Ninja Selling Podcast

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/

As we approach the end of November, 'Business Planning Month', it's time to look at how to put these plans into action for the coming year. Far too often, these plans are created and then relegated to a drawer where they are seldom, if ever, looked at again. Today, Matt and Garrett are here to show you how to make sure that this valuable document remains an active component of your business, allowing you to enjoy the success you so richly deserve. They begin by examining the need to consistently review the plan, and offer an insightful road trip analogy which demonstrates the value in making incremental changes as necessary throughout the year. They also offer some ideas on how to ensure your plan remains a priority, including accountability partners and quarterly breakdowns. They finish up by sharing yet another analogy, this time about guided missiles, which neatly sums up the value of keeping your business plan active all through the year, and checking on it regularly so that you can adjust your course when needed to reach your desired destination. Listen in today and plan on making next year a huge success. Episode Highlights: Consistently reviewing your business plan The road trip analogy Making incremental adjustments to the plan as necessary Some ways to ensure you prioritize your plan Accountability partners Quarterly breakdowns The guided missile analogy Quotes: "You need to go into the year with that really solid plan." "This is the journey that we're going to go on, on this final destination we have twelve months out from now." "They get so far off course that they're not even on the trip anymore." "Have somebody that is kind of involved in the journey with you." "Use the calendar to your advantage when you're looking at your business plan." "Where am I right now, and where am I going?" "You're in control of this whole thing." "Be excited and don't be scared of it." "You're in the driver's seat." 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 want to wish all their listeners a very Happy Thanksgiving, and welcome everyone to their podcast today, which is all about gratitudes. As clichéd as that might seem, this is about so much more than simply giving thanks one day a year, but building this noble act into your daily schedule, consistently through both good times and more challenging ones. As you will come to understand today, they can have a profoundly positive impact upon your life and business, and need to become a permanent component of our day-to-day activities. Our hosts review the need to structure gratitude into your day, and share the many benefits that will result, as well as some examples of Ninjas out there who are enjoying great success through this commitment, and an exercise that you can implement immediately. They also recommend revisiting both a previous episode of great relevance as well as Mel Robbins' YouTube video, and share some of the many things we can be thankful for in 2020. Far from being optional or an afterthought, gratitudes are a key component to success in life and business – science and experience support this fact fully. On this very special day of giving thanks, let's all commit to making gratitudes a part of our lives every single day. Episode Highlights: Structuring gratitude into your day The physical effects of gratitude Not being tied to the outcome Andrea Tuell's remarkable example of gratitude A gratitude exercise Changing your energy Maintaining your gratitudes consistently Things to be grateful for in 2020 Opening up your vision and looking at your business differently Revisit the August 6 episode Reinventing holiday traditions 2020 as a positive turning point Mel Robbins' Foggy Day YouTube video What Matt and Garrett are grateful for Quotes: "There's a lot of power and science behind that." "It's a state of being…you're trying to change your core being." "You actually feed off that energy from other people." "Gratitude can even be structured throughout the day." "We know that gratitude can actually reduce stress hormones." "All of a sudden, confidence grows." "Why don't I do this more often?" "This is going to be a fascinating generation, and I actually think it's going to be for the good." "This is giving them tools that a lot of us never have ever experienced." "A lot of people were very grateful for the health of the real estate market." "Being grateful for those challenges is important." "Is this happening to me or is it happening for me?" "How can we look at this differently?" "What about 'Thank you, 2020'?" "Have a wonderful, wonderful Thanksgiving." 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, on this 200th episode of the podcast, Matt and Garrett take a look at the topic of change. Throughout each person's life, change is going to happen – as 2020 has clearly demonstrated - and listening for signs of these changes when reaching out to your people can provide you with a unique opportunity to strengthen your relationship with them. During the episode, our hosts examine the importance of listening skills, asking questions, learning about how best to communicate with each of your clients, and, above all, making your conversations all about them. Garrett provides an enlightening example of the dichotomy of change, and together he and Matt explore the notion of the 'carousel in our life', talking about dreams, pain and pleasure levels, and, of course, listening for change. They conclude by reminding everyone that you can search their website for topics from previous episodes that you're interested in – there's a lot of quality information and advice to be found in these 200 episodes! If this past year has taught us anything, it's that change is inevitable. What today's episode teaches everyone is how you can deepen your connection with others by being there for them in these important times and beyond. Episode Highlights: Listening skills and asking questions Garrett's example of the dichotomy of change The many changes people are going through these days Learning how best to communicate with each client Carousels in our life Talking about dreams Listening for change Pain and pleasure levels Searching for topics on previous episodes Quotes: "Everything's great. How about you?" "Don't make this about you." "Your stock in that relationship goes way up because you're providing value by simply listening." "Do I truly understand what people are going through in my sphere of influence?" "You're going to get golden information." "You have to disconnect yourself from that becoming a transaction." "It's not the person right in front of us, it's all the people that are just beyond them. That's where miracles happen." "All of a sudden the dreams come out." "Where do you recreate?" "Dream questions are so, so powerful." "Listen for these moments where you can...go to that deeper level with people." "If you're really listening for this change, that warm list is going to start to populate pretty quickly." 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

Through the uniqueness of 2020, a lot of creative ideas have been generated to enhance or replace the events that are just no longer possible for us all to run for our people. Matt and Garrett have been keeping their eyes out for some of the most creative, and today they share some that will help you strengthen your relationships not just for 2020 or the holiday season, but for absolutely any time of year. Throughout the episode, our hosts run through a list of these great ideas and offer valuable suggestions about how you can implement them both now and in the future. Emphasizing that the overall goal is to create some fun energy and environments for your people, they demonstrate just how these ideas can help you build those strong relationships that will not only enrich the lives of all involved, but also allow transactions to 'just fall out of the sky' for you. We all agree that 2020 has brought some significant changes to our world – let Matt and Garrett show you how to make these changes work for you and your business. Episode Highlights: Pumpkin carving and coloring contests Calling each person to explain why you're not having your event this year Reviewing the value of your annual events Scavenger hunts Polaroid wars Celebrating your brand and other clients' brands Adjusting traditional events such as Pie Parties Matterport Open House Scavenger Hunts Creating fun energy and environments for your people Quotes: "If you're doing the pumpkin, you get the pop-by, and you get the interaction, and it can potentially replace an in-person event." "The lowest cost event she's ever done…she could pretty much link it back…to two new pieces of business." "The interaction that I had with my people was priceless." "The big picture here is we're looking for human interaction." "You as the organizer of it, you're going to get a lot of communication, you're going to create an experience for these people." "Everybody's going to get a better understanding of what that area that you live in is." "The more touch points you can get, the more frequency you can build during this time, it's going to be easier to keep a level of frequency going as you get through holiday season." "Have some fun with it." "The purpose is to just build relationships, build some fun." "Transactions just fall out of the sky when the relationships and the connection is correct." "Relationship strengthening is better than any time I've seen because people are craving 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

One topic that just doesn't seem to get enough attention, even from some of the best Ninja's, is the potential value of understanding learning modalities. Knowing how a person learns best enables you to share ideas and information with them in a way that will make most sense to them, and result in establishing a deeper connection for you both. This is truly a fascinating topic with striking implications for building relationships, and Matt and Garrett are excited to share it all with you today. They begin by explaining the three learning modalities in order of prevalence, how books can be designed to appeal to these modalities, and how to determine the dominant modality in another person through questioning. Our hosts then engage in a thorough examination of ways to deepen your relationship with others once you know their dominant modality, and also how to ensure that all of your processes incorporate all three modalities in order to connect with the largest audience possible. Once again going far beyond the realm of real estate, Matt and Garrett share information and advice here today that will, of course, improve your business, but more importantly, effectively deepen the relationships you have with your people overall. Episode Highlights: Visual learning Kinesthetic learning Auditory learning How books can be designed to appeal to the three modalities Asking questions to determine the dominant modality of your clients Formatting your questions to appeal to their learning modality How knowing modalities will affect relationships in your business and personal life When to appeal to all three learning modalities Restaurant menus and learning modalities Phil Greely's use of iPads with clients and the many referrals it generated Why postcards do so well Checking all of your processes to see if you can incorporate all three modalities into them Quotes: "The biggest one is visual." "Showing is better than telling." "The last one is auditory." "Just because we're dominant on one…doesn't mean that we can't use the others." "If you talk books with people you can actually kind of get a sense of who they are." "If you know the learning modality you can ask those questions in that format." "You will help them engage more." "Mark this down on your contacts." "How do I change that question to their learning modality?" "Naturally, people will say things that are geared towards their primary learning modality." "When you send a postcard, you're able to hit on visual and kinesthetic right there, which encompasses a lot of people." "Every auditory person, their second modality is either kinesthetic or visual." "You're going to increase your chances of communicating well if you're using all three in your auto-flow." "This is one of those components that you start to practice when you're focused on being elite." 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