Ninja Selling Podcast

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/

As the second half of 2020 begins to unfold, Matt and Garrett are seeing some people who are hitting some pretty big wins, possibly even achieving their goals for the year already, while others aren't enjoying quite that same level of success. Today's episode is all about the dangers of falling into the complacency trap that big wins can generate, and stepping back to ensure that everyone is enjoying the journey that they are on in life and business. Starting with the basic question 'What is your goal/mission?", our hosts proceed to look at the dangers of complacency, the value of 'happiness checks', and the importance of enjoying this journey that you are on, personally and professionally. Revisiting your business plan is recommended as you analyze just what is making your business shine, determining where you are in your journey currently, and adjusting your goals as necessary. It is critical for everyone to keep the bigger picture in mind as they build a life as well as a business, and Matt and Garrett share their valuable advice about how to achieve all of this in today's very special episode. Episode Highlights: What is your goal/mission? The dangers of complacency Happiness checks Enjoying the journey Revisiting your business plan What's making your business shine? Working with your goals based on where you are in your journey Quotes: "I find people, when they really get the Ninja systems working for themselves, a lot of times it doesn't turn into an income goal anymore, it turns into a type of business person I am as it comes to real estate. The income is just a crazy by-product of it." "Get addicted to your own journey." "This is the time to re-evaluate." "This thing just keeps growing on itself." "You guys are in the driver's seat of this one." "This is way bigger than real estate." "Enjoy the journey." 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 want to revisit the foundation of Ninja selling – relationships. Whether you are new to the business or have been in it for years, relationships can make or break you - particularly during this pandemic - so sharing information and strategies regarding them is always a beneficial exercise, and that's just what they do in this episode. Matt and Garrett share stories of those out there who are thriving during this pandemic thanks to the systems and relationships they had in place heading into it. They also look at the many different forms of relationships, the need for having the proper intent, how to really make full use of your database, and the concept of 'Flow 360'. They finish by exploring the power of diversification, offer some systems for remembering information about people, and relate the joys of 'the harmonization of life and business'. All businesses are based on relationships, and real estate is no exception. Let Matt and Garrett demonstrate how you can make your life, and by association your business, so much better by fostering sincere and lasting ones between yourself and your people. Episode Highlights: Thriving through this pandemic with relationships The many different forms of relationships Having the proper intent Really using your database Flow360 Diversification Systems for remembering things about people The harmonization of life and business Quotes: "If you stick to your relationships, you'll be totally fine through this time." "You've got a lot of people that have had the best year they've ever had…already hitting their annual goals right now." "I can tell who's really in flow with their database…because right now they're having record breaking months for themselves back to back to back, back." "When you combine all these little touches together, magic happens." "Now that you're caring, now that you're paying attention, now that you know all these cool things, now we can take action." "You have created a perpetual motion machine." "We are in a people business, and enjoying people is a very important part of that." 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

Both Matt and Garrett are watching a trend in the marketplace these days where realtors are showing up in two different groups: they're either incredibly busy or not busy enough. Regardless of which group you fall into, the importance of maintaining 'on the business' time and planning for future business is crucial to continued success, and is the topic of today's episode. Our hosts begin by emphasizing the importance of maintaining this 'on the business' time, looking at your calendar to plan appropriately, and then they review some of the activities involved and how to get them done even when you are at your busiest. They look at examples of 'doing your business while you're in the business', the impact of setting a positive mindset, structuring your morning routine, and the critical role that planning plays in all of this. 'On the business' activities are essential to success and cannot be sacrificed, especially during your busiest times. Today's episode will show you how to effectively build these activities into your regular routine, allowing you to keep the bigger picture in view and plan for future business as well. Episode Highlights: The importance of maintaining 'on the business' time Looking at your calendar to plan 'On the business' activities and how to get them done Doing 'on the business while you're 'in the business' Setting a positive mindset Structuring your morning routine The importance of planning Quotes: "If they don't start getting serious and slow things down a little bit, make sure they've got that 'on the business' time, it's going to whack you." "You can build a Ninja business directly out of the craziness of what this business is, but you need to be aware of it." "Don't just get stuck in business mode of who's a potential client. Everybody around you needs some interaction." "The world will give you free time. It will slow things down for you tremendously if you don't slow yourself down." "Look ahead and start to plan…make the most out of the time you have right now…fit in the extra times…[do] your session to plan…and execute that week with just positive, positive energy." "It's time for today. It's time for action. Don't beat yourself up about yesterday." 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 they so often do, Matt and Garrett are talking about the phone again today. This time around, they take an in-depth look at something that can be misunderstood or overlooked, but which has incredible potential for you, your relationships, and your business: the customer service call. First of all, they define what this call is, why it needs to be done, and emphasize the importance of following through on this very important commitment. They go on to share the benefits of these calls, offer some tips for structuring them, review the referrals that can result from them, and stress the value of employing the FORD questions. They finish by outlining the two steps everyone should complete when preparing for these calls. Today's episode includes information, insights, and advice which can immediately and efficiently improve your relationships and your business, and it's all free – you owe it to yourself and your people to listen! Episode Highlights: What the customer service call is and the reasons for doing it The importance of following through on this commitment How it benefits agents Customer service calls tips Referrals and the reticular activating system Including FORD questions in your service calls 2 steps to preparing for these calls Quotes: "Don't ever, ever, ever let your customer service calls slide." "Communication is the root of, like, all happiness, and it can also be the root of all evil when communication falls." "That repetition, and the routine, and the confidence that they know that you said you're going to do something, and you're doing it is a very, very big piece in the referral side of this business." "When you exceed expectations of what people think a realtor is there to do for them, that's when they start talking about it." "We refer people that we know are going to make us look good." "During the time of the transaction, the people you're working with have four opportunities to refer you…and if you're not receiving at least one of those that means that you're not connecting with them in the right way." "Two hours a week to invest into your business to help you run your process better and collect more referrals? Come on, guys, this is great, great stuff!" 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