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

The "New Abnormal" Marketplace Aug 09, 2021

Show notes

On today's episode, Matt and Garrett sit down to discuss an upcoming shift in the marketplace that they've been noticing, and how agents across the country can prepare themselves for a possible change. As we start to see showings and multiple offers slowing down, it seems the markets may be gradually cooling off. While some may wonder if we're returning to "normal," Garrett explains that there really is no such thing in real estate, with different variables always creating a unique marketplace that we never see twice. Because the market is always shifting, we need to be aware of what's going on and be able to adapt to change at any given time.

Our hosts explain that while it's still too early to predict exactly how this "constipated marketplace" will play out, sales are still very much happening and there is still ample opportunity for growth. They talk about setting realistic expectations for your buyers and sellers, asking them the right questions, and using this information to guide your clients through any marketplace. Matt also encourages us to keep our eyes open and look at the available data to strategize for success with our clients, and to use this time to slow down, reevaluate our processes, and remember that the need for real estate changes will never go away. As long as you make sure to stay educated and prepared, you will be able to handle anything as we move forward in the coming months. And Matt and Garrett will be here to walk us through it all, no matter where the "new abnormal" takes us.

Episode Highlights:

Markets seem to be cooling off a bit, with homes getting one or two offers instead of multiple offers
Larry Kendall says that we're moving into the "new abnormal" following COVID
People wonder if we're going back to a "normal" marketplace, but in reality, we have never had the same marketplace twice - it's always different
There are always different circumstances and variables that make it a unique marketplace
We always need to be aware of what's going on in the market and be able to adapt to change at any given time
It's still too early to predict exactly what is going to happen
Showings and multiple offers may be slowing down, but sales are still happening - there is still plenty of opportunity
It's important to set realistic expectations for your buyers and sellers, and ask the right questions
This is the time to slow down, reevaluate your processes, make sure you're doing what you need to be doing, and that you're gathering all the information you need to guide people through any marketplace
Questions help clarify confusion as we shift into a new marketplace
People are still going to get married, start new jobs, have kids - the need for real estate changes will always be there
You can't blame the market for anything - remember, we make up the market
Example of agents still having tremendous success through the 2008/2009 Recession
Keep your eyes open, ask questions, look at the data to strategize with your clients
Make sure you're extremely educated about what's going on in the marketplace at any given time
There is always a winning strategy
If you are thinking about selling right now, the opportunities are massive if you feel that that decision fits your needs right now
Be prepared, ask plenty of questions, and you'll be able to handle anything
Whatever happens in the coming months, Matt and Garrett will be here to walk us through it

Quotes:

"The conversation is also coming up - are we going back to more of a 'normal market'? Are we shifting back a different direction here that we used to be in? And I thought it was interesting, Larry had brought it up yesterday that we're in the 'new abnormal' is what he's calling it. And I think we're going to continue to be in the 'new abnormal' for a long time."

"If you look at every market we've ever been in, I've never seen the same marketplace in 20 years that I've been around real estate."

"There's always different variables, there's always something going on, that makes it a unique marketplace."

"With any business in any community, we need to always be looking around and saying, What is the current market that I'm dealing with right now?"

"My dad used to say, Those who resist change are perfectly adapted to a world that no longer exists anymore."

"The marketplace is constipated right now."

"Sales are still happening. It's not that sales have slowed down. And I think that's where you can get confused is - Maybe showings have slowed down. Maybe the multiple offers have slowed down for certain properties, but they're still happening for certain properties. There are still properties getting over asking. We're just starting to see some properties sit on the market, instead of a few hours, it's maybe a couple of weeks. And maybe there's a price reduction happening here or there."

"You've got to continue to ask questions. The processes that are in place force you to ask questions. They force you to slow down, and with the information that you gather, you can guide somebody in any marketplace."

"A lot of people had a lot of confusion coming out of where we've just been. And they're stuck and frustrated on, How do you move forward? Which makes people back away. Confusion makes people not be able to make decisions. Questions, though, clear confusion."

"People are going to still get married, they're still going to get divorced, they're still going to have babies, they're still going to lose jobs, and they're still going to get new jobs. This stuff doesn't stop. But they need to know a path on how to navigate through that, and that's where - everybody who's listening right now, needs to get their focus on over the next couple months."

"You can't blame the market for anything."

"The number one thing that I kept telling people was go back to the list of change, stay in flow with your people. And you're going to find people in here, that no matter what the marketplace is doing, no matter what is going on, they need help. They need help moving from point A to point B, because that is how our world works. And that's never going to stop."

"Keep your eyes open, ask questions, and don't assume that you know exactly what's going to go on. Use data, use information, use what people are saying in response to your questions to help strategize with your clients."

"You need to be extremely educated on what's happening with real estate in your marketplace."

"What a great time to be in a position if you're like, I'm thinking about selling my house. The opportunities that are around that right now, if you are potentially a seller, are massive. The equity that people are sitting on is absolutely incredible. It's life changing equity."

"Keep your eyes open, ask questions of your clients. And you're going to handle this just fine."

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

PIE Time Aug 05, 2021

Show notes

Building on last week's conversation about Parkinson's Law, today Matt and Garrett take a look at PIE Time and what your time is really worth as a Ninja. Garrett reviews the history of PIE Time and how it came about. For those who may be unfamiliar with PIE Time, P = Productive Time (time that you'll actually get paid for - you, a customer, a contract); I = Indirectly Productive Time (FLOW time; Ninja Nine time – generates P time); and E = Everything Else Time.

Our hosts break down each component of PIE Time, and give detailed examples of each. They review why no time is created equal, with Indirectly Productive "I" Time being the most important piece in terms of generating income. And although Everything Else "E" Time is sometimes referred to as "Non-Productive Time," Matt and Garrett explain that this is still a crucial slice of the "PIE," as it can indirectly help with your overall attitude and work ethic. They talk about goals for your I to P Time ratio, wherein for every two "I" hours you spend, you will be rewarded with one "P" hour at peak performance. You'll hear about "P" or "Paid" Time (showing property, going on listing appointments, writing and negotiating initial contracts), which is the easiest time to measure and is the basis for determining your worth per hour.

Matt and Garrett also discuss the three most important things you can do to increase your dollar per hour amount, the wide range of hourly rates they've seen in coaching, and finally, they dive into the numbers with great enthusiasm to illustrate exactly how knowing your worth can help you analyze your business, run it more efficiently, and make the best decisions possible for how and where to spend your valuable time.

Let us know your feedback by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. 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.

