Ninja Selling Podcast

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

What's Your Money Up To? Dec 07, 2023

Show notes

Matt and Garrett are back today to turn their attention to the ever important themes of money management, financial wisdom, and effective investment strategies. Together, they underscore the significance of knowing where your money is allocated and whether it's yielding returns, and emphasize the need for analyzing expenses, ensuring they are justified, and deciding whether to continue them in the upcoming year.

Our hosts go on to share valuable insights on prudent spending and strategies to boost the profitability of your real estate business, and remind listeners that it's not just about spending money; it's about making wise investments that yield the best returns in the ever-changing real estate market. Understanding cash flow, prioritizing expenses, and making astute financial decisions are emphasized as key elements in business growth. The episode also emphasizes the significance of crafting remarkable client experiences and highlights the value of enlisting professionals to handle financial matters. For more wisdom regarding effective real estate financial management and delivering exceptional client experiences, make sure to tune into this guide to navigating the financial landscape of the real estate world successfully.

Episode Highlights:

Prioritizing AutoFlow for optimal real estate business management
Showcasing expertise and value through effective marketing efforts
Evaluating and determining the worth of your expenses
Optimizing profit margins through strategic resource allocation
Wise spending in a dynamic market
Managing finances effectively by understanding cash flow
Elevating your reputation through exceptional client experiences
Hiring financial professionals for valuable insights and creating a comprehensive business plan for growth

Quotes:

"If your business is off, and you're looking at how in the world can I spend money the best, I would actually lean a little bit heavy into the science type of marketing."

"Knowing your numbers, whether you're driven by money or not, is outrageously important. If you're running a business, you need to know the numbers."

"It's not about how much money you spend; it's how you spend the money well."

"Find a good financial planner; a little bit of money spent upfront might seem expensive, but they pay for themselves over and over again."

"When you make a plan for your money, it helps you take action."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

"One of Three Things" with Larry Kendall Dec 04, 2023

Show notes

Ninja Selling Guru Larry Kendall, returns to the podcast today to join Matt and Garrett for an exploration into one of the pivotal aspects of real estate: the "One of Three Things" approach within the buyer's journey. They commence by noting the paramount significance of the buyer consultation, which serves as Act One in establishing the bedrock of a fruitful client-realtor relationship. Larry unveils the genesis of the "One of Three Things" concept, originally rooted in the seller's process, underscoring the need for realtors to articulate their unique value propositions to prospective buyers.

The episode further elucidates the five indispensable avenues through which realtors deliver exceptional value, and the hosts advocate for timing the "One of Three Things" conversation impeccably, ensuring that buyers comprehend the immense value realtors bring to the table. Larry also imparts invaluable advice to listeners: engage in direct negotiations with listing realtors, as this will help cement your position as a staunch advocate for your clients. Larry's celebrated return to the podcast here today serves as a treasure trove of insights for realtors, offering guidance on adeptly navigating compensation challenges within the intricate buyer's process, affirming the enduring relevance of the "One of Three Things" approach in modern real estate.

More valuable insights can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

The crucial nature of Buyer Consultation in building a strong working relationship with buyers
The "One of Three Things" approach and how it sets the stage for discussing compensation options
Five key ways realtors provide value
Holding the "One of Three Things" conversation at the right time
The potential necessity of negotiating compensation with listing realtors in markets where zero compensation is offered

Quotes:

"If you find a 'for sale by owner' and you want to buy that for sale by owner, I believe that I can help you. But if I can't, I'll release you, and you can work with them on your own by yourself."

"Act One is crucial for building a strong foundation and a working relationship with your buyers. It's where you articulate your value and set the stage for compensation discussions."

"My job is to help you find a great home and negotiate that, make sure you don't miss anything, make sure you don't pay too much for it, and help you negotiate the price and terms."

"And if you don't know the full ten steps, grab a copy of Larry's book, Ninja Selling, and read it."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Coaching Spotlight with Susan Saving Dec 01, 2023

Show notes

In this latest installment of the Ninja Coaching Spotlight, Matt and Garrett introduce us all to the dynamic duo of Susan Saving, a seasoned real estate office manager from Kansas City, Missouri, and her truly remarkable coach, Gretchen Adams. Susan's journey into the Ninja philosophy began in 2001, and her success story exemplifies the core principles of being a genuine, client-focused professional. At ReeceNichols, Susan's office stands as a testament to the power of embracing the Ninja system, achieving high per-agent productivity, and earning recognition within the real estate community.

