Ninja Selling Podcast

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/

Think you know all about Hot and Warm Lists? Think you've got the perfect set up for managing them? Well, think again, because Matt and Garrett are here today to teach you how to work miracles in your business by showcasing the importance of these lists in generating amazing success. They begin by offering quick definitions of Hot and Warm Lists, and then reveal some common issues that they hear from agents in (mis)using them. Most importantly, they delve into the best practices for managing, storing, and regularly re-creating these lists. As you will discover, this is an area of real estate sales which is all too often misunderstood or underutilized, but by listening to Matt and Garrett's advice in today's podcast, you will learn the keys to creating more value for your clients and connecting to them with a deeper energy. Essentially, you will learn just how to unlock the miraculous power of these highly valuable tools. Episode Highlights: Quick definitions of Hot Lists and Warm Lists Some common usage issues with these lists Managing and storing these lists The Business Tracker Handwriting your list weekly Quotes: "Your Hot and your Warm List is, if understood properly, is like a fish finder." "You don't even have to bring up the real estate, you just have to be involved in their life!" "The opportunity for a referral coming through people who have change is higher, on average, than people who are not going through change." "I have 3 lists that I say are the most important lists to focus on: Hot, Warm, and your Core Sphere of Influence." "Thinking about people…can transfer energy that…might get them to think about you, reach out to you." "Put an hour in, and this could cause miracles to happen in your business." "It's a way to make you highly effective with the time you're given each week." 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 topic is another great one, and it's both short and super important – how to introduce the fact that you are in real estate when establishing relationships with people. While there is no specific script that Matt and Garrett can provide, as always, they have a great number of ideas that can certainly help those out there who find themselves asking this very question. In today's episode, you will discover that asking questions of others, and being sincerely interested in their responses is actually at the heart of overcoming this somewhat 'weird roadblock'. The importance of reciprocating interest, formulating genuine questions, and practicing these questions is also covered, and you will learn more about F.O.R.D. (family, occupation, recreation, dreams) questions and how they work. With the right intention and mindset, actively learning more about the people you meet, and being all in on this learning, will ultimately result in them wanting to learn more about you, generating both real relationships and real interest in you and your business. Episode Highlights: Asking questions and listening to learn about each other Reciprocating interest Formulating genuine questions How F.O.R.D. questions work Practicing asking questions Quotes: "This is a great Ninja thing to do, is to let these people just talk, and learn." "People are naturally reciprocal beings…we're equity sensitive." "Be genuinely interested." "When you let go of the transactions and you focus on the relationship, all of a sudden you get bombarded with business." "We don't talk about real estate unless the other person brings it up first." "The more intrigue and the more interest you show in somebody, at some point it will come back to you." 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

Remember what life was like back in March this year when, all of a sudden, the world started shutting down and people couldn't meet each other in person anymore? Remember the sheer number of emails that started appearing in your inbox back then as a result of this lockdown? Matt and Garrett certainly do, and that experience is the catalyst for today's discussion on the practice of email marketing. In this episode, you will hear differing perspectives on email marketing, opinions as to how much is too much, and some ideas on how to get people on your email list. Most importantly, you will hear a great deal of valuable information and advice on how to use email marketing in a way that continues and builds stronger relationships. It takes work to ensure that this form of marketing adheres to and promotes the Ninja philosophy of relationship-based business, and, while they are admittedly not experts in the field, Matt and Garrett do have a vast network of talented professionals who consistently share with them best practices. Today's show is your unique opportunity to listen in and benefit greatly from their collective wisdom. Episode Highlights: Differing perspectives on email marketing How much is too much? How to use email marketing in a way that continues and builds stronger relationships How to get people on your email list Some best practices regarding email marketing Quotes: "If you don't have the good value, and it's just something coming in, it's a very false sense of us making a connection." "I've watched people break their name in an email service with the person's actual subconscious mind." "It's all connected to value." "Make it some personal stuff in there." "Think about what your people are looking for and deliver it to them via this email." "Just like all the other Ninja systems, this is something that's easy to do, easy not to do." "If it doesn't have your energy attached to it or your personality put into it, we're missing the boat on really developing a very, very, very strong relationship." "You have to have the one-on-one in order to make the one-to-many communications much more valuable." 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

During times of uncertainty such as we are experiencing now, referrals take on even greater importance as buyers and sellers seek reliability in an agent by turning to those they trust for recommendations. Precisely how to earn these referrals and enjoy the insane success that some agents are experiencing during this pandemic is the topic of today's episode. Matt and Garrett begin by looking at the importance of referrals during uncertain times, exploring the different levels of getting referrals, and offering their perspectives on actually asking for them. They also define true value as it relates to real estate advisers, emphasize the merits of maintaining relationships with clients, and offer some examples of best practices in this process. This is a unique time in history which provides an equally unique opportunity to step back, take a look at your business, and determine just how many true referrals you are currently getting. Today's podcast encourages you to build on that analysis, and use the keys of value and relationship to unlock those referrals and consequently increase your business significantly throughout the second half of this year and beyond. Episode Highlights: The importance of referrals during times of uncertainty Different levels of getting referrals Asking for referrals Defining true value as a real estate adviser Maintaining relationships with clients Quotes: "You need somebody who knows what they're doing right now and can figure this game out, and that's where referrals will go through the roof." "Providing so much value that it makes people want to run around and talk about you." "There is definitely a time and place to be asking for the business, but you don't necessarily have to ask for referrals." "Wait a minute, these people are working less, serving more people, making more money, and they don't have to ask for referrals?" "The focus is delivering value first." "When you combine those two things in, that's where the referrals unlock - great value, great service for what you do as a real estate agent, and then this connection with these people." 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