Ninja Selling Podcast

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

Have you ever experienced a level of service so good that it seemed like magic, and you were left wondering just how they did it? Well, that's precisely what Matt and Garrett discuss in today's episode, as they pull back the curtain and let you in on how the highest level of real estate magic and mastery is achieved. Looking at examples of those who are experiencing amazing success in today's market, our hosts reveal that the magic these people are demonstrating now is actually the culmination of a great deal of preparation on their part, as well as working the systems for many years in advance. Matt and Garrett also emphasize the importance of researching your client as thoroughly as your market, and committing to get to a higher level of mastery in the 'tricks' and processes you have already established. Magic is all about the actions and preparation you don't see, but as you listen to today's episode, all will most certainly be revealed. Episode Highlights: Working the systems leads to 'magic' Mastering this art and the proper mindset The time, effort, and work you don't see behind the 'magic' The importance of researching the people you are working with Getting to a different level of mastery in your 'tricks' and process Quotes: "Magic's the feeling – mastery is the talent or skill sets, if you will." "It's not an accident…it's about what you don't see." "How did you find the perfect house for us the first time we went out?" "The way you get the raving fans, the way that people start talking to other people about your show, your process, is to exceed expectations." "Let's shoot for that top, top tier of service so that people do feel like it's magic what we're performing." "What do you want to improve in your business right now?" 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

If there is one aspect of real estate that is clearly playing out in real time these days, it is that of control – control of your time, control of your business, and especially, control of your process. In light of this fact, Matt and Garrett's topic today is all about the importance of 'pulling in the reins' and taking advantage of the environment in which the world finds itself at the moment to focus in on your process in helping buyers find the property that is just right for them. Our hosts dive right in by discussing the importance of knowing your process, controlling that process (complete with an enlightening 'stagecoach ride' through Garrett's mind), and asking the right questions to ensure that this process will result in success for both the buyer and yourself. They also explore the Ninja Selling tools which can help you establish and implement your process, and they stress the value in addressing the buyer's fears and adjusting your processes to help alleviate them, particularly as the circumstances surrounding the current pandemic evolve now and in the future. People love a process, particularly during times of uncertainty, and today's episode is full of information and advice to help ensure that you take this opportunity to firmly establish yours, and that you maintain control of it so that it will prove highly beneficial to both you and your clients moving forward, no matter what your business. Episode Highlights: Pulling in the reins/controlling the process Knowing your boundaries and your processes Regaining control and asking the right questions Using Ninja Selling tools Addressing buyers' greatest fears and adjusting processes accordingly The opportunity available now to create the best process for you and your clients Quotes: "The highest dollars per hour I think we're ever going to see right now from people's businesses – that's what I'm watching if you pull in the reins." "No matter what business you're in, get control of a process because that's going to help you move people through your service or your product, or whatever it is." "You need to get control. You need to tell these people what the process is." "Own what you're creating right now and make this your new process of how you work with people." "You have so much more control when you have a relationship-built business." "Use this as an opportunity right now to build your processes, get control of your game, and let's go forward." 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

Larry Kendall joins Matt and Garrett once again for another very special discussion. This time Larry is celebrating the recent release of the audiobook version of his 'Ninja Selling' book. While classes and Installations have been offered for decades, and the book itself was published in 2017, this just-released audiobook represents even greater accessibility to the Ninja philosophy. Larry is here to share some nuggets about the story behind it all. Listen in to hear Larry recount the journey and process he followed to get the original book published and the subsequent process and steps it took to make the audiobook come to be. Larry shares the many coaches and advisors who helped him accomplish both projects along the way, offers insights into how he translated the energy from the workshops into the book, and emphasizes the importance of following established processes, without deviation, throughout. Today's episode is all about Larry's legacy project, his 'real estate Bible', and the mindset of perseverance he maintained during his journey to share it with the world. Episode Highlights: Larry's journey, process, and mindset when writing his book, 'Ninja Selling', and recording the audiobook version The people who guided Larry along this journey Translating the energy from the Ninja workshops into the book The importance of following established processes Quotes: "I actually sat down and started to put words to paper in 2007…and it hit the bookstores in January of 2017, so it took 10 years, basically." "For me, it's a legacy project." "A lot of the sales books that are out there are very combative and they use combat language…Ninja is very soft, and it's very Zen, and it's really selling without selling." "To have an audiobook where I can move and I can be active, and I can listen - I can actually absorb that information better." "It's a process that, if you follow, you'll get predictable results, and if you deviate from it, you don't get those results." "If real estate were a religion, this would be the Bible." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Sellingwww.NinjaSelling.com@ninjasellingofficial Learn About Ninja Coachingwww.NinjaCoaching.com@ninja.coaching Garrett Frey, co-host / Founder of Ninja Coachinggarrett@ninjacoaching.com @ninjaredding Matt Bonelli, co-host / Certified Ninja Coachmatt@ninjacoaching.com@matthewjbonelli

