Ninja Selling Podcast

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

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