Ninja Selling Podcast

Today's episode is all about abundance – not only that there is plenty of business to go around for everyone, but also that there are plenty of great realtors with whom you can form powerful (and lucrative) relationships out there as well. Too often, Matt and Garrett hear from realtors that they feel they can't trust their clients to the care of others, and in today's curiously evolving conversation, our hosts will demonstrate not only that there really are quality agents out there, but that it is actually in everyone's best interest for these 'players' to link up and work together. They begin by stressing the importance of being in flow with your people and creating a database of great realtors to work with. As the conversation progresses, they also explore the value of building relationships with these 'players', setting time to regularly communicate with them just as you would with your clients, and really opening your mind to abundance and cooperation. They finish by reviewing the fact that corporate real estate agents routinely establish such relationships to ensure success. Follow along with our hosts today as they start by discussing the many superstars there are in the real estate world these days, and move through to revealing the endless possibilities out there when these superstars unite to improve the lives of all involved. Episode Highlights: Being in flow with your people Creating a database of great realtors and working together Building relationships with other realtors Setting times to talk with other realtors The advantages of knowing and working with other 'players' Opening your mind to abundance and cooperation Commercial real estate agent relationships Quotes: "Part of being a good realtor is being in flow with your people." "Having other great realtors in your area is such a good thing." "You're all going to lift your game up." "There is plenty of business for everyone." "They work together to get better." "They want to perform for you because they like you, they trust you, and they want to make sure they're doing a good job because they want to look good." "Realtor to realtor relationships are incredible for getting these offers accepted." "Off market sales are higher than I've ever seen right now." "You're going to make some money at the end of the day, too." "When we started this topic out, this is not where I thought we were going to go to." "Abundance first…build your relationships internally with your fellow realtors…and just think about serving your people at a high level." "The whole goal is to watch you guys…be the best you possibly can be." 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 has brought forward a great topic, especially for the weird times that 2020 has brought to the world, and that is raising your baseline. He doesn't mean raising your financial baseline, of course, but rather that baseline of what you expect from yourself, the greatness you demand from yourself, and the steps you need to take to maintain and grow it. He and Garrett begin with an analogy for today's topic using exercise and personal fitness, then look at the differing baselines that agents may have over their careers in terms of deals each month, and explore the concept of the stepladder of the new baselines you create. They emphasize the importance of acknowledging your current baseline, recommend areas in which to concentrate, as well as building your foundation, and hitting the Ninja Nine to unlock opportunities. They also discuss the internal changes that will take place if you do this baseline analysis and work, and finish the episode with their Ninja Nine Challenge for all agents. As they point out, you need to know where you are so you can plan out how to get to where you want to be, and today's episode about acknowledging, maintaining and building on baselines will provide you with the tools to construct the solid foundation necessary to achieve all of this. Episode Highlights: Exercise and personal fitness baseline analogy Differing baselines according to deals each month The stepladder of new baselines you create Acknowledging what your baseline is now and what it takes to maintain or build on it Recommended areas to concentrate on with baselines Building a foundation to reach higher levels Hitting your Ninja Nine and unlocking opportunities The internal change that happens Matt and Garrett's Ninja Nine Challenge Quotes: "They have a different baseline than you…that they've built over time and they've grown themselves to." "It's no different than going and working out everyday." "The hard becomes easy, and then there's a new hard, and that becomes easy." "This is the type of consistency that I need to put together in order to bring my baseline up." "You have to know where you're at right now to know what you need to do to get you to that destination." "It gets easier and more fun." "The agents that are crushing 100 contacts a week, it's easy for them. They get excited about it." "How can I make this a habit that is fun to show up for?" "They could give that baseline, that platform to a rookie, and the rookie would make $100,000 their first year in the business." "It just continues to grow…they're stronger and stronger and stronger…it takes less effort, less force, to produce bigger and better results." "How can we be 1% better today?" 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

