Ninja Selling Podcast

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

These days, as Matt and Garrett are watching everyone working on, and hopefully wrapping up, their business plans, they have an important message about auto-flow. All too often, they are noticing that there is too much art and not enough science in it, which is a huge concern when attempting to build a business based upon referrals. Today, they explore this topic in depth with their trademark wisdom, humor, and valuable advice. First, they demonstrate the difference between showcasing your value and simply being 'top of mind', and then move on to discussing the importance of building a business around referrals. Offering a number of examples of using science or even a combination of art and science, they clarify the difference between the two approaches and highlight the possibility of using science to remain consistently 'top of mind'. They finish up by reviewing the value of data campaigns done properly, the danger of only using art, and Matt's postcard campaign test, which he is about to undertake. If you want to take your business to the next level, and by tuning into this podcast it's obvious that you do, Matt and Garrett are here to help you achieve precisely that and avoid the perils of 'lazy auto-flow'. Episode Highlights: The difference between showcasing what you do and being 'top of mind' Building a business around referrals and the benefits is offers Art vs. Science Some examples of using science and combining art and science Becoming consistently 'top of mind' by using science Some examples of data campaigns Matt's postcard campaign test The danger of only using art Quotes: "Because the mailers that she sends were science-related - there was a good amount of science and value - that person called." "This is when we're talking about going to that next level." "It also creates an exponential curve in your growth." "It's a real big safety net you're building for yourself." "Science is anything that directly correlates with the value that you have around your business." "I think there's a whole line of postcards you could create about just being a great homeowner." "Every single time they see their house, you are now top of mind because of the science that you shared with them." "I want to see better auto-flow out there." "You're going to sharpen your skill set with this." "There's so many opportunities to make connections with this, too, when it's science related." "Take a little bit more time with this and it will change your business." "We're happy to support you any way that we possibly can." 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 may only be the middle of December, but that doesn't mean you can't be getting yourself set up for the coming year. To help you hit the ground running in January, Matt and Garrett have a number of ideas that you can put into place immediately, and they share them with you here today. They begin by highlighting the benefits of taking advantage of this time of year to get a jump on next year, and reviewing the steps to follow in acting on your business plan now especially looking at your first quarter, populating your calendar, and identifying any physical needs of your business. They also explore the 45 Day Rule with listeners and its connection with ensuring that your January is as crazy as you want it to be. Today's PSA from our two experts arrives just in time to offer you the springboard you need to make this coming year one of your most successful ever. Episode Highlights: Taking advantage of this time of year to get ahead for next year The steps to follow now in acting on your business plan Looking at your first quarter Populating your calendar Identifying physical needs of your business The 45 Day Rule Quotes: "You're basically looking at November to November." "Your business thrives on the actions that we do each and every week with our relationships." "The end of the year kind of is a universal time to get ahead." "What are the things I need to do in order to accomplish these big tasks that I've set out for myself for each quarter?" "Don't put it on a shelf. Don't let it collect dust. Not now, not ever!" "The actions that we're taking right now will produce results in 45 days." "Right now is the determiner if you are going to have a slow first quarter or a crazy first quarter, and I want everybody to have as crazy of a first quarter as 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 roll through December, Matt and Garrett have decided it's time to have a little discussion about the Warm List. All too often, they are seeing this list get built, but then get ignored when other distractions present themselves. Today, they share with you everything you need to know about your Warm List and how it can literally change your business and your career if you handle it correctly. They begin by emphasizing the 'why' behind taking care of this list and having the proper intention when contacting the people on it. They also offer some suggestions for breaking the ice, and review the value of the 5-Step Calling Process, the importance of pain and pleasure indicators, and a scavenger hunt analogy which reinforces the sense of fun that you can bring to these interactions. Our hosts finish the episode by sharing strategies and timelines for staying in flow with your Warm List. The impact and influence that your Warm List exerts and the many referrals it can generate are far too great to be left to chance. Let Matt and Garrett show you how to make the most of this valuable tool here today, and be prepared to experience greater success in both your business and your life. Episode Highlights: The 'why' behind taking care of your Warm List Having the right intention when contacting people on the list Breaking the ice and making it about them The 5-Step Calling Process Pain and pleasure indicators The scavenger hunt analogy Keeping them within 2 weeks Bringing up real estate solutions for them Strategies for staying in flow with the Warm List Quotes: "We have to get past some of that awkwardness." "He purposely called just to talk to me and see how I was doing." "At some point, they're picking up the phone because you've made it about them every time." "You're calling to check their pulse." "Focus on your Warm List daily." "Gamifying it is such a good idea, though, because now we can have fun with our database." "When you save somebody from their pain, they will become the best raving fan you've ever, ever, ever had." "We are here to help provide solutions, and that solution happens to be real estate." "There's lots of ways you can communicate with the people on your Warm List if you get creative." "Are these people on your auto-flow?" "This group is just full of opportunity around it, too. You've got to have the right intention though." "There's no better tool in your toolbox than the Warm List in terms of building great relationships and a great system of referrals." 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 you have ever had that experience where you just kind of lose control of your week and where you just can't seem to get to all the things you want to (and, really, who hasn't?), then this episode is for you. Today, Matt and Garrett take a close look at the Monday morning meeting that you should be having with yourself each week to help you manage such situations, revealing the many reasons for having it, and exposing the many excuses offered for not doing so. They begin by reviewing that feeling of not being in control, the apparent 'Catch-22' involved in resolving it, and then engage in an extensive discussion of the many, many benefits of having this weekly meeting with yourself. Along the way, they also explore the agenda for these meetings, when best to schedule them, the importance of your business plan and your 'why', and using your calendar to plan out your week. As they clearly demonstrate, a keen awareness of your business is paramount to your success, and they have so many great ideas and examples to help put you in the driver's seat and achieve this in today's very important episode. Episode Highlights: The feeling of not being in total control The 'Catch-22' The many benefits and power of the weekly meeting with yourself The 'going on vacation' analogy Scheduling the meeting at the best time for you to succeed The meeting agenda Your business plan and your 'why' Finding out what's working and what's not Use your calendar to plan out your week and then execute Analyzing your systems Raising and maintaining awareness of your business Quotes: 'I do find Monday is your highest point of success." "I think you'll actually end up saving more time in the long run." "Make some time today, if you can." "Am I planning a business that supports the mission?" "Where are we going and why are we doing it?" "The people who have that 'why' clearly defined for themselves…they're the people that have successful weeks, week over week." "A good time blocking schedule will help you, you know, achieve things…action is what leads to success." "My goal long term is to help you build a big enough 'why' that you're not showing for anybody but yourself." "You've got to have that kind of check and balance with each individual system as you go through planning." "It's all these little steps along the way to make sure that you can get to that final product – that's the power of this meeting you're going to have with yourself." "You'll be better prepared for everything." "You have to sit down and take the time to analyze it and understand it for your own personal self." "It's hard to make decisions about where you want to go with your business and what actions to take if you don't have that awareness." 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

