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

Is Now the Right Time to Buy? Oct 18, 2021

Show notes

Today's episode touches on a hot topic of discussion these days - whether now is the right time to buy. If you have buyers who are asking this question, there is probably more going on, and it's your job to find out what. Matt and Garrett talk about helping your clients narrow down their long-term vision, how a potential purchase fits into their five-year plan, and whether it aligns with their lifestyle. Using the Ninja Buyer Process, you can help your clients find clarity, even in the midst of unpredictable life events. Our hosts explain how to guide both renters and homeowners through this process, ask the right questions, and empower them to become smart, educated Ninja clients, who ultimately become decisive Ninja buyers.

Episode Highlights:

Today's episode explores whether now is the right time to buy
If buyers are asking this question, we need to discover what's holding them back
Ask lots of questions to find out what else is going on
You need to get a bigger sense of why they're asking this, and what this purchase means to them long-term
Renters versus homeowners
What is the lifestyle your buyers want to have (within their means)?
Helping clients narrow down their long-term vision
Uncertainty of life events can change these decisions as well
Ninja Buyer Process will help clients find their clarity, become Ninja clients, and ultimately Ninja buyers

Quotes:

"When buyers start getting into that, Well, is this the right time to buy? There's something else going on, and we need to discover what."

"My first thing is, Well, talk to me about what this house means to you for the next five years."

"You need to get a bigger sense of why they are asking this."

"If you are a current homeowner, and you are planning on staying in that local vicinity, and you're worried about what your money is going to do, that you have tied up your house, it's going to go down, or it's going to go up no matter what. You're in the market. You're there."

"If it's your primary residence, don't play with the money so much."

"Let's start talking about these decisions based on the life you want to live and why you decided that you wanted to explore purchasing a home or selling a home in the first place. And as a real estate agent, that's our job is to help guide our people through this process."

"When it comes to making big purchase decisions like a house, if you have a long-term vision, it's going to make that so much easier."

"Sit down with them and have them write out exactly what they want that bigger picture to look like."

"We're making financial decisions, sometimes based on the uncertainty of life events… We're already combining two things that don't always match well together. And then taking the uncertainty of both of those things and putting it together. No wonder people get confused in a time like this."

"Tell me what's really going on through your head. And what would you really like to see out of this home, this neighborhood, this change that you're looking to make?"

"You've got to look at the quality of life, but also the time that you're here on this planet and say, Okay, is it worth having that in my life, for the time that I'm here?"

"[The Ninja Buyer Process] allows them to be an educated, smart buyer. That's the beauty of that process."

"It's not designed to make you a better agent. It's designed to make them better buyers."

"If you're doing the right things up front, you've turned them into a Ninja buyer. Ninja buyers can make decisions for themselves. And if they're leaning too heavily on you, it means you haven't asked enough questions. You haven't done your processes. You haven't allowed them to be a Ninja client."

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

Slowing Down on the Road to Personal and Professional Success Oct 14, 2021

Show notes

Garrett has come up with a wonderful topic this week, and Matt has embraced it fully, and that is the value of slowing down, being with your people more, and actually improving your business as a result. There are so many reasons as to why people become almost hyperactive in their business and speed through everything they do, but, today, our hosts will walk you through precisely how to counter this, becoming more authentic, efficient, and consequently successful along the way.

They begin by looking at some of the reasons people end up in 'hyperactive mode', what slowing down really means to them, and the Ninja principle of not getting attached to the outcome. From there, our hosts explore flow frequency, finding balance, being interested and, therefore, interesting, and the key to unlocking referrals. No one is saying to slow down in the sense that you stop doing anything, but what Matt and Garrett highlight instead is the importance of slowing down to really get to know and care about your people. Following their sage recommendations here today will prove mutually beneficial to you and all those with whom you come into contact.

Join the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook where you can share your own life list, 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:

Going into 'hyperactive mode' and some reasons behind this
What slowing down really means
Not getting attached to the outcome
Flow frequency
Finding balance
Being interested and interesting
The key to unlocking referrals

Quotes:

"Sometimes we get so caught up in the business that we've created, that we're running with, that we can't slow down and do the things that help the business grow to where it got it to."

"We don't want to slow down and don't do anything."

"Be with your people for longer."

"Make it bread first, then decide if you want toast." "Let's really get to know these people. Let's really figure out what's going on, listen to what they have going on in their life."

"If you are interested in others, and curious about learning more about what's going on in their world, they're naturally going to be interested in you."

"If I do the systems, the business flourishes. If I focus on the right energy and have the right interest with people, that just makes them move towards me, opens up more opportunities for me to do more business. It's just a natural byproduct."

"There is nothing like having someone invested in your success."

"Whatever it is that you own, and that you are making a living around, you have opportunities every single time when you're around people to slow down."

"But the reason that damn business is so successful over there is because every single person that walks in there they slow down with, and they actually have learned stuff about us and they care about us."

"I don't care what your business model is, this is a piece that will help your business level 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

Revisiting Your Life List Oct 11, 2021

Show notes

There's nothing quite like being sick for 12 days that will motivate you to review your "life list," and take stock of what you've accomplished so far. Garrett reflects on how this recent experience affected him, and shares his insight on what you can gain from revisiting your life list as well. Matt and Garrett explain how life lists tend to evolve over time, the four categories of a typical life list, and why you should give yourself the opportunity to dream big and let loose as you create your own.

Our hosts discuss the importance of focusing on what matters most to you, how your life list ties into your business plan, and why small goals are just as significant as the big ones. They also share some of their most fun and heartwarming life list items, and offer their best advice for how to get started on your own list of goals. This exercise is sure to motivate you to do more, do better, and grow as a person as you check off each item, and add more along the way.

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

Episode Highlights:

Revisiting your life list
Length of life list relates to the level of drive you have
Four categories on a life list: Things that you want to do; things you want to have; things you want to be; and things you want to give
Certain categories are a bigger priority at different stages in life
Focus on what is most important to you - let loose and dream big
Small things are significant and spark motivation
Every item on your list is a story
Some goals can only be checked off by other people
MyLifeList.org is a great place to get started on your own life list
Let your mind open up and write whatever pops up
Your list will never be done - it will always change and evolve
Your life list will motivate you to do more, do better, and grow

Quotes:

"When you go through something like 12 days of being sick, I had some moments in there that made me stop and really start thinking about all the things that I have done in my life."

"I find a direct correlation between the size of somebody's life list and the drive that they have to be the best they can possibly be."

"There are certain categories during certain parts of my life that have been more important."

"The interesting thing with your life list is you've got to separate yourself out from what society says is appropriate, from what society says is right, and you really need to get selfish with your life list to be like, No, this is what I want."

"Put everything on the list! You want a private jet? Put that on the list. You want to give a billion dollars to charity? Put that on the list. You want to fly to the moon with Richard Branson and to Mars with Elon Musk? Put it on the list!"

"Everything, big or small, that's been on my life list has had a story written with it, of accomplishing it."

"I have on my life list to have a Guinness in Ireland in an old Irish pub."

"The power of this list is endless."

"We've got to find that motivation to bring us back up to show up so that we can continue to achieve all these things that we wrote down."

"If somebody is telling me it's silly, it's definitely going on the list."

"You've just got to start putting those little things down when they pop up. You've just got to make sure you have a place to record them and let it grow."

"There is something magical about getting to go and check something off."

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

Thresholds in Life Oct 07, 2021

Show notes

There are certain times in your life when you go through major changes and begin to see the world in a different way. Today Matt and Garrett talk about these "threshold" moments and how to use them as an opportunity to go in a new direction. Garrett shares his own personal example of changing the trajectory of his life's journey before starting a family, and reflects on the value of journaling or writing a letter to yourself to make the most of this process.

These big turning points can feel scary or daunting, but our hosts describe how you can reframe them as new and exciting adventures, and most importantly, a chance to create magic and manufacture your own luck. When you find yourself at a crossroads in life, use this time to think about where you want to be and plan a roadmap for how you want to get there.

Matt and Garrett chat about being on purpose with your goals versus simply hoping things work out. They describe the importance of believing in yourself, pushing out negative self-talk, and acknowledging where you're at right now before getting started with big changes. You'll also hear about focusing on who you want to be as you write out your own story, sticking to your guiding principles, and how this mentality can help in other important areas of your life.

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

Episode Highlights:

Thresholds and big changes in your life can change the way you see the world
Writing a letter to yourself is an amazing exercise to reflect and move forward
Garrett shares his own personal example of changing the trajectory of his life's journey before starting a family
He views these threshold moments as a series of new adventures
Matt sees them an a chance to manufacture your own luck - think about where you want to be and figure out how to put yourself there
It's up to you to take those actions, but also to have the belief that you can advance
Being on purpose with how you want to move forward versus simply hoping it works out
Push out the negative self-talk, acknowledge where you're at right now, and ease into the process
Mindset and voices in the back of your head play a huge role
Break big goals into smaller steps - this helps build confidence and motivation to go after the next step
Writing out your goals gives you a guiding principle to help stay in alignment with them
Ask yourself, Who do I want to be?
Focusing on the "who" will help create the identity that will get you to the "what"
Let go of negativity and look at your life as a roadmap

Quotes:

"Thresholds can happen in a lot of different ways. But the install is, That's a moment that allows you to see the world in a different way."

"It's like wearing a different shade of glasses. And all of a sudden, you're like, Wow, there's colors here that I didn't know existed!"

"That goes back to - your activities produce your results… That's how you create magic."

"A lot of people go into that very lost and very scared. And sometimes you can just stop and sit down with some paper and start writing out, What do I want this next part of my journey to look like?"

"I look at them as a series of small adventures."

"This is what I would call manufacturing luck."

"Belief is the most important part of all this."

"First thing is you need is to acknowledge where you're at right now. I think that's where a lot of people - they get going...they start throwing out these big, big goals...But a lot of times you need to stop and realize where you're at right now."

"A lot of people don't realize where mindset plays into this, and the self-talk and all the little voices that we have roaming around the back of our head."

"If you have a letter written like that, when moments come up, that allow crossroads to take place, or forks in the road to take place, you now have a guiding principle to step back and say, Does this fit what I put in line here?"

"If you focus on the who, then that also helps you build the identity that will take you to the what."

"You can't do this journey with a whole bunch of negative crap that you're bringing with you."

"Stick as much as you can to what your guiding principles were upfront."

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

Overanalyzing Your CRM Oct 04, 2021

Show notes

Continuing on with our last episode about making excuses, today Matt and Garrett look at getting caught up in your Customer Relationship Management (CRM) system and overthinking which platform you should use. They explain that for most successful Ninjas, they usually keep it simple. All you need is a business tracker and a database. The bells and whistles can be fun, but they're not what's going to make or break your business.

Our hosts talk about relying too heavily on automated systems, and how this can take away from the genuine care and connection you put into your relationships. They explain that your technical platform should optimize your system, not create it, and clarify that if it's not helping you manage your relationships, it's not a CRM - at least not in the highly personal world of building relationships in real estate. You'll hear about which areas a CRM can actually help with efficiency, the importance of interacting with your CRM to make it truly effective, and Garrett takes us back to the days of doing business with a Rolodex.

If you stick to your foundational activities and focus on your relationships, whichever platform you choose can be a great supporting tool for success. But as you'll hear on today's episode, technology should always be used to enhance your business, not distract you from it.

Episode Highlights:

It's very easy to get caught up in the Customer Relationship Management (CRM) system you're going to be using, but that's not the thing that's going to determine your success
For most successful businesses, they're using a very simple platform - it doesn't have to be over the top (but there is a threshold where the technology you're using is too archaic)
Overthinking your CRM can become an excuse
All you really need is a business tracker and some type of database (e.g., Google Contacts)
When looking into CRMs, ask yourself whether you're hoping to help you or your clients - the priority should always be your clients
You don't want to simply wait for your CRM to tell you when to call or connect with people - that takes away from the genuine care that you put into those relationships
The technical side should help optimize your system
If it's not helping you manage your relationships, it's not a CRM
Make sure you're actually interacting with the CRM
Don't get stuck on overthinking which CRM to use

Quotes:

"All those bells and whistles are really great. They're really fun, they do a lot of great stuff. But at the end of the day, it's not the CRM that's going to make you successful."

"If I was to look at the most successful Ninjas that I know out there, the most successful business people that I watch, it's usually a very simple platform that they're working with."

"The most simple way to run an entire business is with a business tracker, and some type of database. For me it would be Google Contacts."

"We've seen people run six figure businesses, seven figure businesses off of those things alone."

"The question that I always have is, Are you looking for something to help you or help your clients?"

"When you get these automated systems, all of a sudden, me reaching out to...go have lunch with them is not really genuine."

"Most people will go into a tech solution to give them the system, when really the technical solution should help you optimize your system."

"If it's not helping you manage a relationship, then it's not a CRM."

"First off, you need to make sure you're going to interact with the CRM, because just the CRM in itself is not going to change your world."

"I could do my business right now with a Rolodex - totally could."

"I know some people who actually still use a Rolodex type of system. And it works."

"My thing is, keep it simple."

"Very rarely in Ninja, is it some crazy CRM that's allowed the results to happen. More often than not, it's the incredible relationships those people have."

"Everything else should be supporting what you're doing to execute on the system."

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

Don't Let Content Creation Become an Excuse Sep 30, 2021

Show notes

Creating content for social media or enhancing your pre-listing packet can be very useful tools as a realtor, but when these activities are consuming your entire day, it's time to step back and put your Ninja Nine back at the top of your priority list. If you're finding yourself hung up on the idea that you'll get to your systems once you've done something else, you may be making excuses for inactivity. On today's episode, Matt and Garrett talk about what happens when agents get stuck on creating the "perfect" content to the point that they neglect other, more important foundational activities. Or worse, their overthinking and preoccupation with creating content yields no results at all.

Our hosts discuss the importance of knowing what consumers are actually looking at - if you spend hours and hours pouring over your newsletter, only to stick it in an unmarked envelope never to be opened, it's not the best use of your valuable time. Matt and Garrett encourage us to take advantage of the products and services offered by our brokers, to set time blocks to make sure we don't get bogged down in content creation, and to optimize the activities that are actually producing the best results. They caution against comparing yourself to other agents, and remind us to lean into the activities that we most enjoy doing. This will help you use your time more efficiently and avoid getting wrapped up in tasks that don't move your business forward.

If you're having fun with the creative side of your business but it's taking priority over your Ninja Nine, today's episode will help you recognize whether it's become an excuse, and how you can recalibrate.

Episode Highlights:

Content creation on social media can be a very helpful tool, but it shouldn't take priority over doing your Ninja Nine
Reminder to send in your pre-listing packets to Garrett for a special research project
It doesn't have to be the "best of the best" - just whatever you're currently using
It's better to send out something than get held up trying to create the "perfect" packet
Real estate reviews, pre-listing packets, marketing campaigns, and databases tend to fall prey to overthinking and overanalyzing to the point of inactivity
If content creation takes up most of your time, it becomes an excuse for not doing your foundational activities
Keep in mind what consumers are actually looking at
Example of agents spending an inordinate amount of time creating their unique newsletter, then sticking it in an unmarked envelope, likely never to be opened at all
If you enjoy spending that time creating the newsletter, it's not necessarily wasted time
If the enjoyment factor is not there, you might be better off putting your time toward something else
Avoid comparing yourself to others as this can get you stuck in the weeds
Find companies and products that you like and trust and use those - you don't have to do everything yourself
Set a time limit to make sure you don't get bogged down in content creation
If your clients love the content you're creating, find out which parts they enjoy most and optimise those aspects - talk to people whose opinions you truly value and trust
If you can produce the same results in half the time, why wouldn't you want to go that route and leave yourself more time for personal passions or family?
Consistency with social media is more important than creating that one post that goes viral
Be mindful of what you have the capacity for and do not overbook yourself
Lean into the activities that you enjoy doing the most, be consistent with them, and use time blocks to stay on task

Quotes:

"I will do it once I have that - That's an interesting place that we find people all the time."

"Don't let those become excuses for inactivity."

"So many people get stuck in, Well, I need to create the best content or I want this content to be unique...then it just consumes the entire day."

"I would say content creation turns into the over-analyzation of, What features do I need? What do I want it to look like? Maybe I should go with this one? Maybe I should go with that one?"

"The two most common questions I see are, What CRM do you use? That's probably the number one. And then the second is, What do you use for marketing?"

"I love creating content. But you have to look at it from a systems perspective when it starts to consume all this time and becomes an excuse as to why we're not doing foundational business activities."

"Find companies, products, and sources that you trust, that you like, that bring value to your people, and use those products."

"The number one complaint of your owners and brokers out there is that they have services that you don't use."

"I'm a big believer in, Tighten the timeline down."

"Go talk to your people about what parts that they really like, and see where you can optimize some of your time there."

"If that 10 hours that you're spending, or more, on your newsletter is not producing the business results that you want to see, then your clients don't really love it that much."

"If you're going to spend this time away from your loved ones, not necessarily doing your other passions in life, let's be really efficient with it."

"This is the hard part, because you have to actually talk to your people about what you're sending, which sometimes can be uncomfortable."

"I think that's what you've got to look for is, What feels right to me? What's something that I enjoy doing? And running in those directions."

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

Adding People To Your Autoflow Programs Sep 27, 2021

Show notes

Today's episode begins with a special "Pre-Listing Extravaganza" from Garrett, where he invites listeners to send in their physical pre-listing packets, as well as a description of how they present it, to be showcased and discussed on a future podcast. Next, Matt and Garrett jump into today's topic - How and when to add people to your autoflow database. They discuss the difference between physical mailers and email content, when to use them, and they clarify that when you're sending postcards, you're offering high value information rather than simply asking for business. If you truly believe in the knowledge and expertise that you bring, don't hold that back from the people who deserve to hear it.

Our hosts talk about using mailers to create real estate conversations, rather than waiting for other people to initiate them. Postcards also have the potential for a 100% open rate, and if you're not sending them, you leave the door open for other realtors to take your place. Matt explains how to effectively use email marketing, and Garrett outlines the importance of first asking for permission before sending out electronic newsletters. You'll also hear a healthy debate about the "Unsubscribe" button, tips on how to invite people to your email list delicately, and how postcard campaigns have completely changed people's businesses in Matt and Garrett's coaching experiences.

Episode Highlights:

Garrett begins with his "Pre-Listing Extravaganza," where he invites listeners to send in their physical pre-listing packets, as well as a description of how you present it
You can send it to: Garrett Frey, 3335 Placer Street, Ste 368, Redding, CA 96001
Matt sees a higher level of success among those who use physical pre-listing packets versus digital
Effective pre-listing packets require a great deal of time and effort
Next, they move on to today's topic - How and when to add people to your autoflow database
Who to mail to versus who to email - it's always different, and you need to be strategic
When you're selling mailers, it's high value information - you're not simply asking for business
You can put people on your mailing list right away, and you can even add a personal note on their first postcard
Some agents feel concerned that sending postcard mailers to friends and family may put stress on the relationship, but this is not the case
Matt's own example of using postcards
If you truly believe in the value and knowledge you're bringing, don't hold that back from people
It takes the average person six pieces of mail to realize they've been receiving content from you - they may think they've been receiving mail from you all along and are just now realizing it after you met
You can find mailing addresses by checking tax records
If you're not sending information, this leaves the door open for another realtor to step into your place
Create real estate conversations by putting people on your mailing list
Postcards have the potential for a 100% open rate
If someone is a client of yours, or you have had a conversation with them about real estate, they can go on your email list
It's important to ask for permission before sending out electronic newsletters
Make sure there is a place where people can sign up for your mailing list versus having to manually add them
You can also let people know you're adding them to your email list, and they can unsubscribe at any time
Some people are more comfortable with email marketing than others, and it can definitely be very effective
You can send out one or two emails per year inviting people to join your mailing list, or put the offer in your email signature
Garrett has seen postcard campaigns completely change people's businesses
Please send in your pre-listing packets before December

Quotes:

"One of the things that we hear about all the time is people come to us in coaching, and they reach out and they're like, I want to create a pre-listing packet, and I'm not sure what exactly to put into it. I'm not sure exactly what it should look like… They overthink it tremendously."

"The pre-listing packet, as far as I'm concerned, is a defining piece for a lot of realtors out there."

"If you want to participate, send me your pre-listing packet. Send me what you got, send me what you would send to a potential listing that you have out there. I don't want email versions, I'm looking for physical pre-listing packets."

"If you send it to me, you need to be okay that we're going to, in some way, shape or form, showcase it on the podcast."

"I see so many people get stuck on, How do I add people to autoflow? How do I get people from my database?"

"I just want to be clear about that - When we talk about the mailers...we're sending high value pieces of information. It's not asking for business."

"It doesn't stress the relationship if there's value there."

"When people come into your world, put them on the mailing list. Let them get the value that you're receiving. If you truly believe in the content and the value that you're sending, that it does add value, then why would you hold that back from anybody?"

"If you're not sending information...somebody else will likely step into that place."

"Here's the thing - that conversation would not have happened if my postcard was not showing up in his mailbox."

"It's so much easier when you've delivered value to somebody, for them to come to you and ask a question, versus you sitting around, waiting for the opportunity to jump into a real estate conversation. Create the real estate conversations by getting these people on your mailing list."

"The reason I love postcards is because it really has the potential of 100% open rate."

"People look at their inboxes differently than their mailboxes."

"If you have an email list, make sure there is a place where if people are researching you, they can find a way to sign up for that as well versus you having to manually add them."

"Put it in your signature. Give people the opportunity to sign up in many places."

"I've had so many people in my career of helping that they have come to me and said, My postcard campaign has changed my business."

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

Who Owns Your Customers? Sep 23, 2021

Show notes

On today's "quick hit" episode, Matt and Garrett take a look at who really owns your customers - where do they come from and can they be stolen from you? With the average person knowing about 12 or more realtors in their world, there is a lot of competition vying for business in this field. Our hosts discuss the importance of staying in good flow with your clients, and striking the right balance between feeling confident enough to build your database, but not so overconfident that you simply assume clients will come back to you without putting in the effort. If you're not staying connected with your clients, all it takes is a little bit of time and attention from another realtor to sway them in the other direction.

Matt and Garrett talk about the difference between stealing clients and earning them based on the value you bring. Remember, it's not enough to have a person's number in your database - you need to nurture that relationship, otherwise they become fair game for other realtors. Matt and Garrett explain how to protect your database by cranking up your flow, and how this can unlock the referral side of the equation as well. You'll also hear about the importance of having a positive mindset, being motivated by your competition rather than consumed by it, and not being afraid to "harvest" new clients, while also taking good care of your existing relationships. As you'll hear in today's episode, people move toward value, and whether you're dealing with a new or current database, if you're showing up for them, they'll show up for you.

Episode Highlights:

Who really owns your customers? Where do they come from? Why are there so many online lead sources?
Today is a total "mindset" podcast to help shift your mindset, especially for those who may feel stuck coming into the business or changing to a different marketplace
The idea came from Randall O'Dowd, who has recently moved from Seattle to Palm Springs
Randall is confident he can build a database in his new marketplace - every client he has ever worked with, he has earned based on the value he was able to bring
This is how you accumulate clients
He can do this in a new marketplace as well
The average person knows about 12 realtors - there is a lot of competition vying for business
Don't get overconfident and assume people will continually go back to you
On the other hand, you don't want to be held back by a lack confidence either
The majority of realtors do not stay in good flow with their clients after a sale
Staying in contact with your clients leads to referrals and keeps your name top of mind as a trusted professional
If you're not staying in flow with your clients, all it takes is a little bit of attention from another realtor, and they will turn in that direction instead
Clients want to be taken care of, and you can't let yourself become entitled that they will stick with you no matter what
It's not enough to simply have their number in your database - you need to nurture that relationship otherwise they're fair game to other realtors
Never take your relationships for granted
When we all show up and do our very best, it raises the game for the business as a whole
Protecting your database
Using the term "past clients" implies that your business with them is finished and they're now free to move on
Simple autoflow and real estate reviews can make a big difference
You want to make sure clients are coming to you with their real estate decisions
Online leads exist because there are "orphan clients" who don't have a strong relationship with their realtors
Some clients will do this even if you are in good flow with them, but you can let that go and focus on the rest of your database
Don't be a secret agent, where you make connections with people but fail to send out mailers - make sure they know you're a realtor
The importance of mindset - being positive and confident in the value you bring
Be aware of competition, but don't let it consume you
Think of businesses you want to deal with - you want to go where you feel taken care of
Ninja gives you the tools to connect with people about the things that are important to them, and gets your name out there so people understand you're in real estate
Don't be afraid to attract or "harvest" new clients, and make sure you hold onto your current clients by showing up for them
Show up for them and they'll show up for you
People move towards value
Even if someone already has a realtor, talking to them and demonstrating your value increases the odds that they'll refer you - they may even feel more inclined to do so because they weren't able to give you their business in the first place

Quotes:

"This is a total mindset podcast. We run this all the time, especially with new people coming into coaching, or people that are merging into newer marketplaces or different marketplaces."

"Now I'm their personal realtor. I harvested them from somebody else because of who I am, how I was able to work with them, the value I was able to bring."

"That's how you accumulate clients is through earning their trust through the value that you share."

"The other interesting stat is that the majority of realtors are horrible at staying in flow with their clients after the sale."

"It's not necessarily about that one transaction, it's about the referrals. And if you can stay in flow with them, they've got a lot of referrals every single year that they can pass your way if you stay in flow with them and stay in contact with them."

"[Clients] want to be taken care of. And I think it's, it's funny when somebody gets that entitled, That's my client! And it's like, Well, you haven't talked to them in a year."

"Never take your relationships for granted. Because there is somebody that will come in and, on purpose, try to steal your people."

"It actually raises the game of all of our businesses when we are showing up on a better level."

"If you're looking at all the people you've done business with and viewing them as 'past' clients, we're already in a 'behind mindset'... You're affirming that they are now free to work with whomever they want, which they are, by the way."

"The first step is getting your database to come and use you when they need you for real estate."

"Why do online leads exist? Because there's orphan clients. There are people who don't have a strong relationship with a realtor. And they may know 12 realtors, but they don't have a strong enough relationship with a realtor to not click the button on Zillow of the house that they're interested in seeing."

"If one of your clients goes and clicks a button on Zillow, or walks into a new home community, and doesn't tell you about it, that's not their fault. That is your fault."

"Being aware of what the competition is out there in the marketplace is one thing, but letting that fear consume you so that you do nothing and just turn your mindset down a path of, Nobody wants to do business with me, which is the extreme side of it - you don't want to even be heading in that direction with that."

"That's why Ninja works so well. We're going to get pieces out there that help them understand that you're a real estate agent. We're also going to connect with them on the things that are important to them. And that way you can walk into a brand new marketplace or your current marketplace you're in and you can harvest other people's clients, because other realtors are dropping the ball every single day."

"Don't be afraid to get out there and attract, steal, harvest - however you like to put it. And don't lose what you have. Hold on to the people that you have by showing up for them."

"Show up for them and they'll show up for you."

"People move towards value. That's all you've got to remember: If I bring more value, people will move towards me."

"Sometimes those are the people that will actually go out of their way to refer you because they felt bad about not using you because they had to use whoever."

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

U.S. House Price Index Report 2021 Q2 Sep 20, 2021

Show notes

The Federal Housing Finance Agency (FHFA) recently published their House Price Index (HPI) for 2021's second quarter, and today Matt and Garrett are doing a deep dive on the report. The FHFA HPI is a broad measure of the changes in single-family house prices based on data from all 50 states and over 400 American cities that extend back to the mid-1970s. Our hosts break down the most fascinating and relevant findings so that you can educate yourself and your clients about what's currently happening in the real estate world, and solidify your position as a trusted, knowledgeable advisor.

Matt and Garrett discuss rising and falling real estate trends over the past two decades, and review the current top five and bottom five states for appreciation. They talk about the difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices, and they encourage listeners to follow up with your own research on the transactions behind the trends. They review the most interesting trends happening in cities like San Francisco, Idaho, the City of Boise, and El Paso, and Garrett explains why you should always "Follow the beer". You'll also hear about changes in average home prices versus annual income, accessible equity, and using this information to become "the source" of knowledge for your clients.

As Matt and Garrett point out, there is always so much going on behind the numbers, and it doesn't take much to sit down each quarter and educate yourself on the bigger picture, whether that be in your own backyard or across the country. This is part of the value you bring as an agent, and helps set you apart as a professional who's on top of important shifts and changes in the marketplace before they even happen.

Episode Highlights:

Today's episode is all about knowing your stats and data, reviewing the numbers so you can be fully knowledgeable for your clients and demonstrate your professionalism
Certified Ninja Coach Mark Johnson is great at reviewing Federal Housing Finance Agency (FHFA) reports and distributing them to the rest of the team
The most recent FHFA House Pricing Index report on Q2 (download here) revealed what happened through COVID and immediately after restrictions started being lifted
This PDF is an extremely useful tool and can be helpful with real estate reviews
Page 10 illustrates the Monthly House Price Index for U.S. from January 1991 - present
Matt and Garrett discuss rising and falling trends over this time period, including the 2008 Financial Crash and plateau in 2011
There is a lot going on behind the scenes that is making people want to buy real estate right now
Top five states: Idaho had a 37% appreciation rate in one year; Utah was 28%; Arizona 23%; Montana 23%; and Rhode Island 23%
Alaska is currently the worst state for appreciation in the United States - 8% appreciation for the entire state
Coaching through COVID actually became somewhat uneventful because every state was experiencing the same market
We have been in a very strong seller's market
There are different ways to use this report - the key takeaway is to use it to educate yourself
Q2 2021 was highlighted as the best quarter for the entire United States at 4.92% growth in just three months
There's a difference between how we view the marketplace in terms of supply and demand and transaction volume versus what's happening with prices
Try to look into the transactions behind pricing trends and look deeper into the data
Do not make real estate decisions based solely on this, but use it as a guide
Appreciation trends in San Francisco, Boise, Idaho, and El Paso
Remember the lily pad in the pond example - the goal is to notice changes coming before they've already happened
Garrett's mantra of "Follow the beer" - look at where businesses like breweries or tech companies are setting up shop
It doesn't take a lot to devote some time every quarter to review these trends and educate yourself on what's happening
The average home price has grown to $390,000, but average income has not grown at the same rate - how long is this going to be sustainable?
Use this information to build your knowledge and help guide your clients accordingly
Accessible equity and reinvesting in your own home
You don't have to have all the answers - this actually forces you to ask more questions and do more research
Learning everything you can helps you "be the source"

Quotes:

"We are going to talk about some stats today. We're going to talk about knowing your numbers, knowing what's happening out there in the real estate world so that you can be smart, educated, trusted advisors, not necessarily reliant on everybody else to hand you the information."

"When this was having this huge ramp-up [in 2006], the people that were educated in the marketplace were watching it and going, It's a false market. It was based off of lending that was getting out of control."

"There's a lot more going on behind the scenes that are making people want to be buyers out there right now."

"Idaho, ranked number one right now - 37% appreciation in one year! Twelve months - 37% appreciation."

"For right now, I need to know the top five and I need to know the bottom five."

"Coaching has been a fascinating thing through COVID, because it got a little boring. And I mean that in the best way possible."

"This is why you see this in these numbers right now, is that we have just been in a very strong seller's market for the most part."

"The grand conclusion is - be educated. Be educated on all this stuff, so that when somebody is out there going, Wow, man, the real estate market's really doing well right now, you can be like, Yeah, let me tell you about how crazy it is right now."

"I also like to look at the quarter appreciation, which Q2 2021 highlighted as the best quarter for the entire United States at 4.92% growth in one quarter - in just three months, which I think is very interesting to see."

"When you're looking at this stuff locally, in your own markets, start to look into the transactions behind these pricing trends."

"Do not go and invest in real estate based on this, but use it as a way to help guide you with what's going on."

"If they continued at minus 1.5%, it's going to take a couple of quarters for you to see any major changes in their annual appreciation."

"The goal is to notice that the pond is filling up with lily pads on the 15th day. Most people notice it on the 28th day, a couple days before the whole pond's full and the change has happened. Our job is to notice it on the 15th day."

"It's interesting, to watch San Francisco go through what it's going through, to watch Boise City spike the way that it's spiking. There is a lot of money moving there right now, there are a lot of people that are pulling out of some of their other states."

"There's a lot behind these numbers. And once you start to educate yourself in this, then you can start to see bigger trends, do a little bit more research. And it doesn't take a whole lot. Just ask questions, ask yourself questions and then that'll take you down a path."

"My job is to know what's happening with real estate - in our backyard to across the United States. And you can all do it. The numbers are there, the information's right there. It's presented to you every single quarter."

"There's a lot of numbers coming out about growth, and you'll hear anything from, 17 to high 18% year over year, which is massive when you think about the average across the country. And it has brought the average home price up to $390,000."

"Don't let the data scare you or put you in a position where you're saying, Oh my goodness, the sky is going to be falling at some point. Just use it for what it is - it's information and use it to build your knowledge. That's it."

"Just from a personal finance perspective, be careful. Never over leverage yourself, no matter what the markets are doing."

"You don't have to have all the answers. That's actually probably the best part is when you don't have all the answers. It forces you to ask more questions, which then helps you go explore so you can learn more, so that over time you can start to become the source."

"If you're the source, talk about the attention you can get in the marketplace and the confidence with your clients - then you'd be able to do more business and smooth out your business. So no matter the market, you're the guy or the gal."

"You have to slow down, do the work, educate yourself."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching: