Ninja Selling Podcast

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

Today, Garrett and Matt go back to their Ninja roots to review one of the systems that was sidelined during the pandemic, but is now back and more important than ever – the handwritten note. Writing notes to demonstrate that you care about others and are thinking about them is so very important at all times, and recent world events have only magnified just how powerful they can be for both the sender and the recipient. Noting the need for social interaction that the recent lockdown has generated throughout the world, our hosts go on to stress the necessity of having the proper intent when writing these notes, and offer examples demonstrating the power these notes possess. They also discuss opening up channels of energy, spending time to improve your handwriting if necessary, and Matt presents a unique and valuable challenge to all listeners. To care for your people, to demonstrate that you are sincerely thinking about them, and to open up a positive flow of energy with them, is of paramount importance not only in life, but in business as well. Let Matt and Garrett show you how you can achieve all of this in today's episode. Episode Highlights: The current need for social interaction Having the proper intent in your notes The power of the handwritten note Opening up channels of energy Some success stories of realtors and companies sharing handwritten notes Spending time on your handwriting Matt's challenge Quotes: "A handwritten note can carry so much great energy, and I think that people need to double down on it." "It's a personal note." "The intention is to share energy, not get business." "Give the gift of that energy out there, so that you can receive it back in." "A really good note will start a volley." "Consistency here is going to be the key." "We want them to know that we're here for them." 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

While everything Matt and Garrett say makes perfect sense to them, they have come to realize that it may not be as clear in the minds of others, and today's episode provides a perfect example of this fact. Thanks to a request sent in by Liz Davis of North Bend, Washington, our hosts devote the entire show today to more fully explaining the use of talking points which they have mentioned in previous episodes. To begin with, they explain what they mean by a talking point, offer some examples, and demonstrate how they are different from data points. They then offer numerous possibilities for talking point topics, emphasize the importance of using them to educate your people, and explore the possibility of using your own internal data to generate them. As you will discover, preparing informative talking points for every venue and platform will go a long way toward rendering you the 'go to' expert in your field - an enviable position which will prove both personally and professionally valuable. Episode Highlights: What Matt and Garrett mean by a 'talking point' Examples of talking points Talking points vs. data points Talking point topics Educating your people Using your own internal data Preparing talking points for every venue/platform Becoming the expert in your field Quotes: "You've given them a chunk of information that's so valuable…that somebody else says, 'Where did you hear that from?'" "A talking point can lead to a story…leaves them wanting to learn more." "Mortgage industry's got a ton of talking points around it right now." "I never looked at it that way." "You're taking something that was just kind of information, and turning it into education." "These kinds of talking points set you apart…some of us take this game a whole lot more seriously." "The more you become that expert, you become the 'go to' person when it comes to anything that has to do with real estate." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli

As the world continues to change so quickly these days, and the marketplace changes right along with it, Matt and Garrett's coaching calls are increasingly dealing with one particular topic. Agents across the country are wondering exactly how they get on the listings side of the market given the current inventory situation, and, happily, our hosts have the insight and advice to get them there. They begin by reviewing real estate reviews and the importance they hold, the quality conversations that these reviews generate, and just how crucial it is to have the correct intent when engaging in them. They then offer strategies around how to respond to questions regarding the current marketplace, look at the value of making adjustments to homes to address what buyers are looking for in a post-COVID world, and recommend ways to become a trusted 'Home Ownership Advisor' for your people. Throughout all of their advice today runs an emphasis on the importance of affirmations, of believing in yourself, and of having the proper mindset. Regardless of the state of the marketplace, this episode offers a timeless guide to becoming an effective, efficient, and successful listing agent. Episode Highlights: Real estate reviews and why they are so important The conversations that these reviews generate Having the proper intent Responding to questions about the marketplace these days Making houses more appealing for future sales Becoming a Home Ownership Advisor The importance of affirmations, believing in yourself, and having the proper mindset Quotes: "People are struggling now with trying to attract sellers." "Real estate reviews are one of the most powerful ways that you can be a trusted adviser for somebody with the current real estate that they own right now, and…they are your sellers." "Through that conversation is where the magic happens." "You can't go into it looking for listings, you've got to go into it with the intent of educating your people and showing them what's happening, but it will produce listings." "From a seller's benefit right now, because of low interest rates, there are more people that can buy your house than there was six months ago." "Before you put any money into this house, we should talk about what's going to make this house incredibly appealing to people in the future." "There's no reason why you can't come out of the chutes being a listing agent." "I am a listing agent. I am a listing agent. I am a listing agent." 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 was actually recorded before COVID-19 hit, and it's been sitting on the shelf until Matt and Garrett found the right time to release it. That time is now as it marks the final installment in their 'buyers series'. One of the agents that Garrett has coached for many years, Deborah Lysyshyn from Virginia Beach, Virginia, joins our hosts today to discuss her many years of experience in working with buyers, and how the process she has created recently resulted in her remarkable achievement of winning her office's High GCI Award without hitting the top volume in the office. Deborah begins by sharing her background in real estate and as a Ninja, and describes the 'buyer presentation' which she created years ago, and which she continues to hone today. Throughout the episode, she describes the various elements of the process she follows with buyers, providing proven and practical tips that you can start implementing immediately, and emphasizing the need for thorough preparation, being businesslike, knowing your worth and feeling confident in it. She also introduces listeners to her concept of 'future pacing', a key component in setting expectations for yourself and for your buyer. The vast amount of experience, expertise, knowledge, and advice which Deborah shares today truly renders this episode a master class which must not be missed. Episode Highlights: Deborah's background in real estate and as a Ninja The Buyer Presentation that she constructed The Buyer Contract and setting expectations Knowing your value and charging appropriately The value that Deborah provides and how she handles her fees 'Future pacing' The importance of running your business like a business and preparing yourself and your buyer Deb's effective and efficient process for helping buyers and her advice for new agents Quotes: "Nobody gets in my car if they haven't signed a Buyer Contract…they want me to do the best for them, and I want them to do the best for me." "One of the most important things I can tell people is, 'You know you're going to do whatever it takes, you have no idea how long it's going to take to get there, why don't you make sure that you're getting well paid?'" "I always put them in the position of understanding that none of us are embarrassed that we get paid." "The buyer, basically, can hold that realtor even more accountable, in my mind, than they could if they don't have a contract…there's a benefit to the buyer signing a buyer agency." "I'm spending an hour, hour and a half with them setting expectations, learning about them, finding out what it is they need from me to help serve them at the highest level." "You're answering before you're listening." "The more time I put in with the buyers…the quicker they buy." "Deborah, you are a master at setting expectations." "The thing that makes this work is that you feel it, you understand it, and you know your worth, and you deliver it with confidence." "Prepare, prepare, prepare." 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 marks the second installment in Matt and Garrett's series focusing on buyers in which they look at one of the possible reasons for such a high percentage of deals falling out these days – the dreaded 'Winner's Curse'. It is a very real phenomenon which is covered in Ninja installations, and seems to be more prevalent in the current market, so the timing is perfect to take a look at both the curse, and the way to avoid it, in today's episode. Matt and Garrett begin by explaining what the curse is, and the important role that communication and the Buyer Process play in avoiding it. They also explore the common buyer fear of paying too much, and the importance of patience and educating your buyer about current market conditions. They finish by discussing the value in both sharing 'pendings' with your buyers as part of their market education, and in keeping an eye on these listings on their behalf. If ever there was a time to become a Buyer Process expert, this is it – you and your buyers will enjoy great success if you do. Episode Highlights: What the Winner's Curse is The important role that communication and the 10 Step Buyer Process plays The fear of paying too much Educating your buyer about the current market conditions Being patient with them Watching and sharing 'pendings' with your buyers Quotes: "So, you're telling me that 29 other people…thought that maybe what I'm offering is too much, and didn't decide to go this high." "A lot of times we're taking an offer kind of in the middle, knowing that that's a person that can perform to the end of the transaction." "If you're running a good process, none of your buyers should really fall out unless there is, like, catastrophic things that come up on a home inspection report or, you know, something changes in life during that transaction." "This all goes back to the 10 Step Buyer Process, and it goes back to doing it extremely well from front to back." "What a great time to hone your skills as a buyer agent because your value, your stock is going way up in value right now because people are looking for a true expert that can help them find that home." "This is the time to be absolute experts in the Buyer Process for your clients." 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

Across the country, and actually throughout the world, the state of the real estate market is causing a number of buyer challenges which are resulting in far too many properties falling through on contract these days. Happily, Matt and Garrett are here today to review with listeners the Ninja Buyer Process, which, when followed thoroughly, helps buyers understand the market and determine their true goals while also allowing agents to efficiently and effectively guide these buyers. Stressed throughout the episode is the need to follow the buyer process completely without skipping steps or cutting corners, and our hosts offer their sage advice on how to carve out the time to run through the process with buyers. They also demonstrate how this process addresses the common buyer fear of missing out on their 'dream house', and they also review a case study of the success of an agent who followed the process faithfully. Matt then invites interested agents to participate in a 'showing' to 'under contract' comparison tracking exercise, before he and Garrett clarify just what constitutes a 'showing', and direct listeners to a previous podcast to learn all about the most overlooked step in the Buyer Process. There is a massive movement throughout the world of people changing their surroundings in response to the recent world events, affecting real estate markets everywhere. The result is certainly not a 'child's play market' – a fact that renders the timeless information and advice offered in today's episode more relevant and valuable than ever. Episode Highlights: The importance of following all steps of the Buyer Process Creating the time to run through the process The fear of missing out on the 'dream house' A case study of the benefits of faithfully following the process Matt's 'showing' to 'under contract' comparison tracking proposal What constitutes a 'showing' The most overlooked step of the Buyer Process Quotes: "This process is for the buyers." "You need to follow the process if you want to see great results." "We sometimes get lulled by our own perceptions of how things are done." "She had a moment of seeing that it could be done better." "How many properties are you showing to a buyer before they go under contract?" "Clear buyers commit." "Know that you have the best tool you could ever imagine in your back pocket right now if you choose to use it." "This works in any market." 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 'How to Cure Buyer Confusion' (Episode 128 from March 19): http://theninjasellingpodcast.com/podcast/how-to-cure-buyer-confusion/