Sandy McMaster of McEnearney Associates in Alexandria, Virginia, is Matt and Garrett's special guest today. One of Matt's coaching clients, Sandy is a 'rock star' who has created an incredible brand that has greatly improved both her business and her life. In this episode, she shares her fascinating brand journey and offers valuable insights and advice for listeners to help them do the same. As she recounts her journey, Sandy emphasizes the need for authenticity and knowing your 'why', and describes the 'unlock' that more than doubled her business. She also discusses the team she has built, some resources that have proven helpful, the importance of understanding how others interpret you and being able to articulate your value. The tactics she uses, such as her highly popular videos and how she started them, are explored as well. Sandy McMaster has gone from experiencing a decade of relative frustration in real estate to absolutely loving it through her commitment to branding, enjoying great success along the way. As she so clearly demonstrates today, the same can be true for you, and listening to her story here today could very well be the first step on your own journey. Episode Highlights: Sandy and her brand journey Three questions to answer when determining your brand purpose The importance of authenticity and knowing your 'why' The 'unlock' that more than doubled Sandy's business Reviewing your business plan and life list Sandy's team Gino Wickman's book, 'Traction' Storybrand Understanding how others interpret you Some of Sandy's tactics Articulating your value Quotes: "I want so much to make this business not just financially fulfilling, but personally fulfilling." "Bless Ninja!" "You've got to be authentically you." "Every single person listening has a personal brand." "Not everybody is your client." "This takes time, effort, creativity - you cannot stop." "I get one life. I'm going to live this without wasting any of my potential." "I spent a decade really spinning in this business." "Get it, want it, capacity to do it." "So long as you're genuine, it's okay if it's not perfect…just put it out there." "Your tribe is looking for you. You have to allow yourself to be found. Go for it." "In real estate, I know who my people are. And if you're not for me, I can find your person." "When you stop being for everybody, you can literally help anybody." "Stop advertising, start branding. Build the businesses you love." 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 Sandy's homepage: https://www.sandymcmaster.realestate/ Authentic Agent homepage: https://www.authenticagent.realestate/