Ninja Selling Podcast

As the markets start to play out, Matt and Garrett find that their attention is being drawn toward the disparity between headlines in the media and what they are actually hearing from the agents with whom they work. If you were to believe the headlines, cities such as New York, San Francisco and Seattle would be ghost towns, which is obviously not the case, so it's time to review the importance of researching the actual data and educating your people. Our hosts begin by examining the unreliability of the media when reporting about real estate, stressing the need to educate your people with the actual facts, and looking at a potential opportunity for cities that may yet unfold. They confirm the facts that a housing shortage continues to exist and that there is a population shift occurring within the United States. They also emphasize just how critical it is to focus on data to educate yourself and to become the trusted advisor that so many people need, particularly these days. After all that has occurred throughout the United States and the world in the past few months, people are excited to move again, and they are looking for you to be the expert that cuts through the rumors and misinformation, and gives them the straight goods. Let Matt and Garrett show you how to become that valued and trusted advisor in today's timely and highly informative episode. Episode Highlights: Unreliable real estate news Educating your people An interesting potential opportunity for cities The current housing shortage The population shift in the United States Focus on data not opinion Being a trusted advisor Quotes: "This is real estate review time." "The media can drive that fear and cause the problem to happen." "Without education…literally the education is the media and…there's some holes in that information." "It almost has this potential to make cities just a little bit more affordable for the people who really want to live there." "Maybe you hit the pause button for a little bit. Maybe you find a new opportunity. Who knows?" "In any market you can sell homes. In any market you can buy homes." "If you're a trusted advisor, you're going to be able to get things done for your clients." "We've got to set opinions aside, and just focus on the data." 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 about today's episode which features a very special guest that all Ninja's are going to recognize. Bob Burg is the author of a number of books on sales, marketing and influence, with total book sales approaching two million copies, and is a co-author of The Go-Giver, a book which has sold over 950,000 copies, and which anyone attending a Ninja Installation receives. He is also a highly sought after speaker who has shared the platform with notables including today's top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He begins the conversation by sharing the background of The Go-Giver and reviewing both its main message and its congruence with Ninja Selling. He then goes into great detail about the 5 Laws around which the book is built, complete with explanatory examples. Throughout this analysis, such notions at the difference between price and value, being in flow with your entire database, Psycho Cybernetics, and the ways in which people can shift their mindset into the giving mode are explored. Bob and Garrett's first meeting is also held up as exemplifying one of these laws. The parallels between Ninja Selling and Bob's book and the success to which they both lead are revealed in this episode today, confirming the fact that 'leading with your heart' is not just the right thing to do, but that, in the end, it is also the most profitable. Episode Highlights: The background on The Go-Giver and its main message Its congruence with Ninja Selling The 5 Laws the book is built around and some examples of them The difference between price and value Being in flow with your entire database How Bob and Garrett met Psycho Cybernetics by Dr. Maxwell Maltz What people use to shift their mindset into the giving mode Quotes: "Shifting your focus from getting to giving, and when we say 'giving' in this context, we simply mean constantly and consistently providing immense value to others…is not only a more pleasant way of conducting business, it's the most financially profitable way as well." "When you are absolutely laser-focused on making their lives better…you're creating that benevolent context for the sale or for the listing to take place." "In a free market based environment, there should always be two profits with every sale. The buyer profits and the seller profits." "Money…is the thunder, if you will, to value's lightning." "The more people whose lives you touch with the exceptional value you provide, the more money with which you'll be rewarded." "All things being equal, people will do business with, and refer business to, those people they know, like, and trust." "You will, indeed, have what we call an 'army of personal walking ambassadors'." "When you…show up as yourself, day after day, week after week, month after month, people feel good about you, people feel comfortable with you, people feel safe with you because they know who they're getting." "It will unleash your business." "Giving and receiving are not opposite concepts, they're simply two sides of the very same coin, and they work in tandem…you're a giver and a receiver." "You have to be open to receiving when those opportunities show up." "I think every realtor should be a Ninja salesperson." "You are a great model of success for everybody." 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 Bob's homepage: https://burg.com/ Bob's Facebook: https://www.facebook.com/burgbob Bob's Twitter: https://twitter.com/bobburg Bob's free mini-course: https://thegogiver.com/selling/

One of the trends that Matt and Garrett are seeing these days is the number of people looking to move away from a few of the cities across the United States that are currently going through some changes. This has led them to take this opportunity to review the importance of the buyer's packet and how it is always beneficial to all involved, and particularly so these days. They begin by looking at this trend in more detail, and reviewing the two types of packets, as well as what information and resources should go into each one. They explore the notion of becoming the lifestyle expert for your area, especially for the second home market, and they stress the value of the packet as well as the need to have both physical and digital versions of it. The idea of a buyer quiz is introduced, as are the reasons that developers generate these packets, and the suggestion is made to access local experts in your area when creating your own version. In the end, there are so many benefits to be had in setting yourself apart from other agents, and today's episode is brimming with information and ideas to do just that through an item that is all too often a missed opportunity for agents - the buyer's packet. Episode Highlights: Current trends across the country The two types of Buyer's Packet and what should go into each one Promoting the lifestyle of your area Second home markets and lifestyle The value of the buyer's packet Having physical and digital versions of the packet The buyer quiz Why developers prepare buyer packets Leaning in on local experts to help build the packet Setting yourself apart from other agents Quotes: "There are some areas of the United States that are going through some changes." "What is unique to your area?" "You can become the expert on the lifestyle in your area." "When you are not dead set on one place…this is where the information becomes extremely valuable to make decisions." "We need to get it out into people's hands." "All of a sudden, you're the one that steps up with more value, more information…it's that novelty piece that sets you apart." "It better be spectacular." "Lean into your own database, too...learn from your people what their favorite things are of the town that you live in." "You don't want to blend in with the rest of the crowd." 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 super excited to welcome one of Garrett's coaching clients, Paul Schnaitter, to the podcast today. Paul is an agent with The Group in Fort Collins, Colorado, and, as Garrett states, is 'spectacular in every way you can imagine'. Paul's commitment to the Ninja philosophy, particularly the practice involving gratitudes and affirmations, is truly remarkable, and he is here to share his story with you today. He begins by explaining how he extended the use of a tracker with which Garrett provided him to generate data on many aspects of his life, and some decisions he made based upon that data, in particular, those involving the correlation between his successful days and his affirmations and gratitudes. He then describes his routine involving these aspects of his practice, who benefits from it, the challenge Garrett set for him that started it all, and the success which one of his colleagues, Andrea Tuell, has enjoyed since following his Ninja recommendation. Paul and our hosts also discuss the notion of 'non-urgent, high-importance' activities, the power of an 'attitude of gratitude' and being present, Garrettt's 'boiling pot of water' analogy, and the influence our hosts have had upon Paul. They finish their conversation by reviewing Paul's belief that investing in Ninja Selling is actually an investment in quality of life, a realization which you will undoubtedly come to as well as you listen to his remarkable tale of commitment and success here today. Episode Highlights: Paul's use of a tracker for many aspects of his life Making decisions based upon that data The correlation between affirmations and gratitudes and the successful days Paul was having Paul's affirmations and gratitudes routine and everyone who benefits from it Garrett's challenge for Paul Matt and Garrett's influence Andrea Tuell's remarkable success Non-urgent, high-importance activities The power of an 'attitude of gratitude' Being present Garrett's 'boiling pot of water' approach to affirmations Ninja Selling as an investment in quality of life Quotes: "You are somebody who loves to analyze anything." "Health and how that translates into business success is, like, a huge area of study for me." "Mindset, as we all know from Ninja, is the foundation that everything is built on." "Don't turn on your electronics, don't look at that stuff, until you've had the opportunity to sit down and do these activities." "Setting that foundation for your mindset every single day…there is nothing more powerful than that, in my experience, for my life and for my business." "Don't break the chain." "I've really started to meditate a lot more." "You've now turned this into a habit." "I feel like I've become more of myself." "Everything happens for a reason…what an incredible opportunity to shine a light on ourselves…what we do with every moment of everyday makes a difference." "You have this perspective of what I like to call 'life-work harmony' versus this 'work-life balance'." "The most successful coaching we can do is when we have somebody that is willing to be coached and willing to work with you." "It's all you…when the results come…you should be thanking yourself." 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

With the general shake up that recent world events have caused, Matt and Garrett have noticed some agents are experiencing difficulties in maintaining effective marketing. While those who have made their marketing about relationships have been doing tremendous business in these times, others who have let some of their marketing drop off, become nonchalant about it, or even returned to some old school approaches, demonstrate that this is the perfect time to address this critical aspect for everyone once again. Our hosts begin by looking at the importance of the language used in marketing, expressing their concerns about the typical 'call to action', and sharing what they consider to be the best marketing on the planet. They also address the notion of asking for referrals, and then explore what they feel is appropriate marketing, including ideas for getting creative with content, postcards and videos. Marketing is undoubtedly a critical element in any business, and real estate is no exception. The value of today's episode is that you will walk away with a number of effective and practical suggestions in this area that you can begin to implement immediately as business returns to normal in the coming months and beyond. Episode Highlights: Marketing language The 'call to action' The best marketing on the planet Asking for referrals Getting creative with marketing content Recommendations for appropriate marketing Postcard and video ideas Quotes: "This wonderful testimonial, blow it up so people can see what other people are saying about you." "If the answer to your question or the call to action is 'No'…you've just shut down communication, you've closed the door." "If I hound them too much, it shuts down that relationship." "If you're presenting yourself as an expert open to connecting, then people are going to ask you questions." "Stop talking about yourself. It's not about you." "There's a lot of confusion out there right now, give them some clarity." "I would want to be the voice of our community and our marketplace." 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's episode is all about the power of one – one coach and one path. All too often, eager young agents, or more experienced but 'stuck' agents, feel they need more mentors or more coaches to help them improve their business. Matt and Garrett are here today to demonstrate the dangers of having more than one coach and trying to follow more than one path, not just when building your business, but in so many aspects of your life. While they fully acknowledge that having different coaches for different roles can prove highly beneficial, our hosts demonstrate why you must limit yourself to one coach per role, and to follow one path fully and completely. They look at the value of gathering information, but also warn about how to use this information, and the importance of finding the right coach for you who aligns with your core values. They also recommend tracking what you're doing with the system you choose, and share some valuable advice for owners, brokers and managers in the real estate business. Too many coaches and too many paths can lead to confusion and inaction in too many cases - take today's advice from these two experts, and reap the rewards of implementing the 'power of one'. Episode Highlights: The problems with having multiple coaches for the same role Gathering information and how you use it Having different coaches for different roles Finding the right coach for you Tracking what you're doing Advice for owners/brokers/managers Quotes: "You've got to pick a path." "It's like combining two diets." "You're looking for somebody who aligns with what you know and what you want to do." "If you can hire somebody to do something that also helps kind of coach you and educate you, that's probably going to be a winning solution." "If you don't fully take a path…you can actually damage yourself, you can damage the business, you can damage the growth." "Stop following the people that, you know, aren't fully in line with your core values." "You can save some money and accelerate your business." "To have the camaraderie and the unity where everybody in that offices can come and speak the same language and build together and grow together is so incredibly powerful, but, again, pick a path, not multiple paths." 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

With the massively low inventory currently available, the buyer's market continues to be strong, and Matt and Garrett are beginning to witness some agents get a little sloppy and skip some steps of their process as a result. Today's podcast is all about the need to complete all of the steps, especially the pre-listing inspection, regardless of the marketplace. Our hosts begin by showcasing the many benefits to this inspection, including protecting yourself and the seller, the moral responsibility that agents have to ensure a thorough representation of the property, and the opportunity to relieve some of the stress inherent in each of these transactions. They also stress the necessity of having a set plan for how you do real estate which you implement regardless of the type of marketplace, as well as the dangers of skipping steps, and the importance of making things easy for all involved. As they note, this market is going to change at some point, and today they share their valuable advice on how to ensure that your process remains complete and effective both now and in the future. Episode Highlights: The benefits of the pre-listing home inspection Protecting yourself and the seller Moral responsibility Eliminating some of the stress of the transaction Having a set plan of how you do real estate in good times and in bad The dangers of skipping steps Making it easy for buyers Quotes: "Don't you want to sell a good quality product?" "They're going to feel more confident to make higher offers." "I think there's a moral responsibility that we, if we're going to put somebody into a house, it's not just about making that paperwork come together." "If a listing agent is doing their job exceptionally well, they're teaming up with the seller and they're making it super easy for a buyer to come buy that house." "Setting yourself apart in the marketplace from other real estate agents who are skipping steps." "At the end of the day, this marketplace will shift, things will change." "Don't drop the basics, don't get sloppy here as we go into these times right now." "Provide the best service you 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

There is a trend that Matt and Garrett are noticing these days, and it is the overwhelming level of satisfaction that buyers and sellers are showing their real estate agents these days. Given the increased amount of anxiety that clients are experiencing in these unique times, the efforts of agents who are able to reduce the level of stress involved in selling or buying a home are being recognized, and our hosts have some great advice to ensure that you fall into this fortunate group. They begin by reviewing the importance of relieving some of this stress, and the negative impact that will result should you actually increase it. They then look at the relationship between referrals and FORD questions, as well as customer service calls and making connections. The fact that current circumstances represent the perfect opportunity for creating 'wow' moments, establishing relationships, practicing language to use with clients, and setting yourself apart from other agents is also emphasized. Finally, Matt and Garrett explore the notion of matching a client's energy before guiding them, and making the best use of everyone's time. If you are one of those agents whose praises are being sung by clients these days, then congratulations – keep up the great work, and listen in to see if any of today's advice can make it even greater. If you're finding that you're not part of that group, take a moment to sit back, reflect on your practices, and let our hosts guide you to reaching that level of success. Episode Highlights: Relieving and the increased level of client stress these days This opportunity can go in both directions Referrals and FORD questions Customer service calls and making connections The perfect opportunity for creating 'wow' moments and establishing relationships Practicing language to use with clients Setting yourself apart from other agents Matching client energy before guiding them Making the best use of time Quotes: "When somebody makes it go smooth, and seamless and makes the pieces all fall together, oh my gosh, the appreciation level goes through the roof!" "If you're not providing that value, that customer satisfaction can go in the complete opposite direction just as fast as it's getting really, really good." "Right now, those FORD questions are so incredibly important because people want to talk, they need to talk, they have so much stuff going on behind the scenes." "Follow the system…put a little bit more work up front with your clients…use the appropriate language with them to bring this stress down just a little bit." "Time is, like, one of the most valuable things we have in our life." "Is there something I could be doing to step my game up here?" "This is not just one transaction. This person, potentially over the next 10 years, might be 20 transactions…just slow it down." "I'm not here for the transaction. I'm here for the relationship, and to be your realtor for life." 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

With so much business going on these days, and with so many changes in society, Matt and Garret are hearing more and more about people who are stumbling a bit and saying that they have run out of the time and/or motivation to get their systems done each week. This can be the start of a slippery slope so today our hosts set their focus on some tips to help you get back on track and keep your business and your life moving forward. They begin by looking at the importance of setting priorities and improving by 1% every day, as well as the dangers of the 'all or nothing' attitude. They then explore our relationship with time, offer some ideas on how to manage it, and emphasize the power of having the proper mindset toward your work and your systems. The concepts of gratitude, failure, plugging the holes in your boat, and Net Forward Energy Ratio are also discussed just before Matt proposes another one of his challenges, and they both offer some book recommendations. Whether you're an experienced agent who's been unable to keep up with your systems, or you're new to the profession and are just trying to figure out how to get up and going in this unique marketplace, Matt and Garrett have the advice to get you on track and moving forward. Episode Highlights: Setting priorities Becoming 1% better every day The danger of 'all or nothing' Our relationship with time and some tips for managing it 'I want to' vs. 'I have to' mindset The power of gratitude Integrating Ninja activities in your process Learning through failing Plugging the holes in the boat Net Forward Energy Ratio Matt's challenge Some book recommendations Quotes: "You don't always have to do everything, but you've got to do something." "I've had to creatively remove myself from other things that were distractions and taking my time." "Find joy in the activity." "90 seconds of gratitude can rewire your brain to be focused in a different direction." "The deal will never end on my…side of the table." "If you're not doing something to keep it rolling, it will give you a wakeup call." "Stop blaming the marketplace." "When you stumble…start really focusing on a tremendous amount of self-awareness and start to take ownership for things, because that's what going to allow you to do the 1% things each day." "There are so many people that need your help…give a little bit of throttle now and it will be so rewarding for your business." 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 episode today covers the very important topic of precisely how to take in the vast amount of information that is circulating as the world works through these unprecedented times. As Matt and Garrett point out, the mindset that is brought to bear when receiving this information is key, and, as always, they have a great deal of advice to share to ensure the best possible outcome for both your business and personal life. Throughout today's conversation, they stress the importance of filtering the vast amount of information presented to us through a 'for me' lens as opposed to a 'to me' one. The Ninja concepts of 'player mentality' and 'abundance mindset' are reviewed, and the effect of 'shoulding' on yourself are discussed as well. Surrounding yourself with those who bring positive energy into your environment, and inspiring others to adopt a 'for me' attitude are also emphasized by our hosts. In times when so very many changes are occurring, and so much new information is presented, your mindset can be the key to thriving, and Matt and Garrett share the strategies to employ to do just that in today's episode. Episode Highlights: Asking 'Why is this happening for me?' instead of 'Why is this happening to me?' Handling the information that is coming into you these days Learning from micro-moments The importance of the 'for me' mentality Player mentality vs. victim mentality Abundance mindset vs. scarcity mindset 'Shoulding' on yourself Managing the extensive energy that is out there now The importance of your environment and the energy within it Inspiring others to adopt a 'for you' perspective Quotes: "What can I learn from this situation?" "There's some reason that you're getting the results that you're getting." "Everything is a growth experience." "When you have that 'for me' mentality, you begin to see opportunity all around you." "The need for a highly qualified real estate agent that is highly trained and knows how to get you from contract to closing safely – this is the 'for you' moment right now. Like, this is your time to stand up and shine if you want to take the opportunity to do it." "What is the value I bring to the table?" "This is a time right now that's making us just stop and reanalyze everything, and it's good." "Take this and go fuel your lives so you can share it with others." 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