With her shift from a reactive to a proactive mindset, Susan has become a nurturing leader, diligently supporting her agents' growth. Her success is rooted in her genuine care for her agents and the authentic relationships she fosters, emphasizing the importance of strong coaching relationships in guiding individuals towards reaching their full potential. With their "Gretchen approved" concept, Susan and Gretchen employ a coaching approach that champions forward progress, action items, and robust relationship-building. Stressing the significance of staying connected with the Ninja community, accessing resources like podcasts, books, and workshops, and, most importantly, embracing the concept of being coachable, today's Ninja Coaching Spotlight episode is definitely (another) one you don't want to miss.

You also don't want to miss the opportunity to join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

Embracing the Ninja Philosophy
High-Performing office
Mindset shift
Genuine caring and relationships
Effective planning and consistency
Adaptability
The "Gretchen Approved" coaching approach
The power of coaching relationships

Quotes:

"Ninja is all about being a good human and reaching your people."

"By having a larger office that is producing high, it attracts the community because they see the value."

"It matters how you make people feel."

"Anytime you have a conversation with someone, you need to have a plan for the next step with them."

"Susan's success stems from her genuine care for her agents and the relationships she builds with them."

"If it's important to you, you're going to find a way. If it's not important to you, you'll find an excuse."

"You need to be coachable. You need to be open."

"She is open to the ideas and the thoughts and the concepts, but then willing to walk away and do the work. And it makes for a very successful relationship."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Installation Q&A with Dennis Giannetti Nov 30, 2023

Show notes

This week's special episode features a Q&A that Matt and Garrett held at a Ninja installation in Summerville, South Carolina, a few weeks ago. In addition to the 50 or so amazing Ninjas attending the Installation, they are also joined for a portion of the episode by Dennis Giannetti who's not only a Master Ninja Selling Instructor, but also a certified Ninja complete with Black Belt!

In responding to the questions submitted both online and from the Installation audience, our hosts emphasize the importance of resilience, trust-building, and consistent communication in a profession that constantly evolves. The episode revolves around three central themes: effectively navigating shifting marketplaces, seamlessly transitioning careers into real estate, and altering perceptions when entering the industry at a young age. With the real estate landscape undergoing constant changes, the hosts offer valuable insights on maintaining a steadfast commitment to the Ninja system, understanding and articulating one's value as an agent, and avoiding distractions in the form of competing systems and seminars. The transformative power of the right mindset and the significance of adaptability in achieving success is highlighted, as is embracing challenges as opportunities for growth and maintaining a full-time mindset. Ultimately, this unique episode underscores the enduring importance of building strong relationships, consistently providing value, and staying committed to one's chosen path in the ever-evolving real estate industry.

Even more answers await you when you join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

Recognizing and communicating your value
Building 'Know, Like, and Trust'
Staying committed, avoiding distractions.
Accountability groups
Utilizing the Ninja Planner
Flexibility and adaptability
Embracing discipline
Full-time mindset

Quotes:

"Focus on your business, focus on running your Ninja systems, and focus on providing value to your people."

"Lean into your materials, listen to content, and keep thinking about how you can stay on track with your Ninja activities."

"Make yourself a plan that you're willing to commit to."

"Avoid distractions, stay committed to your chosen path, and don't get sidetracked by shiny objects."

"Building strong relationships and referrals is crucial, especially in uncertain times."

"Hard times make strong people. Strong people get great success."

"This is the time where you create raving fans."

"People will do business with and refer those they know, like, and trust."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Dennis Giannetti

Wisdom, Guidance, and Reassurance from Larry Kendall Nov 27, 2023

Show notes

The man, the myth, the legend, Larry Kendall, founder of Ninja Selling, joins Matt and Garrett to discuss recent legal issues in the real estate industry. Together, they approach the topic calmly and stress the importance of delivering value to clients. With 50 years of experience, Larry emphasizes that even during such uncertain times as these, people and money are drawn to value.

Their conversation revolves around how realtors need to communicate their value, especially to buyers who might need more guidance in today's changing real estate landscape. They caution against getting distracted by industry noise and emphasize that buyer representation remains crucial, even if its structure evolves. The episode concludes by stressing the significance of following the Ninja Selling system, focusing on both seller and buyer processes, and helping clients achieve their goals. Few, if any, people possess the unique combination of real estate experience and knowledge that Larry does, so be sure to tune in and immerse yourself in the wise guidance and reassurance he provides here today.

Even more guidance awaits you when you join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

Avoiding panic and distraction amidst industry changes and lawsuits
Buyer representation remaining essential
The importance of the buyer interview
Some success stories
The crucial nature of adaptation and value provision in an evolving industry
Structural changes and delivering more value than received
Following the Ninja Selling system for both seller and buyer processes
The fundamental goal of helping clients achieve their dreams

Quotes:

"We're in a different market cycle now. Everybody's focused on that. But this lawsuit could bring about a structural change, and a structural change is when the rules change on how you do your business."

"If you're creating value, you're going to have plenty of money and you'll have a great career."

"We need to understand that this is our playing field. This is what Ninja was designed for, for a long, long time."

"Money and people flow to value. So if you're creating value, you're still going to have a business. You're going to be very successful."

"The Ninjas will do just fine. The people who are doing the three act play will do just fine. The Ninjas who know how to articulate their value to their sellers and to their buyers will do, actually, probably better."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Happy Thanksgiving from Ninja Selling! Nov 23, 2023

Show notes

In their special Thanksgiving episode of the Ninja Selling podcast, Matt and Garrett express gratitude to their listeners while delving into the profound impact of practicing gratitude. This tradition serves as a reminder of the transformative nature of gratitude, transcending professional achievements and personal well-being. Together, they explore such themes as consistency and resilience, illustrating how gratitude can reshape one's mindset, attract positivity, and foster community.

Along the way, listeners gain insights on incorporating gratitude into daily routines, underscoring its powerful ripple effect when expressed to others. Garrett's touching story of his mother's transformation from negativity to gratitude underscores the power of a change in perspective. Our hosts go on to express their sincere appreciation for each other, the vibrant Ninja Selling community and, of course, the mighty Larry Kendall for his pivotal role throughout. Have yourselves an amazing Thanksgiving, and be sure to tune in to today's poignant reminder of gratitude's life-altering potential.

For more insight and encouragement, join the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

The transformative power of gratitude
The importance of consistency and resilience
How to incorporate gratitude into your daily routine
Understanding the ripple effect of giving gratitude to others
The positive impact of the Ninja Selling community
Gratitude for the contributions of Larry Kendall
Embracing the power of gratitude to attract positivity and change your life

Quotes:

"Gratitude is the ultimate state of receivership."

"Let's look for the good. Let's express gratitude. Let's fill ourselves with gratitude and change the energy of ourselves and impact the energy of others."

"We always line up with Thanksgiving on a release, and I think every year we've done an episode where we just kind of chat about gratitude and share a little thanks."

"Very few times do you have people that are super consistent in your world, and you 100% are a constant for me, which I appreciate."

"When you put yourself into a state of gratitude, we actually start resonating at a different frequency."

"I'm grateful for this community that we're around, these people that we're around. If you're attracted to Ninja, you're a good person, you have good energy coming with you."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Navigating Life's Curveballs Nov 20, 2023

Show notes

As the holiday season quickly falls upon us, our typical routines can often be disrupted by unexpected emergencies, additional stressors, and curveballs in the form of unannounced house guests or sudden bouts of illness. On today's episode, Matt and Garrett discuss how these challenges can affect our professional and personal lives alike, and what we can do to keep our businesses on track through these inevitable ups and downs.

Our hosts acknowledge the importance of communicating with your loved ones about what you do and how it affects your business, setting clear boundaries around your work, and why we should always expect the unexpected. They caution against taking an all-or-nothing approach to your business, share why planning ahead is so critical to success, and encourage listeners to embrace the fact that life happens - both the good and the bad. When we can adapt and lean into the unpredictable nature of this industry, we can deal with disruptions efficiently, leaving more time to enjoy life's other joys wholeheartedly. Today's incredible episode shows us that with the right mindset and plan, not only can we navigate through any storm that life throws our way, but we can also thrive during it.

Episode Highlights:

Communicating with your family and setting clear boundaries
Planning ahead for disruptions, like holidays or unexpected emergencies
Prioritizing your responsibilities
Seeking help or potentially a business partner during challenging times
Maintaining your routines, including affirmations and gratitude, even when life gets hectic
Embracing the fact that life happens and adapting accordingly
Finding ways to change your energy and outlook when life throws you a curveball

Quotes:

"Prepare yourself for these moments by doing all the things that are keeping your business running, so that when the unexpected happens, you're prepared to solve, resolve, or amplify."

"You can change your energy around that as life is happening."

"Lean into it, knowing that with the right mindset and plan, you can navigate any storm that life throws your way."

"You need to have a plan. When this stuff happens, what do we do? Because I don't think shutting it off is the answer, and usually shutting it off means we never had a plan to begin with."

"If we have good and clear communication, we can manage expectations."

"The minute you accept it, the minute you start moving forward and being able to solve, resolve, or amplify - sometimes it could be a really good life thing that shows up."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Ninja Coaching Spotlight with Melissa Herdman Nov 17, 2023

Show notes

Welcome to another engaging episode of the Ninja Coaching Spotlight where, today, Matt and Garrett shine their light on Melissa Herdman, a dedicated realtor from Topeka, Kansas, whose transformative journey resonates deeply with the principles of Ninja Selling and Coaching. A former healthcare professional turned real estate dynamo, Melissa brings a unique perspective showcasing the power of positivity and trust-building. Her transition from nursing to real estate underscores the values of relationship and trust, affirming that success is attainable with the right mindset and unwavering commitment to personal growth.

Melissa's incredible evolution exemplifies the essence of the Ninja way, tailored to her unique path, and is an inspiring testament to the potential within each of us as well as the profound impact we can make on clients' lives and the relationships we forge. Noting that bringing Matt on board in a coaching role empowered her to achieve remarkable success in her real estate career, Melissa's insights shared here today offer valuable guidance for navigating the real estate industry's challenges and opportunities while remaining true to your core values and goals. Tune in today as the spotlight shines brightly on Melissa Herdman's remarkable success story, showcasing the potential for growth, excellence, and impact when the Ninja philosophy becomes a way of life.

More success stories can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

Handwritten notes for trust and positivity
Melissa's transition from nursing to real estate
Working with Matt as her coach
Her journey to over 100 transactions annually.
Pursuit of excellence over perfection
Prioritizing routines and customer service
Balancing personal and professional growth
Setting clear client expectations for efficient management
Shifting from purchased leads to relationship-based referrals

Quotes:

"Ninja is very similar to therapeutic communication. It's building relationships. It's building trust."

"Put some extra thought into your 2024 business plan. Don't just go through the motions when you're putting pen to paper. Be thoughtful, be specific, be mindful of different things."

"Lean into your processes, be true to yourself, don't get 'commission breath', and stay in an abundance mindset."

"It's the little things that sometimes you overlook, and we don't realize what's stopping us from being the best we can be."

"It's just so cool to watch how these relationships build with a coach and a Ninja."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events

Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Melissa Herdman

Defining Your Own Success Nov 16, 2023

Show notes

As Gratitude Month continues and Thanksgiving approaches, Matt and Garrett begin today's episode by expressing their gratitude for their dedicated listeners, and invite them on a journey revolving around the relentless pursuit of income in the real estate industry. Challenging the industry's obsession with constantly making more money, our hosts emphasize the importance of normalizing the idea that earning six figures is not only acceptable but can be incredibly fulfilling. Together, they share stories of individuals who have found happiness and contentment at various income levels and encourage listeners to define their own success and be proud of their unique real estate journeys.

Matt and Garrett acknowledge the pressure within the industry to constantly increase earnings and stress that this mindset may not be suitable for everyone. They highlight the benefits of a six-figure income, such as supporting a high quality of life, making investments, and serving as a second household income. They caution against comparing yourself to others and underscore the importance of defining success on your own terms. Matt and Garrett also discuss the significance of finding balance, pursuing growth, and continuously striving to improve. Ultimately, the episode encourages listeners to embrace the idea that success in real estate is a deeply personal journey, and happiness and contentment should be at its core.

More encouragement can be found by joining the more than 13,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you'd like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you'd like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.

Episode Highlights:

Defining success in real estate by more than just income
Earning a six-figure income in real estate
Different income levels leading to fulfilling and satisfying lives
Defining your own success
Resisting succumbing to industry pressures or arbitrary income goals
Striving for growth and improvement, regardless of income level
Achieving balance and happiness in your real estate journey
The dangers of comparing yourself to others
Holistic success in real estate

Quotes:

"Sometimes we look and we kind of go, 'Oh, they're not playing at the upper level, they're not pushing it, and they should be pushing it, they should be growing or like, what's wrong?'"

"It's not always about the income."

"We're never done growing. We're never done figuring out the plan."

"It really comes down to, like, are you smiling at the end of the day? What makes you happy?"

"Focus on your plan. And if it is to go big, awesome. Buckle up. Let's go."

"Let loose a little bit and really understand what's important to you."

"Success is a personal journey, and everyone's path is unique."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling