Ninja Selling Podcast

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

As many realtors are discovering, changing times offer the opportunity to step back, take a look at their business and determine if maybe there is something new or different they can do to keep moving forward successfully. One trend that seems to be emerging in this area is that of agents hosting their own podcast, and given their experience in this field, Matt and Garrett have a great deal of valuable information and advice for those considering following in their podcasting footsteps. In today's episode, they discuss some important aspects to consider before starting a podcast, especially having passion and proper intent. They also look at the factors involved in creating a local podcast, how to structure it, and identifying and addressing failure points. Tips for getting started, looking at the merits of offering audio, video, or both, and subtly building your business information into the podcast are all explored as well. The power and reach of a podcast can be formidable – listen in today to determine whether or not hosting one is right for you to continue your quest to share your passion with the world. Episode Highlights: What to think about before starting a podcast Having the right intent Making a local podcast Identifying and negotiating around failure points Structuring a podcast Tips for getting started Audio, video, or both? Subtly building your business information into the podcast Quotes: "It's really easy to get started." "You better have a passion about what you're talking about, and what you're sharing." "There is an opportunity to attract some business through having a podcast…it's massive." "I think you should do everything that you can and feel comfortable with it." "The audio quality is what makes a great podcast." "The value is in the content, not in the fact that you're a realtor." "I think it's just an amazing way to set yourself apart out there, and be able to provide some great value on a very large platform." 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

These days, there are a lot of people out there who are refinancing or buying real estate, and many lenders who have so much to offer. Matt and Garrett are seeing a lot of successes in this area, but also some frustrations, so in today's episode, they've decided to explore the lending side of the real estate business and how to make it a positive experience each and every time. They start by comparing the relative advantages and disadvantages of both online and local lenders, and by looking at the importance of trust and helping clients understand their options when it comes to lenders. They also share some suggestions for what lenders can do to set themselves apart, and how they can work together with agents to ensure expectations are clearly communicated with the buyer, resulting in a successful interaction for all. The ability to generate trust and comfort, particularly during times of stress, is a valuable gift, and today's episode shows you how you can acquire this gift and use it to benefit all of the parties involved in each of your real estate transactions. Episode Highlights: Comparing online lenders with local lenders Helping clients understand their options when it comes to lenders The importance of trust What lenders can do to set themselves apart Ninja for mortgage professionals Quotes: "There are so many more checks that are happening, there are so many more, you know, requirements that lenders have." 'When we find a problem, you need to reframe it as an opportunity." "They need to see a path about how you are going to protect them through this time, or guide them through this time." "Communication needs to go up, especially during high stress situations." "You have such a great opportunity to make so many people look good which is going to make them so happy, which means they are going to refer you as well." "There's things that build comfort into people and we need to…take those steps." 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 work its way through these unusual times, Matt and Garrett are hearing a lot of information and predictions out there which don't always seem to be based upon hard facts and evidence. That's precisely why today's episode is all about education – educating yourself and your clients - so that you will always have the perfect response to that age old real estate question: "How's the market?". They begin by reviewing some of the opinions they're hearing out there and then dive right into the importance of conducting one-to-one real estate reviews which can provide actual evidence as opposed to the ever popular 'hearsay'. They also share the importance of educating yourself, particularly about your own neighborhood, offer some resource recommendations, and outline what information should go into your real estate reviews. The world has, indeed, offered you the opportunity to contact your people and to educate them about the real estate market these days. Today's episode will prove invaluable to you as you make the most of this moment in history to inform and support them with the absolute best of intentions. Episode Highlights: The importance of conducting one-on-one real estate reviews with your people Reasons to contact your people Educating your people Starting in your own neighborhood Resource recommendations The information to include in your real estate reviews Quotes: "There's very few marketplaces I could put my hands on right now that are seeing a drop in price ranges." "The world has given us another reason to call." "Your intent very much matters here." "This is what makes you the trusted adviser." "It's about looking at facts, sharing information, real numbers, and…opening up a conversation." "Take the opportunity out here right now. Your people want it. They don't understand what's going on, they don't understand how this affects them…educate them, and be their source of information, be their expert." 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 Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/

While acknowledging that opportunity exists in every market in these times, the one in particular that Matt and Garrett take look at today is the second home market. This time of year is typically an active time for this market, and with the added dimension of the reopening of society that is occurring across our country, our hosts have some extremely valuable observations and advice for both second home and larger city agents alike. Much of the information shared in today's episode is based upon the fact that so many people are emerging from their time in 'isolation' with dreams of what they do and do not want for their lifestyle. In light of this, the discussion turns to the notion of selling lifestyle in this 'new normal', highlighting your area's many benefits that enhance this lifestyle, and building connections with agents in larger cities whose clients may be looking for such a transition. Matt and Garrett also offer advice for maintaining contact with second home/seasonal clients year-round which would prove beneficial for all agents out there. So many people are re-evaluating just exactly what they want their life to be like in this post-pandemic world, and today's episode clearly demonstrates how to build your warm list with these people and, to ultimately help make their dreams come true. Episode Highlights: Building your warm list with those with lifestyle dreams Selling lifestyles in the 'new normal' Maintaining contact with second home/seasonal clients Showcasing what your area has to offer, particularly using video Larger city and second home market agents linking up Quotes: "I'm watching people come out of this time dreaming." "You guys get a chance right now to sell a lifestyle of living up in these second home markets." "They've got a lot of friends that are dreaming also…I think there's referrals all around these people." "The doors are opening up into a lot of different areas of where people can move to, where people can make a lifestyle out of, a permanent lifestyle." "It's all about stimulating these people that are connected to you to think about what could life be like…you have the keys to that vision." "If you are looking for a change of pace, if you are looking for a little bit more space in your life, if you are looking for a place to have a little bit more of a getaway, this is what it looks like living here." 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 Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/

What are you looking for out there right now? What are you deciding to focus on that you want to see more of? These are the two questions that Matt and Garrett address in today's episode, as they explore the core Ninja concept 'what you focus on expands'. They start by looking at the mindsets that emerged at the start of the pandemic and how those mindsets have impacted the success experienced by those adhering to them. They also emphasize the importance of affirmations, a forward-thinking mindset and a return to deep gratitude, and share a valuable resource from New York Times best-selling author, Pam Grout. Making a conscious decision to focus on what is positive and what will improve your personal and professional life is a key to success, and Matt and Garrett are here to show you how. Episode Highlights: The two prevailing mindsets at the beginning of the pandemic What are you choosing to look for? The importance of affirmations, a forward-thinking mindset, and a return to deep gratitude 'E-Squared', by Pam Grout Quotes: "If we are looking for one thing or the other, we will find it." "When you wake up in the morning too, what do you want to go seek?" "Don't change that much right now…people still need our help." "If you want to find business, there's business everywhere." "Your job does not depend on whether the market's going up or going down. What it…depends on is how many people need our help, and that's what you choose to focus on." "Don't feel alone in your confusion." "There's so much stuff that's happening with our mind and what we're programming ourselves to look for." 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 Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/

Joining Matt and Garrett for a very special episode today is Gretchen Adams, a fellow Ninja Coach who is also one of the most positive people you will ever meet. Gretchen and the guys take this opportunity to look at some agents who enjoyed great success during the month of May, and discuss the factors that led to this success, their 'dancing in the rain'. The episode begins with each of our coaches sharing the common factors they found with the agents enjoying the greatest success, as well as a description of what it means to be 'hungry' in the Ninja sense of the word. They go on to explore Gretchen's strategies to help stay positive during difficult times, introduce an important resource from author Ryan Holiday, and finish by sharing specific examples of agents who have 'danced in the rain' in May. A lot of people thought that selling real estate was simply impossible during the past few months, but today with Gretchen's help, Matt and Garrett prove that just wasn't the case, and provide you with the lessons learned which can generate similar success for you as well. Episode Highlights: The common factors found in those who have experienced great success in May Being 'hungry' Ninja style Gretchen's strategies to stay positive 'The Obstacle is the Way' by Ryan Holiday Some agents who have 'danced in the rain' in May Quotes: "Most of them didn't falter from the Ninja Nine." "This is where Ninja shines…it's always awesome, this is where it produces miracles." "They really did stick with their 'why', and they learned to pivot around their 'why' and not their 'what'." "I really, really, really gravitate to that morning routine. I call it 'Your Mental Breakfast'." "What stands in the way becomes the way." "The mindset leads to a miracle May with the morning routine…and this is the same thing that will carry you through to make a miracle any month." "She ended up with a $127,000 May, with an average selling price of $475,000." "TSW…the system works, and it works extremely well." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli Ninja Coaching Book Reviews https://ninjacoaching-bookreviews.libsyn.com/