which in-person ones must be maintained. Technology has introduced many different ways to do business these days, but the rock solid foundation of relationships must remain intact if we are to enjoy success both professionally and personally – join the debate here today with Matt and Garrett, and see if you are able to find that sweet spot between the two that works best for you. Episode Highlights: Finding the sweet spot with connecting virtually Matt's example of business being too virtual The relationship side of the business This window of opportunity Maintaining those personal relationship areas where Ninja shines Ted Bash's Christmas event Personality matters Celebrating with your people Determining what can't be done virtually Showing up Quotes: "The real estate industry, particularly the sales part…has always been behind everybody else when it comes to technology." "There's no way I'm going to hire a landscaper who's never seen our property." "If it goes too far in one direction, it could bite people." "If we remove ourselves from that part of the process…you're basically removing services from what you do for people." "Is just getting to 'Sold' or getting to a contract with a buyer, is that all we're trying to do?" "We've got the incredible relationships with people and if we automate it too far, if we're not involved with the process, well, the relationship all of a sudden can suffer there." "Intention matters, systems matter, people matter, and process matters." "Don't eliminate all opportunities to be with your people." "The response coming out the backside of it was incredible." "Ted had the best year he ever had!" "You can't take it too virtual." "There are still elements you need to be there with them for in a real life situation." "The minute the clients think you've checked out and you're gone, they're like, 'Oh, they don't live here anymore'." "Be very, very, very aware." 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

While the ink is still drying on some business plans out there, Matt and Garrett are already seeing some agents get distracted by the many shiny objects that come their way every year, and, really, every day. There will always be some new app, program, approach or even just an email coming your way that will endeavor to draw you away from the plan you have carefully put together. No strangers to these impulses themselves, our hosts have figured out some steps to follow in maintaining a planned course while also exploring these perceived distractions, and are only too happy to share them with you here today. They begin by encouraging you to carve out a time outside of your daily business routines to explore these enticing objects, and to ensure their 'urgency factor' doesn't override the seemingly less urgent but, in reality, far more important steps laid out in your plan. They go on to offer a number of tools and strategies to help you achieve this, so that you can continue to pursue your planned route to success while also having the freedom to delve into those others interests in your life and in these shiny objects. Learning how to manage these objects as they come into your life is one of the keys to enjoying overall success, and Matt and Garrett's 'PSA on Shiny Object Syndrome' here today teaches us all how to do just that. Episode Highlights: Give yourself time to explore outside of normal daily business routine Don't give into the urgency factor The time management matrix and maximizing your productivity Daily shiny objects Expectations and calendar/time blocking Using Ninja Journals Having little blocks of time to pursue other interests Using shiny objects to our advantage Quotes: "The key is to not let these things interrupt your normal daily routine and the big things you have set aside for your business plan." "When you have a set appointment that you know is there…you don't get distracted by the shiny objects." "You need to understand the importance of the activity." "Where can I fit this in, because this is becoming important to me?" "You have a plan, there's actions there that you need to take, or you get to take, I should say, in order to achieve all those goals that you have. So, make those the priority, and don't let the shiny objects distract you from that." "You need to have a place to just accumulate that information so that you can come back to it later." "Nobody's immune to this…the ones that can control it the most…this is what allows you to get to your goals, build the life you want, have the freedoms that you want." 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

As we progress through this new year, Matt and Garrett are noticing two distinct groups when it comes to the business plan. There are those who have completed and are already implementing their plans, and then there are those who are still talking about completing them – today's episode is for this second group. At some point you've got to 'put a bow on what you've got and run with it', and, today, our hosts help you do just that. Employing road trip and guided missile analogies, Matt and Garrett emphasize the importance of taking action, knowing where you are in your plan, as well as the dangers of getting stuck in the planning loop. Examining the reasons why you haven't completed your plan, and using the Ninja Nine, Larry Kendall videos, and life lists to help you plan are all discussed as well. If you are one of those agents who is still talking about completing your business plan for 2021, today's message is both clear and crucial - it's time to move on and act on what you have. Episode Highlights: Their road trip analogy The importance of action The Ninja Nine The Guided Missile analogy Knowing where you stand with your plan Getting stuck in the planning loop Examining why you haven't completed your plan Breaking down items on your life list Accessing previous podcast episodes and Larry Kendall videos Quotes: "Your plan is a way to help you stay focused throughout the year." "Success only happens because of action." "We need to adjust a little bit to bring some self-awareness in." "This is the time for action…taking forward momentum." "You don't want to get stuck in the endless planning loop." "If I don't have a plan that's an excuse not to do it." "Scarcity can creep in real fast when we start to fear losing certain things that we really enjoy or keep us sane, so to speak." "It allows me to maximize the time that I'm running my life right now." "Identify what are the little things that you would need to do to help accomplish this bigger thing in your plan." "Dreaming about it, sitting around and not doing anything about it, is actually sitting there in disbelief that those things are actually possible for you." "I'm so excited for 2021!" "Stay on your toes. Be willing to adjust. Be willing to move quickly." "Let's go!" 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

For this great first week of the new year, Matt and Garrett want to review a process that can make your entire year great as well: real estate reviews. Looking back at last year, they can see that so many people enjoyed a lot of success with these reviews and put some creative spins on them to be able to run them under the most unique circumstances. Today, our hosts will look at these successes, the creativity involved, and show you how to move forward to implementing them and making this new year as amazing as possible. They begin by sharing some statistics about real estate in 2020, the two approaches to real estate reviews, and highlighting Kevin McCarthy's 'Real Estate Well Check'. They then look at the value of these reviews, what they are designed for, how they can potentially backfire, and some resources you can use when starting them. Matt and Garrett finish up by reminding you that this is your way to become that trusted advisor that everyone needs during these changing times. Take advantage of this moment in time to listen to this instructive episode, educate yourself so you can then educate your people, and proceed to improve all your lives in the process. Episode Highlights: Some statistics regarding real estate in 2020 The two approaches to real estate reviews Kevin McCarthy's 'Real Estate Well Check' The potential value of annual estate reviews Face-to-face and virtual/Zoom reviews What a real estate review is designed to do and how it can backfire Employing the fhfa.gov data, tools, and home calculator Showing up as an advisor Easy ways to get started focus1st.com Ninja Planner offer reminder Quotes: "Real estate is…one of the basic needs." "Over 8 million people have bought a home since the pandemic started…that's nuts!" "The whole value is me being with them, talking to them, having the conversation about their real estate so that they're in the best position possible at any point in time." "You are pre-planning your live-flow as well." "All of the things that we want to do within the Ninja system can happen with just even a focused plan on real estate reviews." "The Ninja Nine can be done virtually." "This is a golden opportunity that's been given to people." "You can do a video tour of somebody's house." "Now, you're going to bring up real estate, but you already have permission because these are your people." "It's bringing up real estate, but in their best interest." "People need a trusted advisor when it comes to real estate right now." "What does this market mean right now?" "The best thing that she's ever seen attract listings…is the real estate reviews, and consistency with it." "The opportunity is there in front 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