Episode Highlights:

Today's episode looks at what your time is really worth
Time is a non-renewable resource
Matt and Garrett dive into PIE Time - what it is and how it came about
P = Productive Time (time that you'll actually get paid for - you, a customer, a contract)
I = Indirectly Productive Time (FLOW time; Ninja Nine activities – generates P time)
E = Everything else time
It was initially called "PIN Time" - the name has since evolved, but it's the exact same (the "N" stood for Non-Productive Time, but this had a somewhat negative connotation)
Garrett feels that the label "Non-Productive Time" actually motivates people to become more efficient so they can move out of "Non-Productive" mode
For the purposes of this podcast, E Time = Non-Productive Time - but it is not necessarily negative
Some of your best time spent will be on E Time activities - it may not directly produce another transaction, but it's a valuable part of your role
Example of big businesses having a risk management department - it does not generate revenue, but it protects the bottom line and helps the company run better, which produces more business
Many E Time activities are something that an assistant can help you with
I Time is where you will directly grow your business - it's the most important time you can use
The Ninja Nine are largely comprised of I Time
If you are spending an inordinate amount of time on E Activities (e.g., a 3-hour closing), this is an opportunity to look at how you can better manage your systems to avoid this happening again
Morning affirmations are an excellent example of E Time activities that do not directly bring about business, but are still important and worthwhile
I Time is the one you absolutely want to put on your calendar, and you have complete control over
Examples of I Time: Lunches with clients, Hour of Power, customer service calls - but they need to be spent connecting and asking FORD (Family, Occupation, Recreation, Dreams) questions
Deals with still go through if you don't do customer service calls, but you may not get any referrals out of them
Not all time is created equal
The truth will come out in your I:P Ratio
Distinction between I Time and just living your life, seeing friends - sometimes your life is I Time
You don't have to track your I:P Ratio, but if you're so inclined, for every "I" hour that you spend, you will be rewarded with a certain number of "P" hours - an ideal goal would be two "I" hours to one "P" hour, or even a 1:1 ratio
Paid hours - "P" Time is where you can really have some power over your business (showing property, going on listing appointments, writing and negotiating initial contracts)
These are also easiest to track and it's where we want to measure our value
Take your total income and divide it just by your P hours to determine your worth per hour
Knowing your dollar per hour can help you decide who to spend your P hours with (e.g., shuttling people around to look at properties when you know they're not ready to buy will bring your dollar per hour way down)
The more effective you are with your I Time/Ninja Nine activities, the better your ratio gets because the better it produces P Time
The most important things to work on to increase your dollar per hour are: 10 step Buyers Process, Sweet 16 Listing Presentation and your pre-listing interview
The Power of the P (Process and Preparation)
Income per P Hour versus Income per T Hour (total time when you include P and E time together)
It's important to know your own numbers so you can work with them and identify where you can improve
Analyzing your numbers will also help you make smart decisions with your business
Track your numbers first thing in the morning
It's very easy to do and doesn't take very long - you just have to be disciplined about it
Schedule your time, manage your time, and track your time

Quotes:

"What is your time really worth? And how can you scale it?"

"When I think about certain N Time or E Time activities, those are some of the biggest things that fall into the Parkinson's Law of, Okay, maybe these things are of some level of importance - it's not helping us with any new business, but I'm not going to put it on my calendar because it's just kind of this everything else stuff. So it'll just kind of fill in the gaps. But then it starts to fill in the space where we have allowed for productive things."

"Firstly, we need to understand that it's not negative, just as you said, Matt. Some of your best time you're going to spend in your business is E time activities."

"These are the things that an assistant can help with. A lot of E Time activities are where you can bring somebody on board to help you, who can add value to your business and to your clients."

"Most businesses look at success as solidified contracts, right? So what we're trying to do is you're trying to make contracts come together."

"That's a good example - gratitudes and affirmations - E Time. I'm not stopping doing that… There's your identification right there of understanding where time is, but how things are important versus productive versus indirectly productive."

"I Time is the one thing where this is what you put on your calendar. This is the one thing that you have complete control over, but only you have control over. Nobody else does. But other things can take I Time away from you if you're not careful."

"It's only I Time if you actually are asking FORD questions."

"Depending on how you approach [I Time] that day, you can actually produce different results for yourself, depending on how you engage it."

"Customer service calls are invaluable I Time, and we've all watched it - your number one best source of referrals right now is the current people you're working with."

"There are a lot of Ninjas that I know that have built pretty amazing lives, that their lives turn into their I Time, and they wonder why they're so successful. There's people out there like, I don't know - I'm just living my life or going out and hanging out on the boat with friends...and I just got referrals coming in. Well yeah, because your life is I Time!"

"If you're inclined to track it, there's a ratio that shows up that says, For every 'I' hour that I do, I get rewarded with however many 'P' hours that are there."

"When I'm coaching somebody, and somebody wants to track these numbers, my goal is to get them to a 1:1 [ratio]."

"This is where you can figure out what your dollar per hour is - if you know that number, you get to make some very healthy business decisions about who you're spending your P hours with."

"Your I Time ratio is directly correlated to the power and efficiency and effectiveness of your I Time activities for your Ninja Nine. So the more effective you are with those activities, the better your ratio gets, because the better it produces P Time."

"So preparation and process - so important towards maximizing that income per hour."

"This is why it's important for you to know your own numbers, because once you know it, now you can change it. Now you can do stuff with it."

"If you take the time to learn this about your business...if you really want to be an educated business owner, and you really want to understand your platform, you should take the time to track these numbers and learn about it. Get a spreadsheet and start keeping track of all this. The data you will get out of it is absolutely amazing, too. So you can make smart decisions with your business."

"The point is to understand this so that you can be better at managing your time, so you understand the value of doing a Monday morning agenda, understand the value of time blocking your calendar for your Ninja Nine activities, so that you can see what your time is worth."

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

Maximizing Your Time and Overcoming Parkinson's Law Aug 02, 2021

Show notes

Today's episode dives into Parkinson's Law and its two main components. Firstly, work expands to fill the time allotted, meaning that if you give yourself a certain amount of time to work on a given task, you're going to use up all that time to get it done. For example, if you tell yourself you need to make a phone call by the end of the week, you'll switch back and forth between tasks until you finally arrive at the end of the week and rush to get it done. The second piece of Parkinson's law states that time will be spent inversely proportional to the importance of an activity. In other words, we typically spend less time on important tasks, like creating a business plan, than we do on unimportant tasks, like scrolling through social media.

Matt and Garrett explain why Parkinson's Law is primed to be broken, and how Ninjas can go against it by making the absolute best use of their time and spending it in a highly productive, highly focused, highly motivated frame of mind. Top agents look at which tasks are going to produce the biggest and best returns, and make those first priority with no negotiation. Our hosts also discuss the importance of using a schedule to give yourself set times to work on certain goals, rather than leaving your calendar open-ended and allowing for distractions. This way you're setting yourself up to work with maximum efficiency within that devoted time block, and you'll be able to fully concentrate on your other Ninja Systems later on, or even enjoy events in your personal life, without having unfinished projects looming over your head. Accountability partners can also help you stay on task and be on purpose with your hours. And most importantly, being aware of Parkinson's Law is the first step to overcoming it.

Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. 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.

Episode Highlights:

A reminder to submit your topic requests and suggestions on the Ninja Selling Podcast Facebook group
Today's topic is about Parkinson's Law and how to maximize the way you manage your schedule and time
The first part of Parkinson's Law is, "Work expands to fill the time allotted"
If you give yourself a certain amount of time to work on something, you're going to use up all that time
You're spending mental time and energy thinking about a given task up until the moment you get started
If we had just hammered it out and completed the job right away, we wouldn't have spent all that time with it looming over us and taking up mental space
Then we can actually be more efficient as we tackle other tasks as well
Real estate review is a great example of this
Switching between tasks also wastes time
Give yourself a set time to work on something instead of leaving it open-ended and allowing for distractions (e.g., allotting 45 minutes to complete your Monday morning agenda rather than letting it drag out for a day and a half)
You incur an Opportunity Cost when you allow things to take up more time than is necessary
Put goals on your calendar and schedule time to work on them instead of leaving the completion date vague (e.g., "I've got to get that done this summer"), otherwise it will keep getting pushed off over and over again
Be reasonable and give yourself enough time to complete a task, but Garrett is also up for the challenge to see if you can actually get things done faster than you think
Part Two of Parkinson's Law is that time will be spent inversely proportioned to the importance of the activity
Business plan is a good example of this - we often spend more time scrolling through Facebook than we do focusing on developing a business plan that will create direction and growth
Another example is that we often choose to spend our time and energy picking up fast food instead of cooking healthy meals at home that will nourish our bodies
Prioritize the Ninja Nine, run the system of a weekly routine, and you'll see incredible results
Top producers go against Parkinson's Law as they make the absolute best use of their time and spend it in a highly productive, highly focused, highly motivated frame of mind
They look at which tasks are going to produce the biggest and best returns, and that's what gets their time with no negotiation
If you don't focus on the most important tasks, they'll quickly find themselves in equilibrium with unimportant tasks, and you definitely do not want that
This ties back to our episode about Extreme Ownership and having discipline in your life
Ask yourself if you had integrity today and showed up for the things you said you were going to do
Try to practice this and make sure you schedule time for important activities
If you take care of these first, it leaves plenty of time for your Hour of Power, customer service calls, etc.
Accountability partners can be incredibly helpful (unless they let you off the hook)
If you tell yourself you are finished at 6 o'clock, you'll be more efficient with the time you've given yourself instead of letting it spill over into all hours of the night
Having a detailed schedule will help you do this - don't just write "Ninja Activities" between 8 and 10 o'clock
This is called not being on purpose with those hours
The first step is to experiment with your calendar and analyze what works for you
Remember that it will constantly change and evolve based on what's going on in your life
But making sure you're scheduling enough time to get everything done means that you can focus and be present in other areas of your life, rather than being distracted by everything you need to do later
Be aware of Parkinson's Law and know that you can overcome it

Quotes:

"If you have enough time to do something, naturally that's just what we do."

"Your brain is actually burdened with it not being done, which stops you from being able to run at the highest efficiency with the other tasks."

"You need to set time aside, you need to focus on it, schedule it and get it done, get it completed. Because as of right now, we've got no deadline on it, we have dreams of this thing we want to do. And the reality is it's just taking time and energy and effort to be successful moving forward. Because again, it will expand, it will keep expanding and keep expanding until it has to be done."

"I think there are things we can get done way faster than we ever imagined."

"So we'll spend less time on important tasks and more time on unimportant tasks."

"It's funny how we interpret things of what I have time for and what I don't have time for."

"I think you can also make sure that those 30 minutes are in a high productive zone of doing that important task, versus, let's say, 25 of minutes of that being done doing unimportant things."

"I think the law is primed to be broken. And I think that if you're running without focus, this is how everything just kind of equalizes out. This is how the majority of the population runs their life, is time being spent inversely proportionate to the importance of the activity."

"I do think highly focused, highly motivated, top producers in anything that you're setting your heart into, they go against this law. Because they are going and starting their days and saying, Okay, what are the things that are going to produce me the biggest and best returns that I have for the future here? And that's what gets their time with no negotiation."

"They're approaching it along the lines of, Nope, this gets my time, first and foremost, upfront. And if I have time for the unimportant activities, I will let them kind of fill the void."

"[The Monday morning agenda] is a very important activity. And it gets so little time, particularly when you let that time just expand. And man, if you contracted that, and just took care of that...it's going to help you take care of showing up for an Hour of Power, customer service calls."

"Now it's not just you letting yourself down, it's letting somebody else down, which is way more powerful. We are way more inclined to let ourselves down before we let somebody else down. And that's why accountability partners work so incredibly well."

"If you can help yourself get to that level of intensity internally, where you're not condemning yourself, but you're being honest with yourself, you're going to be able to control this a lot more."

"What's so interesting about that person that gives themselves 24 hours, and if I need to, I'll be up till three in the morning - some of the most efficient people I know, that are cranking out really high levels of business, are done by 6 o'clock."

"This is not available time to work, which means you become more efficient with the time that you've given yourself."

"When you watch somebody who's struggling with the Ninja Nine, I'll be like, Show me your schedule. And we'll get into their schedule. And their schedule says from 8 to 10 o'clock, it just says Ninja Activities - just wide open Ninja Activities between this time."

"This is called not being on purpose with those hours."

"It needs to be scheduled out so you have a start time and a finish time. You can complete it rather than this, I'm just going to fill the Ninja stuff in this time. And you wonder why you're not getting it all done. You wonder why you're floundering. You wonder why you're stressed out and last minute trying to cram stuff in. That simple thing will change your calendar."

"Acknowledge that this law exists, and then acknowledge that you can break it. You can overcome this one… Having awareness of [Parkinson's Law] helps you recalibrate."

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

"Okay" Is Not Good Enough: Taking Your Listing Marketing to the Next Level Jul 29, 2021

Show notes

Today's "Quick Hit" episode looks at the importance of taking your listing marketing seriously. A recent study by Inman reviewed 25,000 listings across Zillow and Realtor.com, and found that the vast majority of real estate listings lack good visuals, with only 10% of single family home listings including a floor plan, less than 30% of the photos on the listings meeting best practices, and 94% offering no video or virtual tour whatsoever. This is a huge missed opportunity for agents, and today Matt and Garrett explain why. Lack of floor plans, poorly lit, grainy or upside-down photos, and "just okay" online listings give the impression of unprofessionalism, and tell potential buyers that you are "just okay" as an agent as well. As Garrett points out, you want to give your listing every opportunity possible to be the "cream puff" people will want to check out right away.

Matt and Garrett break down the many excuses they hear agents make for not taking their listing marketing to the next level, beginning with the expense of hiring a professional. Hiring a skilled photographer will make your listing truly shine. This will not only help your current listings sell faster, but it will also attract more business as it speaks to the kind of quality work and attention to detail you offer. Next, they discuss the importance of a floor plan as it helps potential buyers visualize themselves in the home after they've walked away from it, and can even limit potential barriers for them putting in an offer.

Hiring professionals to include exceptional visuals in your listing sets the stage for who you are as an agent. It also ensures that you're making the best use of your time by keeping the focus on phone calls and other important Ninja systems. And at the end of the day, it isn't an expense - it's an investment in your business that will pay you back over and over again.

Episode Highlights:

Today's "Quick Hit" episode looks at the trend of people not taking their listing marketing seriously
It's important to be a professional and show up for your clients to make their listing as attractive as possible (e.g., professional photography, getting floor plans done, putting together a virtual tour)
A study conducted by Inman searched 25,000 listings across Zillow and Realtor.com and found that the vast majority of real estate listings lack good visuals
Only 10% of the single family home listings had a floor plan, less than 30% of the photos on the listings met best practices, and 94% had no video or virtual tour
More and more people are using professional photography
Floor plans are very important as well, but a lot of agents make excuses for not using them
Floor plans help potential buyers visualize themselves in the home when they're away from it
This is a huge missed opportunity
With photos, even if the quality or lighting are slightly off, it can give the impression that no attention to detail was paid and cast doubt in buyers' minds
Give your listing every opportunity possible to be the "cream puff" that people will want to go check out
It's okay to hire professionals to help you do this
Make your listing "shine"
This will not only help your current listings sell better, but it will help you attract more as it shows what kind of high quality work you do
Understand your dollar per hour as a real estate agent
Even if you're a great photographer, it's a much better use of your time to be on the phone than to be taking listing photos yourself
It is absolutely better to hire a professional in these cases, and it also limits your stress
If you're not including floor plans or you're using poor quality photos, it speaks to your lack of process and conveys unprofessionalism
Photos that look "okay" are not good enough, especially when it doesn't cost a lost of money to make them exceptional
Every single thing you put out there relates to who you are as a business
If a photo is just "okay," people will think you are just "okay" as a realtor, too
Hiring a professional to do the floor plan or take exceptional photos takes it to the next level and sets the stage for who you are as a professional
It's not an expense, it's an investment in your business
Floor plans can help eliminate potential barriers to buyers putting in an offer
There's no excuse for not having a floor plan - Home Depot and Lowe's offer them
Again, just because you can do it doesn't mean you should - there is a better use of your time

Quotes:

"It's one of those things that they are starting to document more now, they are starting to pay attention to more now. And it's funny that people still don't show up and do it. And we watch people cut corners all the time."

"[This study by Inman] searched 25,000 listings across Zillow and Realtor.com and found that only 10% of the single family home listings had a floor plan, less than 30% of the photos on the listings met best practices, whether they were done 'professionally' or not. And 94% had no video or virtual tour."

"My first installation that I went to, Larry talked a lot about floor plans. And still to this day, so many Ninjas don't use floor plans - Well, we don't need that. Well, I don't know where to get that. Well, nobody will do that. And it's just the excuses that come out. I love a good floor plan. It makes it so much easier to understand a home and connect with it at a different level."

"Give that listing every opportunity it has to be the 'cream puff'. And if you're the weak link in it, figure it out! Go hire a professional to take you out of the equation. And it's okay to be the weak link. I don't want you to all become professional photographers - you're professional real estate agents."

"Part of this isn't even just making your listing shine so that they sell better and all that. It's also, if your listing shines online, as Larry [Kendall] says, people are going to see that. And so the next listing pitch that you go on, they're going to see what type of work you do."

"More of you are $1,000 per hour people than you realize."

"There's a better use of your time in this industry that you're in. I would much rather you be on the phone calling people for that whole time... You will pay for your photographer over and over and over again by you not being there."

"If you're not putting some of these things up, what it says to me is you don't have a process. There is not a process. There is not a marketing plan that exists, at least not a high quality one, when it comes to you launching a listing."

"If a listing gets launched with 10 photos, and one of them is an upside-down photo, or it's just 10 photos, and they're grainy, if there's no floor plan listed in the documents - it just shows to me that you're not using a good process. And that's not somebody that I'd want to work with as a professional."

"Even the ones where those photos look okay - okay is not good enough when it comes to this, because it doesn't cost a lot of money to make them exceptional."

"Every single thing that you put out, whether you are directly putting it out, you're directly having a conversation with somebody, or it's a piece of marketing that goes out directly, relates to who you are as a business."

"When you bring in a professional to take care of it for you, when you take that little extra step to have it done at that level… This is your opportunity to set the stage of who you are as a business owner."

"At the end of the day, every single dollar you put into this is an investment into your business. It is not an expense because every single dollar you put into this will help you get more business. It will help you be more successful."

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 Action Toward Your Dreams Jul 26, 2021

Show notes

The recent news about Sir Richard Branson launching into space on his Virgin Galactic rocket plane has Matt and Garrett thinking about the way we interpret people going after their dreams. On today's episode, they talk about the inspirational element of this story getting lost in the news cycle, with many feeling that they're simply more motivated by everyday folk in unexpected moments of greatness instead. But we forget that Branson did not start out as a billionaire with a space company. Like all of us, he started as a kid with a dream, who worked tirelessly, overcoming failure after failure, to get to where he is today. This happens all the time in the real estate world, with agents often dismissing the success of others as lucking into a favorable marketplace, rather than the result of hard work. This kind of mentality places limits on ourselves, and prevents us from learning in the presence of masters.

Our hosts discuss the idea of hitting rock bottom before you can turn things around and go after your dreams, and explain that we can do this at any point in our lives. We can also learn a great deal from other people's failures and successes, and use them to grow and build a better life for ourselves, if we are paying attention to how people are pushing through instead of condemning them. We always need to be asking ourselves, "What can I learn from this?" Each day we can choose to take ownership over our lives and put in the work towards reaching our goals, or we can make excuses.

Matt and Garrett challenge us to start taking action today, and remind us we don't need to venture into space to accomplish the extraordinary. As "Mastery" points out, we can be inspired by ourselves in our "ordinariness" as well. Sir Richard Branson's journey is a testament to what can happen when we embrace our inner child, let go of limitations, and truly believe that we can make our dreams a reality, no matter how big or small.

Episode Highlights:

Sir Richard Branson recently launched into space on his Virgin Galactic rocket plane
He made his childhood dream of going into space come true, and gave a speech encouraging kids to follow their dreams as well
Matt and Garrett feel that the inspirational element to this story did not get enough attention in the news
A lot of people feel like they're more inspired by everyday folk and unexpected moments of greatness
People forget that Branson did not start out as a billionaire with a space company - he was once a kid with a dream
It took many years of hard work and overcoming failures to get to where he is today, and this is where we can draw inspiration from
People forget that Branson was everyday folk, and worked tirelessly to get to the point where he is today
It's not necessarily space travel that's inspiring - it's the idea of having a dream and continuing to pursue it, which anyone can do
If you look at other people's success and tell yourself that they had special advantages that you don't have access to, you're placing limits on yourself and getting in your own way
For example, when realtors hear about people breaking the $1 million mark in one year in gross commission income, their first question is what the marketplace was like
For every successful realtor, there was a point when they were a brand new agent who just got their license
A lot of people hit rock bottom before they're inspired to go after their dreams, but it definitely does not have to work this way - you can grab onto moments of motivation and run with them at any time
We all face hard times and feel discouraged at different points in life, but the whole challenge is to push through and not quit
Instead of condemning other people for their successes or failures, we can learn so much from them to grow and become a better person ourselves
We always need to ask ourselves, "What can I learn from this?"
This comes back to taking ownership of our life, making the decision to put in the work toward our goals, and not make excuses
Branson is an excellent example of embracing the kid inside of us who doesn't have limitations and isn't afraid to go after what they want
Tough days and hard work are what build up our resiliency and push us to do better
Take a look at what other people have been able to accomplish and ask yourself what limitations you've placed on yourself and what limiting beliefs you're holding onto
Set a goal for yourself that seems like it might be out of reach, and truly believe that it is going to happen
Branson undoubtedly hit many roadblocks and had people tell him he was crazy, but he was able to persevere and accomplish his dreams
A master will embrace his/her 'ordinariness' and use it as a foundation to build the extraordinary
We can be inspired by ourselves in 'ordinary' moments, too
Your dreams are all possible, but you need to start taking action - it doesn't just happen by accident
Branson's journey to space is a perfect example of that

Quotes:

"[Sir Richard Branson] was like, Hey, all you kids down there. If you have a dream, follow it. I was once a kid with a dream. And now I'm an adult in space."

"Some people were like, Oh, yeah, that's cool. Some people were like, Wow, that was inspirational. And some people were like, Yeah, that's cool. But I'm more inspired by everyday folk."

"The space race has changed from nations to literally corporations, and people trying to figure out how to get there. This accomplishment is absolutely amazing."

"I think these big, big, big dreams, these big goals, a lot of people get that taken away from them at some point because of failure after failure and they go, Fine, then we're not going to do them."

"This is where it ties right into real estate, because we see a lot of people who will look at top producers and say, Well, they had that or this that's special for them… And by doing so, you're actually placing limits on yourself. You're affirming that you cannot and your brain goes, Okay, great. That's a limit of ours, and we will never be there."

"I've had a good handful of people over the years that have broken the million dollar mark in one year in gross commission income… When you share it with other people, the first thing they ask is, Well, what marketplace was it in? It's like, yes, there are some pieces to that. But when we're talking about a million dollars in one year, there's a bigger scope going on here of what it's taken to get to that point."

"We all have this even playing field up front here. And there's some people that tear into it, and there's other people that watch other people tearing into it going, Oh, yeah, but that's not for me, or, They have things that I don't have… And we see that happen all the time."

"We all face challenges, and we're all going to hit points where we think, this is it, or maybe I can't, or I'm going to give up… The whole challenge is to push through, and to not quit."

"The opportunity there is that everybody around us, whether they're finding their rock bottom, or they are finding their dream that they set for themselves, instead of condemning people for being in those areas, if you want to, you can learn from them."

"You can make a massive, massive, massive change in your life by understanding somebody else's rock bottom."

"You can either condemn that person for who they are and where they're at, and what's going on, or you can learn from them and grow and adjust and build a better life for yourself."

"I think at the end of the day, the whole piece here is that, are we constantly learning from those around us? Are we constantly looking at everybody's achievements and failures and saying, How can I use those to better my world and my growth of who I'm going to be?"

"Each day, we can make an advancement towards where we want to go, or we can choose to not. And if we're choosing to not, it's usually because we're...making up all the excuses."

"If I can take that away from [Branson]... The best thing I can do for my life, continuing to move forward from here, is to find that kid that's still inside me and embrace it. Because that kid inside of me doesn't have limitations. That kid inside of me doesn't have the, But we don't have enough money for that, we don't have enough time, we don't have enough energy."

"Those are the little micro challenges that we're going to face that we must show up for and we must push through. Because those are building up our resiliency… Don't let those tough days take it out of you."

"You are unbelievably powerful as a human being on this planet right now. And take a look around and look at what some people are achieving with their desire and their energy to go and go big."

"It doesn't matter how big the goal is. It could be, Hey, I want to pay off my entire mortgage. You need to know that that is going to happen, believe that that is going to happen."

"A master, rather than condemning himself for his 'ordinariness,' will embrace it and use it as a foundation for building the extraordinary."

"Let's be inspired by ourselves, too… Why don't we inspire ourselves by doing something great today, doing something that maybe we thought we couldn't do… And maybe it starts with picking up the phone and making that extra phone call."

"Start taking action to create the dreams that you have, and start walking in alignment with the dreams you have."

"This is all possible, but you have to take action in some way, shape, or form. It's not just going to happen on its own. [Branson] didn't just end up in space by accident."

"Take action, everybody. Take action today."

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

Referrals and Breaking Down Where Your Business Really Comes From Jul 22, 2021

Show notes

Today's episode looks at referrals and where your business really comes from. Referrals generally consist of either repeat clients who keep coming back, or new clients who have been referred to you by a trusted family member or friend. Matt and Garrett explain the 2:1 ratio in terms of referrals, with the goal being more honest-to-goodness referrals than repeat business, as this is where you can truly unlock the referral potential that your business has to offer. But building a strong referral-based business does not mean simply pursuing people and asking them to give out your information - this is not part of the equation. Instead, what sets you apart is a high level of care of concern for your clients, and maintaining strong relationships, as this is where the real referrals come from.

Join Matt and Garrett as they break down how to set up a quality referral system, whether it comes naturally or is something you need to work toward. They talk about building momentum and keeping the flywheel spinning once you get started, the role of auto flow and customer care systems, and using marketing strategies to make sure your name stays top of mind as people discuss real estate decisions within their social circles. If you're not currently operating at a 2:1 referral ratio, today's episode will show you how to tap into opportunities that are already on the table, and help create a tribe of people who cannot wait to send you business!

Tell us where you listen to the podcast by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. 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.

Episode Highlights:

Referrals consist of either 1) Repeat clients who keep coming back, or 2) New clients who have had you recommended to them
Goal with referrals is to have a 2:1 ratio, with more brand new referrals than repeat business
1:1 is also great, but 2:1 is where you're truly maximizing your referral potential
The overall trend right now is 2:1
Garrett believes this is because in times of uncertainty or weirdness, people turn to their tribe for advice more than ever, and friends and family give the name of someone they really trust who can help
Building strong relationships and taking great care of your clients is crucial, and you will be rewarding greatly for making this a priority
It's not about pursuing people or bombarding them with marketing, asking them to refer you to everyone you know - this should never be part of the equation
When you truly care about your clients and what's going on in their world, that is where the strong referrals really come from
Some people have that natural ability to show they care and want to be involved, while others may need to build a system to help this happen
This won't happen overnight - it's a matter of building momentum
Auto flow and customer care system
Use of marketing tools is also important, as it gives clients a piece of content that they can directly show other people
This also keeps you top of mind when people are discussing real estate needs within their social circle
Having a built-in system and truly caring about your clients will open so many doors and make sure you never leave another referral on the table

Quotes:

"My goal always is to get somebody to a 2:1 ratio. If I can get them to a 2:1, that is where I'm like, Okay, you are really maximizing the referrals, you're crushing it."

"If you're not at a 2:1 now, that's okay. Having a lot of repeat business is a great thing. Like even 1:1 is really good."

"[The 2:1 ratio is] when you know you have fully unlocked the referral potential that your business has to offer."

"In times of uncertainty, in times of weirdness...we lean into our tribe. We lean into the people we know, the people we trust. Instead of just throwing ourselves out into the craziness of the world, we turn to our friend next to us, our neighbor, and we say, Hey, what should I do? And they go, Oh my gosh, let me introduce you to Matt Bonelli - he'll take care of this for you. And then boom, we have a referral."

"Relationships are so golden right now. And I want everybody to embrace this, because you will be rewarded greatly. That's the reason for the topic today."

"People that are experiencing this, it's not just falling into their lap. These are people who take great care of their clients, they have great auto flow going on. They're very good at their customer service calls every single week to make sure that their active customers not only feel like they're taken care of in the process, but they're taken care of period."

"It's not asking for the referrals. It is not, in every piece of marketing that goes out, saying, Hey, send me referrals to anybody. It is not chasing or pursuing people in any way, shape, or form… What it is, is a very high level of care and concern for the people that they're working with."

"The real referrals came from the people that had been doing this for two years before COVID hit. And they had been maintaining these relationships and growing with these people, and they knew the importance of what was going on in their life."

"It just happens a lot of the times naturally, and it just creates this energy, which is incredible that all of a sudden referrals just roll in. The other side is building a system to help this happen."

"With this, you're creating a brand energy amongst the people who are your tribe that then cannot wait to send you business."

"A lot of people don't even look at their business this way… They know they have a referral-based business, but they don't think of, what is the real potential of the referral-based business. And this is a very easy way for you to go, Am I leaving referrals on the table?"

"If you're 1:1, meaning you get one referral closed for every piece of business you close directly within your sphere, that's still a really strong business. If you're upside down the other way, know that there is a ton of opportunity to swing the pendulum back around, add more customer service, add more client care to then attract those referrals that you literally do have access to, that we're just not achieving at the moment."

"When I'm working with somebody, Matt, that is what I'm always looking at, is if I can help them unlock that area, that's when all of a sudden crazy numbers start happening. That's when all of a sudden doors start opening up that they didn't even know existed before."

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

"Dreams Come True" With Tara Tooley Jul 19, 2021

Show notes

Matt and Garrett welcome special guest, Tara Tooley, to the show today. Tara has been a Ninja in Fort Collins, Colorado, for over six years, and she has an incredible ability to take every system we work with and completely own it to create a unique and highly successful experience for her clients. She breaks down her process for Matt and Garrett step-by-step, and tells them about integrating a "Ninja Filter" in everything she does. She begins with the "Magic Wand" conversation, then begins the funnel process by opening a broad search for her clients to make sure they don't miss any important options. Tara's only motivation is to help her clients find a home and make their dreams come true. She explains that she doesn't stop until she sees the "happy dance" from her clients, and this no-pressure approach instantly builds trust and shows clients that you're on their team.

Tara chats about setting clients up to be the "smartest buyer out there," the importance of guiding them to a trusted, local lender versus impersonal online options, and how a solid pre-qualification empowers clients with the coolest idea ever - a "shopping license." She goes into the recasting loan, a huge secret weapon, in great detail, as well as her "magic" tip to help clients recalibrate if they haven't found a house that makes them do the happy dance yet. You'll hear about Tara's approach to step back and let buyers find their own potential home, her "dance with the other broker" and building relationships before even visiting a house, using the online feedback form to give her buyers a competitive edge in the sellers' eyes, and how investing in clarity of process shortens her timeline significantly.

Tara offers these, and so many other great takeaways as we begin to take a closer look at how actual Ninjas are using the 10-Step Process and applying it in practice. We can learn so much from Tara's "Super-Size-It" attitude and proven track record, and her fascinating insights highlight the many ways you can make the Ninja process work for you in a way that feels fun and authentic, so you can help bring your clients' dreams into reality as well.

Send us your request for future episodes by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. 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.

Episode Highlights:

Tara Tooley has been a Ninja for about six years
She works at the group in Fort Collins, Colorado
The advice based on her marketplace can work in any area
She has an incredible ability to put her own unique spin on the 10-Step Buyer Process, and has used it to create an extraordinary buyer process for her clients
She puts everything she does through a "Ninja Filter"
When people first reach out to her, they have already thought about this decision for a long time and they're ready to make their move
She asks them a series of questions and has the "Magic Wand" conversation
She begins with a very broad search so that her clients don't miss any options (one of the biggest buyer fears), then narrows the focus from there
This is the funnel process
She includes homes in a higher price range as many sellers begin too aggressively and may lower their prices later
She sets her clients up to become "the smartest person in the market" as they watch for these prices to drop
Her mindset is laser-focused on helping her clients find a house
Her only goal is to help make people's dreams come true and see their "happy dance"
Setting her clients up with a trusted local lender versus online lenders who typically don't care and will not go to bat for them
Being pre-qualified with a solid lender empowers clients with a "shopping license"
Tara is not afraid to tell people she can't move forward with them, if she feels they are not a good fit
Bridge loans and recasting
When clients have not yet found the home that makes them do the happy dance, she gives them an actual magical wand to help them recalibrate and shift their mindset
Most of the time, her clients find the home themselves - she is there to help them get that house once they've found it
Her "dance with the other broker" and creating a relationship with them before they even view the house
The importance of broker-to-broker relationships
The buyer who drags you around to house after house does not know what they want, but maintaining a positive relationship with them can still lead to referrals
Success is taking care of the client
The 10-Step Buyer Process often happens in the house
There is no such thing as the perfect house - the goal is to be happy with 85%
Tara is a huge believer in expert coaching and learning from the professionals
She's very transparent about her process with clients
Garrett's name for Tara is "Super-Size-It Tara" because she takes every idea to a new level and isn't afraid to make this business fun and authentic

Quotes:

"Tara is an agent that takes every system I've ever worked with her on, and she goes, I'm going to make this mine. And she owns it."

"I consider myself a Ninja 1,000%. I put everything I do through what I call a Ninja Filter."

"We have that quick little conversation. I'm like, Well, What are you thinking? Tell me, if you wave the magic wand, what might happen? What kind of - how big of a house? Why are you moving? And I go through some of the questions. How many bedrooms? What price range are you thinking? What town are you thinking?"

"I always take notes. I never talk without a pen in my hand."

"You're going to become, what I call, the smartest person in the market. You're going to watch those prices - that overpriced person come down maybe into your price range if they sit on the market, because not everything sells if it's overpriced."

"I had a buyer call me on a Friday.... She said, Well, we're going to be buying somewhere between now, three months, six months, nine months. We're not really in a hurry. And...we're under contract six days later. Their first offer."

"My mindset is - my only goal is to help these people's dreams come true. That's it. That's where it ends."

"If there's no happy dance, I'm like, Hey, I think we need to keep looking."

"When you put people into a position where they really want to buy, yes, you are a great salesperson. Because you didn't have to sell them on anything. You just put all the pieces together, and all of a sudden they're buying. As far as I'm concerned, that's about as Ninja as you can be."

"I'm like, This house, I don't see it. And then I'm like, Aren't I a great salesperson? They just laugh. And then all of a sudden, that trust level just goes out the roof, because they're like, Oh, she's on our team. She's not trying to sell us anything. She's trying to help our dreams come true."

"Your lender is going to be your most valuable player, maybe even more important sometimes than I am in this process. If we don't have a lender that can go to bat for you, literally seven days a week, that's trusted in our local market, I'm not sure I can get you a house and be competitive on your offers. Because what's been happening is these online lenders, they just don't care."

"I had a 45-minute conversation with an older guy that was qualified with his big national bank. And I'm like, Dude, I can't win a house for you in this market with that as your lender… He finally succumbed. And sure enough, three days later, we got the deal because of that lender."

"What we really need is a really good shopping license. If you don't have a good shopping license, it doesn't make a lot of sense to even go look at houses, because we don't really even know what you can buy. And so your lender will give you a pre-qualification, which I consider your shopping license."

"The shopping license is the most powerful if you don't have to sell your house before you buy."

"There's a product out there called recasting loans, a recasting product, and that's how I get most of my people from A to B without a contingent offer."

"If you talk to your lender, and they don't know what recasting is, you need to go dial the phone and find a lender that does, because that is a huge secret weapon in this market."

"I find it very interesting when you hand those magic wands out, sometimes the game completely changes, and they buy something that feels to me, as a realtor, 100% different than what they told me."

"I don't look at houses online. I don't think I've ever, maybe one or two times actually, been the one that found the house. The buyer finds the house. And they're like, Let's go look at it."

"I feel like the buyers are the smartest people in the entire market. Realtors think they're all smart and everything. It's not their money that's buying the house."

"I'm starting what I call, the dance with the other broker, because that's one of the most important dances of the whole deal in a competitive market. So I start the dance before I ever get to the house."

"That feedback was so powerful and so emotional, that literally the sellers fell in love with the hope that these buyers would buy the house."

"It's really important to me that I follow the leader of success. And Ninja is the most successful life a realtor could ever ask for, and being able to serve the world with our expertise as realtors."

"I believe wholeheartedly, if you're going to be successful at whatever you want to be successful at, you need a coach… And I tell people, Go find the very best coach you can find. And I didn't say the very best coach you can afford, I say the very best coach you can find."

Links:

www.TaraTooley.com

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

Marianne Williamson's "Deepest Fear" Jul 15, 2021

Show notes

Continuing on with our last episode about taking extreme ownership, Matt and Garrett discuss Marianne Williamson's moving poem, "Deepest Fear," a beautiful representation of why we sometimes do not show up in life as our full, brilliant selves, and the power that comes with embracing how much we are truly capable of. Many of us often "play small" and stay in the darkness because it feels comfortable and safe, but our hosts explain that this does not serve the world, and that we all deserve to grow and let our lights shine at their brightest. Pushing through discomfort to the growth zone, and going after big goals actually inspires others to do the same, and creates a culture of people who are living their best, most authentic selves - who are liberated from fear, and feel free to pursue their passions wholeheartedly, which we can all learn so much from in turn.

Matt and Garrett share their insights on each enlightening section of "Deepest Fear." They talk about reconnecting with our childlike mindset of seeing opportunity everywhere, and feeling excited to learn and grow as much as we can. You'll also hear about letting go of fear, giving yourself and others permission to be exactly who you are, and reframing life's challenges as happening for us, not to us. Garrett reflects on how these principles have guided him personally, and explains that if you start by tackling small obstacles in your life, you'll slowly start to chip away at barriers and suddenly find yourself overcoming bigger fears. Together with Marianne Williamson's empowering words, today's conversation shows us what can happen when we no longer fear our light, but instead allow it to shine the way it was meant to.

Share the ways you've knocked down fear by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. 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.

Episode Highlights:

Ninja principles apply to any business or industry
Matt shares Marianne Williamson's "Deepest Fear," a poem that demonstrates why we sometimes don't show up or why we're not as amazing as we could be
They begin with the idea that our deepest fear is that we're powerful beyond measure
Massive breakthroughs happen when we realize how powerful we are and what we're capable of
It can feel comfortable to hide in the darkness as it can feel scary when your light is shining and all eyes are on you
This comes back to taking ownership and moving into the growth zone
We all start to question ourselves and our abilities as time goes on, but there is so much power in accepting that we all deserve to grow and be our best selves
When you ask yourself, "Who am I to be (fill in the blank of whatever you want to be)?", turn it around and say, "Who am I not to be those things?"
There is nothing stopping you from being the person you want to be
Sometimes we play small so we don't make others feel inadequate, ruffle feathers, rock the boat
But this doesn't help you or anyone else
As you get older, you don't want to look back and wish you would have taken action or done something differently
Playing small does not serve this world
Embracing your full potential and going after big goals actually inspires others to move out of their comfort zone as well
Fear of discomfort stops a lot of people from pursuing growth
Analogy of parents trying to protect their children from getting hurt, but setting these limits prevents growth
Children see opportunity and brightness everywhere, but at some point, many of us lose this attitude
Ninja can help you change your belief system and reconnect with that childhood mindset of embracing the world around you
When children find something that are interested in, they dive in wholeheartedly
We can learn so much from their energy and their excitement about learning and growing
When we experience challenges, remember to take on the mindset that life happens for us, not to us
There's safety in making sure other people are staying with us
But when you give people permission to go outside the box and let their light shine, you'll be able to learn so much from them as well
Give yourself permission to be exactly who you are, not what anyone else thinks you should be
Living without fear creates a ripple effect and can inspire other people through small, everyday actions
If you start with small obstacles or fears, you'll slowly start to chip away barriers and find yourself tackling bigger challenges

Quotes:

"What are we really giving up if we're not really being the best that we can be?"

"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us."

"We ask ourselves, 'Who am I to be brilliant, gorgeous, talented, fabulous?' Actually, who are you not to be? You are a child of God. Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do."

"We were born to manifest the glory of God that is within us. It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others."

"The truth is, we are all capable of incredible things."

"It says it is our light, not our darkness that most frightens us. I think that's because you can hide in darkness. When the light's on, when you're shining, when you're the source of that light, man, you're in a position where it can be a bit scary because all eyes are on you."

"All of us have this really powerful piece that we can bring to the table if we want to unleash it, every single one of us."

"Why wouldn't you be able to be that? Why couldn't you be exactly what you want to be?"

"And the beauty of this is it makes you stop and really have to ask that question of, Why am I stopping myself from going and being this person that I want to be? Because it's amazing how much of it's right at our fingertips, when all of a sudden, we realize that we can - we can go do this."

"A lot of times, we'll just be like, No, I'm just going to play it [small] right here. I don't want to ruffle any feathers. I don't want to rock the boat. I don't want to do anything. But that actually doesn't really help."

"My playing small does not serve this world. There's nothing enlightening about shrinking."

"By me going and being big and achieving these things, or going after these things, and growing into these roles that I want to be, it serves other people."

"I think that level of discomfort as you grow stops a lot of people from the growth. That stops a lot of people from actually being able to really see that light that they might have on the other side."

"When we talk about children, I think it's a very fun place to come from and watch how they approach learning. Watch how they, when they find something they're interested in, how they go all into it in this incredible way. Because they are fascinated by that."

"What if you took investing in real estate or investing in retirement plans with the zest and excitement of a child?"

"What are we really born and put on this planet to do? And it's to just share that brightness and glory with everyone around us... What if you brought that into your business?"

"I can let my light shine, and give other people permission to do the same."

"Give people the permission to grow, give people permission to go outside the box, give people permission to set new standards, because you will learn from them also. You can only do so much on your own. So when you have all these great people around you, and you're letting all their light shine and be the best they possibly can, you get to, at the same time, learn from all of them at different levels, which I think is a really important thing to understand about this. Don't put your fears on them."

"You can't just talk about things. You've got to get out of your element and get out there and be who you are. Be who you want to be, not who others want you to be. None of this is about doing the things that society says you should do, that your parents say you should do, that your boss says you should do. This is about doing the things that you feel deep down inside, that you're like, This is who I am, and who I want to be, and who I want to share with the world. And it's going to help other people do the same in their own way."

"It's amazing, when you're around somebody who's letting go, and just going all in. And every once in a while you come across somebody like that, that is just like, Look, I'm going to be me, I'm going big, I'm going to share who I am and my thoughts and my feelings and my energy."

"There's a much greater good around all of this when you truly are moving in that direction."

"As we grow, I think one of the biggest benefits, if you can lean into this, is if you start small and realize that the fear that was holding you back - when you cross a threshold and accomplish it and move towards it, and you get to see the light on the other side, it's like, Oh, it's okay. I can create, I can do this. I have all these resources around me. I have all these great people I can ask questions to, I have all these great books around me that I can learn from and grow, that allow me to be better every single day. You start to realize by the little wins that all of a sudden, you start to start tackling the bigger wins, the bigger fears."

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Garrett

garrett@ninjacoaching.com

@ninjaredding

Matt

matt@ninjacoaching.com

@matthewjbonelli

Taking Extreme Ownership of Your Business and Yourself Jul 12, 2021

Show notes

In recent coaching sessions, Matt and Garrett have noticed that many agents are missing opportunities to go above and beyond for their clients, and are not taking extreme ownership of their businesses and themselves. When questions come up, or something goes wrong in a transaction, the best thing you can do for your client is be their expert and handle the situation for them - gather all the information, make phone calls, do the research, and make sure you are getting the job done. Passing the buck is not only unprofessional, but it also creates confusion and stress, and gives away all your power. When you own the outcome and take responsibility for doing the best job possible, your value as an agent will prove undeniable, even if you don't get the results you were hoping for. As Matt points out, taking ownership may not guarantee results, but it guarantees you the freedom of direction and more opportunity with your clients moving forward.

Whether it be with your work, health, or wealth creation, Matt and Garrett discuss the idea of taking ownership today - no one else can save money or eat a healthier diet for you. Only you can make this happen. They talk about not making excuses or blaming other agents, and how taking ownership allows for incredible growth and new problem solving. They acknowledge that this is an ongoing journey, and that changing your belief system can be difficult. However, the consequences of not owning the outcomes in your life will be even more challenging. This does not mean you have to do every single thing that comes across your plate, but instead you can focus on changing your processes and looking for ways to add value. Today's profound conversation reminds us that there are opportunities for growth and excellence all around us, and if we take ownership of those moments instead of letting them pass us by, we can grow and improve in countless areas of our lives.

Join the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast, where you can ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. 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.

Episode Highlights:

Terri Johnson is offering two open Ninja installations in August (August 10 and 23)
Visit NinjaSelling.com/events for more information
Today's topic is about the challenging skill of taking ownership of your business and yourself
Delivering Happiness by Tony Hsieh will give you incredible insight on taking ownership in your life
Garrett's observation that a lot of agents are not grabbing opportunities and running with them as they come up
It's important to take extreme ownership of opportunities to go above and beyond for your clients, for example when questions come up or things go wrong
Owning the outcome
Example of problems coming back on home inspections
When you blame others or pass the buck, it creates confusion and stress, and gives away all the power to other parties
Taking ownership may not guarantee results, but it will guarantee more freedom of direction and more opportunity with your clients down the way
Example of eating healthy and taking extreme ownership over what you put in your body, even when temptation is readily available
Taking ownership as it relates to wealth creation for agents
You need to take ownership of putting money away now as no one else is going to do this for you
Matt and Garrett hear a lot of agents complaining that something was the other agent's fault
Taking ownership allows you to grow, learn, find new solutions
This can apply to anything in your life
If you're not taking ownership, it's very easy to make excuses
Brokers who complain that their agents are not productive need to remember that they hired them
This also applies to agents who complain about buyers - ask yourself what caused you to choose a client who can't make decisions
It's difficult to change your belief system around this, but the consequences of not doing so are even harder
It's your responsibility to make these changes happen, not anyone else's
When things don't go your way, it's an opportunity to reflect and figure out how you can do things differently next time
You need to own that you are the creator of the results you get
Taking ownership of your health is a great place to begin
A lot of people are struggling with taking time off work after COVID
Taking ownership in your life is an ongoing journey
You don't have to do every single thing that comes across your plate, but instead focus on changing your processes and looking for opportunities to add value
Opportunities for growth and excellence are given away all the time
Take ownership of these moments, and they will help you grow and get better in countless areas of your life

Quotes:

"To your client, the best thing you can do is take extreme ownership."

"Instead of just saying, The buyer agent messed this up - you personally [say], What could I have done better to make sure that that doesn't happen in the future? Because I'm owning this outcome."

"When you don't take ownership of, We actually can control the outcome of what's going on, you're giving up all the power."

"The [agents] that are winning every single time are personally taking responsibility of, My job is to get them this house. And if they don't get it, it is my fault."

"Taking ownership doesn't necessarily guarantee results. It doesn't guarantee a particular result. However, in my opinion, it guarantees freedom of direction, it guarantees more opportunity down the way."

"No matter whether it is - your health, your relationships, your business - if you are not taking that level of control and self responsibility, then you're not going to access the freedom that you could have down the road."

"If you want to look at wealth creation, anybody who's listening to us right now - take ownership of it today. There's no reason you can't start today, there's no reason you can't start putting money aside today, no matter how much money you're making. There's no reason you can't do it. But you need to take ownership that you are the one that's going to make it happen. Nobody's going to do this for you."

"We're not talking about creating a false level of complacency or contentment. We're talking about acknowledging that everything that happens for you, everything that happens to you, is for you, and you are the creator and receiver of those things."

"Whatever is in your world, take it."

"When you take ownership of it, you now get to grow. The minute you let go of the ownership of it, you're killing growth. Because you're not looking for solutions. You're not looking for answers. You're not looking for, How could I have done this better?"

"It's everything in your life - you can take that opportunity, when you get an outcome that you don't like, take that step back and say, How could I have made this outcome go the way that I wanted it to?"

"If you're not taking this level of ownership, this level of self-responsibility, then it's so easy to just go right into excuses."

"If you actually build an organization around people who take that level of self-responsibility, everybody's going to step up, everybody's going to become a player. You're going to minimize the amount of victims that are in your environment."

"The hardest part is changing your belief system."

"That's my responsibility to make that happen. It's not anybody else's responsibility."

"Anytime I don't get the outcome that I want, that's my opportunity to self-analyze and be like, Okay, what could we have done to get a different way to get the desired results?"

"These are these little choices that we get to make throughout the day. And you need to own that you are the creator of the results that you get."

"Don't give in that easy. If you've got something you want to do, own it, go after it and figure it out."

"This is a long, never-ending path and journey."

"It doesn't mean that you now have to do every single thing that comes across your plate when people are asking you questions. It's really about managing certain processes and looking for those opportunities to add extra value for your people."

Links:

Email us at TSW@TheNinjaSellingPodcast.com

Leave a voicemail at (208) MY-NINJA

Ninja Selling

@ninjasellingofficial

Ninja Coaching:

@ninja.coaching

Ninja Events