Ninja Selling Podcast

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

For this first episode of the new year, Matt and Garrett are excited to welcome Erik Hardy, creator/developer of the Ninja Planner, to the podcast. Given that so many Ninjas have noted the difficulty of maintaining a routine, particularly during 2020, this planner may very well prove to be the solution, and our hosts take advantage of having its creator here today to learn how to use it to its full potential. Be sure to stay tuned to the very end of the podcast for a very special bonus offer coming your way as well! Erik begins by sharing how he started in both real estate and Ninja, and how the Ninja Planner was developed. The rest of the episode presents an examination of its many features, how it integrates with Ninja practices, and Erik's advice about how to use it not only as a planner for business, but for your life in general. As mentioned, there is also a bonus offer detailed at the very end of the episode, so make sure you stick around for that. 2021 has all the potential of being an incredibly successful year, and the information and advice shared here today about this remarkable tool will play a huge part in achieving that success. Listen in and take advantage of all that these three experts have to share and top it all off with the generous bonus they are offering as well. Episode Highlights: Erik's start in real estate and Ninja How the Ninja Planner was developed Erik's advice for using the Ninja Planner A comparison of the benefits of paper planners and digital planners Using the planner for tracking and planning Its most powerful features Using the Monday Morning Agenda Worksheet with the planner Using the monthly part of the planner Some of the peripheral features The value of keeping all or some of it with you Using this as a life planner The special bonus offer Quotes: "Holding a routine together in 2020 was a beast." "It took seven years working in real estate to get all the knowledge to try to put into developing the planner…from there it really came together pretty quickly." "There are training videos on how to use this planner online on the website ninjaplanner.com." "There's real power in putting pen to paper and writing things down and having some space and really thinking about how you want things to go." "There's a level of permanence when you do put it in your paper planner that way with pen that I think locks it into your brain." "At a glance you can tell how you're doing for your week, what you haven't done yet, and where you're going to fit that in." "We're never 'done', we're just leading into the next." "It's not the complex that makes the big results for the Ninjas that I know out there. It's actually the simplicity of some of the systems that makes the big results for people." "This keeps it real in a lot of ways, if you're using it correctly." "There's a very big difference between being busy and being productive." "Any relationship-based system…this lays out all you need to do." "This is a place to really plan out your entire life." "Don't only think of this as a business planning tool, really think about it as a life planning tool." "Time is not a renewable resource…using it as wisely as possible is critical." 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

On this final day of 2020, Matt and Garrett take a look back at the year that was, and the amazing journey it provided. While this past year threw a lot of challenges at everyone, there were some remarkable success stories out there, and today our hosts take an in-depth look at the strategies and processes that garnered so much success, and how they can work for you at any time of any year in any market. They begin with their 'holes in the boat' analogy and the benefits of both gratitude and of breaking the pattern of always waiting until the next year for things to get better. They then look at the different responses agents had to the pandemic, and explore the best of them such as phone calls, handwritten notes, gratitude, photography, videography, and the 'pop by'. Bringing commitment, creativity and heartfelt sincerity to these Ninja systems resulted in great rewards both personally and professionally for so many agents during this pandemic year, and they can do the same for you no matter when you implement them. Episode Highlights: Matt and Garrett's 'holes in the boat' analogy Breaking the pattern of waiting for the next year to be better Different responses to the pandemic The need for human interaction Discovering the power of gratitude, the phone call and hand written notes again Checking in on your people in times of need Social media opportunities Making the Ninja systems work virtually when necessary Photography and videography The 'pop by' and reverse engagement Quotes: "The year mark is nothing but a psychological moment for people that starts this new time. That's it." "We can create our own happiness. We can choose it." "Actions lead to results." "I like to start new things on Thursdays." "Let's look at the big picture here…it's okay to pause and breathe." "Lead with your heart. Forget real estate." "People like to talk on the phone." "That works in any marketplace, by the way." "2020 also emphasized that need for human interaction in some way, shape, or form." "When these things are pitched up to you, swing at them." "Realtors have been selling houses, sight unseen, for a long time." "This is a whole different level of connection with my people." "It leads to real estate conversations." "That's why they'll work in any market during any time." "It's in your hands here. Let's go and have some fun." "We believe in 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

Today, Matt and Garrett have a couple of incredible stories of just what it means to be an advisor in real estate and the benefits that arise from that role. As trusted advisors, you may forfeit the sale directly in front of you, but you will gain that raving fan that will result in those incredibly valuable referrals. For Ninjas, forging relationships is paramount, and today's episode shows you how a couple of agents have taken that to heart, and how you can do the same. Stories from Sonia Guardado of Round Rock, Texas, and Paul Schnaitter of Fort Collins, Colorado, are offered as prime examples of the power of being a trusted advisor in this episode, with our hosts highlighting the reasons behind this power. Along the way, they emphasize the importance of forming lasting relationships, unlocking referrals, shifting your mindset from selling to advising, and asking the right questions and then really listening to the answers. In this episode, you will learn from our two experts just how taking on that trusted advisor role can result in a lasting relationship with your people, and miracle business for you. Episode Highlights: Sonia Guardado's story The goal of being an advisor Unlocking referrals Paul Schnaitter's story Looking for relationships The mindset shift from selling to advising Asking the right questions and really listening to the answers Quotes: "You telling me that it's okay to stay makes me feel so much better." "Within the next week, Sonia got two really good referrals, I think maybe even 3." "He 's now got a total raving fan that knows that he's not just about the sale." "The number one complaint from working with real estate agents is that the real estate agent disappeared after the sale." "Don't get attached to the outcome." "You're not looking for the sales, you're looking for relationships." "You create these raving fans, and that's where miracle business comes from." "We're helping people through a transaction…we're not selling anybody anything at all." "It's a mindset shift…a belief system shift about who you are and what your role is in this business." "Ninja is 100% set up to allow you to be the advisor, but you have to ask the questions." "The need for your services and in an advisor role in this time right now is one like I've never seen at any time I've been involved in real estate." 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 Matt and Garrett are noticing over and over again as people review the past year and make their business plans for the coming one, is the interest in running an '8 in 8'. When done at the right time with the right purpose and thorough follow through, this can be a highly impactful practice for both your life and your business. Today, our hosts walk you through the process of running a basic version, and offer a number of suggestions and examples to take the process to a much higher level. They begin by explaining exactly what an '8 in 8' is, and from there share the reasons behind it, the process involved, and how it seamlessly integrates with your current Ninja systems. They also examine the key components to making it manageable, and offer examples of how this process can go to a much higher level that can be a lot of fun and rewarding for all parties involved. When done correctly, the '8 in 8' is a highly effective system that can result in great success, and this coming year is particularly well suited to this level of contact with others, especially given what the past year has been like. Today, let Matt and Garrett show you how to achieve great things using the '8 in 8' in 2021 and beyond. Episode Highlights: What is an '8 in 8'? The process involved The reasons behind keeping the group small Planning out the high value information you'll be sending out Some examples of high value information pieces including timeless content The different levels of '8 in 8' Reasons for running this process How it integrates with your current Ninja systems Giving experiences through mail Having a system to simplify it Quotes: "8 points of communication with a particular person or group of people over 8 weeks." "Anytime you actually have a system of follow up, that, technically, is kind of what this is." "You can set this up to happen at any time, too." "If you don't finish it all the way out, you've wasted all your money on the marketing." "They don't realize those touch points…we don't want to lose that energy. That's why the phone call is so incredibly important." "We're never asking for business." "Timeless content is what you want to be thinking about." "It's not 'salesy'. You are being more of an adviser, you're giving quality information." "A lot comes down to the language you use on the card versus what is the topic of it." "You can't make it about you at all." "My wife wants to meet you to find our who's making us feel so welcome." "You bring in the tip, and your c0mmunity all in together." "I think it's brilliant right now to experiment with something like this." "It really solidifies the relationship of you with that person once a year." "This is not on top of everything else in all the other systems that we would talk about through Ninja Selling." "I stay away from texts, I stay away from email." "It needs to be relatable." "Don't overcomplicate this thing." "I had them all preprinted, ready to go, in big stacks on my desk." "It's a great system – have some fun with it." 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

It's no secret that the best way to get really good at something is to practice a lot, and real estate is no exception. Matt and Garrett are often asked how they and Larry are able to demonstrate the many aspects of the Ninja system so effortlessly and effectively, and the answer is simple – they have been doing it so often and for so long that they are very well practiced in bringing them to life. Today, they take the time to share the importance of incorporating practice time into your business along with some tips they have picked up along the way about how to make it as productive as possible. They begin by looking at the value of committing to set aside regular time for practice, and some Ninja set plays that can be practiced, as well as how to practice them. They also explore engaging with a skills group, some key recommendations to implement when doing so, and the many situations that can be practiced in these groups. They finish up by offering some immediate steps you can take, highlighting the fact that practice doesn't necessarily need feedback, especially when just starting out. In so many areas of life, practice plays a more valuable role than talent in achieving success, a point which our hosts effectively drive home in today's highly informative episode. Episode Highlights: Committing to set aside time for practice Some Ninja set plays that can be practiced How to practice them Suggestions for practicing with a skills group Establishing 'The Rules of the Game' The real reason for practicing Regularly scheduling a 'Pit' The many situations that can be practiced Some immediate steps to take Not asking for feedback Quotes: "Imagine if you set an hour aside everyday just to…master a skill. It wouldn't take very long to get really good, by the way." "Don't ever practice on your client." "Practice saying them so you don't get tongue-tied when you're there with a client." "Put a mirror in front of your desk when you're making sales calls, when you're talking to people, because it makes you feel like you are talking to somebody." "You could have everybody sign a little contract." "You're not practicing for you." "You're going to learn stuff from each other…everybody gets better, everybody grows." "It's practicing for the surprises that might happen." "Planting referral seeds in your conversations." "You need to get comfortable saying those words…because otherwise it comes out awkward." "You're going to fumble – that happens." "We did a lot of recording and erasing." "Practice, practice, practice." 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