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

Waking Up Early Nov 22, 2021

Show notes

Today's episode is all about waking up early, what it means to you, and how it can help you become even more productive in your business. While starting your day off earlier than usual can take some getting used to, Matt and Garrett explain how you can gradually work your way up to a more disciplined morning routine and manage your evenings to better prepare for early wakeup times. Once you have made this shift, you'll be amazed at how much more work you can get done when you're free of distractions.

Our hosts talk about giving yourself something you want to wake up for in the morning, changing your belief system around getting up early, analyzing your day to find out when you are most productive, and resetting your mind and body to a positive energy before going to bed each night. If you need a boost throughout the day, Matt and Garrett have some great suggestions for you, including working out, going for a walk, enjoying an invigorating podcast, squeezing in a nap, or even blaring punk rock music. Of course, tea and coffee can come in handy as well!

When all else fails, try to remember who is counting on you to perform at your very best each day. This may help motivate you to prioritize an extra 30 to 60 minutes of personal development time in the morning, which sets you up to feel more energetic, inspired, and efficient for the rest of the day. As you'll hear, this can have an incredible impact on other areas of your life, and create healthy habits that will serve you well both personally and professionally.

Share your tips for waking up early by joining the Ninja Selling Podcast Facebook group where you can also ask questions and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.

Episode Highlights:

What does it mean to wake up early, and how can it help you be successful in your business?
Waking up early will depend on each person and when you want your day to start
It can help you get work done free of distractions and ease into your routine
Matt and Garrett don't necessarily believe in the blanket statement that successful people wake up early, but they may have so much on the go that they are excited to wake up in the morning and get started
The key to waking up early is managing your evenings - this is something you'll need to gradually build toward
Try not to look at it as waking up early, but as waking up on time in order to get everything done that you want to accomplish
You need to find what time works for you and when you feel most productive (e.g., Garrett's wife, Sarah, is most productive after the house goes quiet at night)
This may change over time
Building discipline around your sleep routine will enhance many other areas of your life
Waking up early is not easy, and it will take some getting used to - try to incorporate activities that you look forward to, like morning affirmations or working out
You can also try programming your brain to believe that you're going to get as much sleep as you need in order to feel wonderful and productive
When you go to bed late, people tend to tell themselves, "I'm going to be exhausted tomorrow," then it becomes a self-fulfilling prophecy
A short nap can be helpful (especially if you have a newborn like Matt!)
Giving yourself an extra 30 minutes each morning for personal development adds up over time
Give yourself something you want to wake for - this creates a habit
Journaling can also help you stay on track
If you're having trouble feeling motivated, think about who is counting on you to perform at your very best every day

Quotes:

"If I go past 6:30am, I'm laying there in bed with my eyes wide open going, Why am I still in bed?"

"I do think that if you want to fit more things in, it can certainly help to wake up earlier than you currently are."

"It would be great if I could sit down and do that between 7 and 8am, but I have all these things in my life. It's like, well, do we need to wake up earlier to get those things done?"

"The key to waking up early is managing your evenings."

"If I'm still stressfully answering emails or doing work at 10 o'clock, that's going to impact the wakeup time. So you do need to manage the evenings."

"Building discipline around your sleep routine and your wakeup routine can also enhance so many other areas of your life."

"I'm a huge proponent of having that space where you can get your body and mind right every morning."

"The days that I do [wake up early], I run better than the days that I don't."

"You can program your brain to say, Look, I've only got three hours here - my body's going to get exactly as much sleep as it needs so that I feel amazing when I wake up. Programming your brain like that is an amazing tool."

"I want you to optimize your life the way that you want to have it."

"You need to plan an environment where you have something you want to wake up for."

"The interesting thing is, because of the habit of waking up twice a week for the podcast, I have now trained my brain that I wake up at five o'clock in the morning whether I like it or not."

"This is not about waking up early and jumping into email. This is about waking up early and maximizing the time for yourself that is going to make you more productive with the rest of your day."

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

Pre-Listing Packet Extravaganza! Nov 18, 2021

Show notes

It's finally arrived! The pre-listing packet extravaganza episode is here, and Matt and Garrett cannot wait to dive into all your fantastic submissions. Remember that simply having a pre-listing packet already sets you apart from other agents in the field, but our hosts acknowledge that there are certain pros and cons that can either enhance your packet or work against it. First they explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts.