Matt and Garrett are fully aware of the potential irony to be found in using an audio podcast to promote the value of employing video in building relationships and your brand, but that doesn't stop them from doing just that in today's episode. A great deal has changed in the world since the last time they explored this topic with listeners, and this opportunity to revisit the use of video will demonstrate just how much it has evolved as well. After reviewing the benefits of using pictures and especially videos to capture interest and attention, our hosts go on to provide some examples of the creative ways they are seeing video being used these days. They also provide some valuable tips for making and distributing your own videos and offer some personal insights into just how powerful the use of the one-to-one video can be. It is a Ninja mainstay that the best way to connect is voice to voice or face to face, and, while video will not replace this connection, as you will discover today, it can go a long way in creatively and effectively reinforcing it. Episode Highlights: The benefits of using photos and videos Examples of how people are embracing the use of video Valuable tips for creating and distributing videos The power inherent in one-to-one videos Quotes: "The most valuable gift that you have to offer is yourself." "The video quality is actually not as important as the sound quality." "If you can cover sound and lighting then you're good to get started and really move forward on your video." "You can't put out too much video, but you can if you're not delivering value." "You can start to get videos built into your process." "I don't think you should do video in place of face-to-face, or necessarily in place of phone-to-phone, because those are live interactions." 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

'Equity' is the word of the day for today's episode, particularly as it relates to the strength of the current housing industry. Looking back at the 'Great Recession' of 2007-08, Matt and Garrett pinpoint the main differences between that time and the times we find ourselves in now as a result of the COVID-19 pandemic. They begin by examining some highly revealing statistics comparing these two events, and explore the 'pad of equity' which currently exists as well as its impact upon the market. They also look at ways that equity can be used, and encourage listeners to investigate their local markets further so that they are in a position to create clarity for their clients when making decisions. Today's discussion is a very important one for a lot of people, assisting them in becoming better educated about the state of the real estate industry in general. While this is no time to make predictions for the future, it is the perfect time to learn more about the past and the present, and, as a result, become an even more valuable resource to your clients. Episode Highlights: A comparison of equity statistics from 'The Great Recession' and today The current 'pad of equity' and the impact it can have Some ways that equity can be used Creating clarity for your clients Quotes: "We watched people just leave homes and walk away because they could not see how they would ever be out of that hole." "The environment is completely different." "We're not sitting here making a prediction that the housing market is going to drop in price." "There are some very creative ways this can all be handled." "Thank God I was a homeowner!" "Be very careful making long-term predictions right now because things are changing so darn fast." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Ninja Sellingwww.NinjaSelling.com@ninjasellingofficial Ninja Coaching:www.NinjaCoaching.com@ninja.coaching Garrett Freygarrett@ninjacoaching.com @ninjaredding Matt Bonellimatt@ninjacoaching.com@matthewjbonelli

Who would have ever imagined an episode of Ninja Selling to focus on the age-old concept of 'cold calling', especially during these unusual times? Well, on today's show, Matt and Garrett do just that, but, as you would expect, they give it their own unique treatment and reconfigure it as 'Value Added Outreach', which as they say, is 'not your Grandpa's cold calling'. Emphasizing the intent behind the calling, our hosts review the importance of building quality relationships, and offer suggestions how this might be done during this period of isolation in which the world finds itself. These are not 'salesy' contacts, but opportunities to reach out to those about whom you truly care, find out how they're doing, and look for ways you can help them. With sincerity and honesty, these opportunities will allow you to grow as a person, develop those quality relationships, and possibly even increase your database and business. Episode Highlights: Calling with proper intent Building quality relationships Opportunities during this unique time 'Value Added Outreach' Quotes: "Do not 'dial for dollars' cold calling right now." "The more quality relationships you have, the more business you will have." "Learn what everybody's dealing with right now, with an open heart." "Our business is people." "Your intent is what always matters." "I still have yet to find a marketplace that Ninja Selling does not work in…believe in it, embrace it, have fun with it, don't overthink it." 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