In a year filled with starts, stops, closings, openings, and just about everything else imaginable, all of a sudden, the time to start looking at business plans for next year, and whatever that will hold, is on the horizon. And, while it's true that everyone needs to have a plan, as Matt and Garrett demonstrate today, not everyone needs to start theirs over from scratch. They begin by looking at the 3 categories of people heading into business planning, the importance of determining the category that applies to you, and the wisdom of simply fine tuning what's working rather than overhauling it all. They share some questions to ask yourself when getting ready to plan, explore the value of addressing your internal mission statement and life list, and encourage you to revisit a previous episode about reevaluating your 'why'. The episode concludes with perhaps the most important recommendation for your business plan – make sure it's exciting and productive. Believe it or not, the time for business planning is just around the corner already, and today, Matt and Garrett share the ideas and advice you need to get them started on the right track. Episode Highlights: The 3 categories of people going into business planning Answering 'Who am I?' before planning Fine tuning what's working Questions to ask yourself when getting ready to plan Your internal mission statement and life list Revisit the 'Reevaluating Your Why' episode from September 21 Creating a plan that excites you and produces results Quotes: "There are people who have been in this industry decades and have never done a business plan, and are in desperate need of one, by the way." "Sometimes if we start the business plan too early, we start focusing on the next year too early which means that…we've wrapped up 2020." "A business plan is like a foundation…if you have this strong foundation, why would you change it?" "I would be totally okay making a little bit less money and having a whole lot more fun." "Take some time in November to get set, reevaluate, and just be excited about launching into 2021." 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 are excited to address a topic that's coming up in their conversations a fair amount lately – building your database during these unusual times. Even though agents may not be able to do lunches or drinks with people the way they used to, the potential remains for them to build their database and today our hosts explain it all. They begin by looking at building up your database with the people you already know, sharing an example of an extremely successful agent with a relatively small database, explaining the 80/20 Rule, and discussing the Database Challenge. They then explore building a high quality sphere of influence during this special moment in history, the notion of the Ten Minute Window, the necessity to be genuine when learning about others, and Matt's suggested exercise for listeners to undertake. They finish up the podcast with a reminder to everyone to submit questions for their upcoming special Q&A episode. Whether you feel that you are stuck in your efforts toward building your database these days, or you feel that everything is going along just fine, this is an important episode which will not only improve your business, but, more importantly, your entire life, as you solidify genuine connections with so many incredible people in your life. Episode Highlights: Growing your database with the people you already know An example of a successful experienced agent who only needs 200 people in her database to accelerate her business The 80/20 Rule Building a high quality sphere of influence in this special moment The Database Challenge The Ten Minute Window Being genuine when learning about others and letting down your agenda Matt's suggested exercise for listeners Reminder to send in questions for the upcoming Q&A episode Quotes: "You can grow it through the people that you already know." "Who are the 20% that brings me 80% of the referrals…that's where you can unlock a lot of great stuff." "The rate at which those relationships can grow is way faster than anything I've ever seen." "Even your sphere of influence has levels of quality – everything does." "We really have a special moment right now." "You're going to have some great conversations, and there's going to be some business that comes out of it, too." "There are hidden raving fans inside your database that you don't even know about that you can easily activate." "This all comes down to flow." "Why not just start highlighting who are the people that you really enjoy having that flow frequency with and start enjoying that relationship a little bit more." "Be open to thinking in a different way." "There's only win-win with this thing." 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, Stacia Weishaar, for an equally special episode that is a must-listen for real estate agents, lenders, and actually anybody who's running a business these days. Stacia is an incredible Ninja mortgage coach with a deep understanding of the market whose focus and process, as you will hear today, are at a level that renders her truly a model for others to follow. Stacia begins by sharing her perspective on what's happening in the market these days, comparing 2020 with 2006, and reviewing her process for connecting with her database, especially annual reviews. She and our hosts also discuss forming mortgage broker and real estate agent teams, being a go-giver, her chocolate chip cookie analogy, and her non-negotiable personal habits, particularly her affirmations and gratitudes. Stacia goes into detail about her process for ensuring full communication with listing agents on behalf of her buyers, and the importance of her buyer's presentation. Woven throughout their conversation is Stacia's emphasis on relationships and connections and having the mindset to help people, as well as golden nuggets of advice for lenders and agents alike. There is no doubt that this is a time of volatility in the market, which makes Stacia's excellent example and advice more valuable than ever. As Matt and Garrett suggest, this is an episode to not only listen to, but to share with all others who need to hear it as well. Episode Highlights: Remember to send in questions for the upcoming Q & A episode Stacia's perspective on what's happening these days Comparing 2020 to 2006 Stacia's process for connecting with her database including annual reviews Forming mortgage broker and real estate agent team relationships Being a go-giver Stacia's chocolate chip cookie analogy Her non-negotiable person habits Affirmations and gratitudes Stacia's process regarding contacting listing agents The importance of the Buyer's Presentation Quotes: "It's just this volatile rollercoaster…especially in the financial markets." "The predictors are just really kind of off whack, so to speak." "People have great equity positions in the market currently…we're in a healthy market from my opinion." "A lot of people want to get out of their current shelter situation and move out." "Lenders right now are busier than they've ever been." "It's really about making sure you're talking to people." "It's about relationships and connections." "I like to surround myself with very intelligent people." "Your focus is on other people." "I am also very, very focused on what I am grateful for." "That mindset to help people is really important to me, and, you know what? Helping somebody doesn't necessarily mean that you're selling them a house or getting them a loan." "I don't let people write offers if I don't think we're going to be able to execute them." "I want to make sure that we're a good fit to work together." "Is their job stable in this season of COVID?" "What an incredibly powerful phone call that sets the stage to have a successful transaction!" "Make that phone call…help the clients win!" 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 you may have heard, there is an election coming up in the U.S. and that has led to a question about agents becoming involved in helping spread the message of the party whose policies about which they feel strongly. While there is a school of thought that says agents should steer clear of this topic altogether, Matt and Garrett are here to discuss the quality that allows you to be yourself and demonstrate your beliefs in any aspect of life - authenticity. They begin by pointing out that, when working with strangers, it can prove difficult to be completely open about all your beliefs, but that by building a referral based business, surrounded by those who know, like, trust, and understand you, being yourself is actually the best thing you can do. They explore the core of authenticity, the example to be found in Gary Vaynerchuk, the dangers of being fake or of compromising your values, and the wisdom in taking care with how you share information about yourself. Their overall message of being and sharing who you are while also being open to others doing the same, and possibly disagreeing with you, represents yet another lesson from our hosts that is beneficial not just for your business but for your life in general – another glowing example of the value and power of the Ninja philosophy. Episode Highlights: Working with strangers The great thing about building a referral based business The core of authenticity Gary Vaynerchuk The danger of being fake or compromising your values How you share things Who are you surrounding yourself with? Being open to the thoughts of others Quotes: "You can be authentically you in the craziness that you are." "Everybody knows what your belief systems are when you are building that tight group of people in your database and your sphere of influence." "I think it's awesome when people volunteer to help spread a message that they believe in. That's actually the core of authenticity, isn't it?" "You can still be good at what you do and have different political opinions." "The more you're building a business around people that know, like, and trust and understand you, and you know, like, and trust and understand them, you can authentically be yourself and not only will it not hurt your business, it will make your business thrive." "Be authentic to who you are." "Be unafraid to share and be who you are…be prepared for other opinions to come in…embrace it." "Be open to learning more. Don't close yourself off where you're not experiencing other people's thoughts." "The greatest gift you have to give is yourself." "Don't change to be like others…be authentic and build the people around you that appreciate your authenticity and who you are. It's a much more fun business, it's a much more fun life to go down that route." 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 issue that Matt and Garrett are seeing with increasing frequency in their clients these days is the need to confirm or re-evaluate their 'why'. When all is going well and people are moving through their typical day to day, they don't really concentrate so much on this aspect, but when things change or become uncertain, as they have during these past 6 months or so, it's high time to re-evaluate your 'why', and our hosts walk you through that process today. They begin by reviewing the difference between goals and your 'why', the reasons that it is so important, and what specifically Matt is seeing with his clients in this regard these days. They then go on to discuss the notion of the big picture, the legacy you want to leave behind, and using real estate as a vehicle for achieving happiness. Some practices surrounding re-evaluating your 'why' are introduced, especially the Life List, along with some resources to consult such as the four quadrants. They conclude by encouraging listeners to really determine who they are and who they want to be at their core, and by sharing the importance of giving yourself space in order to achieve this. This is yet another inspired episode where our hosts go far beyond the world of real estate to address your overall well-being, which will, in turn, improve all aspects of your life, including, of course, your business. Episode Highlights: Questions for the upcoming Q & A episode The difference between goals and the 'why' Why the 'why' is so important What Matt is seeing these days regarding his clients' 'why' Your impact and legacy Real estate as a vehicle to achieve happiness Re-evaluating your 'why' The Life List and some Life List resources The quadrants of to do, to have, to be, to give Who you are at the core Giving yourself space to put on your emotional armor Quotes: "Goals are different from the 'why'. The 'why' is like the journey." "Step into this really small word with massive impact." "When you protect your purpose, your purpose protects you." "Without the 'why', the 'why' just turns into 'work harder'." "What are people saying about you at your funeral?" "My 'why's may not be the things they were last year – the things that really drive me." "It's an exercise that we don't do often enough." "We start to put some purpose into our action." "This is what's important to me in my life right now. This is where I'm at." "We all need to made sure we're putting on our emotional armor at the beginning of the day and use that time to connect with ourselves." "I want everybody to think about that also, as you're putting down the things on your life list, really stop and analyze what part of these four quadrants does this give to. And it might show up on more than one." "If you have a great 'why', lean into it even more." 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 are both extremely excited to welcome a very special guest to the podcast today. Stacey Brown Randall is the author of Generating Business Referrals Without Asking, a fantastic book that Larry Kendall actually recommended to our hosts, and which they have then gone on to recommend to others with whom they work. In addition to writing her award winning book, Stacey runs programs that provide road maps to help people take control of their business, hosts her own podcast, 'Roadmap to Grow Your Business', and is a three-time entrepreneur. Stacey begins by clarifying just what exactly a referral is, what it isn't, and what people often confuse it with. She and our hosts then explore the importance of the human factor, of being authentic, and of really caring for the people you are helping. Stacey then shares the first of her 'aha' moments, and together they discuss the curious history of asking for referrals, the many forms this takes, Stacey's 'secret sauce', and they review the first step to follow in her process. The conversation wraps up with suggestions for answering the number one question every real estate agent is asked, and Stacey shares her sage advice for listeners. Throughout this dynamic and informative episode, you will undoubtedly note the similarities between the Ninja System and Stacey's process, and come to fully understand the power they both hold, not only in helping improve your business, but in improving the very lives of all involved. Episode Highlights: The reasons why people want referrals The two key parts that a referral always has The confusion some people have around the definition of a referral The importance of the human factor and being authentic Stacey's first 'aha' moment The history of asking for referrals in all its many forms Stacey's 'secret sauce' How to get started in receiving referrals without asking Responding to 'How's the market?' Stacey's advice for listeners Quotes: "Everything about a referred prospect is usually easier with the closing process and getting them to say 'Yes' to becoming a client." "The referral source is a human being, not a system, not a program, not your flyers going out there. That stuff is marketing." "If you have the willingness to care for the other person, that is ultimately why somebody is going to feel connected to you…but here's the thing, it's got to be real." "We're going to release the expectation of the outcome in the beginning, and we're going to truly focus on doing the right work, which is taking care of those people, and then it will come." "You just shouldn't have to ask." "The language piece is kind of what makes it all work." "You're going to care about people who make your business easier, and they help you grow your business. Like, what could be more simple than that?" "The conversation I want to have with you 3 years from now or 5 years from now, is how much better your life is." "Of all the steps, the first step is the least sexy. It's the most work." "If you are dead inside, do not apply." "People make referrals when they know they're going to look good at the end." "You're also answering it in a way that allows you to plant a referral seed." "It's just like I needed that tiny little reminder that I really do good work, and that people really do trust me, and that I really matter." "The longer you do it, the better you grow these relationships, the stronger your connections get, it's an exponential growth. It gets better and better and better every year…it's where miracles happen." 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 Stacey's homepage: https://www.staceybrownrandall.com/ Stacey's book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking-ebook/dp/B07D99KJ6H/ref=sr_1_1?ie=UTF8&qid=1540925029&sr=8-1&keywords=stacey+brown+randall Stacey's podcast: https://www.staceybrownrandall.com/podcast/

At times during our lives, and particularly now with all that the world has been through, as well as the current busy-ness arising as we emerge from lockdown, it can become easy for us to lose sight of all the behind the scenes pieces that make our life and ourselves work. Matt and Garrett are beginning to have a lot of conversations about this topic lately, and that has resulted in today's episode which looks at the need to bring to light the pieces of our lives that we need to be focusing on to be our best, healthiest selves. They begin by reviewing the need to take care of ourselves, particularly maintaining physical, financial, and personal relationship health. They examine the notion of non-negotiables in our lives and how the changes to routine have impacted them. The '75 Hard' initiative is discussed (and you are invited to join Matt in completing it), as is the sense of urgency created by our current circumstances which can keep up from focusing on ourselves. The episode concludes with our hosts' challenge for listeners to make a list of one non-negotiable to implement for each of the areas of physical, financial, personal relationship, and business health. Ninja Selling is all about the complete package of ensuring a better life overall, and today's episode provides the information, insight, and advice to both reflect and act upon this key concept, making this is yet another episode that everyone needs to hear. Episode Highlights: Taking care of yourself behind the scenes The importance of maintaining physical, financial, and personal relationship health Non-negotiable activities How the change to routine has impacted our non-negotiables The 75 Hard and how it curbs excuses The sense of urgency created by current circumstances in the world Focusing on ourselves right now Making a list one non-negotiable for physical health, financial health, personal relationships, and business Joining Matt in completing the Hard 75 Quotes: "If your heath is on point, it's going to be a lot easier to get your business on point as well." "Ninja Selling…is a much bigger picture than, 'Let's just make more money and do more business'…this is a whole package we need everybody focusing on." "This is where the non-negotiables can kind of get pushed off the side if we're not careful about it." "You're rewiring your brain is what's really going on when you go through this." "You need to be disciplined to get through it." "This is the time to do the easy stuff consistently to make sure that we're continuing to grow in the way that we want to grow." "We're always on a journey…There's always a new, better version of ourselves that we're building and striving towards." "It is a mental challenge…to see if you can strengthen that will power internally." "We're all in this together." 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 Mel Robbins video: https://www.youtube.com/watch?v=Tikrn8ZaKQA

While they fell away somewhat during the pandemic, cases of 'for sale by owners' and use of discount brokers are beginning to rise once more. Particularly in the past couple weeks, Matt and Garrett have been noticing an uptick in this area, and so today's episode is all about preparing for potential conversations with people regarding these topics. Our hosts begin by reviewing the 15/80/5 Percent Model, and the need to prepare yourself to be able to explain your value to potential clients. They look at a case study out of Girdwood, Alaska, and then explore the steps to follow for identifying and speaking with those who might be considering 'for sale by owner' or discount brokers. After sharing a professional tax accountant analogy from their past, they go on to review the questions to ask up front, the power of storytelling, and the importance of having answers and samples prepared which demonstrate your value. Matt and Garrett conclude the episode by announcing a very special milestone along with an upcoming episode to celebrate it. As they point out, 80% of people will go with perceived value in a transaction, and today's show is filled with advice to help ensure that your true value is on full display making you the trusted real estate advisor who is so very much needed these days. Episode Highlights: The 15/80/5 Percent Model Preparing your 'for sale by owner' tools and being able to explain your value A case study from Erin Eker in Girdwood, Alaska The steps to follow when identifying and speaking to those considering 'sale by owner' Their professional tax accountant analogy The questions to be asking people up front The power of storytelling Having answers and samples prepared which show your value A very special milestone and a special upcoming episode Quotes: "Historically, 'for sale by owners' have only been…about 10% of the overall market at, kind of, the high, typically hangs around 8%." "Then we have 80% in the middle that will always go to where perceived value is, but if perceived value is not shown, they will go to the cheapest." "I would want everybody out there to be able to explain their value." "I'm looking at protecting the client." "You're worth every single penny, but if the client doesn't understand, you're not." "Identify the current perception that they have about this process, and then see if we can inspire further thinking that might change the perception." "This is why you've got to ask a lot of questions, have the conversations, tell stories, and allow them to benefit from your experience and the experience of others so that they can make the most appropriate decision for them." "This will only make you better." 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