Ninja Selling Podcast

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

This week's episode can be summed up in one word: empathy. At all times, especially throughout the pandemic and now that everyone might soon be 'released back out into the wild', empathy is, as every Ninja knows, something that needs to be employed sincerely and consistently. It is so important, especially during these uncertain times, and in the times ahead when people will working alongside others again, to put yourself in others' shoes and be understanding and respectful of their situation. In this episode, Garrett and Matt review the importance of employing empathy and understanding with everybody, particularly those with whom you are currently or may soon be doing business. They also offer some practical examples of how you might demonstrate empathy towards these clients when you are able to work with them again, and encourage everyone to build on their empathy practices throughout this pandemic and beyond. Being empathetic and understanding the situation of those with whom you interact will make your business so much easier to handle, and will probably even result in an increase in that business as well. Episode Highlights: The importance of employing empathy and understanding with everybody Some examples of how to show empathy in your business Practicing empathy during the pandemic Quotes: "As a Ninja, the best way to run our business is to make sure that you're using empathy when you're engaging with your clients, and your potential clients, and just everybody in your database." "We don't know what's going on in their history or their family…be very, very, very understanding." "Setting expectations is going to be incredibly important." "Listen, and understand where they're coming from, and vice versa." 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, Matt and Garrett are having a lot of conversations with people who are wondering about their own long-term goals - whether or not they should even maintain them, and if so, how to do it. Today's episode presents our hosts' response to these questions as they emphatically recommend maintaining long-term goals, but focusing on some short-term ones for the next 30, 60, or 90 days, which will continue to help ensure forward progress. As part of their response, they look at ways to break down long-term goals into short term ones, and emphasize the importance of setting goals that are controllable. They also share some of their own short-term goals and reiterate just how crucial it is to continue leaning into relationships these days. While the information and advice shared here today are highly relevant during these unusual times, rest assured that they are just as relevant at any time and for any aspect of life. No one can predict what life and business will look like on the other side of this pandemic, but today's episode offers yet another step forward in helping ensure that you are as prepared as possible for whatever comes. Episode Highlights: Breaking down long-term goals into short-term goals Setting short-term goals over which you have control Some of Matt and Garrett's short term goals Planning to become 'financially fit' Leaning into relationships these days Quotes: "Don't get too locked on the goal. Enjoy the journey." "This is a golden time right now to be playing with the short-term goals." "Start there - the to do, to be, to have, to give - and just start throwing some ideas onto paper." "How can you respond to those situations that you're not in control over and turn it into something that now you can control?" "I don't think there's any time where learning better communication and asking better questions there can be roadblocks, and so if there is, it's ourselves, and we've got to address that." "These are the times that we really need to be internally growing." 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 both a simple and very important one, particularly given the current situation throughout the world: alcohol. As everyone adjusts to the altered lifestyle that has been thrust upon them, alcohol sales and consumption are off the charts, leaving Matt and Garrett more than a little concerned about just how well everyone is doing out there. In this episode, Matt and Garrett review the current statistics and their own observations regarding the rise in alcohol usage, and debunk the myth of alcohol's contribution to business. They also discuss the impact that alcohol has upon so many aspects of a person's life, encourage listeners to find other ways to decompress, and recommend that they take a pause, analyze their own situation, and course correct if necessary. While they fully understand that drinking in moderation is something that is part of so many people's lives, including their own, today's show is their little 'Public Service Announcement' encouraging everyone to exercise self-awareness and to approach alcohol consumption responsibly during this pandemic and beyond. Episode Highlights: Some statistics and observations about the current rise in alcohol sales and consumption Debunking the myth of alcohol's contribution to improving business Finding other ways to decompress It's time to step back, evaluate, and be self-aware and responsible The effects of alcohol on sleep patterns, recovery, weight loss, motivation and productivity Quotes: "Alcohol is not a performance increaser or enhancer when it comes to business." "Is my thought of what might help me decompress impacting my ability to be better energized so I can perform better the next day so I'm not as stressed, and don't need all that alcohol by the end of the day?" "How can I be the sharpest I can possibly be right now?" "If you take the average realtor and you send him to a party, the average realtor will leave with a buzz. You take a Ninja and send him to a party, they'll leave with leads." 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, naturally, there are some good things happening out there these days in real estate, it's also true that some people are struggling as they find themselves in the many new situations arising from the pandemic. One glaring example of this can be found in the act of contacting clients during these uncertain times without being 'called out' for insincerity or appearing 'salesy'. Today's episode looks at this important issue and, as always, offers quality advice for listeners which can be implemented immediately. Proper intent, growing solid and comfortable relationships, asking quality questions, and using this unique time wisely are all discussed in this crucial episode since, together, they will render your contact with clients genuine and show that you truly want to know how they are feeling during this unprecedented event and beyond. Garrett and Matt also offer some advice around the most appropriate words to use when contacting your clients so that your good intentions are clear from the very start, and so that their responses will help you understand more fully how you can help. Far from feeling discouraged about contacting your clients during this stressful time, you need to be using this time to sincerely demonstrate just how much you think and care about them. People want to talk these days – be there to listen. Episode Highlights: Contacting clients these days with the proper intent Leaning into the relationship side of your business Asking quality questions that appeal to each person's prevalent learning style Using this time wisely Quotes: "We need to forget that we're in real estate, and we need to remember that we're in the relationship business." "Embrace what this time is right now…lean into the relationship side more than you've ever leaned into it." "Focus on the people and the transactions will take care of themselves." 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 "It's important to acknowledge what the relationship is."