Next our hosts break down exactly what goes into the perfect pre-listing packet. They highlight the importance of focusing on the client, clearly defining your value, showcasing your results using visuals and testimonials, and having a high-quality, organized, streamlined look throughout. You'll also hear about including a letter and resume, a table of contents, and flow charts. And Garrett reminds listeners that every time you attend a listing presentation, you are applying for a job. An effective pre-listing packet allows you to showcase why you're the best candidate for the position, what your process is, and most importantly, how you can help prospective clients achieve the greatest results.

Thank you so much to everyone who participated and submitted their pre-listing packets for this special episode. For inspiration or feedback on your own pre-listing packet, be sure to join the Ninja Selling Podcast Facebook group where you can also share ideas, ask questions, and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.

Episode Highlights:

Pre-listing packet extravaganza episode is here
Special thank-you to everyone who submitted their packets
Simply having a pre-listing packet already sets you apart from other agents in the field
First Matt and Garrett explain what to avoid in your pre-listing packet, including too many words, using poor quality printing material, being too "agent-centric," and lacking basic information regarding agency contracts
Heavier, better quality paper will make a good impression and transport better in the mail
Make sure you're emphasizing the client's needs and what you can do for them
Be transparent about agency contracts
Next they break down what goes into a perfect pre-listing packet, such as including your resume, starting off with a letting outlining who you are and what you're all about, focusing on the client, using flow charts, having a table of contents or tabs to help clients navigate through the information, being highly organized, defining your value clearly to the client, providing market information and how you'll help them navigate through it, including something unique to your personality, showcasing your results using Before & After photos, highlighting your marketing plan, having a streamlined look all the way through, and featuring testimonials
If people are confused, they will always go to the lowest price
Preparation, promotion, and pricing
Special shout-out to the submissions that really stood out

Quotes:

"All these people have pre-listing packets. So you already know they're a step ahead… The fact that you have a pre-listing packet already sets you apart from the rest of the field, because there's a lot of agents out there that don't even have that."

"You've got to be so careful about this, especially in today's world - too many words. We're in a world of bullet points right now."

"I should be able to open the packet up and read the first two lines, get the idea of what I'm about to jump into. But if I have to read a whole paragraph, or a whole page to figure out what we're talking about, or what's going on here, we have lost the client."

"Keep it graphic as well - pictures and images. A lot of people are visual learners."

"Here's how I look at it, though… We're applying for a job. We're not only applying for a job, we're applying for a job that the general consensus of the population is that we're overpaid for. So if you're going to present something up front, it better be damn nice."

"Copy paper will never do that - it will never ever set you apart."

"There's a fine line there of showing that you're capable and that you can get the job done, and then pushing it too far, where it's like, Look at me."

"This is about them. They're going through a stressful process, and they want to know how you're going to help them with the processes and things that you have to offer."

"You are applying for a job, a well-paying job. Every single time you go to a listing presentation, you are applying for a job. And a resume is necessary."

"There were very few [packets] that said, This is the reason that this packet is sitting in front of you right now. And here's all the stuff that you're going to find in it… Here's the letter explaining what this is for you and how this is going to help you go through the process."

"Table of Contents, or tabs, if you're working with binders - super helpful, and they make it easy for people to find what they should be looking for."

"If it's organized, even if it has less information, I'll probably pull more out of something that is organized."

"If your pre-listing packet isn't organized, is that sending a message that this process may not be well organized?"

"If you were to drop the pre-listing packet, would you be able to pick it up easily and everything would still be organized? If the answer is no, then we need to combine some things together."

"If I read the pre-listing packet, I want to know fully what value you bring as a realtor to helping me sell my home. If it's confusing to me, then now I'm going to go for the lowest price."

"Don't have it mixed up all the way through, because it looks like somebody did Arts and Crafts and stuck something together to make it a packet."

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

Q&A The Sequel: Business Planning and Time Blocking Nov 15, 2021

Show notes

On today's episode, Matt and Garrett celebrate the arrival of Matt's beautiful baby daughter, Elizabeth Grace, and continue their celebration of their 300th episode by tackling a couple more listener questions which they didn't get to cover earlier. These excellent questions are all about planning and blocking time in the most productive fashion, and you know our experts have a lot to say on these crucial topics.

In this episode, our hosts discuss business planning tips for 2022 and the value of blocking out time to make plans far enough in advance, explain the need to carve out time to take care of ourselves during business planning, and review three essential pieces of business planning and the vital pieces that are left out of many business plans. They also talk through the need for breaking the plan down and analyzing it, share tips on how to be effective at executing business plans, and address the fallacy that business plans have to be complicated. There is so much to celebrate at Ninja Selling lately - Elizabeth Grace, over 300 podcast episodes, and now today's masterclass regarding the power of business planning and time blocking. Join Matt and Garrett here today to share in the excitement!

Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you share ideas, ask questions, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.

Episode Highlights:

The need to set time aside for planning.
Take care of yourself and turn business planning into an event you look forward to every single year.
The correlation between people that have a completed business plan to the ones who don't.
Putting a business plan into a structured plan of action or a roadmap.
The three separate sections of our business plan.
Being objective in planning and learning from mistakes.
Tips for planning.
Recommendation: that you get the business plan for a new year done early November.
Addressing the fallacy that business plans have to be complicated.
Learning how to time block better.
Putting priorities on the actual items that you set up.
The five daily activities and four weekly activities.
Starting with gratitude.
Showing up and staying on your agenda.
The uncontaminated week to start.
The need to understand the importance of the activities that you're putting on your calendar.
The beauty of building a real strong routine and making your environment distraction-free
Atomic Habits by James Clear
The Time-Block Planner by Cal Newport.

Quotes:

"Every single time we watch somebody that sits down, fully plans out, not just planning but fully plans out and gets it mapped out, they have a way stronger, less stressful year than the person that's winging it."

"When you build your business plan, think of it in that way of what are the steps that I need to plan on the calendar before the things happen."

"Get the business plan done early November."

"When people start their business plan, they start moving into the next year already."

"A nice way to, like, pull business planning together is it doesn't have to be crazy complicated."

"The whole part of the planning is to get things on the calendar so that you can take action."

"On the business in the morning, in the business in the afternoon."

"When you have the routine set in place, you get better control over time."

"You have to limit yourself to the time available."

"If it's on the calendar, recurring, and you're not showing up, you're now constantly training yourself to not show up, which is a problem."

"Part of the ability to not be interrupted comes from making your environment distraction-free."

"Another interesting thing, too, is that most of our distractions in our world come from our own thoughts versus actually pings and dings from our phone, so we have to slow ourselves down."

"You always have the ability to refocus, readjust, and take action on the things that you know will help you be productive in your business. And if you do look at it that way, each day and each moment is a new opportunity to be on purpose versus on accident, then you're going to be 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

What Happens When People Don't Call You Back? Nov 11, 2021

Show notes

On today's episode, Matt and Garrett chat about what to do when you reach out to someone and they fail to call you back, or worse, a potential buyer lists with another agent. Our hosts explain why you should never take this personally, and offer their advice to stay in flow with that person, continue reaching out, and maintain a positive attitude as you shift your energy toward finding the next five (or fifty) deals rather than getting fixated on one lost transaction. They also discuss what your true goal should be when it comes to reaching out to people, the power of the "ask," taking scarcity off the table and what to do when buyers disappear.

While ghosting in the real estate world can indeed be frustrating, you never know what is going on behind the scenes, and it's important to keep your focus on building genuine relationships as they may still lead to other transactions down the road. As you'll hear, holding onto negative energy will only discourage people from wanting to work with you or refer your name to others. If you can remain objective and considerate should people decide not to work with you, this will leave a lasting impression of professionalism that they'll be sure to remember the next time they're in need of a real estate expert.

Episode Highlights:

What to do when you reach out to somebody and you don't hear back
Do not take it personally; continue calling on a personal basis - eventually this may open the door to business conversations again
Sometimes people are just too busy to call back, but they will still appreciate the gesture
Goal is building relationships and maintaining flow, not necessarily getting calls back
What to do when clients list with someone else
You may not have all the information they're dealing with
Don't get fixated on one lost transaction - celebrate with them and apply that positive energy to finding the next five (or 50) deals
Negative energy will affect referrals as people will not want to work with you
When buyers disappear, there could be a major issue going on behind the scenes that they do not feel comfortable sharing (divorce, death)
Stay in flow with them and continue to reach out; they may come back to you in the future
The one phrase you can use to gain closure and leave a great impression
Be direct and professional
Take scarcity off the table
Understand the power of the "ask"

Quotes:

"We reach out to new people. And what happens when they don't call back?"

"One of the agreements is, Don't take anything personally. And I think that's very important when it comes to this business."

"Our job is to focus on relationships, build relationships, maintain relationships. Their job is not to pay attention to us. They've got other stuff that they're doing."

"We would love to have the response back. But that's not always the win - to have the response back. It's to make a good touch in somebody's life."

"Unless this is somebody in your database that you don't want to be in flow with, do not stop being in flow with them. They appreciate you reaching out - unless it's that sales pitch all the time."

"You've got to stop and think about all the moving parts that made them make that decision not to come work with you."

"You can't take it personally...because there's plenty of business out there for everybody. So if you're going to focus on that one deal that went away from you, you are wasting energy that could be spent on attracting five more deals."

"When you take it personally, you amplify this negative energy, which also becomes an affirmation."

"If they do a good job, that's going to benefit you in the long run. Appreciation is a good thing."

"When you say, I don't want to hound you, and obviously you're busy and you've got stuff going on, and you shut that down, that's when they go, Oh, my goodness, and they pick up the phone. It works extremely well."

"It highlights that you're a professional with a process. And I think people respect that."

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

Special Q&A to Celebrate 300 Episodes Nov 08, 2021

Show notes

Join Matt and Garrett as they celebrate 300 episodes of The Ninja Selling Podcast with a very special Q&A show! They dive right into your questions, beginning with how to handle potential clients who want to see a house immediately, and those who would jump at the right house but otherwise aren't in a hurry. You'll also hear about planning your budget to ensure you're providing value without overspending, educating yourself around real estate investments, and how to set recent Ninja graduates up for success.

Our hosts offer their thoughts on prioritizing the Ninja Nine Systems into your routine, making sure to keep people in your autoflow, having Magic Wand conversations, and asking F.O.R.D. questions (Family, Occupation, Recreation, and Dreams) to truly understand your clients, build genuine relationships with them, and identify how you can help them accomplish their goals.

As entertaining as it is informative, today's super-sized anniversary episode is full of helpful tips and resources, insightful topic discussions, and detailed answers to all your questions that will leave you ready for another 300 incredible installments! Thank you so much for listening and for your participation in this amazing community.

To share your ideas, ask questions, and connect with other Ninjas, join the Ninja Selling Podcast Group on Facebook. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.

Episode Highlights:

Special Q&A show for our 300th episode
Potential client who wants to see a house immediately, but you believe in 10-Step Buyer Process
It's best to meet with them beforehand, at a location other than the property in question
Stick to your Systems, especially around safety
Start your work together with the 10-Step Buyer Process and a Buyer Packet
Underlying life changes that are causing either pain or pleasure that motivate action
Magic Wand Conversations
Keep people in autoflow and offer to send information of value
Organize your "Hot List" with people at the highest level of pain or pleasure at the top
Budgeting without overspending - Ninja is a very inexpensive business to run
A big red flag is if your expenses exceed 30% of your income
Majority of value you bring is through personal interactions
Make sure you're not putting more on your credit card than you can pay off at the end of the month
Educating yourself on real estate investments (Bigger Pockets and Focus 1st are great resources to get started)
Understand your client and what they're trying to accomplish
Setting new Ninjas up for success, providing an environment that allows them to take action
Fitting Ninja Nine into your routine

Quotes:

"The most important thing you can try to do up front is see if you can schedule that time just to meet face-to-face and not at the property."

"You have to put your foot down on a process."

"I'm very particular about making sure people are safe. You have to have a full process with that."

"Yes, we can definitely go see this house. But I have a process… I have a system that will help us see other opportunities that maybe you haven't been able to see yet."

"It starts at the beginning, when you introduce yourself, and you're having those conversations, you're asking F.O.R.D. (Family, Occupation, Recreation, Dreams) questions, learning a little bit about what's going on with those people who are walking through."

"Those 'What If' people out there, they're not really buyers unless you can determine that they have some sort of underlying pain or pleasure that they need an answer to. If they don't have it at all, be real careful how much time you're giving to them."

"We need to know what's the motivation behind them wanting to move forward with a process because that's going to help you qualify who's serious."

"It's easy to get caught up with just adding value and then realizing you now have a five-digit credit card bill. What the heck happened?"

"My warning sign typically goes off if people's expenses are 30% of their income."

"The majority of the value that you're going to bring to people is going to be through your personal interactions."

"Start with what actually adds value as it relates to your profession. And then you can add on top of that."

"It's not about the gift. It's about the time, it's about you paying attention to them. And we want to create more opportunities for you to have that interaction with them."

"If you're an agent, and you don't own an investment property, it doesn't mean that you can't help investors - you just need to know what they're looking for."

"Create an environment that allows [new Ninjas] to take action."

"That is what we specialize in is helping people come out of an installation and smash it out of the park."

"Take a look at how you're currently operating your routine and visualize, What's my Magic Wand routine? And now what are the things that I need to do to get there?"

"Our number one focus is building a foundation that we can consistently follow over and over again."

"Thank you to everybody who listens to us week over week. And for all of you who continue to send us questions, and share this and really help us keep this podcast alive. It's awesome. I really, really appreciate each and every one of 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

Taking Self-Responsibility Nov 04, 2021

Show notes

As many Ninjas get ready to dive into their business planning for 2022, now is a great time to look at self-responsibility. On today's episode, Matt and Garrett share their thoughts on taking full accountability for the results around you as you review what worked from last year and what didn't. They talk about learning from failures, reframing them as "education moments," being kind to yourself, and identifying limiting beliefs so that you can build an objective plan for success moving forward.

Our hosts explain how the Ninja Nine Systems can help you accomplish your goals and stay consistent with productive habits, as well as the importance of focusing on business activities that are in your control (it's a lot more than you think!), and how taking responsibility can serve you well in other areas of your life. Ultimately, you are the only one who can take action to get the results you want. Today's conversation will help you determine whether you're truly embracing self-responsibility in your business, and why taking this important step is so crucial to your success.

Submit your questions for an upcoming Q&A episode by joining the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook, where you can also share ideas and connect with other Ninjas. You can leave a voicemail with your direct feedback at 208 MY-NINJA. And visit Ninja Selling Events for more information about upcoming open installations. Or if you're interested in taking your goals a step further, visit Ninja Coaching to check out all of our amazing coaches.

Episode Highlights:

Self-responsibility and business planning
Reviewing what worked this year, what didn't, where money was spent
You are the only one operating your business who can take action
Failure is a synonym for learning - these are "education moments"
Taking full accountability helps you build in consistency with good habits
Identifying limiting beliefs
Remember not to overcomplicate
Stay committed to the Ninja Systems and business activities that are in your control
Taking responsibility will serve you well in other areas of your life (e.g., health and fitness)

Quotes:

"Whether the excuses are valid or not, let's just take some responsibility, and say, I am the reason for the results that are around me - the identity of myself in the past has created my reality now."

"You are the only one that's taking action. You're the only one that can take that forward step that then produces the results that you want."

"Failure is just - look at it as a synonym for learning. It's an opportunity to learn from what happened. And when you take a higher level of self-responsibility, it allows you to actually put together a plan that can work for you."

"If you beat yourself up, you're not going to learn."

"Be self-responsible for what got you these results that you have sitting in front of you right now."

"When you take full responsibility, it opens up the opportunity to be objective and understand so that you can build in consistency...with good habits."

"Take responsibility. It's going to serve you so well. Even in areas outside the business...it's just a good life practice."

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

Let's Not Overcomplicate It Nov 01, 2021

Show notes

Today Matt and Garrett do their best to keep things simple as they explore the dangers of overcomplicating in your world, whether that be through writing emails, scheduling lunches, or performing your Ninja Nine Systems. Our hosts explain why your best approach is to be as concise and direct as possible, and offer their best suggestions to avoid confusion in your communication with clients and colleagues.

Matt and Garrett look at which Ninja activities tend to get the most convoluted, the important role of intention as you decide whether to include your business card with handwritten notes, and why simply picking up the phone can sometimes be the most effective way to get on the same page quickly.

Today's episode will help you recognize when you might be overcomplicating so that you can rein it back in, do a gut check, and get back on the path towards clarity.

Episode Highlights:

We want to be extremely clear with written communication
When you over complicate things, it creates confusion
Keeping your phrasing simple and concise will make everything more efficient
Leave an email in your drafts folder for a day or two and come back to it if you're unsure
No body language in written communication to help convey meaning
Complicating the Ninja Systems, especially real estate reviews and autoflow
Simplify your availability for lunches to save yourself from going back and forth
Sometimes it is best to pick up the phone to get on the same page quickly
Question of whether to put a business card in your handwritten notes - some notes call for it, whereas others do not
If you feel like you're overcomplicating something, take a moment and do a gut check
Intention is a huge factor
Becoming aware of when you're overcomplicating helps get you on the path towards clarity

Quotes:

"The way I look at it is like, let's not overcomplicate the communication, particularly when it's going to be typed out in an email or a text."

"We need to be very, very clear with our written communication because we know that people are going to misconstrue intention and what we really mean behind the words."

"I realized that if I just said what I wanted, what I needed to say, what I thought was the right thing to say, I was more efficient with my time."

"We are Ninjas. Don't overcomplicate it. Don't run away from it. Go into it."

"It's not that Millennials don't like the phone - it's that you are calling them about things that aren't important, that could be transferred in another method of communication."

"You reaching out and talking to people, inviting them to lunch is very powerful."

"Hands down, the most overcomplicated System in the world when it comes to Ninja - real estate reviews."

"There are certain times that you need to...pick up the phone, make this simple. Let's get on the same page right now. Let's clear this up."

"I made the comment on that post - If any of you out there send me a handwritten note, please put your business card in with it."

"It's not, Don't ever put a business card in with a personal note. There are the right times to do it. You've got to follow your gut. But we overcomplicate it."

"We make such a big deal out of something so small because we want to be right. And I think that's a big reason why we overcomplicate things."

"If you feel like you're overcomplicating something, whether it's drafting a response, or trying to decide who to call, give yourself a moment and just take a gut check."

"I think this highlights how easy it is to overcomplicate the littlest of things, including a podcast episode!"

"Once you become aware of it, I think that's when you can figure out the path towards clarity."

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

Optimizing the Agent/Assistant Relationship Oct 28, 2021

Show notes

If you're having the little thought that you might need an assistant, you definitely need an assistant. On today's episode, Matt and Garrett break down everything you need to know about hiring an assistant, navigating that working relationship for optimal success, and what you can do to ensure your assistant performs at the highest level possible long-term.

Our hosts explain the importance of having a solid foundation in place when hiring an assistant, as well as making your expectations and job descriptions clear from the beginning, and encouraging open communication with one another. As you'll hear, having F.O.R.D. (Family, Occupation, Recreation, and Dreams) conversations with your assistant can yield amazing results, and even introduce new ideas that will not only help your business run smoother, but also free up more time to focus on income-producing activities.

As you begin your business planning for 2022, today's playbook for hiring an assistant will show you how to make the most of this relationship, and set yourselves up for a rewarding dynamic in which you both play to your greatest strengths and skill sets, and reach your mutual goals together.

Episode Highlights:

Proper etiquette around hiring an assistant and navigating that relationship
Have a plan, clear expectations, and a solid foundation
Preventing communication breakdown between agent and assistant
Make a list of low dollar producing activities that can be delegated to someone who's not licensed, and who truly enjoys looking after those tasks
Disassociate from the idea that you need to hire another "you"
A licensed assistant could also be an option
Hiring someone with specific skill sets
This frees up time for other valuable activities
Number one reason assistants leave or get fired is lack of effective communication initiated by the agent themselves
F.O.R.D. questions and encouraging open dialogue with your assistant
Be open to their ideas and suggestions
Have your assistant document what they're doing for you
Hire an assistant before you need them

Quotes:

"There are some things you can do when you first decide to bring in an assistant that'll make everything go smoother, long-term."

"Let's have a process in place so that they know what they're going to be doing."

"You need to get a clear idea of what your operations look like, which is what is so beautiful about business planning."

"How many times have I seen people say, These are all the things that I get bogged down in, but they don't write it down."

"That's a very important point that people should pay attention to is that when you're hiring somebody - you're not trying to hire another version of you. You're not trying to duplicate yourself so that you can be in more places at one time. You're looking for somebody who can be a strength in an area that you either just don't want to be strong in, or it's a weakness, or it's just not an income producing activity."

"When you free up time, it allows you to then free up the ability to communicate with your assistant."

"Where can I build a process and build some systems so that there's clarity when I bring somebody in? And now I have the freedom to communicate."

"The number one reason for an assistant either blowing out and running away, or getting fired, is lack of communication set up initially by the actual real estate agent themselves."

"Because of the lack of communication, these things fester and fester and fester."

"What am I doing to make sure that this person has everything they need to do their job?"

"If you make this a regular practice, and you give it space, it can work really, really well. It's amazing."

"I would recommend hiring somebody before you need them."

"If you're having that little thought of, Maybe I need an assistant - you need an assistant."

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

It's All About Buyers...and Buyer's Agents Oct 25, 2021

Show notes

As we look toward the future of real estate, many realtors fear that an increase in buyer agency will render them obsolete. In this episode, Matt and Garrett are here to tell you that this could not be further from the truth. In fact, buyer's agents are worth their weight in gold right now, and this is not going away any time soon.

Our hosts explain why agents are still so crucial to the buyer experience, and talk about their shared pet peeve for the idea that buyer's agents are free. You'll hear about taking the perspective of potential clients, having a strong process and structure in place when working with buyers, and making your value clear up front. Garrett gives an update on his buyer's packet extravaganza, and Matt throws his own challenge out to listeners, but with a very intriguing caveat.

If a purchase is risky or complex enough, people need to bring in a professional for guidance, which is why agents will always be necessary regardless of the market. If you're providing the highest level of service and fully embracing being an amazing buyer's agent, you can absolutely find a high rate of success within this realm of the industry, and today's episode offers a fun and entertaining jumping off point for you to do just that.

Episode Highlights:

Today's episode is all about buyers and buyer's' agents
Buyer agency is poised to explode in the next 5 to 10 years, but agents are still necessary
Buyers should have an incredible experience when they are buying their homes
Analogy of travel agents helping you make the most of your vacation experience
Buyer's agent is worth their weight in gold - that's not going away
Pet peeve around the idea that buyer's agents are free
Value of process versus presence
Taking client's perspective
Having a process and structure in place for working with buyers
It's important to make your value abundantly clear
Power of a good buyer's packet and update on Garrett's challenge
Matt invites listeners to send him their buyer's packets as well, but you'll need to do a little digging
Garrett's mailing address can be found here
If a purchase is high risk or complex, the average person needs to bring in a professional to guide them through it
This is why agents will always be needed, regardless of the market
You can start taking steps now to ensure you're providing a high level of service
Be okay with being an amazing buyer's agent - embrace it and own it

Quotes:

"One area that I think is going to really explode over the next five to 10 years is buyer agency."

"I do think we're going to be moving into a place at some point where buyers are going to be seeking out professionals to help them with the experience."

"The buyer's agent - a good buyer's agent, a really good one - is worth their weight in gold right now."

"My biggest, biggest pet peeves is the statement of, You should work with a buyer's agent because it's free for you as a buyer. Oh my goodness, it makes my skin boil because it's so not true."

"At the end of the day, people should be hiring you for your process, not for your presence."

"Working with buyers is absolutely miserable when you don't have a good process."

"You have to first have that mentality of loving working with buyers, creating an amazing process."

"A lot of people don't put as much attention into the buyer process as they could."

"That's the beauty of a good buyer's packet."

"Having a really amazing advocate or team of advocates on your side to help you find the right neighborhood...that would fit all the needs and desires that you have - Oh man, that's huge, huge value."

"If the risk and the complexity is there, and the risk is high enough, what we do is we get a professional team involved in it."

"Be okay with being an amazing buyer's agent."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching: