Ninja Selling Podcast

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

Knowing precisely why your client wants to buy or sell a house is critical to your relationship, and can, at times, become a fairly complex task. In today's episode, Matt and Garrett look at the tools available for you to help your client understand their why especially when the reasons may not be on the surface and may require some deeper questioning. Until they understand their why, it may very well be impossible for you to help them find precisely what they are looking for, so let Matt and Garret help you out. They begin by reviewing some of the tools available to help understand your client's why, and they perform a brief role play that illustrates a 'what and why' conversation. They then focus upon strategies to employ when you've done everything properly, but a client is still hesitating to act, which, as they point out, could have deep emotional roots. With an emphasis on when and how to help clients find clarity, our hosts offer valuable advice in this potentially sensitive area as well as the possible results. Going a little deeper may cause some level of discomfort but the mutual rewards of helping one of your people clarify what they want goes far beyond real estate, and will ensure a long lasting and fruitful relationship for you both. Episode Highlights: Some tools available to help find surface level to intermediate whys and deeper whys Matt and Garrett's role play of a 'what and a why' conversation Asking questions, really listening to answers, and watching body language The Ten Step Buyer Process Having conversations to uncover the deep, serious emotions which may impact a buyer or seller's decision When and how to help clients find clarity Mutually putting a client on hold Asking questions, and checking their pulse How this results in referrals Steve Sim's book, 'Bluefishing: The Art of Making Things Happen' Quotes: "It's amazing how much just asking the question 'Why?' can really help, especially right up front, whether we're talking about a seller or a buyer." "It's also about how they answer with their body language." "I think in-person is the absolute best way of doing it, or zoom in today's world, I think, could work really well." "Some of the best Ninja's I know are not afraid about talking their client out of moving sometimes." "Now you're really helping these people with life, not just real estate." "Is there some deeper question that I could be asking that's going to take these people to a different level of clarity that we've all missed?" "These are people. These are relationships. These aren't transactions." "Once I started actually building relationships and paying attention to the people in my business, things took off." "People's criteria can change, for sure, really quickly too. I mean, so don't ever be afraid to do the reset." 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

There are a couple reasons why this is the coolest part of the year, and the main one that Matt and Garrett talk about today concerns the many opportunities available in this season to call and connect with your people. This has been a year like no other, magnifying the importance of this contact, and the coming season offers even more opportunities to continue to demonstrate your care and concern for the people in your life. Our hosts begin by reviewing the impact of calling up people in times of collective stress to sincerely check in on how they're doing, as well as the advantages that live-flow offers, the power of human connection, and the difference between Ninja and many other systems. They then discuss the nature of these calls, the specific opportunities available now, and increasing the frequency of touch points through combining communication methods. They finish by sharing the process for determining who you could consider contacting, and precisely where the real connections happen. As Ninjas, sincere concern for others and learning more about them is a cornerstone upon which to build the types of relationships that will prove beneficial to both your life and business. Today's episode guides you in the process of ensuring you achieve this throughout the entire year, and especially in the coming months. Episode Highlights: Calling people in times of collective stress Auto-flow vs. live-flow Helping people beyond real estate The power of the human connection The difference between Ninja and many other systems Making conversations all about them The opportunities that are out there right now to call people Combining methods of communication to increase touch point frequency Creating your list of who to contact Where the real connections happen Quotes: "When this year started it was a normal year." "Take care of your mindset, get on the phone." "When we're all dealing with stress…these are the opportunities to make sure your energy's in a great place, and pick up the phone and make a phone call." "We all have the opportunity to just build this human connection together through the power of a simple phone call." "All these phone calls are not trying to find out where the deal is, the phone calls are really trying to connect with people and understand the world that they're living in right now, and to show care and concern for what's going on." "Do not get attached to the outcome." "Our job is to keep them talking." "This is an opportunity to check in with them and see, are those traditions happening the same way through December?" "Celebrate with them!" "Make sure your warm list is included in this action program." "Have some fun with it." "This will come back to you in first, second, third month of 2021." "There's people out there that will need your help at this time with too many life changes coming on." 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

Calendars for both business and personal scheduling have become indispensable, and yet, Matt and Garrett are seeing some Ninja's who are struggling with them, particularly when they are doing so much business these days. Today's episode takes a moment to look how effective scheduling and 'calendaring' can maximize your time, keep you from 'flying by the seat of your pants', and simply make your life better overall. The entire episode is devoted to how to control your calendar starting with how to set it up, establishing protected times, allowing for some exceptions when absolutely necessary, implementing some tips that will enhance its effectiveness, and, above all respecting it. Calendars are not just for setting listing appointments - they can be so much more, and have such a greater impact upon both your personal and business life. You owe it to yourself to listen in on Matt and Garrett's sage advice today, and if you have any further questions, remember that they are only too happy for you to contact them to discuss. Episode Highlights: The steps in building your calendar the way you want Being specific when getting started Listing what you want most days to look like Establishing protected time Controlling the calendar Planning properly Making exceptions Understanding long term repercussions of calendar items Using the calendar invite option Building in CRM's Respecting your calendar and the appointments on it Quotes: "If something doesn't get on my calendar, don't expect me to be there." "When you start putting things on your calendar, you also start to recognize the time that you don't have." "The better you are and the more high demand that people see you as, and the more value you bring to the table, people will wait for you." "Create what you would like your ideal schedule on most days to look like, and then we can start to calendar things, and put it on, and then fill in all the other…urgent appointments around those things." "When you push off your family enough, it's not an immediate repercussion, but it will come back and bite you at some point." "The likelihood of distractions coming in will fade away over time as you learn to respect your calendar better and better and better." "When you decide that it's important enough that it gets that hour of your life, and gets that time set aside specifically for it, that's when it can go back on. But until then, don't put it back on your schedule." 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 season for sending out mailers and information is approaching, and so it's time for Matt and Garrett to talk about auto-flow. Sparked by an excellent question from Colleen Yoo with The Group in Fort Collins, Colorado, our hosts have a great deal of advice and information to share about how to ensure that your auto-flow is as effective and efficient as possible. They begin by explaining why mailers continue to be effective, offering some ideas for simplifying your database, and both having and advertising a national presence/network. Numerous value added content ideas, the potential of customizing for certain groups, leveraging your local businesses, as well as the creation and distribution of timeless postcards are also explored. Now is the time to start thinking about all of these strategies so that your first quarter of the coming year can be everything you want it to be. Let Matt and Garrett help set you up for even greater success here today. Episode Highlights: Why mailers are still effective Simplifying your database Having a national presence/network and advertising it Value added content Customizing for certain group(s) Leveraging your local business Timeless postcards Quotes: "The reason your first quarter's so slow, is you sleep through the holidays." "We're occupying somebody's brain space, is what we're doing…whoever's showing up more is who's going to get that top space." "I can help you find somebody anywhere." "We need to start to think about how we are presenting your brand to your sphere." "No one is generally offended by mailing lists." "Start big and work your way down, and you'll figure out who your groups are." "How can I make this, you know, more compliant with my brand, and really adding good value to the people through the law of authenticity, and…sharing a little bit of me with my people?" "Storytelling brings the situation to life…whether I'm local or not." "How do you buy an investment property to pay for a kid's college education?" "I love timeless postcards." "Start with the physical mail because you get 100% open rate with that." "This will change the beginning of your year and it will add simplicity to your entire database and your entire business, so get serious about 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

Today, Matt and Garrett are here to remind you of what you need to be focusing on, not just part of the time, or during certain parts of the year, but all of the time, and that is 'wowing' and 'loving on' the people you are currently working with. Not only does it make the real estate transaction process more positive and enjoyable for them, it also has great potential for increased referrals for you as well, and today's episode is filled with practical suggestions to make this happen. Our hosts begin by discussing the remarkably important statistic regarding the number of opportunities for referrals throughout the entire transaction process, move on to looking at how the '80/20 Rule' helps your focus, and then share numerous inventive and practical ideas you can implement immediately and build into your process to show your current clients 'the love'. They also explore the importance of making connections with these people, the two times during the transaction that they are likely to make a referral, and the mutual benefits inherent in 'wowing' them. Any time one of our hosts is taking notes while listening to our other host during the podcast, you can be certain that golden nuggets of advice are being shared, and that is precisely what happens here today, making this yet another 'must listen' episode. Episode Highlights: The four opportunities for referrals during each real estate transaction with current clients How the '80/20 Rule' helps your focus Some ideas for 'loving on' your current clients and those in front of you The importance of making connections with current clients The two times when the referral is most likely to come The mutual benefits of 'wowing' your current clients Quotes: "During the real estate transaction…they will have four, and the word 'opportunity' is the really big word here you've got to remember, four opportunities to refer said real estate agent." "You don't ever want to base your relationship off of 'What's my highest return?' It's not a healthy thing to do." "That is fun stuff that just propels your business on such a bigger level." "We're wowing them through this process." "Think of what your business would look like if every single person you're working with gave you at least 1, maybe 2, and, oh my gosh, what if you got 3 referrals from every person?" "This is turning into a very lovely 'love on each other' podcast." "Most of my referrals that I got from active clients when I was listing and selling real estate came at the beginning of a relationship." "That is what really creates value, is the connection, because it shows you're paying attention and it shows you care." "Prove them right that they made the right decision." "Let's do more than just the transaction with these people, because they're going to benefit more from it as well." 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

Welcome to Part 2 of Matt and Garrett's Q & A celebration to recognize surpassing 200,000 downloads. Once again, they want to sincerely thank all of you for your incredible support each week, and for sending in such excellent questions for them to address. Unfortunately, there just isn't enough time to answer all that were received, but don't stop sending them – you never know, you might get an email response, or even see your question become the topic of a future episode. As with Part 1 of this series, time stamps are provided below to allow you to more easily focus in on, or revisit, one specific question if you so choose. These are always the most popular episodes of the podcast, and today's will be no exception. Thank you all again, and enjoy! Episode Highlights: (0:24) What are the best Ninjas doing to say that they are running their business like a business? (10:35) How can you be a Ninja in a commercial or any other professional setting? (20:46) How do you develop a good '8 by 8' (a program where you set up a series of 8 touches to an individual over 8 weeks)? (33:37) When is it time to change brokers? Quotes: "Should I have fired myself last week, or should I have given myself a promotion?" "Starting right there with the Ninja Nine, and saying, 'Hey, am I doing this every week?'" "Would your boss say that's okay?" "Each week, are we monitoring our cash flow and are we focused on our customers?" "Don't beat yourself up." "The relationship part of it is still the same." "A lot of commercial business is done behind the scenes. It's who you know." "The realtor to realtor relationship on the commercial side is huge." "It's just understanding who your audience is and then making sure you're talking to them in the right way." "The systems cross directly over." "You know when you walk into a Ninja business." "It is not just a real estate system." "In the right place at the right time with the right information, it's golden. If done wrong, it's a disaster." "An '8 by 8' is done with specific individuals so that it can be personalized somewhat." "You need to organize this in a way that's manageable." "One thing that we really encourage people to do are the real estate reviews." "It can't be spam." "Crank up the personal side a little bit." "Are you excited to wear your company colors?" "Our mission is to help them be better at their individual business, not to tell them, 'Hey, you should go to broker x, y, or z'." "Usually, I find more often than not, most people will move and change a brokerage, and I recommend it, if the culture is not aligned with who they are and where they're going." "Find a culture that resonates with you." "You've got to really understand what's driving your excitement." "Surround yourself with 'players'." "Don't leave without having a conversation." "You've got to put your problems on the table and say, 'Hey, how can you help me?'" "Thank you to everybody out there who submitted questions, who's allowed us to have this episode celebrating 200,000 downloads." 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

To celebrate surpassing 200,000 downloads (currently over 225,000!) and also to thank their incredible podcast community for this honor, Matt and Garrett have decided to host a Q & A episode where they answer listener questions directly. So many great questions have come in that they have actually had to break this celebration into more than one episode to ensure they can give each question the attention it deserves. While all of the questions are excellent, if there is a specific one you want to zero in on or return to in the future, you will notice that time stamps have been provided below. These are the issues that are uppermost in the minds of the remarkable Ninja community complete with the corresponding advice of these two Ninja Masters, rendering this yet another episode of The Ninja Selling Podcast that you absolutely cannot afford to miss. Episode Highlights: (3:05) What does that conversation look like, when you've followed the process, done everything perfectly, but the client isn't moving forward and you don't know what to do next? (12:50) How do you get to a higher level/number of deals? (19:39) Is social media necessary, and if so (or if not), should I consider doing it, and can it help my business? (29:58) What are some things I can do before moving to a new location/marketplace to enter that marketplace successfully? Quotes: "More often than not, you will find new confusion that wasn't there before or maybe wasn't shared with you before." "Let's actually identify if the client is serious." "I want to make sure we're making the best use of your time." "This may not be your market…otherwise, we need to be ready to move forward." "It all goes back to communication." "How can I be in better flow and better flow frequency with these people so I can start to attract one more deal, two more deals, from this current business?" "How can I create more value for the people here?" "What's the problem currently that we're looking at?" "I have found that if you get better with your systems, it will allow more opportunity to become more efficient with your clients." "It's not about meeting more people, it's about bettering the communications you have with the people that are already in your world." "I'd look for ways to share your brand. I would look for ways just to bring value to your community, and look at your social media channels as a community." "You've got to be careful and not be all real estate all the time and not just do the 'Hey, here's a new listing, here's this, here's that'…share who you are within real estate." "Be careful of the trap of social media." "If you're enjoying it and you're having fun with it, post it and share it." "Social media is not going to solve your problems if there are problems in your business. The Ninja Nine is going to take care of your business." "Build your foundational knowledge, because if you have that entering a marketplace, it's going to be a lot easier." "There's nothing wrong with amplifying your flow with your current database where you currently live, and then leveraging those habits into building a database when you move. I think that's one of the most powerful things." "Start a database down there…slowly start collecting your network." "Move that energy and that momentum to a new location." "Some great questions." 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 welcome a very special guest, one of those Ninjas who just really crushes it year in and year out, Dave Pepin, of United Real Estate in Sioux City, Iowa. Dave has been one of Garrett's clients for a little over 6 years now, and he is a model of the power of committing fully to the Ninja system. He is truly the 'poster child' for the concept of consistency, and he is here today to describe precisely how applying this quality has changed his life. He begins by sharing his journey to the world of real estate, his business both before and after adopting the Ninja model, and a summary of his business over the past two years. He then discusses exactly how he carries out this business, the systems that have been so successful for him, the importance of his time with his family, and the notion of repurposing funds to align with his work philosophy. Dave concludes today's episode by offering his valuable advice to all listeners. If ever there was proof that by working the system, the system will work for you, Dave is most definitely it, and his story of enormous success in business and in life which he shares today will undoubtedly inspire you to make sure you consistently do the same. Episode Highlights: Dave's journey to real estate His business pre- and post- Ninja Dave's business from last year until now His reasons for working on his own His core sphere of influence The importance of his time with family Dave's systems and how they work Repurposing funds Dave's advice on the one 'non-negotiable' for himself and other realtors Quotes: "35 deals, $6,000,000 in volume." "I didn't want to be middle ground, I wanted to be a really good agent and be successful, so I took the step of giving a call to that number, and got connected with Garrett." "I want it done the way I want it done." "The better your relationships get, just more opportunity's going to keep coming in." "You don't have to do any more, it just grows." "It's mostly referrals." "I defend my time with my family, because it is as precious as there is anything in my life." "It's been one of the secrets of your success is just doing the right things and doing them over and over and over again." "I just detest phone calls…to me, face to face is where it's at." "This isn't about business, this is friendship, this is relationship." "I've been really consistent in making sure that I'm always in front of people." "I don't like receiving emails from any companies, so I don't do it." "Your people love you." "It's a testament to how well Ninja works anywhere." "It's not an incredible hard job as long as those systems stay consistent." "Get comfortable with either the phone or with being in front of people in person." "I guess I've always…tried to treat everybody like, at some point, we're going to be really good friends, if we aren't already, and I think that's…really helped me in the years I've been doing this." "People always have changes happening in their life. They're going to need to move for one reason or another, and as long as I'm in touch with them, and they know me, like me, and trust me, they're going to give me a call." "The results that you get are because of the care and concern you have for the people that you're working with. 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

Well, it's finally happened – Zillow has decided to open their own brokerage and have started hiring agents. What Matt and Garrett want you to know is that this is a time to be excited (not freak out), and to view this development as encouragement to shake off any complacency, to take a good look at your business, and to make doubly sure that all your systems are up and running and firing on all cylinders. They begin by emphasizing the fact that if you are confident in your business, systems, and relationships, you have nothing to fear from big companies or anyone else starting up their own brokerages. They also stress that you need to ensure that you and all in your sphere understand your value and why you do the things you do, and to know your audience and market to them accordingly. Getting creative with your business and keeping up your Ninja systems are cited as keys to ensuring that you have nothing to fear from new brokerages being formed, and that sticking with Matt, Garrett, and the Ninja system will go a long way to ensuring that you control your successful future in the real estate business. Episode Highlights: Being confident in your business, systems, and relationships Big companies starting their own brokerages Ensuring that you, your clients, and those around you understand your value and why you do all you do Know your audience and ensure your marketing resonates with them Getting creative with your business Keeping up your Ninja systems Quotes: "It doesn't matter what big companies do for you if you're confident in your business and your systems and your relationships." "If you're not paying attention to how you're doing your business, if you're not innovating, then, yes, companies and programs and automation will come in there and replace you because it can." "I think it's exciting. I think it's actually really cool." "The only reason this stuff should scare you, is if your clients don't see any value in what you offer." "You're only going to focus on the why's that actually mean something to that person that's sitting in front of you right now." "I think that this is a wonderful time to get creative with your business." "Zillow…found a marketplace and they're going to be with us…but it's not your people." "People in those upper price ranges, even more so, want a trusted adviser and a professional that's holding their hand through the process and watching out for dangers." "It doesn't mean the end of the game." "If you want to have a job in the next 5 years as a realtor, that's totally on you." "Making sure that you're sharing your value consistently and at a very high level with your people so they understand and they feel the value." 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